How To Increase Affordability For Customers After Automotive Sales And Leasing Courses

In today’s economy, owning a vehicle is no longer a luxury but a necessity. However, the financial commitments involved in the outright purchase of a car might overburden some customers or be beyond others entirely. This set of customers needs to explore other options, yet the complexities surrounding these alternatives, such as loans, leases, and rent-to-own plans, can be intimidating for many. 

As a dealership or automotive industry professional, understanding these nuances and educating your customers can lead to increased affordability and a smoother sales process.

Car Loans

While buying a car outright might be outside everyone’s reach, car loans provide an alternative. These loans can be arranged in two ways:

  1. Loans arranged through a dealer: Most dealers collaborate with a manufacturer’s financing division, banks, credit unions, or independent finance companies. This method is convenient as customers can get loans without leaving the dealership. However, interest rates might be higher due to middlemen fees.
  1. Loan from a financial institution: Directly approaching a bank or credit union can result in better interest rates, especially if the customer has an established relationship and good credit standing.


Leasing allows customers to drive a new car every few years without the commitment of ownership. It’s like a long-term rental. As you’ll learn in our automotive sales and leasing courses, this option has both benefits and drawbacks.

Firstly, it is budget-friendly since lease payments are typically lower than loan payments. Additionally, many leases come with warranties that cover major defects and repairs, reducing out-of-pocket expenses for lessees. Furthermore, leasing offers flexibility. Customers can buy the car, return it, or opt for a new lease at the end of the lease period.

However, there are also downsides to consider. Over an extended period, the cumulative cost of leasing might surpass that of purchasing a car outright. Further, with leasing, there’s no ownership at the end; customers must return the car once the lease concludes. Additionally, leasing comes with its own set of restrictions. Some penalties can be applied if one breaks the lease agreement. Charges may also be imposed for excessive wear and tear or if the driven distance exceeds the specified kilometre limit in the contract.


Rent-to-own, targeted at individuals with low or no credit, offers the opportunity to own a car after a set period. Unlike traditional leasing, payments are made directly to the dealership or car rental company. The catch? You might end up paying more, and the risk of repossession is high if you miss payments.

Increase Affordability for Customers After Automotive School

Education is one of the primary ways to make automotive ownership more affordable. By offering comprehensive courses that detail all financing options, the pros and cons of each, and the total cost implications, dealerships can empower customers to make informed decisions. Knowledge is power; the more information a customer has, the better equipped they are to choose the best financing route.

An auto salesman completing a form with a customer after automotive sales training.
As per automotive sales training, it’s essential to ensure customers are aware of their options.

Another strategy is the introduction of flexible payment plans. Rather than providing a one-size-fits-all approach, dealers can create customized payment options. This caters to the diverse financial capacities of customers, allowing for a more tailored and feasible payment schedule. Just as automotive sales training emphasizes, building partnerships is also crucial. Establishing strong relationships with multiple financial institutions can benefit both the dealership and the customer. These collaborations can result in better interest rates and deals, making car ownership or leasing more financially accessible.

A smiling professional auto salesman with smiling customers after automotive sales training.
Flexible payment plans are a way to increase client affordability after automotive sales training.

Transparency in all dealings must be balanced. Dealerships should always disclose all costs, interest rates, and potential penalties upfront. Not only does this practice foster trust, but it also encourages repeat and referred business. Customers who feel they’re getting a fair and transparent deal are more likely to return for future purchases. 

Finally, introducing special offers and discounts can be a game-changer. Regular promotions, especially targeted at loyal customers or those who opt for eco-friendly vehicles, can significantly affect affordability. Incentives like these benefit the customer and enhance the dealership’s reputation and customer loyalty.

Are you looking for a world-class automotive school?

Contact ATC Toronto for more information.

Form is submitting