Why the Heavy Line Shop Inside a Dealership Is Quietly Costing You Deals
Back in the 1970s, when dealership service departments first started using multi-point inspections as a standard practice, they solved a real problem: technicia...
Why Menu Pricing Versus À La Carte Service Is Quietly Costing You Deals
Back in 1954, McDonald's started doing something revolutionary. They ditched the short-order kitchen model and replaced it with a limited menu and standardized ...
Why Brake Job Close Rate by Advisor Is Quietly Costing You Deals
What if the service advisors you're paying to sell brakes are actually costing you thousands in lost revenue every month? Most dealers track brake job close ra...
Why Tire Storefront Pricing Strategy Is Quietly Costing You Deals
Most dealerships price tires like they're selling cereal at a grocery store. Slap a margin on the cost, post it on the wall, and hope it sticks. That approach ...
Why Misaligned Sell-Through Rates Are Quietly Costing You Deals
When Ford first introduced systematic multi-point inspections to dealership service departments in the 1970s, the idea was straightforward: catch problems early...
Why Digital Multi-Point Inspection Rollout Is Quietly Costing You Deals
How many customers walk out of your service drive every month because they got blindsided by a $1,800 recommendation they didn't see coming? You probably don't...
Why Service Drive Photography for Upsells Is Quietly Costing You Deals
Back in 1955, dealership service departments didn't have cameras. They had clipboard notes, maybe a sketch if the service advisor was feeling thorough. That wor...
Why Holdback and Pack Accounting Is Quietly Costing You Deals
How many deals have you lost this month because your sales team couldn't accurately quote a customer on the actual out-the-door price of a vehicle? That's not ...
Why Stale Inventory Price-Drop Rules Is Quietly Costing You Deals
Back in 2008, when the financial crisis hit and dealerships were drowning in aged inventory, the industry adopted a brutal economic tool: automatic price drops ...
The Hidden Cost of Slow Eligibility Screening
What percentage of your used car inventory never makes it to the CPO lot, even though they could have? That's not a rhetorical question. Most dealership manage...
The Opportunity Cost Nobody Measures
Back in the 1960s, car lots didn't have computers. Dealers kept inventory on index cards in a metal file box, updated by hand each night. If a salesman wanted t...
Why a Pre-Sold New Inventory Process Is Quietly Costing You Deals
Fifty-four percent of new vehicle sales happen within the first 48 hours of hitting your lot. That means the clock starts the moment a unit arrives at your deal...