This document outlines Danny Benites' investigation into who "killed" the dealership's profit. It lists steps of the investigation like collecting clues, gathering suspects, and examining evidence. Several scenarios are presented as possible explanations. Suspects are listed who could be responsible, like various department managers. Potential "weapons" that could have reduced profit are also identified, such as poor customer service or ignoring issues. The goal is to determine what happened to the missing profit through this mock crime investigation.

1. Clue: Who Killed
my Profit?
Danny Benites
Page 66

2. A Danny Benites Investigation

3. Investigation
• Collect Clues
• Gather Suspects
• Murder Weapon
• Examine Crime Scene
• Collect Evidence
• Interview Eyewitnesses

4. The Facts
• Dealership Profit is Missing and
believed to be dead.
• Acceptable profit last seen alive 10
months ago.
• No credible witnesses.
• Morale is diminishing.
• No confessions are imminent.
• No new employees to blame.

5. Scenario #1

6. Scenario #1

7. Scenario #1

8. Scenario #1

9. Evidence
• Dealsheet Audit(DNA)
– Initial Price
– Trade Allowance
– Down Payment Amount
– Always Including Financing
– Initial Finance Term
– Increments

10. Scenario #2

11. Scenario #2

12. Scenario #2

13. Scenario #2

14. Evidence
• Eyewitnesses
– Customer (Early Turn)
– Sales Manager/Desk
– Finance Manager
• Role Playing
• CSI
• Spread

15. Scenario #3

16. Scenario #3

17. Scenario #3

18. Scenario #3

19. Evidence
• Phone Recordings
– Outbound AND Inbound
– Number of Outbound
– Percentages
• Contacts/Confirms/Shows/Sales
– Attitude
– Scripts
– Response Times
– Secondary Phone Numbers

20. Scenario #4

21. Scenario #4

22. Scenario #4

23. Scenario #4

24. Evidence
• Repair Order Audit (DNA)
– Hours per Repair Order
– One Line Repair Orders
– Discounts Given
• CSI
• Fix it Right %
• Retention

25. Scenario #5

26. Scenario #5

27. Scenario #5

28. Scenario #5

29. Sorry…
Can’t help you on
this one.
This is probably YOUR
fault.
General Managers are
NEVER wrong.

30. Usual Suspects
• Used Car Manager
• Receptionist
• Finance Director
• BDC Director
• Office Manager
• Lot Porter/Detail
• Parts Manager
• Inventory Manager
• Shuttle Driver

31. Weapons of Mass Destruction
• Auction Card
• Negativity/Morale
• Ignorance
• Parts Order Form
• Soap Bucket
• Wrench
• Website
• Social Media
• Vendors

32. A Danny Benites Investigation

33. Danny Benites
Twitter: @Danny_Benites
www.DannyBenites.com
Danny.Benites@gmail.com
THANK YOU!