To Lease or Not to Lease

Writing about leasing requires that I don several hats, as it’s important that I clarify the processes and move dealerships to a better strategic policy.

When wearing my sales or desk manager hat, I need to know the best way to present my leasing vs. retail figures to a customer. I also need to know what considerations impact my decisions. I also need to know when to covert a customer to a lease.

When wearing my general manager hat, I have to consider what is best and most profitable for the dealership. As a sales professional, I have to consider when and how to present the lease proposition to customers. I also have to know what to tell them.

It amazes me when I see that leasing accounts for a majority of sales in some regions of the country, particularly in New York and New Jersey. I mean, leasing used to be more prevalent in the high-dollar luxury stores. That’s obviously not the case anymore.

Read the whole article here on F&I and Showroom.

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