The One KPI That Predicts GAP Insurance Penetration Success
In 1982, a Japanese businessman named Soichiro Honda was touring a Ford dealer in Michigan and asked a simple question: "How much do you make on the sale versus...
The One KPI That Actually Predicts Your Back-End Gross by Store
The One KPI That Actually Predicts Your Back-End Gross You probably spend a lot of time staring at back-end gross numbers, trying to figure out why Store A is ...
The One KPI That Predicts Spot Delivery Contract Risk Success
Back in 1982, when spot delivery contracts first became standard across American dealerships, nobody had dashboards or real-time data. A finance manager took a ...
The One KPI That Predicts Dealership Success: Back-End Gross Done Right
Back in 1987, when most dealership record-keeping still happened on paper, a service director in rural Iowa named Frank Hutchins noticed something odd. The deal...
The One KPI That Predicts F&I Compliance Success (And It's Not Back-End Gross)
Your finance office is probably measuring the wrong thing, and it's costing you compliance headaches and real money. Most dealers obsess over back-end gross per...
The One KPI That Predicts Whether Your Dealer Lender Relationships Actually Pay Off
You're sitting in a dealer meeting, and your F&I manager just told you the average finance reserve per deal dropped from $1,200 to $847 last quarter. Your first...
The One KPI That Predicts Finance Income Per Retail Unit Success
The One KPI That Actually Predicts Finance Income Per Retail Unit Success Most dealerships are chasing the wrong metric when it comes to F&I performance. They'...
The One KPI That Predicts Daily Sales Huddle Success
Here's a number that should make you uncomfortable: dealerships that track the wrong KPI in their daily sales huddles are losing 12-15% of potential gross profi...
The One KPI That Predicts Saturday Staffing Success: Lead Velocity
It's Saturday morning at 10 a.m., and your showroom should be buzzing. Instead, you've got two salespeople on the floor, one customer waiting, and a service adv...
The One Number That Actually Matters
In 1952, when the American automobile industry was hitting peak post-war production, dealerships tracked exactly three things: units sold, gross profit, and whe...
The One KPI That Predicts Demo Vehicle Accountability Tracking Success
Here's a number that should make you uncomfortable: 34% of demo vehicles in use at average dealerships can't be accounted for on any given day. Not sold. Not i...
The One KPI That Predicts Showroom Wait Time Success
The One Number That Actually Predicts Your Showroom Wait Time Problem In 1956, when Dwight Eisenhower opened the Interstate Highway System, the average car sho...