It’s the Payment, People! Bridging DR Finance Gaps

Monthly vehicle payment trumps selling price for today’s car buyers, yet nearly 70% of dealers use inaccurate online tools to quote monthly payments – a disconnect that perpetuates stereotypes and creates profit leaks. Affordability ranks as car-buyers’ top 2023 challenge, yet over half of dealers think a monthly quote can be within $50 of the final contracted payment – contributing to expensive rewinds & lost PVR potential. Why is this happening and how can dealers bridge these disconnects? This session, full of fresh data, offers insights from U.S. dealers, and real-world solutions for eliminating negotiation and F&I frictions and adopting new digital finance pre-desking tools that dealers say leads to faster, more profitably structured deals and increase F&I penetration by 10% or more.

Key Takeaways: 

  • Learn how credit-first buying experiences eliminates frictions – locking in the ‘yes’ sooner – creating more opportunities to capture gross and increase closing ratios – and they’ll convert faster.
  • Learn how digital finance pre-desking solutions evolve basic online payment calculator tools and the educated guesswork used by most desk managers – by providing customer and vehicle-qualified payment terms matched to lender fundable contract terms – prior to the first pencil or F&I handoff.
  • Learn how making deals transparent is the linchpin to accelerating digital retailing into truly successful modern retailing.
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