“I know many dealers who are “battening down the hatches” “they think 2020 will be worse than 2019, so they are cutting as many expenses as possible … This is …
Since When is Selling a Bad Thing?
“When I was a dealer, I thought increasing sales was a good thing. “We trained employees in all departments how to become better Salespeople, how to provide our customers a …
How to Evaluate Your Parts Department
“I want to encourage you to think about your Parts Department’s level of service. “To put it another way, does your Parts Department “provide every customer the highest level of …
How to Evaluate Your Service Director
“How does your Service Director’s Gross Profit contribution compare to the Sales Director’s? “This is the person who is responsible for managing the Service Department, Parts Department and Body Shop …
Are You Spinning Your Wheels
in Owner Retention?
“It’s not a pretty picture …” “As part of the fixed operations Profit Potential Analysis we conduct, we prepare Trend Analysis graphs for Customer Pay operations to track Sales, Gross …
Why is it called “Fixed Operations?”
“Flipside or Flopside?” “A dealership is a house divided. One half is variable and the other half is fixed … what’s the difference between the two? Should they operate independently? …
Why You Should Be Optimistic about Fixed Ops
“Retail service traffic is increasing and net profits are improving. Great news for us all! My concern is this: “What are you going to do with the additional service customers? …
The High Cost of Ignorance
“We’re NOT talking stupid here …” “What we’re talking about is a lack of knowledge of techniques, practices, procedures and the discipline to achieve a consistent, profitable result … “If …
How About a Little Support for Fixed Operations
“If I showed you a Business Plan on how to sell an additional 250 new vehicles in the next 12 months at an average gross PRU of $2000 for a …
How to Design a Fixed Ops Marketing Plan
“A worthy goal for every dealer would be to sell a new or used vehicle today and keep that customer coming back for life.” Research shows that over 70% of …