Today, I was re-reading some of the excellent articles over at Special Finance Insider’s website, and I came across Brett Boatright’s tough-love article “Who’s Selling Who?” He walks through the typical excuses that salespeople, sales managers, finance managers, and used car buyers doll out when they fail to deliver on funding deals. The leads are the problem, the banks are the problem, the inventory is the problem…and so on and so forth.

The truth is that these are excuses, and there are steps that every special finance department can take to improve from the sales people to the finance managers. Most of the problems stem from not following through with leads, failing to be diligent with paperwork, and not knowing banks and finance companies’ programs inside and out. Every employee should take a moment periodically to take inventory of their day, how their time is spent, and how they can improve on their work. If they aren’t up to date on bank and finance programs, they need to schedule the time to learn it. Taking these simple steps can already put your special finance department back on the right track.

Special Finance Group wants to give your special finance department the tools it needs to succeed and exceed your expectations. To learn more about Special Finance Group’s Complete Special Finance Solution, go to http://www.specialfinancegroup.com, and connect with Special Finance Group on Facebook, Twitter, and LinkedIn!

Image courtesy of Stuart Miles / FreeDigitalPhotos.net

What is the ideal vehicle for special finance? We suggest using this checklist when deciding to buy.

1. Does the car have less than 75,000 miles on it?
2. Is the car model less than 7 years old?
3. Is the cost less than $19,000 and greater than $7,000?
4. Is the car $500 or more below average trade value of NADA, KBB, or Black Book?

If the vehicle fits all 4 qualifications, then it is an ideal candidate. Now, it isn’t possible to get all 4 of these qualifiers all of the time, but you should try to get all 4 as often as possible. To quote Greg Goebel of Auto Dealer Monthly, “You likely will have to look at eight to 10 vehicles in order to buy one.” It isn’t easy, but the reward for your special finance department will be worth the work in the long run.

Getting the right inventory won’t mean much, though, if the right customers aren’t walking in the door. This is where Special Finance Group comes in. As part of our Complete Special Finance Solution, our call center qualifies leads for your department, finds customers that are ready to buy, and sets appointments for them to stop by the dealership. It compliments and enhances your special finance department. Your reps will have more time to do what they do best, and the department will see higher sales and more satisfied customers.

Learn more about Special Finance Group’s Complete Special Finance Solution here, and connect with Special Finance Group on Facebook, Twitter, and LinkedIn.

Image courtesy of Paul Martin Eldridge / FreeDigitalPhotos.net