Episode Details

Today, Sam D'Arc is joined by Jon Alcorn, Operating Partner at Dogwood Automotive Group.

Winchester, Virginia's three-brand Dogwood Auto Group hasn't printed a paper pencil in over a year, yet grosses are up, and finance penetration sits at 89%.

Jon breaks down the two systems behind that shift: a salesperson efficiency scorecard that grades reps from 113% down to 58% on metrics they can actually control, and a digital retailing stack that will deliver a 30-second actual cash value and a 60-second real quote to every online shopper starting June 1.

Topics:

09:30 Why "Your Presence Is Your Leverage" Is A Lie.

10:00 The Day The Paper Pencil Died.

11:30 Why Customers Submit Their Own Credit.

18:00 Why Transparency Doesn't Kill Gross.

21:00 The Salesperson Scorecard Nobody Built.

30:00 Why Variable Ops Has No Efficiency Metric.

41:00 The Sales Manager As Restaurant Manager.

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