Three structural changes. Three weeks. Here is exactly what moved the per car average.
Adrian Anania walks through three changes a dealership can make in three weeks to raise per-car average: move the client survey to the showroom floor, reorder the menu, and set a regular monthly cadence. He says to implement one change per week, then watch the numbers climb in week four.
Chapters
More from Adrian
"What's it gonna take. When can we get you in this?" That's not closing, that's begging.
A high payment customer walks in with a pre-approval from their credit union. Most managers panic
You are the author of your own story. Every deal, every choice in the box is a page you're writing,
Every new manager walks toward the same hole. No real training. No loop. No one watching the deal
You bought the best training program in the country. Six months from now, it won't matter.
Someone drew a fancy graph on a whiteboard, capped the marker, and called that my F&I training.
Most of your PVR is won or lost in the first six minutes, before the customer ever sees the menu.
