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Packing Heat

Believe it or not, a lot of sales managers still ask me how much “leg” they need to leave in the payment for the F&I manager. In fact, as recently as last month, a manager messaged me to say that his general sales manager was demanding he leave a $30 a month leg in the payment he quotes consumers to help out the F&I department.

Regardless of how many years you’ve gotten away with payment packing, I’ll tell you this: If you get caught just once, it will ruin your life and career.

Let me repeat myself: You may not offer the customer a financial package with products included — even though you disclosed the existence of those products as being included in the payment. The one exception is if the customer has been clearly told he or she can buy the vehicle for the base payment at the base interest rate without the products.

Bottom line, there are no loop holes. Don’t like it? Get out of the industry.

Read the whole article here on F&I and Showroom.

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