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ConSept Blog

When Performance is Measured, Performance Improves.

The Right Metrics to Track

Finding the right metrics to track at a car dealership can be far more painful than it should be. With the new world order driven by the internet and big data, we constantly see dealers struggling to focus on their biggest opportunities because they either have too much information or…

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Shop Supplies – The Little Things Add Up

What do you include in your “Shop Supplies” expense area? Most dealers include uniforms, rags, job consumables such as lubricants, grinding discs, disposable gloves, and many dealerships regularly use it as a “catch-all” for items that probably should be expensed elsewhere. There is no written set of rules on what…

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After F&I

It wasn’t all that long ago that the F&I office became a dependable and consistent profit center. Product offerings became more diverse, processes became more sophisticated and targets grew higher and higher. But it is silly to think that growth in this area will continue unbridled, and we tend to…

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How much is a Service Advisor Worth?

How much is a good service advisor worth? It seems this question rarely comes up when hiring, determining an appropriate pay plan, and developing this position. The results may surprise you. Perhaps we should step back and ease the more sale-minded dealers and GMs into this topic. Here’s an easier…

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Variable Labor Rates

Variable Labor Rates are a topic that seem to generate lots of head nods during our 20-Group meetings but often do not end up being translated into daily operations right away. We feel there is always a compelling argument for implementing a Variable Pricing strategy, so it is surprising that…

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Auto Response Email

You only get one chance to make a first impression, so why do so many dealerships use a default auto response email for internet leads? When a customer sends in leads to multiple stores, they will often get the same exact message from every store – “Thanks for your interest,…

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Internet Leads – why rush?

Many dealerships still struggle with internet leads despite their growing numbers. More often than not this is due to the sales team not having a concrete strategy and process when responding to the digital customer. We mystery shop hundreds of dealerships and the overwhelming majority provide subpar responses that do…

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Car Dealer Pay Plans

Car dealer pay plans are a powerful tool when constructed and managed properly. They can also be one of the biggest hurdles to improving profitability if put together haphazardly. The pay plan should be a fundamental representation of the job description and it is absolutely critical to align the payee’s…

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Service Department Training exercise

Service Department training, especially based on the financials, is a critical process that adds value throughout your operation. Too often, managers cannot identify key lines on the financial statement much less connect the most important metrics to other areas of opportunity in their daily operation. In our 20-Groups, we mix…

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Discounting Internal Labor and Parts

Discounting Internal labor and parts is a common practice in dealerships, and is a regular discussion point in 20-Group meetings even among those that have decided not to discount. Many sales-minded dealers point out that the Used Vehicle department is the best single customer the Service Department has and should…

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