Your Numbers
Know Yesterday, by Advisor.
Shop totals hide who's winning. Look at what was due, presented, and sold for each advisor, every morning.
· 1 min read
Most owners know yesterday's sales. Fewer know how each advisor did, and almost nobody knows what was due on the cars that came through.
Shop totals hide the story. One advisor can carry the day while another lets every due service walk out the door, and the total still looks fine.
Three Numbers Per Advisor
- Due: the maintenance the cars actually needed
- Presented: what the advisor brought up
- Sold: what the customer said yes to
The gap between due and presented is a habit problem. The gap between presented and sold is a conversation problem. They need different fixes, and you can't tell them apart from a shop total.
Every Morning, Not Every Month
A monthly report tells you what already happened. Yesterday's numbers, looked at every morning, give you something to do about it today.
Try this: Before the huddle, write each advisor's sold-versus-due number where the team can see it.
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