Dealer Lender Relationships That Pay Off: What's Changed and What Hasn't
According to recent dealer finance data, the average F&I menu in a high-performing dealership now generates 40% more back-end gross than it did in 2018, but the...
Finance Income Per Retail Unit: What's Changed and What Hasn't in 2024
Are You Still Making F&I Money Like It's 2019? The finance office used to be where dealerships printed money. A solid finance manager could walk a customer to ...
The Daily Sales Huddle: What's Changed Since 1965 (And What Hasn't)
The first organized car lot sales huddle probably happened sometime in the 1960s, when a dealership principal realized his salespeople were stepping on each oth...
The Staffing Reality Check
It's Saturday morning at your dealership, and your sales floor is running on two salespeople and a manager trying to cover the showroom, answer phones, and hand...
Orphan Customer Recovery Campaigns: What's Actually Changed in 2024
You're probably losing money on orphan customers right now, and you're not even mad about it because you don't realize how much they're actually worth. That's ...
What's Actually Different Now
Demo vehicle accountability in 2024 looks almost nothing like it did ten years ago, yet dealerships are still making the exact same mistakes they made in 2014. ...
Reducing Showroom Customer Wait Time: What's Changed and What Hasn't
How many customers walk out of your showroom every month because they got tired of waiting? It's the question most dealers avoid asking themselves. But the one...
Same-Day Delivery Prep Workflows: What's Changed and What Hasn't
Most dealers think same-day delivery prep is about speed. It's not. They've got the timeline wrong from the start, and that wrong assumption cascades through th...
The Delivery Process Customers Remember: What's Changed and What Hasn't
Back in 1985, when most dealerships were still managing customer records in filing cabinets and test drives happened with a sales rep riding shotgun while scrib...
The Payment-First Sales Pitch: Why It Stuck Around
Back in the 1950s, car salespeople had one job: make the car sound good and get a signature on the contract. Price came up when it came up. Payment talk? That w...
Menu Selling at the Desk: What Still Works and What's Dead
Menu Selling at the Desk: What Still Works and What's Dead You're sitting at your desk right now with a fresh lead walking in. Temperature's dropping outside, ...
Sales Manager One-on-Ones That Move Numbers: What's Changed and What Hasn't
Seventy-three percent of dealerships report that their sales managers spend less than four hours per week in formal one-on-ones with frontline salespeople. That...