Car Dealership Essentials

A dealership is more than just selling cars — it’s a business with many moving parts that all work together to keep customers happy and the doors open. This course breaks down how dealerships really operate, showing team members how every department connects to profitability and customer experience. By understanding the bigger picture, employees can see how their role fits into the success of the dealership.

You’ll learn how to:

• How the Dealership Makes Money: Beyond the Sales Floor – Explores all dealership revenue streams, including finance & insurance (F&I), service and parts, warranties, and add-ons — showing how profitability extends beyond new and used car sales.

• The Flow of a Car Dealership: From Sales to Service – Illustrates how customers move through the dealership, from first contact in sales to ongoing service and maintenance, highlighting the importance of smooth transitions across departments.

• The Importance of Compliance and Paperwork Accuracy – Covers the legal and financial responsibilities of dealership operations, including contracts, financing paperwork, disclosures, and regulatory compliance, emphasizing accuracy and attention to detail.

• Team Roles in the Dealership: Who Does What? – Breaks down the roles of sales consultants, finance managers, service advisors, technicians, and management — clarifying responsibilities and how collaboration ensures success.

• Customer Experience: The New Dealership Differentiator – Examines how customer experience has become a key driver of loyalty, reputation, and repeat business, including best practices for creating a customer-first culture.

• How Inventory Management Affects Sales Opportunities – Explains how stocking the right mix of vehicles impacts sales performance, customer satisfaction, and dealership profitability, while addressing the risks of poor inventory planning.

By the end of this course, participants will have the confidence to explain technical details in clear, customer-friendly language, making them more effective at both selling vehicles and supporting long-term customer satisfaction.