Inside The Business Office

Negotiations complete, the smiling salesman leads you into the Business Office, also known as the "F&I" Office (for "Finance and Insurance"). You're introduced to the Business Manager, a very pleasant well-groomed woman (or man) who congratulates you on your purchase. She reassures you that you made a wise decision and that the tough part is over so now you can relax. You sit and breathe a welcome sigh of relief.

As you go through the formalities of signing the various forms and agreements, she casually explains your financing terms, your interest rate and other details. Along the way, she offers you several "extras" that will add "mere pennies a day" to your monthly payments. Among these items may be an extended service warranty, paint and fabric protection, rustproofing, undercoating, alarm system, window tinting, and maybe even life, health or disability insurance.

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