The One KPI That Actually Predicts Lot Presentation Success
The One Metric That Actually Predicts Lot Presentation Success It's a Saturday morning in July, and you're walking your lot in 98-degree heat with your general...
The One KPI That Predicts Weekly Trade-Walk Cadence Success: Days to Front-Line Inventory
Back in the early 1990s, used car managers relied on a single metric to know if they were winning: how many deals they could write in a single walk-through of t...
What We're Actually Measuring Here
Forty-seven percent of dealership inventory that doesn't move in the first 30 days never sells at full market value. That's not a statistic meant to scare you—i...
The One KPI That Predicts Stocking Model Rebalancing Success by Segment
It's 8 a.m. on a Tuesday morning. Your inventory manager walks in with a stack of reports showing you're sitting on 47 days average on the lot for your used com...
The One KPI That Predicts Front-Line-Ready Days Tracking Success
In 1913, Henry Ford's Highland Park plant produced the first moving assembly line, slashing Model T production time from 12 hours to 90 minutes per vehicle. A c...
The One KPI That Should Drive Your Auction Bidding Strategy
The Single Metric That Should Drive Your Auction Bidding Strategy (And Why Most Dealers Get It Wrong) Most used car managers walk into an auction with a spread...
The KPI That Actually Matters
Here's a number that should make every used car manager sit up and pay attention: dealerships that nail their wholesale-to-retail conversion rate see up to 35% ...
The One KPI That Predicts Market-Based Used Car Pricing Success
How much money are you leaving on the table right now because your used car pricing is off by just a few hundred dollars per unit? Most dealers think pricing i...
The One KPI That Predicts Aged-Inventory Policy Success
The One Metric That Separates Working Aged-Inventory Policies from Wishful Thinking Back in the 1970s, when the used car market was still dominated by handshak...
Days to Front-Line: The One KPI That Predicts Used-Car Reconditioning Success
Most dealership leaders obsess over the wrong metric when it comes to used-car reconditioning. They track CSI scores, gross profit per unit, and days to sale li...
The One KPI That Predicts F&I Manager Compensation Plans That Scale Success
How many F&I managers at your dealership can actually tell you their attach rate for extended service contracts right now, without pulling a report? That quest...
The One KPI That Predicts E-Contracting Success at Your Franchise Store
Back in 1995, when the internet was still mostly a novelty and car buyers were walking into showrooms with no idea what their trade-in was worth, F&I department...