Navigating Directly to Finance at a Car Dealership: Possibilities and Pitfalls

Is it wise to approach a car dealership looking to bypass the sales representative and directly engage with a finance manager? While it may seem like a straightforward solution, there are several important factors to consider. This article explores the pros and cons of this approach.

Understanding the Typical Process

The typical process at a car dealership involves multiple steps and points of contact. Sales representatives serve as the initial point of interaction, facilitating negotiations regarding the vehicle's price, trade-ins, and other car-related services. Once these discussions are concluded, the finance manager is introduced to finalize specifics such as financing options, warranties, and additional add-ons. Attempting to bypass the sales rep could potentially disrupt this process and may not yield the desired outcome.

Steps to Navigate Directly to Finance

If you decide to attempt directly contacting the finance department, here are some steps to consider:

Be Prepared

Coming in with your financing options pre-prepared can strengthen your position. This may include pre-approvals from banks or credit unions. This step is crucial as it demonstrates a level of preparedness that sales managers respect.

Express Your Intent

Clearly communicate your desire to discuss financing directly when you arrive. This can expedite the process and ensure you are directed appropriately.

Understand the Process

Know that the finance manager will likely need to confirm details with the sales team. This is especially true if you have not agreed on a vehicle price.

The Role of Sales Representatives

Sales representatives often hold valuable insights into the dealership's pricing strategies, which can be beneficial during negotiations. Bypassing them may result in less leverage during negotiations due to a lack of those important details.

Challenges and Considerations

Delving directly into discussions with the finance manager can be challenging and may not be advisable. Sales representatives typically offer undivided attention, which is more expensive than a typical sales interaction. Demanding to speak with the finance manager directly might be perceived as rude and could lead to higher prices.

That's rude AF and guaranteed to get you a much higher price. If someone is so self-important that they disregard the people I hire to do basic customer service, want me to stop my job to do theirs, I charge a lot more. My undivided attention is far more expensive than a salesperson. This quote highlights precisely why bypassing the sales representative can be damaging to your negotiating position.

Conclusion

While it is technically possible to bypass the sales representative and go directly to the finance department, it is not the typical process and may not be the best approach. Engaging directly with the finance manager can result in higher pricing and a less positive experience. If you decide to try this approach, make sure you are well-prepared and willing to navigate the potential challenges that may arise.