The challenge
Sandra runs a lean operation in Denver with a small team. At 54 units per month, every thousand dollars matters. Her DMS reports were clean on units but gross per unit was inconsistent month to month with no clear explanation. She suspected it was overrides but had no way to confirm or address it.
"We're a smaller store so every deal matters. I was losing sleep over margin — we'd hit our unit target and still miss gross. DealerInt made it clear: we were leaking $11K a month in overrides that nobody was tracking."
— Sandra Okafor, General Manager, Lakewood Motors
What changed
DealerInt's pattern intelligence flagged that 67% of below-baseline approvals were happening on Friday afternoons — when Sandra was typically off the floor doing end-of-week admin. She shifted her schedule to be present during that window and override rates dropped by half within three weeks. Total gross recovery in month one was $11,200.
Results timeline
Week 1: Pattern identified. Week 3: Override rate halved. Month 2: Gross per unit up $207 on average.
Store profile
Dealership
Lakewood Motors
Location
Denver, CO
DMS system
Tekion
Team size
9 salespeople, 2 F&I managers
Monthly volume
54 units/month
GM
Sandra Okafor