CHAPTER 6 - THE FINANCE OFFICE

HAT HAPPENS IN “THE BOX”? Despite all the progressmade by consumers using tools such as the Internet and the (^)
gradual switch to Menu Based pricing, dealers are stillmaking lots of profit off consumers. And much of it is made in (^)

“The Box,” which is what they call the Finance and Insurance (F&I) office. W

“Making gross” (gross profit) on new cars is harder than used vehicles;margins continue to shrink, it is easier to compare like-for-like models, and (^)
people are also willing to shop out of town for the best deals. On used carsand trucks it can be easier for a dealer to hold gross; no two are the same
and margins are higher to begin with on many models. But the Box is stillthe number one profit center for them.
office. TIP: The best salespeople in the dealership work in the finance^
You need as much ammo as possible against them. If the averagesalesperson sells somewhere between 10 and 20 cars a month, the (^)
average finance manager does 75 to 100 in the same time period. As mostconsumers shop for a vehicle once every 36-42 months, there is a massive (^)
discrepancy in real-world negotiation skills and experience here. Also,dealer groups and the manufacturers themselves spend tens (if not