Dealership Operations
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.
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 […]
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 […]
The Two-Edged Sword of Hiring “Book of Business” Salespeople: Will it Help or End in Frustration?
Hiring book of business salespeople in Commercial Fleet & Government can accelerate growth—but it also brings major risks if expectations and infrastructure are not aligned. Learn the two-edged sword of relying on “portable customer bases” and why strong Fixed Ops support is essential to keep your best talent long-term.
Why Setup Fails in Commercial Fleet & Government Automotive Departments
Setting up a Commercial Fleet & Government department often fails because leaders enter with retail expectations and retail KPIs. Commercial success requires process management, long-cycle tracking, and specialized KPIs. This post breaks down the core reasons setups fail—and how proper expectations ensure long-term success.
