How Top-Performing Dealers Handle Showroom Redesign Projects: The Operations-First Approach
Most dealers treat a showroom redesign like a weather system rolling in from the west: something you see coming, but you're never quite ready when it arrives. Y...
The Hidden Economics of Medium-Duty Truck Sales: What Separates Leaders From the Pack
The Hidden Economics of Medium-Duty Truck Sales: What Separates Leaders From the Pack Back in the 1980s, when medium-duty trucks were mostly the domain of loca...
How Top-Performing Dealers Benchmark Commercial Sales Manager Pay Plans
How many commercial sales managers at your store know what their next paycheck will actually look like? If they're squinting at a spreadsheet trying to reverse-...
How Top-Performing Dealers Handle Commercial Vehicle Delivery Logistics
Most dealers treat commercial vehicle delivery like they treat retail passenger cars. They shouldn't. Top-performing dealers who move serious fleet volume have...
How Top-Performing Dealers Handle Fleet Service Maintenance Contracts
Most dealers treat fleet service maintenance contracts like an afterthought—a checkbox at the end of the sale that someone in the back office handles when they ...
How Top-Performing Dealers Win With Upfitter Partnerships: A Benchmarking Guide
Upfitter partnerships aren't handled the same way across dealerships, and the results reflect it. Top-performing dealers close 40% more upfitter deals annually ...
What Makes Government Fleet Sales Different From Your Regular Lot?
In 1956, President Eisenhower signed the Federal-Aid Highway Act, which poured $114 billion into American road infrastructure. Suddenly, municipalities, departm...
Fleet Pricing vs. Retail Margin: How Top Dealers Price for Profit
The Fleet Pricing Dilemma: Why Your Retail Margin Strategy Breaks Down on Commercial Sales You're sitting in your sales meeting on a Tuesday morning. A fleet m...
The Fleet Account Playbook: How Top Dealers Win Big Contracts
The Fleet Account Playbook: How Top Dealers Win Big Contracts In 1956, Ford introduced the F-100 pickup truck with a fleet sales package specifically designed ...
How Top-Performing Dealers Handle Monthly Manufacturer Statement Reconciliation
If you're waiting until the 15th of the following month to start digging into your manufacturer statement, you're already behind. Most dealers do this wrong, an...
How Top-Performing Dealers Handle Accounts Receivable Aging at the Parts Counter
Back in 1987, the National Automobile Dealers Association began tracking a single metric that would separate struggling dealerships from thriving ones: accounts...
How Top-Performing Dealers Handle Property and Casualty Insurance Audits
Sixty-two percent of dealerships fail their first property and casualty insurance audit, and most never find out why until they're hit with premium adjustments ...