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I have to agree with John. Nothing happens until the sale is made. You have to engage the customer to get them in. You can't sell a car over the phone. You can still make gross by under allowance, switching to a lease and setting up the backend. We know more ways to sell cars than the customers know how to buy them. The more cars we sell, the more this works in our favor.


With the internet, average gross profit is an illusion.   Departmental net profit is key.  Ring the cash register, often.  Control your three largest variable expenses: Saleman's Compensation and incentives, Interest Floor Plan and Advertising.  If your payplans require that your salespeople sell volume, you are turning your inventory quickly and your focus is on the internet, with it's low relative cost, everything is going to be merveilleux.