“More than 80% of cars are bought with borrowed cash,” he says. “Dealers need to have processes in place to ensure that customers get exactly what they want from POS financing. It boils down to having competent staff.”
Whitton, previously with Carter & Carter, created SSW Associates in order to bring about development in the F&I. He is working with Daimler-Chrysler Financial Services and Fiat Auto Financial Services to provide training for business managers.
“We are also looking at doing a potential project with GMAC, but are currently just in the research phase,” says Whitton.