Executive Summary

A 12-rooftop dealer group running CDK across three states implemented DealerInt for override visibility. Within 90 days, they identified that one location had three times the override rate of the group average. Targeted policy and training at that store, combined with group-wide reason capture, recovered an estimated $47,000 in margin in Q1. This case study documents the approach, data, and outcomes.

Background

The group had run CDK for years. Transactions were logged. Override visibility was limited—managers could approve without structured reasons. Month-end reports showed gross down, but root cause was opaque. The GM wanted to understand: Where is margin slipping? Which locations or managers need attention?

Implementation

DealerInt was installed as a Chrome extension across all 12 rooftops. No CDK integration. No IT project. Each location started capturing override reasons within days. Dashboards showed override volume by reason, by department, by location.

Discovery

Within 30 days, data revealed stark variation. One store—Store 7—had 12.2% override rate vs group average of 4.1%. Competitive-match overrides dominated at that location. Further investigation: the desk was matching competitors without consistent verification. Policy existed but wasn't enforced.

Intervention

The GM met with Store 7's sales director. New rule: require proof of competitor quote for matches over $750. Training on policy. Weekly override review. No punitive action—process improvement.

Results

Override volume at Store 7 dropped 38% within 60 days. Group-wide override rate improved. Estimated margin recovery: $47,000 in Q1. The GM: "We run CDK at 12 rooftops. DealerInt showed us exactly where we were leaking margin. We tightened policy there and recovered $47K in the first quarter."

Lessons

Visibility precedes action. Without structured capture, the problem was invisible.
One location can skew group metrics. Store-level analytics matter.
Policy + training > punishment. The fix was process, not blame.
Chrome extension = fast deployment. No DMS replacement.

Methodology

Override recovery was estimated using: (1) reduction in override volume at Store 7, (2) average override amount from historical data, (3) conservative attribution. Actual recovered margin may vary. The group continues to use DealerInt for ongoing visibility.

Next Steps

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