Page 48 - Final Variable Operations

• Daily deals laying list including all deals emailed to all management every day. The List should include the salesperson,
customer name, DMS deal number, and notes on deal status, age of deal.

• All deals must be touched every day and numbered by the director 1-5 with 5 days being the maximum a deal can stay in
finance.

• All deals must be kept in Finance Director's office except when being worked, contracted, or booked.

• Finance Managers must see the Finance Director to be given deals every day when they first get in and must bring all deals to
the Finance Director to go over with him/her before the end of their shift.

• CIT must be gone over daily with all Finance Managers at the beginning and the end of their shift to know status and
progress. This also is to be done for outstanding title list and outstanding cash list.

• There will be bi-weekly Save-A-Deal meetings to be held every Tuesday and Thursday morning with all on staff
management to include The GM of that respective store at 10:00AM.

• Every turn must follow the four quarters finance turn structure. Every deal that does not sign as Loaded by the Finance
Director and must have a T.O. every time without fail and be logged as such with the manager that took the T.O.

• Days off are subjective to having a clean office in relation to deals and a clean CIT. If these items are not handled then there
will be no day off. Exact parameters will be set by the Finance Director.

• Rotation is to be determined before the day is started, placed on the log, and then followed.

• All deals must be logged when received into finance and logged out immediately with gross and soon as turn is completed.

• When a deal comes back to finance and is logged in, it is to first be given to the director to start the process. The director is to
look at the deal, check paperwork, and then to ascertain what questions are to be asked during their interview. The producer
is to then take the deal and the customer into finance where they are to conduct the interview. The interview should take
around five minutes to complete and should not feel like an interrogation. After the interview is completed and the credit
bureau/credit application is reviewed the finance manager is to bring the deal to the director for final structure. After
structuring the director will then set a redline profitability that the finance manager is not allowed to go under without a T.O.

• Deal checklist must be done before the deal is started and the booking checklist must be completed before the customer
leaves.

• Centralized Book stack in the director’s office in whichever all deals are placed and all producers take from the stack and
book all deals before the end of the day.

• Continued oversight and accountability over all of the Finance Producers in relation to their job responsibilities. This includes
booking, correct documents being signed, ten percent or less error percentage with the accounting office.

• Lender relations that strengthen the dealerships leverage of volume and matches the group’s overall lender goal of less
lenders and more utilization of volume to leverage relationships to get more car deals approved.

• All finance managers must be managed on a daily basis. This means setting up their days with tasks, blocking out their day
by the hour, and setting expectations of what should be accomplished and when.