Peter Carusone is the founder and President of VisionAST, the creators of F&I reporting software FinanceVision, which helps car dealers increase profits through their variable operations.   What we discuss in this episode: Pete explains that reporting needs to be easier to understand for variable ops so that teams can take the information and actually leverage it. There is value in being able to make mid-course adjustments to drive profits. The only way to do that is to get your hands on the right reports as quickly as possible. Pete shares that the car deal actually begins from the time the an introduction is made and the sales professional gets involved. Sales pros have a great responsibility to tee up the next phase of the sales process so that the customer follows a natural progression to the delivery of the vehicle. Relationships rule the F&I department. If you're a partner with your customer from the moment they walk through the door, you'll be able to get them the best vehicle, protection and have them as a customer for a lifetime. Listen to the full episode to get even more great information from Pete Carusone.   Thank you, Peter Carusone! If you enjoyed this conversation with Peter Carusone, please let him know by clicking on the links below and sending a message. Click here to thank Peter Carusone on Linkedin Click here to share your number one takeaway with Becky Chernek   Connect with Becky Chernek: LinkedIn - https://www.linkedin.com/in/beckychernek/ Facebook - https://www.facebook.com/rebecca.chernek.1/ F&I Today with Becky Chernek - https://www.facebook.com/groups/260984864044461 Website - www.chernekconsulting.com