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Operations key to profit success

What drives superior performance in car dealerships? According to McKinsey & Company, while brand and size are important profit drivers, operational practices are the single biggest driver.

Key attributes shared by top dealers include a focused approach to customer lifestyle management, structured sales processes and compensation plans, and a good strategy to attract, develop and retain talent.

McKinsey & Company’s US research found that high-performing dealers also helped carmakers achieve their sales objectives.

Nearly 60% of the top quartile dealers met or exceeded their market share targets, compared to fewer than 45% of other dealers.

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