Think you know who the typical subprime customer is? No longer is it the person who has a history of not paying the bills, a.k.a. "the deadbeat." Subprime is moving up. Jim O'Donnell: "Half the battle is getting the customer financed." Even though it's a $228 billion market, only 30% of franchised dealers delve into the subprime arena, according to research by Leedom and Associates, a dealership-training firm specializing in special finance. Many dealers avoid handling ...

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