The Same Store, the Same Year, $591 More Per Car
August 26, 2026/F&I Performance
A luxury franchise dealer switched F&I providers and back-end gross per vehicle rose from $1,686 to $2,277. Here is what actually moved, and what did not.
The Front Seat
notes from the drive
Practical thinking on Dealership Leadership, F&I Performance, and running the Overdrive Operating System.
Topics
Two Chairs Outproduced Three
September 2, 2025/F&I Performance
A BMW rooftop rebuilt its finance desk from three managers down to two and posted the biggest F&I gain in its group. $818,912 more back-end gross, driven by price rather than line count.
The Best Leaders Stay Happy But Hungry
August 19, 2025/leadership
Hitting the number is not the same as being done. The leaders who last stay grateful for the win and hungry for the next one.
Every Team Needs Scorers and Playmakers
August 5, 2025/leadership
Role confusion stalls dealership teams. Here's how Scorers and Playmakers work, and what leaders should do so both roles win.
Don't Hire Off The Interview
July 22, 2025
Resumes can lie. Interviews can be performed. Here's how to actually test-drive a new hire before you commit — before a bad hire costs you thousands.
The Cash Buyer You Never Asked
July 15, 2025/F&I Performance
A Mercedes-Benz rooftop lost 77 units and rebuilt its desk from three managers to five, and still raised F&I PVR. The lever was finance penetration, not product.
Hunters and Order-Takers
July 8, 2025
A hunter finds business that doesn't exist yet. An order-taker waits. Know the difference — and which one you actually have on your team.
Is Everything Important?
June 24, 2025/leadership
When every request is the top priority, nothing is. Rank the work, pick a few real ones, and stop treating the whole list like a fire.
Every Desk Above $3,000
June 10, 2025/F&I Performance
A BMW rooftop sold 58 fewer cars and still added $372,045 in F&I gross. Three finance managers, three different personalities, and all three finished above $3,000 per copy.
Skill Gap or Will Problem
May 27, 2025/leadership
Most performance problems are a skill gap or a will problem. One needs coaching. The other needs a decision. Here's how to tell them apart.
Watch, Do, Teach
May 13, 2025/leadership
The most underrated onboarding framework in existence came from medicine. Watch one, do one, teach one — and almost nobody uses it outside the OR.
The Numbers That Matter
April 29, 2025
Eighty-five percent of what actually matters comes from a handful of numbers. Everything else is noise. Here is how to find your five.
Instructions on the Bottle?
April 15, 2025/core processes
Most companies document too much or nothing at all. Both cost you the same thing.
Are You Afraid To Manage?
April 1, 2025/leadership
Somewhere along the way, leaders got so worried about being called a micromanager that they quit managing at all.
Are You The Bottleneck?
March 18, 2025/leadership
Growth stalls where the owner won't let go.