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I agree with all of you.  I see it in our department everyday.  There certainly is a need for Finance to be involved in the internet sales process.  We can't deny it.  The tricky thing is not only deciding when its appropriate to talk about it, but also (maybe more importantly, who's going to be doing the talking.  I have been kicking around the idea of possibly having an F&I person who does nothing but internet deals.  Works side by side with the department to T.O finance questions and to paper and deliver these customers when they come in.  Also, we lose a lot of product sales when we do deliveries to customers homes or office instead of them coming to the dealership to pick it up.  We try to avoid this, but its a matter of convenience for the customer sometimes.  This person could maybe do those deliveries as well  and try and sell some product were currently missing out on, rather than have a driver deliver it.  The problem here is you don't want to irritate or threaten your current finance manager.  Obviously you would have to be sure you could support both before you cut the pie in half.   My store may not be big enough to support two F&I people (Now  ) but there could be some benefit to doing this in the future.  If you would have told some dealers even 5 years ago the car business would be as web driven as it is today they would have threw you out the door!  (None of us obviously