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Really nice post Joe.  I think you are right on.  With pricing, you have to focus on other profit avenues like aftermarket adds, under allowance, switching to leases and maximizing F&I.  When you go into the deal with your back against the wall, you have to work with what you have left.  At the Nissan store, we out grossed the floor (total average gross) by $400/unit.  My guys were well trained.  We developed a compensation package that encouraged them to look beyond front gross into the areas that were left.  Sadly, this store isn't doing half what we did when I was there.  Mamu of the guys are in management at other dealerships.  Now that I am back in Dallas, I do get to see many of them.  I call on a couple of them that are Internet Directors at other stores.