The dealers probably have Motability staff because they’re obliged to, rather than want to.
They may only make a couple-of-hundred quid on a deal, but hope to make that up with full-price ‘options’ and ‘packs’ on top. Then the servicing costs helps a bit more. This is the customer they don’treally want.
Compare that to Joe Public who walks in and buys at full price for the car, full price for the options, then buys on their finance at whatever percent on a PCP deal, then does exactly the same 3-years later, and so on. This is not only the customer they DO want, but also the customer they rely on.