danny benites: clue: who killed my profit?
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Who Killed My Profit? A Danny Benites InvestigationTRANSCRIPT
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
[email protected] YOU!