A dealer performance partner can be the support system that takes your goals to the next level, whether through a comprehensive approach in tackling your F&I, fixed ops, insurance and training needs, or through a specific targeted focus on one key area of your dealership.
In either scenario, the provider you choose to partner with is critical. So how do you determine if your provider is really aligned with your goals and aspirations? Let’s explore the essential components that a top-tier partner should offer you.
5 Signs Your Current Provider is Holding You Back
- Your Provider Is Not Transparent With Fees
- Your Provider is Only Focused on Traditional F&I
- Your Provider Has Cookie-Cutter Support
- Your Current Provider is Not Rooted in Automotive
- Your Provider isn't a True Partner
Your Provider Is Not Transparent with Fees
Your dealership performance partner should emphasize – and operate their business through – a transparent and honest approach. If you have any questions regarding the intentions of your provider, it’s probably a good idea to start looking for other options. Discuss what administrative costs will look like and what your upfront costs will be.
Why Fee Transparency Matters
Transparency is necessary to ensure your partnership operates to its fullest potential and therefore your dealership, as this inadvertently trickles down to the customer experience. Clarity builds trust in any business relationship. Look for an honest company that puts their dealers first and won’t erode your profitability with a deceptive admin fee that has multiple hidden fees attached to it.
Ask Your Provider:
- Are there any hidden fees not disclosed in your partnership agreement?
- How are claims and handling fees taken care of?
- Am I getting the most out of my admin fee?
- What does my admin fee get me support wise?
Your Provider is Only Focused on Traditional F&I
Finding a partner that takes a holistic approach to dealership process improvement by offering more than just F&I solutions will help you in the long run. Maybe you’re not interested in Fixed Ops improvement right now, but next year when you’re noticing some performance gaps, you’ll be able to utilize services from your current provider, instead of having to research and find a Fixed Ops specific program.
A partner that covers all areas of the dealership – from garage liability solutions to talent management to Virtual F&I programs – will help you save time and money, so you can better focus on your team and your customers.
Ask Your Provider:
- What areas of the dealership do they support/offering training for?
- Do they use general agents or do they have their own internal employees?
- Do they offer a flexible approach to their services or do they follow cookie-cutter programs?
- What type of retention tools do they offer?
Your Provider Has Cookie-Cutter Support
Sometimes a simple phone call is all you need to get your questions answered, and on other days, having a person physically nearby can make all the difference. When searching for a new provider or assessing your current one, take stock of how they plan to engage with you and your team.
Are they a ‘set up and check on you sporadically’ type of partner? Or do they have a dedicated representative(s) whose time is intentionally yours, when you need it? Hands-on support allows for a deeper, more integrated level of care in your business growth.
Remember, general agents may have a smaller cost upfront, but representatives who work for the dealer partner you hire will be more integrated into the inner workings of the provider they represent.
Ask Your Provider:
- What the overall size of their field team is
- How many representatives will they dedicate to your dealership?
- What is the level of support they provide (hands-on or hands-off approach)?
- How often will your representative visit your store?
- In what capacity will your representative be available if needed?
Your Current Provider is Not Rooted in Automotive
When looking at which university to attend or which car to buy, most people will research the accreditations, reviews and track records of educational centers or manufacturers. The same should be done when you’re looking at your current – or next – dealership performance partner.
A transparent partner that’s truly dedicated to dealer success will provide you with customer success stories, resources and even hands-on demos so that you can see their work in action – and verify their claims for yourself.
Ask Your Provider:
- How long have they been in business?
- How many years have they been supporting the automotive industry?
- How many dealerships do they work with? Do they operate nationwide?
- How have dealers performed under their services?
- What metrics have they achieved? Any industry or federal accreditations?
- How do they adapt to industry changes? Ask about their technological plans and how they provide support with external and economic challenges like tariffs.
Your Provider isn't A True Partner
Your goals may change over the course of owning your dealership. You might be more interested in sustainable talent management when you first acquire your store and then faster profit gains as you look to sell or acquire more stores. However, your needs may change, a partner that’s not just another dealership provider, will be able to adapt and support you.
Ideally, your partner will be looking at the short-term and long-term success for your business, knowing there
Ask Your Provider:
- What is the average number of years they spend working with a dealership?
- How do they adapt to changing goals? How do they work with dealers who want to sell or acquire stores in the near or long term?
- What are their core values? Do they seek profit or relationships with their clients?
- How quickly is the onboarding process?
What to Do if Your Provider May Be Holding You Back...
Choosing a new automotive success partner may seem daunting, but the benefits will outweigh the initial transition phase. Questioning your current partnership is not negative; rather, it’s a chance to really consider whether your goals are aligned with the support system you need. The industry moves fast and it’s crucial that your dealership has a performance partner that understands the evolving landscape and can train your team so that your dealership thrives, not strives behind the competition.
At JM&A Group, we understand that each dealership has unique aspirations, so we tailor our approach to what will work best for your goals. Our founder was an automotive dealer, and we’ve been working solely in the automotive industry for over 47 years. Don’t wait to see how your dealership could be performing better, expanding your team’s capabilities and elevating your customers’ experiences.
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