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Ducking and Dodging the rate question is what I've been taught to do. At our dealership we like to use a scripted response like "We have some very competitve rates that may be able to save you some money". So hearing that some places have the F&I manager make contact with someone before the sale is complete new to me!

 

I guess it makes sense if you have someone set on a cash deal, or someone who is going to use outside financing having the F&I office try and convert them to payments before they hit their office.

 

I'm curious would your F&I contact them and give them a few rates? Or would they give them a similar scripted response to above? I know at our dealerhsip our F&I like to use a competitive rate with there highest reserve before they go to there lowest rate that does not pay the dealership well.

 

I realize this is an older topic(Forgive me I'm new!) but has anyone seen a good response from this tactic? Has there been any downfalls?