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...
The One KPI That Predicts Chargeback Success: Rate Over Raw Count
In the 1970s, when Toyota first introduced quality circles to American manufacturers, they discovered something counterintuitive: the best way to predict manufa...
The One KPI That Predicts Deal Jacket Audit Success: Weekly Finance Manager Completion Rate
Seventy-two percent of dealerships that track deal jacket audits weekly see CSI scores that are 8 points higher than stores that audit sporadically. That's not ...
The One KPI That Predicts Subprime Deal Structure Without Losing Store Success
Your finance manager just locked a deal on a 2019 Toyota Corolla with 87,000 miles. The buyer has a 580 credit score, put down $1,200, and is financing $14,800 ...
The One KPI That Predicts F&I Manager Success: Product Attachment in Week Two
You know that moment when you hire a sharp new F&I manager, run them through your dealer-mandated compliance training, and then watch them sit down with their f...
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'...