Clue: Who Killed my Profit?

Danny Benites

Page 66

A Danny Benites Investigation

Investigation• Collect Clues• Gather Suspects• Murder Weapon• Examine Crime Scene• Collect Evidence• Interview Eyewitnesses

The Facts• Dealership Profit is Missing and believed to be dead.

• Acceptable profit last seen alive 10 months ago.

• No credible witnesses.• Morale is diminishing.• No confessions are imminent.• No new employees to blame.

Scenario #1

Scenario #1

Scenario #1

Scenario #1

Evidence• Dealsheet Audit(DNA)– Initial Price– Trade Allowance– Down Payment Amount– Always Including Financing– Initial Finance Term– Increments

Scenario #2

Scenario #2

Scenario #2

Scenario #2

Evidence• Eyewitnesses– Customer (Early Turn)– Sales Manager/Desk– Finance Manager

• Role Playing

• CSI• Spread

Scenario #3

Scenario #3

Scenario #3

Scenario #3

Evidence• Phone Recordings

– Outbound AND Inbound– Number of Outbound– Percentages

• Contacts/Confirms/Shows/Sales

– Attitude– Scripts– Response Times– Secondary Phone Numbers

Scenario #4

Scenario #4

Scenario #4

Scenario #4

Evidence• Repair Order Audit (DNA)

– Hours per Repair Order– One Line Repair Orders– Discounts Given

• CSI• Fix it Right %• Retention

Scenario #5

Scenario #5

Scenario #5

Scenario #5

Sorry…Can’t help you on

this one. This is probably YOUR

fault.General Managers are

NEVER wrong.

Usual Suspects• Used Car Manager• Receptionist• Finance Director• BDC Director• Office Manager• Lot Porter/Detail• Parts Manager• Inventory Manager• Shuttle Driver

Weapons of Mass Destruction• Auction Card• Negativity/Morale• Ignorance• Parts Order Form• Soap Bucket• Wrench• Website• Social Media• Vendors

A Danny Benites Investigation

Danny BenitesTwitter: @Danny_Beniteswww.DannyBenites.com

Danny.Benites@gmail.comTHANK YOU!