Will the changes being made by the FCA (previously FSA) mean a new (less attractive) pay scheme for Sales People in only certain brands or all?

Effectively as part of the FCA's clamp down on bad-selling / miss-selling of finance products, GAP and F&I products are being included. As such some Sales Executives might find that they are being paid less for add-ons!

GAP insurance might become the new PPI (in terms of clawbacks) and many dealers are already thinking about how they sell this sometimes needed product.

 So what changes are the FCA wanting? Although the FCA hasn't said what definite changes they want, but, they have said they want the pay structures of salespeople in the Motor Trade to reflect 'treating the customer fairly’and more importantly that GAP does not become another PPI, where it is added in unseen.

GAP (Guaranteed Auto /Asset Protection) has always been a contentious issue, especially in some brands, or where new cars are released into the marketplace with a guesstimated GFV.

Dealers (some) have made a reaction to this already and reduced the financial incentives for salespeople to sell GAP or other F&I products, preferring to reward for customer service, volume targets or repeat business.

FCA changes were meant to catch payday loans and this appears to be a sledgehammer to crack a nut.

 What changes are you seeing? Or have you made?