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In every dealership I’ve ever walked into, there’s always one room that feels like the engine of the whole place. No, not the showroom, not even the service drive. It's the accounting office. It’s usually tucked away in a corner, behind glass doors that don’t quite close right, humming with printers, sticky notes, and the occasional sigh of someone trying to make sure they have all the receipts in …
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Financial IQ in a dealership is like knowing how to swim before jumping into the deep end of the pool. Yes, you can still jump without it, and yes, the lifeguard may dive in after you, but everyone ends up wetter, crankier, and wishing they’d chosen another activity. For a General Manager and a Controller, understanding financials isn’t just a nice-to-have; it’s what allows them to make decisions …
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Managing used car inventory is a lot like trying to keep a refrigerator organized. Left to its own devices, it fills up with things that were once a good idea but are now questionable. A sound monthly policy - the dealership’s version of labeling leftovers - relies on data, discipline, and just enough urgency to keep things from rotting in the back. The strange thing about cars on a lot is how …
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It’s an odd thing to be human: we’ll put up with slow internet, screaming children on airplanes, and doctors who insist on asking if we’ve been “keeping active,” but the one thing we cannot tolerate, the final straw that sends us muttering into our steering wheel in the grocery store parking lot, is to be ignored. The need to be heard, the need to be recognized, is not just some self-help …
Continue Reading about The Case of the Invisible Customer (and the Cost of Not Listening) →
