Benchmarks & Budgeting

  • 3 Simple Questions to Evaluate Your Dealerships (December 2016) - In working with dealers, I've encountered three simple non-numeric, non-financial ways to evaluate a dealership.  Each of these questions came from a successful dealer principal or from an OEM dealer development manager.  These questions are more important because good answers to these questions are likely to drive good numbers.

  • Why Use a Financial Model?  (July/Aug 2011) - Using a financial model and not just a budget is important to achieving consistent profitability. To show the difference between the two, let’s consider a real world situation for a dealership.