Why Retail Pay Plans Fail Commercial Managers
Imagine it's Thursday morning at your dealership. Your commercial sales manager walks in frustrated—again. He's crushed a fleet deal worth forty grand in gross,...
Fleet Sales Delivery Logistics: 7 Costly Mistakes Dealers Keep Making
Nearly 40% of dealerships with active fleet sales programs lose money on their first-year commercial delivery logistics—and they don't even realize it until tax...
7 Critical Mistakes Dealers Make With Upfitter Partnerships for Commercial Vans
In the 1960s, commercial upfitters were mostly local operations run by mechanics with welding torches and a good imagination. A dealer sold a cargo van to a con...
5 Critical Mistakes Dealers Make With Government Bid Participation (And How to Fix Them)
Most dealerships treat government fleet contracts like they're the same as selling to a retail customer. They're not, and it's costing you six figures a year. ...
8 Critical Mistakes Dealers Make With Small Business Vehicle Consulting
Back in the 1970s, when fleet sales first became a real revenue stream for franchised dealerships, most general managers treated it like an afterthought. A flee...
Fleet Pricing vs. Retail Margin: 5 Mistakes Dealerships Keep Making
You know that moment when a fleet manager walks into your showroom with a list of 12 work trucks, or a government purchasing office sends over a bid spec sheet,...
6 Fleet Account Acquisition Mistakes Costing Dealers Serious Money
Most dealers treat fleet sales like a side hustle instead of a legitimate business line, and it's costing them serious money. Fleet accounts look attractive on...
1. Treating Reconciliation as Paperwork Instead of a Real Audit
You're sitting in your office on the morning of the 15th, coffee getting cold, staring at a stack of manufacturer statements and dealer-contributed inventory re...
5 Accounts Receivable Aging Mistakes Killing Your Parts Counter Profit
Seventy percent of dealerships can't accurately tell you what they're owed at the parts counter right now. Not in the next hour. Not by end of day. Right now. ...
The Audit Trap: Why Dealers Get Blindsided
How many times this year has your insurance adjuster caught something in your books that made you wince? Most dealers don't think about property and casualty i...
6 Critical Mistakes Dealers Make Reading the Dealer Composite Report
How many of your finance team members actually understand what the dealer composite report is telling them, let alone what to do with the information? If that ...
7 Cash Flow Forecasting Mistakes That Strangle Dealership Profits
The Cash Flow Forecasting Problem Most Dealers Won't Admit They Have You're looking at your P&L on a Tuesday morning and it says you made $47,000 in gross prof...