The New Salesperson Ramp Checklist That Actually Works
How many salespeople have you hired in the past two years who were productive on day one, versus how many tanked in their first 60 days? Yeah. That gap is prob...
The Showroom Traffic Attribution Checklist That Actually Works
According to industry data, roughly 30% of dealerships can't accurately trace more than half their showroom traffic back to its original source. That's not a mi...
The Up-List Rotation Checklist That Actually Works for Dealership Sales Teams
Why Your Up-List Rotation Falls Apart (And How to Fix It) You walk onto the showroom floor on a Tuesday morning and notice the same salesperson has grabbed thr...
Internet Sales Manager Checklist That Actually Works: Daily Tasks That Move Deals
Back in 1993, the first car was sold over the internet. It was a Jaguar, sold by a dealer in Ohio, and nobody really understood what had happened. Fast forward ...
The Phone-Up Conversion Checklist That Actually Moves Appointments
You're sitting in your office right now, aren't you? Your BDC team is on their third round of calls, your sales manager is asking why the phone-up conversion ra...
Why Dealer Groups Get This Wrong in the First Place
Most dealer groups negotiate group purchasing agreements like they're buying a car for their kid—excited about the headline number and completely missing what t...
HR Standardization Across Multi-Rooftop Operations: Where Dealer Groups Go Wrong
How many different ways are your stores handling the same job? This is the question that keeps dealer group executives up at night, and it's the one that almos...
The "One Size Fits All" Trap That Kills Participation
According to the Society for Human Resource Management, 37% of dealership groups that implement benefits across multiple rooftops experience significant complia...
The Single-Store Acquisition Trap: Why Smart Dealer Groups Keep Stumbling
The Single-Store Acquisition Trap: Why Smart Dealer Groups Keep Stumbling The average independent dealership in America has been in operation for less than 15 ...
Unified Brand vs. Local Identity: The Multi-Rooftop Mistake That Tanks CSI
In 1958, Howard Johnson's restaurant empire was at its peak: over 400 locations across North America, all flying the same orange roof and serving the same fried...
The BDC Mistake That Costs Dealer Groups Millions (And How to Fix It)
The BDC Mistake That Costs Dealer Groups Millions (And How to Fix It) Most dealer groups build a centralized Business Development Center expecting it to work t...
6 Critical Mistakes Dealer Groups Make With Shared Service Centers
You've got three rooftops now instead of one. Maybe five. You're thinking about the efficiencies you'll get from a shared service center, and you should be thin...