Commercial Fleet Government Sales
The Real Challenges Facing the Commercial / Fleet / Government Automotive Business
The commercial fleet government automotive business faces growing complexity, operational strain, and rising customer expectations. This cornerstone guide breaks down the real challenges dealer principals, COOs, and GMs face today — and how strong leadership can transform these pressures into long-term profitability and market dominance.
When Setting Up Commercial / Fleet / Government Sales Operations Creates Retail Tension—and How Strong Leadership Stops It
When setting up commercial fleet government sales operations, retail sales animosity often appears. Learn why this conflict happens, how to prevent it with clear structure and compensation alignment, and why strong senior leadership commitment is essential to protect profitability, culture, and long-term dealership growth.
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.
The Underleveraged Fixed Operations Opportunity: Why Commercial, Fleet, and Government Customers Change Everything
Introduction One of the most significant growth opportunities inside a dealership is often hiding in plain sight. An underleveraged fixed operations opportunity in commercial fleet sales can be a game-changer for many dealerships. The Fixed Operations potential tied to Commercial, Fleet, and Government sales is not just meaningful—it is transformative. Yet, in many dealerships, this opportunity remains […]
Cash-Flow Pressure in Government Sales: How Speed, Structure, and Smart Incentives Keep Capital Moving
Introduction Government sales deliver stability, volume, and long-term Fixed Ops opportunity. However, they also introduce cash-flow pressure on government vehicle sales that many dealerships underestimate until capital is already tied up. Extended payment terms. Vehicles sitting in upfit. No manufacturer floorplan assistance. Incentives that must be claimed precisely and on time. Together, these factors can […]
Setting Up a Commercial Fleet Government Department the Right Way: Build It Once, Build It to Win
And Why Trying to Piece It Together Piecemeal Always Costs More—and In Most Cases Ends in Failure Launching or growing a Commercial / Fleet / Government (CFG) Department is one of the most powerful profit levers available to a dealership today. However, it is also one of the most misunderstood. When done correctly from the very beginning, a […]
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 […]
Aging Talent and Succession Risk: Why Fixed Ops Is the Anchor That Protects Commercial Relationships
Introduction One of the most significant risks facing Commercial, Fleet, and Government automotive operations today is not supply chain disruption, pricing volatility, or inventory delays. Instead, it’s the challenge of managing aging talent and succession risk in commercial fleet sales. It is aging talent and the quiet disappearance of institutional knowledge. Across the country, many Commercial […]
Inventory Pipeline and Upfitter Constraints: Why Active Pipeline Management Protects Cash Flow and Customer Trust
Introduction Inventory challenges in Commercial, Fleet, and Government automotive sales do not end when a vehicle is built. The inventory pipeline and upfitter constraints in commercial fleet sales show that, for many dealerships, that is where the real pressure begins. Today, the same supply chain disruptions impacting manufacturers are also impacting upfitters. Materials remain constrained. Schedules stay […]
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 […]
