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Black Horse comment: Competency training is good for customers

Black Horse – along with all other independent and manufacturer finance houses – is in the process of putting its entire sales staff through the new Specialist Automotive Finance (SAF) Competency test for motor dealers recently launched by the FLA and backed by the RMI.

Black Horse is keen to support the work of the FLA and its attempts to change consumer’s perception of showroom finance.

We believe the SAF test complements many of the initiatives we have in place to raise the profile of finance within the showroom, and to responsibly promote and sell finance at the point of sale.

It has also received favourable receptions from the FSA and the Office of Fair Trading in addition to other industry bodies including the SMMT.

It is anticipated that the improved customer confidence that the SAF marque brings with it will reflect on all aspects of the dealership’s image.

And that means increased customer trust should boost all sales, not just finance.

As an FLA member, we see this as a positive move to improve dealers’ credibility in the eyes of the customer, and one that will certainly help to reverse recent market trends.

By acting more professionally, and clearly communicating the benefits of products, customers will be able to make safe, affordable and appropriate finance choices from a reliable and trustworthy source.

What’s more, it will give dealerships an opportunity to compete more effectively with direct lenders.

Black Horse staff will be promoting this industry initiative to all of its dealers over the coming months.

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