Without exception, every sales department in every dealership in the world is underperforming in virtually every profit center. Even the stores that are dominating their market could use more sales, more frequent sales and higher grosses.
I know that’s a bold statement to make, but it’s been proven over and over again. Think about it. Have you hired a sales event company to come into the dealership and put on a three-day super sale? These firms will bring in their own sales teams, including managers and closers. They’ll also take over the store’s advertising. Sometimes, they’ll even help the dealership buy inventory to prepare for the event.
And it’s not uncommon for these companies to seriously outperform the dealership’s normal business volume, as they typically put up staggering numbers in just a few days. As an observer with no skin in that game, I just watch and learn as these firms deliver high grosses and high unit volume.
Read the whole article on F&I and Showroom here.
