44 » OpenRoad Driver
Ask the Experts
Business Sense
The role of the Business Office
by Melissa Mak
»
You’ve taken the time to
do the research and to
test drive various vehicles.
You’ve compared technical
specifications, looked
closely at the pricing and
manufacturer incentives, and,
finally, you’ve made up your
mind to get that car of your
dreams. Now what?
Should I lease it over 48 months, or does
it make more sense to pay for it in full
now? Will my credit application even
check out? How do I keep my new car in
the best condition in the long run? These
are all questions that could go through
many people’s minds when purchasing a
car. After all, it’s a big purchase, and for
many of us, a possession we plan to keep
for many years. That’s why it’s important
to take some time to think ahead and
consider the ways we can best protect our
shiny new toy.
Luckily for us, that’s where the Business
Office of a dealership comes in. For
this issue of OpenRoad Driver, we sat
down for a one-on-one with OpenRoad
Lexus Richmond’s business development
manager, Pamela Alspach, to demystify the
business of the Business Office.
What exactly is the role of the
Business Office during the sales
process?
What types of products are
normally offered in the Business
Office?
The Business Office plays a crucial part
in enhancing a customer’s purchase
experience. Buying a car is a big purchase,
and the Business Office is here to inform
the customer on availa ble options to best
protect his or her new investment.
The Business Office offers products such
as warranty packages, paint and leather
protection, undercoating, or window
tinting for new and pre-owned vehicles.
Even for normal everyday driving, we put
our cars through rough road and weather
conditions, so it’s important to protect
them right from the start to minimize the
wear and tear as much as possible.
When a customer decides to purchase a
vehicle, there are many things to consider.
Payment option is one of them. Whether
someone chooses to lease or finance a
vehicle or pay with cash all depends on
budget and current incentives. The Business
Office can present the various options and
explain each in detail so that the customer
can decide for themselves which aligns best
with their financials.
The Business Office is also here to discuss
value-add products for the customer’s
new vehicle, such as warranty, exterior or
interior protection packages, insurance
(life and disability), or upgrades (tinted
windows, dash cameras, etc.).
Is it true that finance or lease rates
are higher at a dealership’s Business
Office than those offered at other
places?
Different financial institutions can offer
different rates, but we can typically match
the rate offered by any bank. We work
with automotive manufacturer finance
professionals, traditional banks and other
lenders, including our flexible in-house
finance team, so we can provide customers
with the best financing options.
Do different car brands offer
different products in the Business
Office?
Yes, different dealerships can offer different
protection plans and warranty packages.
Some products are make- or vehiclespecific, so they don’t actually work on
other cars.
Why should anybody consider
additional protection packages for
their newly purchased vehicle?
Don’t manufacturers offer them
with their new cars already?
Purchasing a warranty is never a bad idea!
It often depends on how long you plan
to keep your car or how many kilometres
you drive per year. Most manufacturer
warranties expire after a time period or
when you reach certain kilometres, so keep
that in mind. Also, most extended warranty
plans remain with the vehicle, so you
actually have extra value when and if you
ever decide to sell your car.