"GMs Don’t Get Finance": How This Operator Uses F&I to Outrun the Market | Chase Channell, General Manager of Victory Honda Jackson

This episode explores the career trajectory of Chase Channell, a high-performing dealership general manager, and his unique F&I-focused approach to dealership management. Against the backdrop of his unconventional start—dropping out of college and transitioning from paint sales to the automotive industry—Channell details his rapid rise, emphasizing the importance of strong lender relationships and a deep understanding of F&I processes. More significantly, he highlights the under-training of GMs in F&I nationwide, arguing that this lack of knowledge impacts operations and profitability. For instance, he recounts how his F&I expertise allows him to identify and rectify errors in deals, increasing gross profit without raising customer prices. As the discussion pivots to his current role, Channell emphasizes the importance of long-term customer relationships and aligning incentives to foster a culture of ethical and customer-centric practices within his 60-dealership group. Ultimately, this episode underscores the value of a holistic, customer-focused approach to dealership management, particularly in smaller markets where building community trust and reputation is paramount.