1. Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012
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Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012
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Session Three: Negotiating Finance Deals

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Negotiating Finance Deals Objectives
• Use flexible field change codes to change
amounts in the deal
• Use function keys to perform quick changes to
the deal
• Perform rollbacks
• Change the deal type
• Calculate balloon payment
• Sell a vehicle off the truck
• Sell on-order vehicles

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Hands-On Lab

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Flexible Field Change Codes
1st
Flexible Field Code Item Being Changed
SR Sell Rate
BR Buy Rate
DA Days to First Payment
CT Contract Term
TX (X = a valid tax letter) Tax Rate
CL Change Lienholder
BP Change Balloon %
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8. Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012
Function Keys
Ctrl + F2 Joint Credit Life
Ctrl + F3 Single Credit Life
Ctrl + F4 A&H
Ctrl + F5 Svc Cont 1
Ctrl + F6 Svc Cont 2
Ctrl + F7 Svc Cont 3
Confidential & Proprietary Information of
Ctrl + F8 Minus _____ %
Ctrl + F9 Plus _____ %
Ctrl + F10 Decrease __ Term
Ctrl + F11 Increase __ Term
Ctrl + F12 Remove all insurance

9. Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012
Rollbacks
Finance Deals
To get to a desired: Flex Field Payment Amount
Payment Enter the flexible field number that
you want to change. For example,
sell price, sell rate, trade allowance,
etc.
Desired payment Leave blank
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10. Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012
Rollbacks
Amount financed Enter the flexible field number that you
want to change. For example, sell
price, sell rate, trade allowance, etc.
Leave blank Desired amount
financed
* Front end true gross GR Desired Gross
*The difference will always be made up in the selling price of the vehicle.
Finance Deals
To get to a
desired:
Flex Field Payment Amount

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Please Stand By
Please stand by…

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Next Session’s Objectives
Lease Deals
• Start a lease deal
• Identify what information should be entered in each
lease screen
• Mark which options are due on delivery and which
options are capitalized
• Residualize an option at a different rate
• Prepay excess mileage charges
• Perform rollbacks on lease deals
• Use lease-specific rollbacks to negotiate the lease
payment
• Use the Minimizer feature

13. Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012Confidential & Proprietary Information of The Reynolds and Reynolds Company © 2012
Thank you for attending
Negotiating Finance Deals
My email address:
My phone number: (800) 999-6348
My extension:
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