NORTH HILLS, CA – Galpin Ford has found an effective answer to the elusive goal of exceeding $1,300 in finance and insurance sales per vehicle sold. The top-volume Ford dealer in both total revenues and new vehicles sold achieves leadership in F&I income, as well, by letting vehicle salespeople complete the financing process before turning customers over to Brian Gelt’s 20-person F&I team. Brian Gelt: Higher and higher. “This runs counter to the notion that F&I ...

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