TFS Pushes for More Leases
LOS ANGELES -- Toyota Financial Services wants to bring its leases up from 6 percent of total business currently to 16 percent, on a monthly basis, by year's end.
LOS ANGELES -- Toyota Financial Services wants to bring its leases up from 6 percent of total business currently to 16 percent, on a monthly basis, by year's end.
In 1999, the financial arm's leases on Toyota vehicles made up 25 percent of its business, reported Automotive News. But low interest rates and high cash incentives, along with fewer subsidies on leases, have enticed consumers to buy rather than lease in the past few years. A drop in residual value also contributed to the decline in leases. Still, TFS' leasing business is strong because the Toyota Division's overall sales increased from 1.29 million units in 1999 to 1.59 million last year.
"Leasing increases loyalty more than anything else," said George Borst, TFS president, to Automotive News. "When someone leases with (TFS), that gives us another 10-point loyalty bump compared to leasing through a third party."
Leasing should become more popular as interest rates rise, said Steve Gordon, TFS' national manager for product and pricing.
More F&I
Why Your F&I PVR Is Misleading You
Here’s a handy checklist of the numbers to track in 2026 instead.
Read More →
Auto Consumer Anxiety Presents Opportunity
A survey of U.S. drivers found the majority are concerned about finances and the economy, but those fears make many ready to buy vehicle-protection products.
Read More →
Humble and Hungry: 12 Rules for an F&I Life
Dustin Gingerich, with a decade in the F&I business under his belt, shares his thoughts on leadership, building trust with customers, and the importance of learning and innovation.
Read More →
Focus on the Opening
F&I managers must learn as much as possible about their customers, starting before they walk into their offices. The bulk of today’s consumers expect that, and good results will follow.
Read More →
F&I Reaches for the Sky
The increasingly important profit center continued making gains in the first quarter, according to StoneEagle data, ancillary products proving more popular as consumers hold onto their buys longer.
Read More →
Timing the Market Can Hurt Long-Term Program Performance
For dealer-owned reinsurance entities, avoiding volatility entirely can mean falling behind inflation and missing market rebounds that drive long term surplus growth. Missing just a handful of strong market days can materially impact cumulative returns—an important reminder for long horizon trust and investment strategies.
Read More →
The 90/10 Rule
In this video, Ryan Ruff explains the rule that elite sales professionals use to turn ordinary conversations into unforgettable customer experiences.
Read More →
Your Office Is Talking
What’s the atmosphere saying about you to your customers? You can make minor adjustments and additions that transform your space into one that creates trust with the people on the other side of the desk.
Read More →
F&I Training Fundamentals
How can auto dealerships help F&I managers fulfill their vital role in the most effective ways? Industry expert Rick McCormick shares his insights on the best ways to train these professionals and help them maintain good habits.
Read More →
Not Just Any Tire Will Do
More consumers and businesses are opting for all-season options for various reasons as safety, sustainability and convenience push practical change.
Read More →