Vehicle Sales & F&I

Work internet leads through the BDC, set appointments, and try to get ups on the lot. Chase leads from OEM programs, third-party sites, and walk-ins. Log everything in the CRM (or don't, and hear about it Monday morning). Track show rates, set rates, and closing percentages by source. Every lead older than 72 hours goes cold, and the good ones already talked to three other dealers.

Pencil the deal on a four-square or T.O. sheet. Work front gross, back gross, trade value, and payment simultaneously. Pull the buyer's credit, figure out which lender to send it to, and structure the deal to hit rate and reserve targets. Every deal is a puzzle — negative equity, co-signers, subprime tiers, OEM subvented rates, balloon payments. The desk manager juggles 8 deals at once and knows which ones to hold gross on and which to let fly.

Manage new and used inventory — decide what to stock, what to wholesale, and how to price it. Track days on lot, adjust prices weekly, and watch the market move on tools like vAuto or DealerSocket. Appraise trades on the service drive and at auction. Manage OEM allocation, dealer trades, and floorplan costs. Every unit that sits 60+ days is burning money — $30-40/day in floorplan interest alone.

Present aftermarket products — extended warranties, GAP insurance, tire & wheel, paint protection, maintenance plans — in the F&I office. Manage lender relationships, reserve markup, and deal structure optimization. Track product penetration rates and per-copy averages by F&I manager.