6 Common Mistakes Dealers Make With Back-End Gross Targets by Store
Back in the 1990s, dealerships operated almost entirely on blind faith when it came to back-end gross. You'd close the car, hand it to finance, and hope the F&I...
5 Spot Delivery Mistakes That Cost Dealers Money and Compliance Headaches
In 1915, General Motors introduced the installment plan, and car buying changed forever. Suddenly, dealers could move inventory faster by letting customers driv...
7 Red Flag Rule Mistakes Dealers Make (And How They Cost You Back-End Gross)
If your finance manager is selling the same protection package to every customer who walks through the door, you're leaving money on the ground and burning comp...
The Real Cost of Disclosure Mistakes
Most finance managers think compliance disclosures are just paperwork to get through before the customer signs. Check the box, print the documents, move on. Tha...
8 Critical Mistakes Dealers Make with Finance Income Per Retail Unit
Most dealers are leaving $800 to $1,200 per retail unit on the table, and they don't even realize it. That's not an exaggeration. It's a pattern you see across ...
The F&I Menu Presentation Mistakes That Cost You $200+ Per Unit
How many F&I deals do you think slip through your dealership every month because your menu wasn't read, understood, or taken seriously? Most dealers assume the...
The 6 Biggest Sales Huddle Mistakes Costing You Deals Every Single Day
According to recent industry data, dealers spend an average of 45 minutes a day in sales huddles—yet 68% of those same dealers report that their teams leave the...
Why Your Orphan Customer Recovery Campaign Is Probably Failing (And It's Easier to Fix Than You Think)
Why Your Orphan Customer Recovery Campaign Is Probably Failing (And It's Easier to Fix Than You Think) You've got thousands of customers in your database who'v...
Six Critical Mistakes Dealers Make With Customer Referral Pipelines
It's Tuesday morning, 10:47 a.m., and your BDC is fielding the usual call volume—mostly internet leads and walk-ins. Meanwhile, in your service bay, you've got ...
Why Demo Vehicles Go Dark (And Why It Matters More Than You Think)
Most dealerships are hemorrhaging money on demo vehicles and don't even know it. You've got a 2024 Toyota Highlander with 2,847 miles sitting in your back lot....
Same-Day Delivery Failures: 5 Operational Mistakes That Cost You Sales
The Same-Day Delivery Trap: Why Most Dealers Fail at Speed and Still Lose the Sale You're standing on the lot at 2 p.m. on a Saturday. A customer walks in, tes...
5 Delivery Mistakes That Tank CSI and First-Service Attachment
Henry Ford delivered the first Model T in 1908 to a customer who'd been waiting six weeks. The car arrived on a flatbed wagon, and the buyer had to sign a singl...