When I first got into the car business in the late 80's, the term Margin Compression was something relating to industries other than Auto. Back in those days, a dealer normally had a 60-90 day period to maximize their gross profit. Unfortunately those days are...

Blame - assign responsibility for a fault or wrong. Most dealership personnel will associate the term Reconditioning with Time-to-Line, although TTL involves much more than the normal "mechanical and cosmetic" processes. When I was in the dealership, the majority of the reconditioning of a used vehicle was...

If you still run your recon department on "gut feel" and not metrics, you're losing money. Metrics -- hard performance data -- is the road map to flowing gross from your recon to your bottom line. Manage by the facts and you'll flow significant gross to your...

In our first of three articles discussing how to drive time and cost wastes out of the reconditioning process, we took a look at how lean manufacturing workflow principles when applied to automotive reconditioning, improves outcomes. That article outlined the fundamental processes for how to move...

Vehicle reconditioning is an essential process for every used car department. It not only gets vehicles ready for consumers’ eyeballs, but when it gets them frontline ready fast, it can mean more gross on every sale. Every used car manager knows this intuitively. I’m not sure,...

Ideally, every dealership should be able to manage used car reconditioning at a four- to five-day level, independent of volume. Some exceptional stores are able to operate in a three-day range by keeping service at a four-hour average and detail/photos to an eight-hour average. To...

The deal is not done until it’s “metal over the curb.” Ever heard about a sale where the “stips”
were not satisfied after multiple attempts with lenders but the trade was already sold? With all the market pressure to continually improve turns, this can — and...