Every automotive dealership features multiple important roles, all of which are crucial to the dealership running smoothly. From people selling the autos to those handling the financing and insurance, everyone must work together and use their knowledge and training.
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When most people think of an automotive dealership, the first job they imagine is the auto salesperson. These are the people who interact with customers to find them the right car and convince them to buy one from the dealership.
There is a high standard of ethics for auto salespeople. In fact, the National Automobile Dealers Association (NADA) has a Code of Ethics that all member dealerships commit to following. It goes beyond just following all relevant laws.
The code also includes treating customers fairly and honestly, without any discrimination. Salespeople should also advertise and represent products factually while standing behind warranties. In practice, this means greeting customers and showing them autos that meet their needs instead of just upselling.
Having a code of ethics boosts sales and reduces potential ethical violations.
In the United States, the average annual income for car salespeople is $66,731. In most cases, this consists of a low base salary along with a commission of about 12 percent per sale, give or take.
You typically only need a GED or high school diploma to become a car salesperson, but you will also need some important skills. It is also helpful to have an undergraduate degree in finance or business.
Depending on the state you live in, you may have to become licensed to become an auto salesperson. You will also need to get some on-the-job training or work experience. This typically involves experience in any sales position. It is also very helpful to attend training courses. In many cases, you will have to pass one of these courses to sell autos. The course will teach you about the cars available and how the dealership works.
The salespeople help the dealership earn a major chunk of its income. Without talented salespeople, the dealership would not sell any cars, which is its main service.
The term F&I manager stands for finance and insurance manager. The main responsibility of this role is to protect the dealership from potential financial harm as part of selling the inventory. They also work to structure loans, negotiate with lenders, and typically work long hours.
F&I managers must have a high level of ethics, as their decisions affect the entire dealership. If they do not take their job seriously, the dealership could face lawsuits. Ethics also come into play when negotiating and structuring loans with clients. After all, F&I managers must create fair loan structures that still earn the dealership money.
The average annual salary for an F&I manager at a dealership is about $156,000 annually. More than 56 percent earn $151,000 or more.
To become an F&I manager, you will need the dedication to working long hours as well as knowledge of liability and negotiation skills.
Most F&I management careers begin with a training course. This will lead to a certification. The course will ensure you understand lending as well as the automotive industry. While a course or certification is not always required to get this role, it will give you a significant advantage. It will also help you negotiate a higher salary.
As with car salespeople, you will have to learn the specific offerings of a dealership before you can become the F&I manager. Most people who enter this role will begin with a smaller yet relevant role in the dealership to prove their organizational and other skills.
As mentioned, F&I managers protect dealerships from litigation, something which can be expensive and ruin the dealership’s reputation. They also help manage all of the dealer’s financial information.
The sales manager at a dealership manages, supervises, and motivates the salespeople.
Sales managers follow the same ethics as the salespeople, but with a few additions. They must work to instill those ethics in their team. For many dealerships, this means posting a copy of the dealership’s code of ethics somewhere, such as the showroom.
Sales managers at auto dealerships make an average of about $101,150, although some estimates place the average close to $120,922.
Most sales managers will begin as automotive salespeople. They typically, although not always, also have a 2- or 4-year degree in business administration or business. They will have to show their skills in customer service, negotiation, and management.
The sales manager helps ensure that the dealership continues to sell cars. They make the job of the salespeople more effective, boosting the dealership’s revenue.
Because most of the roles in an auto dealership do not always require an undergraduate degree, you can find various online education options for auto sales. These programs can teach you sales techniques as well as the ins and outs of the industry. There are also specific programs for those interested in becoming F&I managers, such as those from FinanceManagerTraining.com. These will fulfill the training requirement mentioned above.
Every person working at an auto dealership has a crucial role. You can further your career with online certifications and training, as well as grow your base of experience.
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