What are some of the specific stats a dealer can use to boost performance in PG&A?
Jones: No. 1 is monitoring the data. Monitor it either with the DMS, or, better yet, in a 20 Group for bigger reporting and comparison systems, so you’re constantly measuring yourself against current benchmarks.
No. 2, just eliminate the slow and non-moving inventory and then replace it with something that turns. It seems like a no-brainer, but it’s easier said than done, as you know.
Get rid of obsolete PG&A with what I call the 3Ds: Discount it, Donate it, or Dumpster it. If you can put it out there on a discount and get rid of it, or sell it on the web at a discount rate. Clothing you can donate to a number of sources — I mean, you’ve got Coats for Kids programs, you’ve got homeless shelters that need clothing. There’s all kinds of places you can donate it.
This story originally appeared in the February 2012 issue of Dealernews.