“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 …

“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 …

“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 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 …

“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 …

“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? …

“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? …

“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 …

“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 …

“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 …