There are few absolutes when it comes to the business of selling cars — which is a little amazing, right?

Most dealerships work hard to define an optimized path to success, one that starts the moment a car buyer sets an appointment or walks into the showroom. Yet even though there’s this clear and organized process, each and every deal takes on a life of its own, with hidden rabbit holes, unexpected wins, and more.  

You may be familiar with the unrealistic credit-challenged customer wanting too much car? The customer who can’t afford a bigger down payment?  Or perhaps the upside-down trade?

The fact is, with today’s information and technology-empowered consumer, automotive retail is more unpredictable than ever.

Dealerships today must take the following 3 proven behaviors into account when designing the most profitable route from shopper to buyer.. To read on click here.