Cross-training can maximize dealership profits

Today, Becky Chernek sits down with Ed Adams, Director of Finance for McGeorge Toyota to discuss the benefits of cross-training your staff and how this can play a significant role in reducing the F&I Bottleneck.

Cross-training can maximize dealership profits on the front end and the back end. Sales people should be trained to introduce financing and leasing options early in car buying negotiation. Keeping them in the dark will not increase profits and can undermine your efforts at achieving high sales volumes. As you know, today’s car buying customers are savvier than ever before. Having a sales associate who is ill prepared to address customer concerns is a sure-fire way of diminishing your results. Cross-training them is the answer.