Another View On The Benefits of “Total Gross”

November 26, 2012

A hat tip to Garry House at NCM Associates: Last week, he raised an astute question in his blog post on DealerElite: “Is Front Gross $PVR Still a Relevant Metric?

Garry addresses the question in the context of the new vehicle department. Not surprisingly, he notes how an “All-In Gross” mindset, coupled with turn-oriented velocity principles, yields a much bigger return on investment for dealers.

His read-worthy post echoes points raised in my last post, as well as a key theme in my upcoming book, Velocity Overdrive: The Road to Reinvention. The book dissects how a “total gross” mindset in used vehicles lights up dealership-wide profitability for velocity dealers.

Kudos to Garry for sharing an insight that I believe will define the difference between marginal and stellar success for dealers in the months and years ahead.