What Makes Government Fleet Sales Different From Your Regular Lot?
In 1956, President Eisenhower signed the Federal-Aid Highway Act, which poured $114 billion into American road infrastructure. Suddenly, municipalities, departm...
Fleet Pricing vs. Retail Margin: How Top Dealers Price for Profit
The Fleet Pricing Dilemma: Why Your Retail Margin Strategy Breaks Down on Commercial Sales You're sitting in your sales meeting on a Tuesday morning. A fleet m...
The Fleet Account Playbook: How Top Dealers Win Big Contracts
The Fleet Account Playbook: How Top Dealers Win Big Contracts In 1956, Ford introduced the F-100 pickup truck with a fleet sales package specifically designed ...
How Top-Performing Dealers Handle Monthly Manufacturer Statement Reconciliation
If you're waiting until the 15th of the following month to start digging into your manufacturer statement, you're already behind. Most dealers do this wrong, an...
How Top-Performing Dealers Handle Accounts Receivable Aging at the Parts Counter
Back in 1987, the National Automobile Dealers Association began tracking a single metric that would separate struggling dealerships from thriving ones: accounts...
How Top-Performing Dealers Handle Property and Casualty Insurance Audits
Sixty-two percent of dealerships fail their first property and casualty insurance audit, and most never find out why until they're hit with premium adjustments ...
How Top-Performing Dealers Handle the Dealer Composite Report Deep Dive
In 1987, the NADA (National Automobile Dealers Association) first published formal guidelines for dealership financial reporting. Before that, dealer reporting ...
How Top-Performing Dealers Handle Pack and Holdback Transparency
How many of your office staff could explain what happened to that $2,400 pack charge on last month's Honda Civic deal? Better question: do you actually know? P...
How Top-Performing Dealers Handle Dealership Chart of Accounts Cleanup
How often does your controller come to you with a financial statement that doesn't match what you feel in your gut is happening on the lot? You ask for clarific...
How Top-Performing Dealers Handle the 13-Month Rolling Forecast
Imagine it's mid-October, and your dealership controller is scrambling to reconcile next year's budget against the realities staring back from September's numbe...
How Top-Performing Dealers Manage Floor Plan Interest Expense
How much money is sitting on your lot right now that you're literally bleeding interest on every single day? If you can't answer that question in the next 30 s...
Most Dealer Principals Are Flying Blind on Their Own Numbers
Most Dealer Principals Are Flying Blind on Their Own Numbers You run a dealership. You know your sales targets, your gross targets, maybe even your CSI score. ...