The One KPI That Predicts F&I Manager Compensation Plans That Scale Success
How many F&I managers at your dealership can actually tell you their attach rate for extended service contracts right now, without pulling a report? That quest...
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...