Why Market-Based Used Car Pricing Is Quietly Costing You Deals
How many deals are you leaving on the table right now because your pricing is one day behind the market? Most dealerships price used inventory based on market ...
Why Used-Car Reconditioning Workflow Is Quietly Costing You Deals
How many used cars are sitting on your lot right now that could have sold two weeks ago? That's not a rhetorical question. Most dealers can't answer it without...
Why Your Trade-In Appraisal Process Is Quietly Costing You Deals
According to recent industry data, dealerships lose an average of 12 to 18 days between the moment a trade-in appraisal is completed and when that vehicle actua...
Why F&I Manager Compensation Plans That Scale Is Quietly Costing You Deals
In 1985, the average F&I manager at a typical franchised dealership made about $35,000 a year. By 1995, that number had more than doubled. Today, a top F&I perf...
Why Your E-Contracting Rollout Is Quietly Killing F&I Attachment Rates
Sixty-three percent of franchise dealers report that their e-contracting rollout actually reduced F&I attachment rates in the first six months. Not by a little....
Why Chargeback Tracking and Trend Analysis Is Quietly Costing You Deals
How much money walked out your door last month because a customer got cold feet during the finance office visit? Most dealers can't answer that question with a...
Why the Deal Jacket Audit Checklist Is Quietly Costing You Deals
The assembly line at Ford's River Rouge plant in 1913 could produce a Model T every 93 seconds. That obsession with speed and efficiency shaped American manufac...
Why Protection Product Objection Handling Is Quietly Costing You Deals
In 1981, when the Honda Civic first showed up on California highways, cars came with a handshake warranty and luck. If your transmission went, you fixed it or y...
The Hidden Math Behind Menu Selling Gaps
Imagine it's 3 p.m. on a Friday. A customer is sitting in your F&I office ready to sign paperwork on a $28,000 used truck. Your new finance manager, hired six w...
Why Warranty Versus Service Contract Mix Is Quietly Costing You Deals
Before the internet made car shopping transparent, dealerships sold warranties like they were handing out lottery tickets. It was 1995, the consumer didn't know...
Why Back-End Gross Targets by Store Is Quietly Costing You Deals
What if the pressure you're putting on your finance team to hit a specific back-end gross number per store is actually costing you more deals than it's generati...
The Hidden Cost of Moving Too Fast
Roughly 8% of dealership deals fall apart after the customer drives off the lot. Most managers blame financing or credit issues. But the real culprit is somethi...