Well-defined processes and trained staff ensure smooth execution. BEST PRACTICES FOR SURCHARGING Implementing surcharges effectively comes down to discipline, consistency and professional guidance. Dealers should consider these best practices: 1. Clear Disclosures: Make surcharges unmistakably visible at the point of sale and on all documentation. 2. Uniform Application: Apply fees consistently to avoid disputes or regulatory issues. 3. Employee Training: Ensure staff can explain fees clearly to customers. 4. System Configuration: POS and invoicing systems should accurately reflect surcharges and simplify reconciliation. 5. Documentation: Keep detailed records of policies, staff training and transactions to support audits. Following these steps minimizes risk and positions surcharging as a strategic advantage rather than a compliance headache. INTEGRATING EMERGING PAYMENT TOOLS While surcharging is a key strategy, dealerships should also explore new payment technologies such as digital wallets, instant funding solutions and automated payables tools. When evaluating these options, consider: • Compliance: Ensure fee structures and disclosures meet legal and card-brand requirements. • Operational Fit: Confirm smooth integration with existing POS and accounting systems. • Vendor Reliability: Review contracts, security protocols and service claims carefully. A well-integrated payment approach combines innovation with strategic cost management. MITIGATING RISK Even with a structured program, risks exist. Common pitfalls include inconsistent fee application, poor signage, misconfigured systems or inadequate staff training. Dealers can minimize exposure through: • Regular system audits • Thorough staff training • Clear policies and documentation Proactive risk management safeguards both the dealership’s reputation and its bottom line. TURNING PAYMENTS INTO A STRATEGIC ADVANTAGE Payment acceptance is no longer just a transactional function — it’s a strategic lever. Well-implemented surcharging programs can: • Offset rising processing costs • Improve cash flow and reporting accuracy • Deliver a transparent, flexible experience for customers • Maintain compliance with federal and card-brand regulations Dealerships that integrate operational, financial and compliance considerations into their payment strategy gain a competitive advantage in a crowded marketplace. CONCLUSION The payments environment in automotive retail is dynamic and increasingly central to dealership success. Rising processing costs, digital wallets and instant funding solutions create both challenges and opportunities. Surcharging, when executed thoughtfully and with professional guidance, allows dealerships to manage costs, streamline operations and maintain compliance — without sacrificing customer experience. By adopting clear disclosures, consistent fee policies, staff training and properly configured systems, Montana dealerships can turn payment acceptance into a strategic advantage. Payments are no longer simply a transaction — they are a key part of running an efficient, profitable and compliant dealership. Dealers who embrace modern strategies, including professionally managed surcharging programs, can reduce costs, improve cash flow and stay ahead in a rapidly changing market. Amberly Allen is the founder and managing partner of Dealer Merchant Services (DMS), powered by Priority. She has spent nearly two decades helping dealerships improve profitability, with a particular focus on uncovering hidden costs in payment processing. After studying the legislation behind processing fees, she launched Dealer Merchant Services in 2020. She introduced a patented process that helps dealers recover from $5,000 to $15,000 per month, per rooftop, without affecting CSI. Under her leadership, DMS became the fastest-growing merchant services provider dedicated to dealerships. Since joining Priority in 2025, DMS is now helping deliver a stronger suite of financial and payment solutions that support dealer profitability and simplify dayto-day operations. 35 MONTANA AUTO DEALER
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