After management acquired the Subaru dealership, they went to work. In the first year, they reset the store’s business model to produce a higher front-end gross with healthy and balanced back-end PVR. One Price was installed first, with One Person℠ Selling coming after 60 days.
Over two years, total unit volume
increased by 42%
Now the #1 New and Used Subaru dealer in the U.S. and the world
New car market share increased from
14% to 17.4%
Front end gross (new and used)
After initial 2 month dip in F&I, finance PVR
with F&I product sold per unit
up from 1 to 2
Client advisors are making more money:
From $259 to $562/unit
as well as selling more cars.
Total net PVR per unit is now over $10,000 per car, higher than the NCM Average Net PVR (which is defined as total front and back gross profit less total sales and finance personnel expense on a per unit basis) and is well above the 75% percentile benchmark of NCM 20 Group data.
Salespeople: “A2Z and One Person℠ Selling not only simplifies the process and saves time for both parties (huge advantage over traditional stores), it creates an atmosphere of positivity and excitement rather than one of conflict and mistrust.”
“Our One Person℠ Sales Model lets us differentiate much more strongly vs. competition. Our higher market share, better closing ratios and stronger online reputation all come from consumers citing their different and better buying experience.”
— TJ Joyce, General Manager at Schomp Automotive