The One KPI That Predicts Trade-In Overallowance Discipline Success
Seventy-three percent of dealers who struggle with trade-in overallowance have no way to track which salesperson is doing the overallowing. That's not a guess. ...
The One KPI That Predicts First Pencil Success: Showroom Contact Rate
What if a single metric could tell you, with startling accuracy, whether your sales team would crush their first pencil numbers or limp across the finish line? ...
The One KPI That Predicts New Salesperson Ramp Plan Success
Most dealerships are hiring the wrong salespeople, and they don't even know it. They run a guy through three weeks of product training, pair him with a veteran...
The One KPI That Predicts Showroom Traffic Attribution Success
Most dealerships are measuring the wrong KPI when it comes to traffic attribution by source. They're obsessed with raw lead count, cost per lead, and click-thr...
The One KPI That Predicts Deal Desk Approval Speed Success
What if I told you there's one number sitting in your CRM right now that predicts whether your deal desk approves deals in 90 minutes or 9 hours? Most dealers ...
The One KPI That Predicts Salesperson Up-List Rotation Discipline Success
You're standing on the showroom floor on a Tuesday afternoon, and you notice something that's been nagging you for weeks. Your top salesperson just spent forty-...
The One KPI That Predicts Internet Sales Manager Success
Sixty-three percent of internet sales managers miss their targets in their first year. That's not a guess. Industry data consistently shows that new internet s...
Stop Centralizing Everything: Why Your Dealer Group's Digital Marketing Needs to Stay Decentralized
Stop Centralizing Everything: Why Your Dealer Group's Digital Marketing Needs to Stay Decentralized Seventy-three percent of dealer groups with five or more ro...
The Group Purchasing Agreement Trap: Why Dealer Groups Are Leaving Money on the Table
Back in 1987, when dealer consolidation was just beginning to reshape the American auto retail landscape, group purchasing agreements seemed like pure math. Big...
The Myth: One Size Fits All Works for Dealer Groups
Here's a question that'll make your dealer group leadership pause: Is standardizing HR across all your rooftops actually killing your best performers? Most dea...
Why Most Dealer Groups Shouldn't Roll Out a 401(k) Yet
In 1978, when the 401(k) first appeared in the tax code, it wasn't meant to replace pensions. It was a side hustle for executives to stash extra cash. Today, de...
The Contrarian Case for Slow Integration of Newly Acquired Rooftops
Most dealership groups blow the integration of a new acquisition by trying to turn it into a carbon copy of their flagship store by month two. They standardize ...