"How are you tracking pricing decisions at the desk — is anyone doing this systematically?"
One thing that keeps coming up from the dealers is "Gross Variance". The DMS shows the final number but not the decisions that got there — manager overrides, competitive matches, loyalty discounts.
Curious how other GMs and principals are handling this. Are you tracking override reasons manually, relying on your CRM notes, or just doing a post-mortem at month end when gross is already gone?
One thing that keeps coming up from the dealers is "Gross Variance". The DMS shows the final number but not the decisions that got there — manager overrides, competitive matches, loyalty discounts.
Curious how other GMs and principals are handling this. Are you tracking override reasons manually, relying on your CRM notes, or just doing a post-mortem at month end when gross is already gone?
