How Fay Myers Cut Deal Time in Half with One Dealer Lane

The Direct Answer 

Fay Myers cut its deal time in half by taking the paper and the retyping out of the four places deals were stalling. Those places were the quote, the credit application, the sales-to-finance handoff, and the menu-and-signing step. According to the store’s published results, credit approvals and deal closures now turn around 2× faster on the ODL platform. The largest single gain came from a direct lender connection. 

Full disclosure: Fay Myers is not a random customer. Jason White, the store’s Managing Partner, is one of One Dealer Lane’s co-founders, and Fay Myers was where many of the platform’s workflows were first proven. We’re telling the story because it’s the longest-running real-world test we have, and because the problems it solved are the same ones we hear in almost every demo. 

Where the Time Was Actually Going 

At Fay Myers, the time wasn’t lost in the negotiation. It was lost in the steps around the negotiation, the ones nobody puts a clock on. Before the switch, the store ran a paper four-square to build and present quotes. 

Credit applications were typed, then faxed or emailed. Paper deal jackets reached finance with missing information. Protection products were presented from static, one-size-fits-all sheets. 

None of those is a disaster on its own. Stacked together, they’re where a buyer’s excitement drains out while they sit and wait. Jason put it plainly on the Dealership Fixit Podcast: deals rarely die on price. They die in the gaps. 

What changed at each step

Source: Fay Myers success story, One Dealer Lane; also published as a sponsored case study in Motorcycle & Powersports News, Apr. 27, 2026. 

Fay Myers Deal Time: Quick Answers 

What does “cut deal time in half” mean here? 

Fay Myers reports 2× faster turnaround for credit approvals and deal closures after moving to the ODL platform. The claim covers those two steps, not every minute a customer spends in the store. 

What made the biggest difference? 

The credit application. A direct API connection to the store’s primary credit union lender removed manual data entry and faxed or emailed apps. 

Does a dealer need new software to start? 

No. Timing each step from handshake to keys, and counting how many times the same customer gets typed in, shows where the gaps are. Software closes them faster once you know where they are.

The Credit App Was the Biggest Lever 

The fastest win came from the credit application, because that’s where the most retyping happened. Fay Myers set up a built-in API integration with its primary credit union lender. That removed the manual data entry and the fax-or-email step completely. The application now moves as data, not as a document someone has to re-read and re-key on the other end. 

The store’s F&I manager, Rocky, described the change in the success story: 

ODL really helped us out as far as getting credit apps submitted quicker… And it just really sped up the whole process with signing paperwork, generating contracts, and getting the customer approved.”  — Rocky, F&I Manager, Fay Myers Motorcycle World 

This matters beyond one store. Jason’s “one thing to do this week” on the podcast was to walk your own deal from handshake to keys and count how many times you type in the same customer. In most stores the credit app is where that count jumps. Anywhere a person is retyping, there’s both a delay and a chance for a data-entry mistake that bounces the deal later. 

A Clean Deal Jacket Ended the Bounce-Back 

The second gain was quieter. Deals stopped going back and forth between sales and finance. Before, finance often received paper deal jackets with gaps and had to walk back to the sales floor to fill them, sometimes more than once. Every round trip added time and friction. 

Digital workflows with required checklists changed who owns completeness. Sales associates finish every required detail before the deal moves. Finance gets a fully packed electronic deal jacket and starts working right away, instead of starting with a scavenger hunt. On the podcast, Jason called getting the paper out of the deal the number-one fix. He also admitted it sounds too simple. 

One Screen, the Same Numbers, a Signature on the Device 

The third change was the F&I presentation. Instead of a static menu read to the customer, staff and customer work on the same screen at the same time. Protection products and maintenance plans get dragged into the deal, and the payment updates immediately. According to the success story, customers trust that more than scribbled notes on paper. 

Jason’s line from the episode is the one to write down: with transparency you get trust, and with trust you get speed. The auto data points the same way. In Cox Automotive’s 2025 Car Buyer Journey Study, “mostly digital” buyers saved 41 minutes at the dealership, and the biggest savings came from discussing and signing final paperwork. Selecting F&I products also had the largest gap between how many buyers wanted to do it online and how many actually did.

Source: Cox Automotive, 2025 Car Buyer Journey Study: Report Summary (released January 2026). Auto-industry data; powersports-specific figures are not published. 

What Any Dealer Can Do This Week 

You don’t need new software to find your own gaps. You need a stopwatch and an honest walk-through. Here’s the short version of what Fay Myers learned, plus two points from MotoHunt’s Jacob Berry that apply directly to deal speed: 

1. Clock your deal path. Walk one deal from handshake to keys and time every step. Count how many times the same customer information gets typed in. That’s Jason’s one-week homework. 

2. Fix the credit app first. It’s usually the step with the most retyping and the longest wait. If your primary lender supports a direct connection, use it. 

3. Make completeness sales’ job. A required checklist before the deal moves to finance ends the bounce-back. 

4. Answer fast with a real number. Berry’s Sept. 29 MotoMinute: treat “what’s your best price” as a raised hand, and answer quickly with a real price or payment. You can only do that if your desk can produce one quickly. 

5. Remember that slow deals cost floorplan too. Berry’s 90-day rule (Sept. 22) is about aged inventory, but the math is the same. Every week a unit or a deal sits costs floor plan, capital or gross. 

The lesson from Fay Myers isn’t that software is fast. It’s that most of a deal’s time lives in handoffs nobody owns and data nobody should have to type twice. Find those first. Then decide what tool closes them. 

About the Author 

Josh Harnish is a Customer Success Manager at One Dealer Lane. He works with powersports, marine and RV dealers after go-live, mapping their deal paths, finding where time leaks out between the floor and the F&I office, and helping teams build habits that stick once the software is in place. 

Sources 

• 1. One Dealer Lane — “2x faster deal turnarounds for Fay Myers” (success story) — https://www.onedealerlane.com/success-stories/2x-faster-deal-turnarounds-for-fay-myers 
  2. Motorcycle & Powersports News — “How Fay Myers Motorcycle World Streamlined Sales and Financing,” sponsored by One Dealer Lane (Apr. 27, 2026) — https://www.motorcyclepowersportsnews.com/how-fay-myers-motorcycle-world-streamlined-sales-and-financing/ 
  3. The Dealership Fixit Podcast (Jacob Berry) — “Forget One Price. Think One Profit. What Powersports Can Steal From the Car World | Jason White” (Sept. 19, 2026) — https://podcasts.apple.com/eg/podcast/forget-one-price-think-one-profit-what-powersports/id1449367603?i=1000790685733 
  4. Motorcycle & Powersports News — “‘What’s Your Best Price’ Is a Buying Signal | MotoMinute” (Sept. 29, 2026) — https://www.motorcyclepowersportsnews.com/whats-best-price-buying-signal-motominute/ 
  5. Motorcycle & Powersports News — “Stop Hoping, Start Moving: The 90-Day Rule | MotoMinute” (Sept. 22, 2026) — https://www.motorcyclepowersportsnews.com/90-day-rule-motominute/ 
  6. Cox Automotive — 2025 Car Buyer Journey Study: Report Summary (released January 2026) — https://www.coxautoinc.com/wp-content/uploads/2026/01/2025-Cox-Automotive-Car-Buyer-Journey-Study-Summary.pdf 
  7. One Dealer Lane — Garagecast Ep. #337, “Revving Up Success: Jason White on Transforming Fay Myers and the Power Sports Industry” (Mar. 31, 2026) — https://www.onedealerlane.com/blog/garagecast---all-things-power-sports-and-marine