The Salesperson Up-List Rotation Discipline: What's Changed and What Absolutely Hasn't
The Salesperson Up-List Rotation Discipline: What's Changed and What Absolutely Hasn't Three out of every four dealerships say their sales team doesn't follow ...
The Internet Sales Manager Role: What's Changed and What Hasn't
Most dealerships still treat their internet sales manager like they did ten years ago, expecting them to field inbound leads and hand them off to the showroom f...
Multi-Rooftop Digital Marketing Governance: How Top Dealer Groups Benchmark Performance
Back in 2008, when the financial crisis hit, dealer groups that survived weren't the ones with the most rooftops. They were the ones who could actually see what...
How Top-Performing Dealer Groups Negotiate Better Vendor Agreements
Imagine you're running a dealer group with four rooftops spread across the metro area. Your Chevy store in the city negotiates a parts pricing agreement with a ...
How Top-Performing Dealer Groups Handle HR Standardization Across Multiple Stores
The Myth That HR Can't Scale Across Multiple Stores Back in 1954, when Ray Kroc opened his first McDonald's franchise in Des Plaines, Illinois, he faced a prob...
Why Integration Fails (And How to Spot It)
What's your biggest fear when you close on a new rooftop? For most dealer principals and group executives, it's not the acquisition itself. It's the three mont...
How Top-Performing Dealers Handle Acquiring a Struggling Single-Point Store
The Single-Store Acquisition Nobody Wants to Talk About Most dealers approach a struggling single-point store acquisition the same way: buy low, cut overhead, ...
Dealer Group Branding Strategy: When to Unify, When to Localize
Most dealer groups think they have a branding strategy. What they actually have is a branding problem they haven't admitted yet. Here's the controversial part:...
How Top-Performing Dealer Groups Handle Cross-Rooftop Inventory Transfers
Back in the 1970s, when most dealer groups were still regional operations built on handshake deals and phone calls, moving a vehicle from one store to another m...
How Top-Performing Dealers Win at Specialty Inventory Auctions
How many times this month have you watched a competitor pull a cherry 1987 Chevy C10 off the auction block while you were still scrolling through the same tired...
Why Standard Fixed Ops Metrics Don't Work for Powersports
Most dealerships treat powersports service like it's a side hustle. They staff it with whoever happens to be available, throw it in the same bays as regular car...
How Top-Performing Dealers Handle Trade-In Restoration Budget Decisions: A Benchmarking Guide
The Trade-In Math That Separates Winners from Everyone Else In 1965, when most dealers operated on handshake deals and gut instinct, a GM named Frank decided t...