The One KPI That Predicts Front-Line-Ready Days Tracking Success
In 1913, Henry Ford's Highland Park plant produced the first moving assembly line, slashing Model T production time from 12 hours to 90 minutes per vehicle. A c...
The One KPI That Should Drive Your Auction Bidding Strategy
The Single Metric That Should Drive Your Auction Bidding Strategy (And Why Most Dealers Get It Wrong) Most used car managers walk into an auction with a spread...
The KPI That Actually Matters
Here's a number that should make every used car manager sit up and pay attention: dealerships that nail their wholesale-to-retail conversion rate see up to 35% ...
The One KPI That Predicts Market-Based Used Car Pricing Success
How much money are you leaving on the table right now because your used car pricing is off by just a few hundred dollars per unit? Most dealers think pricing i...
The One KPI That Predicts Aged-Inventory Policy Success
The One Metric That Separates Working Aged-Inventory Policies from Wishful Thinking Back in the 1970s, when the used car market was still dominated by handshak...
Days to Front-Line: The One KPI That Predicts Used-Car Reconditioning Success
Most dealership leaders obsess over the wrong metric when it comes to used-car reconditioning. They track CSI scores, gross profit per unit, and days to sale li...
The One KPI That Predicts F&I Manager Compensation Plans That Scale Success
How many F&I managers at your dealership can actually tell you their attach rate for extended service contracts right now, without pulling a report? That quest...
The One KPI That Predicts E-Contracting Success at Your Franchise Store
Back in 1995, when the internet was still mostly a novelty and car buyers were walking into showrooms with no idea what their trade-in was worth, F&I department...
The One KPI That Predicts Chargeback Success: Rate Over Raw Count
In the 1970s, when Toyota first introduced quality circles to American manufacturers, they discovered something counterintuitive: the best way to predict manufa...
The One KPI That Predicts Deal Jacket Audit Success: Weekly Finance Manager Completion Rate
Seventy-two percent of dealerships that track deal jacket audits weekly see CSI scores that are 8 points higher than stores that audit sporadically. That's not ...
The One KPI That Predicts Subprime Deal Structure Without Losing Store Success
Your finance manager just locked a deal on a 2019 Toyota Corolla with 87,000 miles. The buyer has a 580 credit score, put down $1,200, and is financing $14,800 ...
The One KPI That Predicts F&I Manager Success: Product Attachment in Week Two
You know that moment when you hire a sharp new F&I manager, run them through your dealer-mandated compliance training, and then watch them sit down with their f...