6 Prepaid Maintenance Program Mistakes That Crush Your F&I Gross
Most dealers design their prepaid maintenance programs backward. They start with what they want to sell, not what actually moves the needle on customer retentio...
5 Critical Mistakes Dealers Make With Lender Participation Rates
Back in the 1980s, when dealer financing was still a Wild West operation, participation rates weren't really a thing. Dealers either financed the deal themselve...
The Dealer's Playbook for Auction Bidding on Specialty Inventory
Are You Bidding on Specialty Inventory Like You're Shopping at Target? Most dealerships have a playbook for floor inventory. They know their numbers, they unde...
The Dealer's Playbook for Powersports Service: Running Bikes, RVs, and Specialty Inventory Right
You're standing in your service bay on a Tuesday morning, and a customer rolls in with a 2019 Harley-Davidson Street 750 that needs valve clearance work. Five m...
The Dealer's Playbook for Off-Lease Inventory Acquisition
According to the National Auto Dealers Association, nearly 3.5 million vehicles are coming off lease annually—and dealers who aren't actively capturing a piece ...
The Dealer Principal's Playbook for Building a Collector-Car Division
The Dealer Principal's Playbook for Building a Collector-Car Division You're sitting in your dealer principal's office on a Tuesday afternoon, scrolling throug...
The Dealer's Playbook for Exotic and Luxury Used Inventory
Back in the 1980s, most dealerships treated a Mercedes-Benz or Cadillac Eldorado the same way they treated a Honda Civic—slap a price tag on it, run it through ...
The Dealer's Playbook for Boat and Powersports Cross-Sell
Seventy-three percent of dealership groups leave money on the table every single month by not cross-selling adjacent vehicle categories to their existing custom...
The Motorcycle Department Playbook: How Auto Dealerships Win in Powersports
The Motorcycle Department Playbook: How Auto Dealerships Win in Powersports Most dealerships treat a motorcycle department like it's the same business as selli...
The Dealer's Playbook for Selling Used RVs at a Franchise Dealership
Most franchise dealers treat RVs like an afterthought. They show up on the lot, get parked in the back corner, and sit there until someone stumbles across them ...
The Dealer's Playbook for Inventory Data Feed Quality Control
The Hidden Cost of Bad Inventory Data: Why Most Dealers Get This Wrong Nearly 60% of dealer inventory listings contain at least one data error significant enou...
The Dealer's Playbook for Holdback and Pack Accounting
Forty-three percent of dealerships still track holdback and pack manually on spreadsheets or paper routes. That's not a guess. That's what top-performing deale...