Finance Opportunity Process

State F & I Manager

Dealership Date Recorded Total Score:
Customer Evaluator 0/0 0.0%
Deal / Stock # Evaluation Date COMPLIANT
Total Deal Time Financing Type

Introduction
Points Scored Points Possible Comments
Escorted customer(s) into office / Why did you choose to buy from us 2
Thanked customer(s) for their business / Used an effective introduction 5
Verified the terms of the deal (vehicle, price, term and payment) 3
Attempt was made to convert customer to dealer financing 3
Needs Assessment
Open-ended needs discovery questions asked 5
Reviewed credit application with customer(s) 5
Reviewed credit bureau with customer(s) 5
Explained the warranty graph to the customer(s) including T.I.M.E. 5
Discussed customer's trade (as applicable) 5
Menu Presentation
Asked customer to buy a package 3
Attempted to sell multiple products 3
Thoroughly explained each product and who to call for claims 5
Attempt was made to draw out objections 3
Overcame customer(s) objections as necessary 2
Menu Items
Product Offered? Sold? Explained? Disclosed? Product Offered? Sold? Explained? Disclosed?

VSC Chemicals
GAP PP Windshield
Titanium Lifetime Powertrain
Theft Patrol/VTRID Credit Life:
AdvantageCare / PPM Other:
Other: Other:

Selling Tools
Points Scored Points Possible Comments
Used factory warranty drawing to demonstrate need for VSC 1
Used credit bureau to set up Autoshield 1
Other visual aids as necessary 1
Customer Interaction
Federal Truth-In-Lending Disclosure 5
Asked if the customer fully understood all aspects of the deal 5
Displayed commitment to help 3
Spoke clearly and with a courteous tone 3
Made appropriate conversation and built rapport 3
Made CSI plug 3
Overall tone of the deal 3
Compliance Items
Complied / Did Not Comply
Camera on for entire presentation

All applicable optional products offered to customer / Presented all

products using a menu

Customer initialed a copy of the menu next to each Accepted/Declined

product

Additional Feedback
Points Scored Financing Type Pass/Fail
N/A Cash N/A
0 Dealer Financed Complied
1 Lease Did Not Comply
2 Outside Financing
3
4
5 Funding Disclosure Points
6 0
7 5
8 N/A
9
10
11 CSI Plug Points
12 0
13 3
14 N/A
15
16
17
18
19
20
Menu Item Offered? California Iowa Michigan
N/A Culver City Honda Dewey Dodge Cadillac of Novi
Yes Culver City Toyota Dewey Ford Southfield Dodge
No Hamer Honda Southtown Dodge Telegraph Dodge
Hamer Toyota Stew Hansen Dodge
Honda of the Desert Stew Hansen Hyundai
Menu Item Sold? Long Beach Honda
N/A Stadium Nissan
Yes - by FI Toyota of the Desert
Yes - by SP West Coast Toyota
Yes - by Other
No
Texas Utah
Baytown GMC American Fork Body Shop
Big Star Ford American Fork Ford
Big Star Honda Audi Lehi
Clear Lake Dodge Centerville Land Rover
Northwest Dodge Chevrolet of American Fork
Texan Dodge Downtown Body Shop
Texan GMC GMC Riverdale
Honda Downtown
Honda Orem
Honda Riverdale
Hyundai SLC
Jaguar Land Rover
Mercedes SLC
Nissan Orem
Nissan Riverdale
Nissan SLC
Porsche Lehi
Saint George Ford
Southtowne Hyundai
Volkswagen Orem
Volvo SLC
West Valley Dodge
West Valley Ford