Bottom Line Up Front The most profitable stores treat their car sales process steps as a systematic revenue framework, not just a road-to-the-sale checklist. When your team executes consistent process steps that align with today’s informed buyers, you’ll see closing rates jump 15-25% and front-end gross stabilize even in competitive markets. Market Context Driving Process … Read more
Bottom Line Up Front Your dealership EV transition isn’t about when you’ll sell more electric vehicles — it’s about positioning your store to capture EV intenders today while they’re still buying ICE vehicles. The stores winning this transition are building EV competency now to own customer relationships through their entire automotive journey, creating loyalty that … Read more
Bottom Line Up Front Mobility as a service isn’t killing car ownership — it’s creating new revenue streams for dealers who adapt their sales process to capture subscription-minded buyers. The smartest stores are positioning themselves as mobility providers, not just car sellers, and seeing 15-20% higher front-end gross on customers who engage with flexible ownership … Read more
Bottom Line Up Front OTA updates impact service departments by fundamentally shifting the revenue model from routine maintenance visits to diagnostic expertise and complex repairs. Smart dealers are repositioning their service drives as high-tech diagnostic centers while training advisors to sell the value of dealer-level software updates, creating new profit centers that OTA can’t eliminate. … Read more
Bottom Line Up Front Auto dealer consolidation is reshaping the retail landscape, with mega-groups and publicly-traded dealers acquiring independent stores at unprecedented rates. For surviving independents, this creates both competitive pressure and strategic opportunities — the key is leveraging your agility and local market knowledge to compete where the big players can’t match your flexibility … Read more
Bottom Line Up Front Connected car data gives you real-time insights into customer behavior that transform both your service drive and sales floor performance. Top-quartile stores are using telematics data to predict service needs, time retention offers perfectly, and close more deals by addressing actual vehicle issues rather than guessing at pain points. Market Context … Read more
Bottom Line Up Front Autonomous vehicles impact car dealers by fundamentally shifting from ownership to mobility-as-a-service models, but smart dealers can capture new revenue streams through fleet partnerships, service contracts, and technology-enabled customer experiences. The stores that adapt early will dominate commercial sales and high-margin service work while traditional dealers fight over shrinking retail margins. … Read more
The Bottom Line for GMs EV vs ICE service revenue creates a fundamental shift in your fixed ops model — EV service generates roughly 40-50% less revenue per RO than traditional ICE vehicles, but smart dealers are compensating by restructuring service packages, expanding software-based services, and leveraging longer customer lifecycles. Your service absorption rate will … Read more
Bottom Line Up Front Charging as a service dealership models are generating additional monthly revenue streams of $2,000-$8,000 per month while creating competitive differentiation that’s closing more EV deals on your lot. Smart dealers are positioning charging infrastructure as both a customer convenience play and a measurable profit center that improves grosses and drives service … Read more
Bottom Line Up Front EV profit opportunities aren’t hiding in the unit sale — they’re in the full customer journey from conquest to service retention. Top-quartile stores are building sustainable EV profit centers by focusing on F&I penetration, charging infrastructure partnerships, and long-term service relationships rather than chasing front-end gross on electric units. Market Context: … Read more
