Playbook
Operating tools you can run this week.
Step-by-step operating playbooks with clear owners, cadence, and proof — no universal benchmarks, just the process. More publish as source material clears review.
The standard
The plays on this pagerun the same loop.
Before a playbook earns a place here, it has to survive Monday morning — a named owner, a real cadence, and a way to prove the work happened.
01
Signal
What happened that should trigger action.
02
Owner
One accountable role, not a committee.
03
Cadence
When the operating work happens and repeats.
04
Steps
The exact sequence an operator can run.
05
Proof
The receipt showing the work occurred.
06
Success
The measurable outcome that closes the loop.
Acquisition
Service-drive sourcing: the acquisition channel you already own
Trade-ready vehicles roll through your service drive. Many stores let them roll right back out.
Short installation period; brief daily run cadence once live→Appraisal
The Look-to-Book number every dealer should track
You know your close rate on retail. Do you know your close rate on appraisal? That gap is still under-measured in used-car acquisition.
Build the report once; run the discipline daily→Trust
The digital trust audit: what your store looks like before a customer walks in
Many shoppers form a dealer preference before they call. If you have not audited what they see, you are running blind.
Short quarterly audit cadence; first pass may take longer→AI search
AI search visibility quick-start: showing up when ChatGPT recommends a dealer
Perplexity, ChatGPT, Gemini, and Google AI Overviews already answer shopper questions about local dealers. Whether they mention you is a design problem, not a marketing problem.
Install the fundamentals; maintain on a recurring cadence→