Automotive Leadership
The Commercial Department as a Stabilizing Force in Volatile Retail Markets
Retail automotive is volatile by nature. A well-structured Commercial / Fleet / Government Department provides stability, predictable cash flow, and long-term growth. Learn why CFG acts as the dealership’s ballast during economic cycles, rising interest rates, and EV uncertainty.
How to Keep Everyone Focused on the Right KPIs in a Commercial / Fleet / Government Department
Discover how the right KPIs, leadership oversight, and systems keep Commercial / Fleet / Government departments aligned, profitable, and scalable—while attracting younger talent and reducing risk from an aging workforce.
Retail vs. Commercial Salespeople: Why the Turnover Is So Different—and What It Takes to Win in Commercial, Fleet & Government Sales
Retail and Commercial automotive sales are fundamentally different. This post breaks down why turnover is higher in retail, why Commercial/Fleet/Government sales retains top talent, and the key traits required to build a sustainable, high-performing CFG department.
Retail KPIs in a Non-Retail Business: Why the Right Metrics Unlock Commercial, Fleet, and Government Growth
Introduction One of the most common—and most avoidable—mistakes in building a successful Commercial, Fleet, and Government department is measuring it as if it were a retail business. Applying retail KPIs to commercial fleet government business can lead to inaccurate assessments. While retail KPIs are powerful tools in the right environment, applying them to a non-retail […]
Pricing Complexity Is Compressing Margins: Why Expectation Alignment Is the New Profit Strategy
Introduction Pricing in Commercial, Fleet, and Government automotive sales is no longer static—and pretending otherwise is costing dealerships margin every single month. Understanding pricing complexity and margin compression in commercial fleet sales is crucial for maintaining profitability. Today’s manufacturers price vehicles based on what they can build, not necessarily on what your customer needs. At […]
Manufacturer Volatility Is the New Normal: Why Communication Wins Commercial, Fleet, and Government Deals
Introduction Manufacturer volatility in commercial fleet government sales is no longer an exception—it is the operating environment. For Dealer Principals, COOs, Managing Partners, and GMs, the most disruptive challenge in Commercial, Fleet, and Government automotive sales today is not pricing pressure or competition. Instead, it is allocation uncertainty combined with constant manufacturer de-contenting. The days of […]
