The “Accidental Commercial Desk” Dealership
(A Few Accounts, One Person Doing Everything, No Real System)
This dealership has dabbled in commercial sales, operating almost like an Accidental Commercial Desk. A salesperson may have a few business accounts. Perhaps the dealership sells a handful of work trucks or vans each month. However, the operation remains informal, inconsistent, and personality-driven.
Common Characteristics:
- A single salesperson or “fleet rep” handles all business clients, effectively managing what feels like an accidental system for commercial desk operations.
- No structured process exists for spec’ing, quoting, or follow-up. It is almost as if these tasks are managed by an accidental desk set up for commercial purposes.
- Inventory is inconsistent — sometimes overloaded, sometimes empty.
- Upfitters are used occasionally, but the relationships aren’t strategic.
- Government sales rarely happen because the dealership isn’t prepared.
- Leadership wants commercial growth but doesn’t know the pathway.
Risk:
When the one “commercial person” gets overwhelmed or leaves, the entire program collapses — because the system lives in their head, which makes its commercial desk appear accidental.
Opportunity:
This is the easiest dealership to scale quickly.
With a structured process and a defined plan, this “accidental” department can become a full commercial operation in 90–180 days.
