2025 Trends in Car Dealership Roles and Compensation | Car Dealership Guy

Are you seeing any other roles in dealership with high variants on the comp? And let me tell you where my head is. Sure. Right. With all this, you know, technology is getting more embedded in the dealership. There's more support for more roles in the industry, meaning bigger operation, more technology, a bigger support system. You maybe have to do a little bit less or you can be more focused on your role. That's the broader macro theme that I see. I'm curious to know from you, where are also you seeing trends or like big variants in a dealership when it comes to comp or like the type of positions? Or are you seeing any of that stuff? Yes, with all the stuff coming out in, especially AI and everything, I know that people are going to be more crucial right now in the role they're in, right? If you're not able to execute in sales, then there's really no excuse for it right now. Because you have stuff that you and I in early on in the business didn't have, right? To tie that into compensation is, yes, you will get paid a little less, but you are going to have a little less work to do, so to speak. Go ahead. I've got that.

你在汽车经销商中有没有看到其他职位的薪酬差异很大的情况？让我来说下我的看法。好的。随着科技越来越多地融入到经销商中，行业内有更多的职位支持，这意味着运营规模更大，技术更多，支持系统更完善。你可能需要做的工作更少，或者可以更专注于你的角色。这是我看到的一个宏观趋势。我很好奇你有没有看到类似的趋势，或者在薪酬或者职位类型方面看到大的变化？随着特别是人工智能等新技术的出现，我知道现在人员在他们的角色中变得更加关键。如果你不能在销售上执行好，现在真的没有借口，因为你现在拥有一些我们在商业初期没有的工具。与此相关的是，你可能会拿到比以前少一些的薪水，但同时你的工作量也会减少。继续说吧，我明白你的意思。

Just like any industry, like the eight players are always going to get paid, you know, a player comp. Yep. Like they're always going to be the hottest demand, right? And they're always going to bust a rass. I think it's just always caveats to all these things. So we're seeing a lot of comp changes in fixed operations. Why is that? Well, it's a backbone of the dealership right now. So when I kicked off this year, I told everybody that, hey, fixed and accounting is going to be the big thing this year, bringing that revenue in, that gross profit, and then being able to manage the money coming in and keeping track of everything. So fixed-based total sense, accounting, interesting.

就像任何行业一样，顶尖的玩家总是会得到报酬，他们总是会有很高的需求，对吧？他们总是会努力拼搏。我认为这些事情总是会有一些附加条件。所以我们看到固定运营方面的薪酬有很多变化。为什么会这样呢？因为这是目前4S店的支柱。当我今年开始的时候，我告诉大家，固定运营和会计将会是今年的重头戏，把收入和毛利润带进来，然后能够管理好进来的钱并跟踪所有事情。所以固定运营非常合理，会计也是很有趣的。

I can imagine why even the past month or the last two months, because of the CDK outages, that's probably people are like, you know, maybe in desperate need in some cases to bring on more support. Certain stuff shows weakness and vulnerability, right? When we went through 2008, we had a lot of cream rise to the top and a lot of people didn't, right? And a lot of mistakes were made. I've picked up dealer groups in the last three months that have never had a corporate controller, and now they want a corporate controller, right? So we're adding new roles. We're adding new high level rules, right? So a pretty high level role. Would you say corporate controller you're referring to the person that manages all the controllers, right? All the dealerships.

我可以理解为什么即使是过去一个月或两个月，由于CDK系统的中断，可能有人迫切需要更多的支持。这些问题显示了弱点和脆弱性，对吧？回想2008年的时候，我们有很多优秀的人脱颖而出，但也有很多人没能做到，而且犯了很多错误。在过去的三个月里，我接触了一些汽车经销商集团，他们以前从来没有设立过公司审计长，现在他们想要设立这个职位，对吧？所以，我们增加了一些新的职位，增加了一些高层职位，对吧？这是一个相当高层的职位。你是说，公司审计长这个职位是管理所有审计人员的，对吧？管理所有的经销商。

So similar to a CFO, we use titles very loosely in the business, right? That's right. Show me what you can do. And I'd say like, hey, a CFO is maybe somebody that is a CPA, essentially, that really understands finances. You know, it's all open to interpretation, but corporate controller being, you know, somebody over six stores managing the office managers, but there's all sorts of mixes, right? Some accounting people may not have this background that the dealer wants, right? And that's really crucial right now, especially with, like, to your reference and mergers and acquisitions, people are looking for people that have been through those, right? Because the dealers are trying to acquire more businesses right now.

就像首席财务官（CFO）一样，我们在公司里对职称的使用非常灵活，对吧？没错。我想看看你能做什么。可以说，一个CFO可能是一个注册会计师（CPA），真正了解财务的人。职称的具体含义是开放性、可解释的。比如企业控制者可能是管理六家门店以上的人，负责各个门店的办公室经理，但实际上存在各种组合。一些会计人员可能没有经销商想要的背景，而这一点在当前尤其重要。尤其是像你提到的那样，在企业并购的背景下，人们正在寻找有并购经验的人，因为经销商现在正试图收购更多的企业。

Yeah. And I think that that competency, yeah. Yeah. And, you know, if you're a accounting person and you've never been through one of those, then, you know, it's tough.

是的。我认为这是一个能力问题。你知道，如果你是一个会计人员却从未经历过这种情况，那么，你知道，这会很难。