The Forecast Trap: Why Your 12-Month Cash Flow Model Is Probably Wrong
Dealerships spend roughly 40% more time building cash flow forecasts than they actually spend acting on them. That's not a slight exaggeration—it's a pattern yo...
The Contrarian Case Against Pack and Holdback Transparency Theater
You're sitting in your office reviewing last month's P&L, and something doesn't add up. Your gross profit looks solid on paper. Your RO count was strong. Your t...
Stop Over-Reconciling Parts and Service Accounts: A Contrarian Take
Back in 1916, when the first Ford Model T rolled off an assembly line in Highland Park, Michigan, the dealer's accounting job was simple: count cash, count cars...
Stop Obsessing Over Chart of Accounts Cleanup (Unless You're Really Big)
Back in 1974, when NADA first published standardized chart of accounts guidelines for dealerships, the goal was simple: make it easier for dealers to compare fi...
The 13-Month Rolling Forecast Isn't Broken—Your Process Is
According to industry surveys, roughly 72% of dealerships claim to use a rolling 13-month forecast model. Yet somehow, most of those same dealerships get blinds...
The Contrarian Take on Floor Plan Interest: Why Your Rate Negotiation Is Missing the Real Problem
What if your dealership's floor plan interest expense isn't actually your biggest cash flow problem? Most controllers and office managers spend hours optimizin...
The Financial Statement Lie Your Accountant Isn't Telling You
The Financial Statement Lie Your Accountant Keeps Telling You Imagine this: it's Friday afternoon, your controller walks into your office with a perfectly form...
Why Your Dealership Shouldn't Install DC Fast Charging (And What to Do Instead)
Most dealerships shouldn't install DC fast charging stations. You've probably heard the opposite from every EV consultant, OEM incentive program, and LinkedIn i...
Why Most Dealerships Are Wrong About Selling EVs to Local Fleets
According to industry data, 68% of fleet managers surveyed in 2023 said they planned to add electric vehicles to their fleets within 24 months. Yet only 14% act...
Myth 1: Subscriptions Create Predictable Revenue
EV subscription programs are a marketing gimmick dressed up as innovation, and most dealerships are wasting money chasing them. That's a bold statement, and de...
Why EV Lease Loyalty Programs Are Quietly Destroying Your Used Car Gross
Your EV Lease Loyalty Programs Are Costing You More Than You Think Industry data suggests that 67% of dealerships with active EV inventory now offer some form ...
Why Most Dealerships Are Overspending on Third-Party Marketplace Listings
You're probably spending between $800 and $2,000 a month listing your used inventory on AutoTrader, Cars.com, and Facebook Marketplace. You're doing it because ...