Why Most Dealership Vendor Contract Audits Are a Waste of Time
Most dealership principals and GMs spend weeks—sometimes months—auditing vendor contracts to save a few thousand dollars a year. They'll hire consultants, conve...
Stop Using Call Scoring to Measure Your Sales Team's Performance
Your dealership is probably measuring the wrong things about your sales team's phone calls. The entire industry has convinced itself that call tracking and cal...
Stop Treating Monthly Financial Statements Like Gospel
Stop Treating Monthly Financial Statements Like Gospel How many dealer principals do you know who spend their entire Monday morning locked in an office with a ...
The Weekly Save-a-Deal Meeting Is Killing Your Dealership (And You Don't Know It)
Imagine it's Monday morning at 8 a.m. Your GM walks into the conference room with a stack of deal jackets. The service director is already there, coffee in hand...
Your Service Advisor Pay Plan Is Probably Backwards (Here's How to Fix It)
Most dealerships are designing service advisor pay plans backwards. You're starting with gross profit splits and commission caps, when you should be starting wi...
The Contrarian Case Against Cross-Store Reporting (And What Actually Works)
About 73% of dealer groups say they don't have visibility into what's actually happening across their stores. Yet somehow, they keep building more reporting das...
The Problem With Fortress-Mentality Permissions
It's Monday morning. Your service director is locked out of the parts ordering system because someone in IT set her role to "service advisor only," and now a cu...
SSO Rollout Is Solving the Wrong Problem — Here's What Actually Matters
The Ford Model T went into production in 1908, and Henry Ford did something radical: he simplified the manufacturing process so much that a worker could learn a...
Myth #1: One Platform Does Everything Better
Your dealership doesn't need fewer software vendors. You actually need to get better at managing more of them. That's not what you're hearing at dealer confere...
Why Your Dealership's YouTube Test-Drive Videos Aren't Working (And Where They Should Go Instead)
Most dealerships are betting the farm on video test-drive content right now. If you're not uploading slick walk-arounds and road test clips to your YouTube chan...
The Website Speed Myth: Why Your Slow Site Might Be Outperforming Competitors
Here's a question that might make you uncomfortable: What if your dealership's slow website is actually outperforming the blazing-fast one down the street? Thi...
The Referral Program Myth: Why Your Dealership's Best Customers Aren't Coming From Referrals
You've probably heard it a thousand times: "A referral program is the cheapest marketing you can do." A customer tells a friend, you give them both a $500 gift ...