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POS rallying call to dealers

Perrys Motor Sales finance and insurance manager David Johnson is urging more dealers to rise to the challenge of winning back finance business.

The group is one of a number of pioneers in the Finance & Leasing Association’s specialist automotive finance (SAF) initiative.

More than 2,000 motor industry employees have gained an SAF competence test since the scheme was launched in October.

Perrys has found that staff have benefited considerably in terms of both competence and confidence.

All Perrys’ sales managers, sales controllers and business managers are now SAF competent but many dealer groups have yet to become involved in the drive to raise standards in selling point-of-sale finance.

“Every independent and motor manufacturer finance company we deal with seems to have embraced SAF with open arms,” says Johnson. “But more work needs to be done to convince others of the benefits.

“At dealership level we have been crying out for a more vocal approach to dealer point-of-sale financing in order to stem the decline in finance penetration.”

Glenn Trew, aftersales representative at Blue Motor Finance, was the 2,000th person to gain an SAF certificate. “SAF is a great initiative that can benefit everyone involved in the motor finance industry,” says Trew.

“The SAF test has helped my understanding of the different finance products available.”

A number of leading dealer groups, including Lookers, have tried to give the motor trade a lead by taking part in the programme.

Paul Bentley, Lookers finance and insurance director, says: “We continually investigate new ways of ensuring our staff operates at the highest standards in this competitive marketplace.”

Bentley says the SAF test enables Lookers to confirm that its teams have the knowledge to offer customers a professional and concise understanding of all matters relating to the sale of finance.

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