Dealers should “get more granular in their expectations” and build pay plans that pinpoint areas where they’d like to improve, suggests John Stephens of EFG Cos. For example, if service contract penetration is 70 percent for new vehicles and 45 percent for used and you’re not satisfied with that, write a pay plan that encourages F&I managers to zero in on your goals.
Dealers, write pay plans around your goals
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