"Your Presence Is a Lie!" The 60-Second Car Deal: One Dealer's Bet on the Future of Retail (& The Numbers Behind It) | Jon Alcorn, Operating Partner at Dogwood Automotive Group

Today, Sam D'Arc is joined by Jon Alcorn, Operating Partner at Dogwood Automotive Group.
Winchester, Virginia's three-brand Dogwood Auto Group hasn't printed a paper pencil in over a year, yet grosses are up, and finance penetration sits at 89%.
Jon breaks down the two systems behind that shift: a salesperson efficiency scorecard that grades reps from 113% down to 58% on metrics they can actually control, and a digital retailing stack that will deliver a 30-second actual cash value and a 60-second real quote to every online shopper starting June 1.
Topics:
09:30 Why "Your Presence Is Your Leverage" Is A Lie.
10:00 The Day The Paper Pencil Died.
11:30 Why Customers Submit Their Own Credit.
18:00 Why Transparency Doesn't Kill Gross.
21:00 The Salesperson Scorecard Nobody Built.
30:00 Why Variable Ops Has No Efficiency Metric.
41:00 The Sales Manager As Restaurant Manager.
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