The challenge
Mike had been GM at Riverside for 6 years and relied on end-of-month CDK reports to track performance. By the time the reports ran, deals were long closed and margin was gone. He had no visibility into which salespeople were discounting the most, or why.
"I thought I had a decent handle on what was happening on the floor. Turns out I was missing about $19,000 a month in overrides I never even knew were happening. DealerInt showed me the problem in the first week."
— Mike Callahan, General Manager, Riverside Auto Sales
What changed
Within the first week of installing DealerInt, Mike identified three salespeople consistently approving below-baseline deals without documentation. One salesperson alone had approved $7,200 in undocumented overrides in a single month. With documented reasons now required at point of sale, override rates dropped 31% in 60 days.
Results timeline
Month 1: $19,400 recovered. Month 3: Override rate down 31%. Month 6: F&I attachment rate up 14%.
Store profile
Dealership
Riverside Auto Sales
Location
Sacramento, CA
DMS system
CDK Drive
Team size
14 salespeople, 3 F&I managers
Monthly volume
87 units/month
GM
Mike Callahan