Why Trade-In Overallowance Discipline Is Quietly Costing You Deals
Most dealers are losing deals on trade-ins they never see coming, and they're doing it on purpose. You sit down with a customer who's ready to buy, you run the ...
The Real Cost of Ignoring Payment Concerns Early
Most dealership sales teams spend their energy overcoming price objections and trade-in concerns. But the real silent profit killer sitting on your lot right no...
Why a New Salesperson Ramp Plan Is Quietly Costing You Deals
Back in 1955, Ford Motor Company instituted what it called the "Dealer Standard"—a playbook for how new car salespeople should work a customer from lot walk to ...
Why Deal Desk Approval Speed Is Quietly Costing You Deals
How many deals walked out your door last month because your sales team couldn't get an approval in the time it took the customer to finish their coffee? Most d...
Why Salesperson Up-List Rotation Discipline Is Quietly Costing You Deals
How many deals walked out of your showroom last month because the right salesperson never talked to the right customer? Most dealers don't know the answer. And...
Showroom Traffic Attribution by Source: What's Changed and What Hasn't
It's 2 p.m. on a Wednesday afternoon, and your BDC manager walks up to your desk with a printout. "We've got 14 showroom foot traffic entries today," they say, ...
Why Your Internet Sales Manager Is Quietly Costing You Deals
It's 2 p.m. on a Tuesday and your internet sales manager is buried in 47 emails, managing three different lead sources, trying to figure out why last week's CRM...
Why Phone-Up Conversion to Appointment Is Quietly Costing You Deals
In 1985, car dealerships didn't have websites, text messaging, or email. When somebody wanted to buy a car, they either drove to the lot or they called the show...
Multi-Store Digital Marketing Governance Checklist That Actually Works
You've got three dealerships running different marketing campaigns to the same zip code, no clear approval process for ad spend, and nobody can tell you whether...
Step 1: Inventory Every Active Vendor Agreement
In 1956, a small group of independent Ford dealers in the Midwest realized something that would reshape automotive retail forever: they had more negotiating pow...
The Dealer Group Benefits Rollout Checklist That Actually Works
Back in 1978, when 401(k) plans first became available to workers outside of executive compensation schemes, most small business owners thought of them as a nov...
The Real Acquisition Checklist: What to Actually Audit Before Buying a Struggling Single-Point Store
Most dealer groups that acquire a struggling single-point store walk in with a playbook designed for healthy stores. Then they get shocked when the familiar mov...