If the agency owns your Google Ads account and the website vendor owns GA4, your history leaves when they do. Which accounts a dealer group must own, what the contract should say, and a one-afternoon audit.
Leads that never reach the CRM can’t be worked or measured — and they make the media that produced them look dead. Where dealership leads go missing, what it costs at budget time, and a one-week audit to find them.
When a dealership website isn’t generating leads, buying more traffic pours money into the same leak. The fix is the vehicle detail page and the online-to-store handoff — with four metrics that connect the site to sold units.
Your BDC is already pasting customer threads into AI assistants, and nobody has decided what’s allowed. A one-page dealership AI policy: the never list, the strip-the-details rule, which plan trains on what, and who owns it under the FTC Safeguards Rule.
Only 54% of owners of two-year-old-or-newer vehicles came back to the dealership for service in 2025, down from 72% in 2023. The service customer is the cheapest customer a group has — and fixed ops needs its own budget, sized from the DMS, with a named owner.
A 3–15 rooftop group ends up with six vendors per store and no single answer to “what sold cars last month?” The fix isn’t firing vendors — it’s one job, one leading indicator, and one outcome per vendor, judged from the group’s own data, with a named owner.
Co-op and certified-vendor programs govern one slice of a dealer group’s marketing, mostly new-car advertising. Non-certified used inventory, most of fixed ops, the BDC, measurement, and budget across stores are the group’s own call — and that half is where most of the gross lives.
The dealer-group version of the fractional CMO decision: what the seat owns across 3–15 rooftops, what the OEM leaves open, the cost against a full-time director, what the first 90 days should produce, and when not to hire one.
Most dealer groups don’t have a marketing problem, they have an ownership problem. The five-link chain from budget to sold VIN, and why no single vendor can own it.
Cost per lead looks fine; cost per sale doesn’t. How to tell a media failure from a handling failure before you cut the wrong dealership ad budget.
Three systems, three numbers, one store. Here’s which report to trust for which question — and how to tell a measurement artifact from an operational failure before you cut the wrong budget.
When a local shopper asks ChatGPT, Gemini, or Claude where to buy, is your dealership named? Here’s what decides it — and how to get ahead before it’s the fire.
There’s no universal best channel for a dealership. Give each one a job, a leading indicator, and a named measurement risk — then fund the ones that earn the sold VIN.
Trace a dealership sale from first click to sold VIN: the four measurement layers, how to connect CRM and DMS outcomes without letting definitions drift — and why attribution describes credit while only experiments prove cause.
The right dealership marketing budget isn’t an industry percentage — it’s built from your own unit goals, contribution gross, and cost per incremental sale. Here’s the method.