Most dealerships think replacing a bad finance manager with a top performer will fix everything.
Adrian Anania says dealerships that replace a bad finance manager with an outside hire damage store culture and miss the real problem. He recommends building an internal bench program that coaches current sales staff daily to step into the role when needed, so you always have a ready replacement.
Chapters
More from Adrian
"What's it gonna take. When can we get you in this?" That's not closing, that's begging.
A high payment customer walks in with a pre-approval from their credit union. Most managers panic
You are the author of your own story. Every deal, every choice in the box is a page you're writing,
Every new manager walks toward the same hole. No real training. No loop. No one watching the deal
You bought the best training program in the country. Six months from now, it won't matter.
Someone drew a fancy graph on a whiteboard, capped the marker, and called that my F&I training.
Most of your PVR is won or lost in the first six minutes, before the customer ever sees the menu.
