Department Structure Suggestions Needed them when they arrive and sometimes even the F&I. Well, here lately, I have been getting pulled more and more into the F&I side (which has been quite profitable for the store) but I’m getting into uncharted territory now in terms of the Internet Department. Lately, I have been farming out the leads to my sales department but not having much success from that. Even though I had success with the leads, they still have not bought into that those leads I give them are just as valuable as the people standing on the lot. I have been trying to call behind them to make sure that they are following up properly and that we are not missing customers. My first question for you guys is when should I be calling the customers? Should I go ahead and call them as soon as the lead comes in and then hand it out to the sales people or should I just wait and give them the opportunity to “act right” and then just follow up a few days later. The second question is one that my GM has asked me directly and that is how should the pay me. One thing I have learned is that pay plans can be very tricky and I want it to be fair. I want something that is going to be fair to the store and to me and my family. As always, this is my first stop for any suggestions because between everyone on here, I’m sure there is a plethora of suggestions and experience from both the ISM and the GM position.