Recruiting Car Salespeople: Where to Find and How to Attract Talent Bottom Line Up Front Your recruiting process is either a competitive advantage or it’s killing your grosses. Top-decile stores have cracked the code on recruiting car salespeople by treating talent acquisition like lead generation — systematic, measurable, and never-ending. While average dealers wait for … Read more
How to Open a Car Dealership: Licensing, Costs, and Setup Opening a dealership isn’t just about securing an OEM franchise and finding a lot — it’s about building a machine that consistently generates profit across all departments while managing massive capital requirements. The dealers who succeed understand that the first 18 months determine whether you’ll … Read more
Dealership CRM Comparison: Top Platforms Ranked for Maximum ROI Bottom Line Up Front Your CRM isn’t just lead management software — it’s the nervous system of your entire operation. The difference between top-decile stores and everyone else isn’t the number of leads they generate; it’s how disciplined they are about working every opportunity through a … Read more
Dealership DMS Systems: Choosing the Right Management Platform Bottom Line Up Front Your dealership DMS systems choice isn’t just about inventory tracking and deal jackets anymore. The stores pulling away from their competition use their DMS as the operational backbone that connects every revenue stream — new, used, F&I, parts, service, and body shop. They’re … Read more
Hiring Salespeople for Your Dealership: Finding and Keeping Talent Bottom Line Up Front The difference between a mediocre store and a top-decile performer isn’t your location, your floorplan mix, or even your OEM relationship — it’s the quality of your sales team and your ability to keep them. While most dealers are still hiring warm … Read more
Dealership KPIs: The Metrics Every GM Should Track Bottom Line Up Front: The dealership KPIs that separate top-decile stores aren’t just about tracking more numbers — they’re about tracking the right numbers with the discipline to act on what they tell you. While most GMs drown in data from their DMS, CRM, and monthly statements, … Read more
Service Absorption Rate: What It Is and How to Improve It Bottom Line Up Front Your service absorption rate is the single most important metric protecting your store from market volatility. Elite dealers maintain 85%+ absorption while average stores struggle in the 60-70% range — and that 15-20 point difference is what separates the operators … Read more
Dealership Gross Profit: Front-End, Back-End, and Total Your dealership gross profit tells the real story of your operation — but only if you’re reading the numbers right. Most dealers track front-end and back-end separately, then wonder why their total gross doesn’t translate to bottom-line profit. The highest-performing stores think about gross profit as an integrated … Read more
Dealership Profitability: Key Drivers and Improvement Strategies Bottom Line Up Front The stores crushing it in your 20 Group aren’t just lucky with their market — they’ve mastered the fundamentals that separate top-decile dealership profitability from the rest. While average stores chase shiny objects and react to market swings, profitable dealers focus on three non-negotiables: … Read more
Car Dealer License Cost: Fees, Bonds, and Startup Expenses Bottom Line Up Front Your car dealer license cost is just the entry fee — the real capital requirement is building cash flow velocity before your first 90 days expire. Top-performing stores understand that licensing expenses are a rounding error compared to working capital, inventory investment, … Read more
