When I started on the sales floor in 1975, things were a little different. No window stickers on trucks, closing rooms, smoking in the offices, drinking in the GSM's office, Demos, draws. The list goes on and on of course.

I really do not want to get labled as an old guy, I am on the cutting edge of Internet and text marketing, and quite a number of my clients have me maintain their CRM's, Web sites or Facebook pages, but now I have seen this business go full circle.

I was in visiting the gang at Avondale Auto Group in Avondale Arizona. John Grant the dealer there has been a leader in inovation has he builds his automotive empire. And it seems as if John has done it again. While visiting with Joshua, GM of John's Mazda store, I was stunned to find their process now did not include a finance manager.

The Salesperson takes the deal from hello to good-by. Amazing, thats the way it was for me once upon a time. Here is how it works folks, Every Car has a tag that clearly shows the lowest price possible for the car. Let people shop. At other stores the sales people will tell prospects, "they will not sell it for that price". The prospects return, pick out their car and while the trade is being appraised they relax and have a seat.

The desk sends out a printed 4 square, the people pick their payment or perhaps haggle a bit, but the desk pulls the trigger asap. Now F and I. The finance director takes a look at all the factors and presents a menu to the salesperson and they inturn relay it to the customer... a few minutes they return, the f and I guy types the contracts, prints them and the sales person is signing and delivering the car...Wow, just like the old days.

The guys just started this program a few weeks ago, I am going to keep an eye on how it works out, but this much I am sure about. The gross will go up. Think about the rapore your sales people build. The CSI will go up, much for the same reason. The referrals should go up as well. Perhaps some of the things we did in the old days, are not so bad.