Desking

Desking is the process of building and presenting the financial structure of a vehicle deal. A desk manager balances selling price, trade-in allowance, down payment, financing terms, and monthly payment to arrive at a proposal for the customer.

Effective desking requires understanding all levers in a deal simultaneously. A skilled desk manager can protect gross while meeting the customer's payment target, route deals to the right lender, and set up the F&I office for a productive product presentation.