Overlooking past misdeeds and criminal convictions to land top-performing salespeople puts dealers at risk of losing everything when risky hires revert to old habits.

April 2018, F&I and Showroom - Feature

I recently had a General Manager ask my advice on a sales applicant he wanted to hire. The salesperson had worked at the dealership before and was fresh off a six-month sabbatical while serving time in the hoosegow.


Van Over Brings Compliance Cred to Agent Summit


Overlooking past misdeeds and criminal convictions to land top-performing salespeople puts dealers at risk of losing everything when risky hires revert to old habits.

I recently had a General Manager ask my advice on a sales applicant he wanted to hire. The salesperson had worked at the dealership before and was fresh off a six-month sabbatical while serving time in the hoosegow.


The recent rash of data breaches has heightened the risk of personal identity theft throughout the country. In fact, three dealerships with robust Red Flags programs and processes in place recently experienced alarming incidents involving identity theft.


It is difficult to find a document in the paper trail that helps a dealership with its compliance story more than the menu. When a menu is properly executed, it affirms the agreement in the sales department, clearly sets out that the products selected in F&I are optional, fully discloses the payment walk, and closes the F&I sale — in two pages, one process.


As the industry is moving, in varying degrees, from manual processes to digital processes, the desking process is one process that is ripe for digitization — perhaps even at the top of the list of the processes that should be converted.