Location: Midwest United States
Company Overview: Family-Owned Group of Auto Dealerships
Succession Matrix® Issues: Business Performance, Management Synergy & Teamwork
Challenge: While the owner’s measure of success for each store was based on net return, the store managers were solely focused on gross sales. This misalignment was causing the stores to perform below the planned level of net to sales. Dealerships were also under-performing when it came to gross sales and were receiving only 60% of the manufacturer incentive opportunities.