I knew he'd get at the fine points. You know, whether you go thru the showfloor or the fleet person's office, you ultimately face the F & I person. "Finance and Insurance" is a term long used but the duties of the person in that position have changed somewhat. This is where you will be hustled for extras. Used to be where the Lojack was sold before cars had their own on board systems. And more stuff, maybe even some seat cushions.
The F & I person will definitely try for some of the spread. One guy I worked with upped the monthly payment just less than a dollar on each deal. On a 60 month loan, he made a little over fifty bucks. 4 loans a day and he made over 200/day on that alone. Of course he split this and other "profits" with the manager team.