Solving the F&I pay puzzle: Dealerships adjust compensation, job roles, and workload to make the finance office hum

摘要

Two years ago, James Seale tried something different. Would a revamped and lower-paying compensation plan for finance managers hurt product sales and department productivity? Seale, general manager of Southwest Kia in Mesquite, Texas, says the answer is now clear: No. The dealership switched from an all-commission pay plan for finance managers to salary plus bonuses. Finance managers now typically make $7,000 to $8,000 a month instead of the $12,000 or $13,000 a month previously paid in those positions. But they get more time off, and productivity is going up, Seale says.