“What’s the big deal?” the salesperson asked his Dealer Principal.  “It’s only a $400 discount.”  Is this the culture in your dealership?

Let’s take a look at two different stores that both sell about 1,000 units per year. They operate in similar market areas, carry the same product brands, they both have nice facilities and a strong CSI (Customer Satisfaction Index). In the eyes of their OEMs, they are both great performers So, what’s the difference?---------------------------read article-