#15 - Monday Minute | How to Calculate Cost Per Sale for Your Independent Dealership

About this episode

The episode discusses how independent car dealers should measure sales per advertising source instead of just tracking leads.

Welcome to the Monday Minute, brought to you by Podium — your weekly reset to lead better, think clearer, and build your independent dealership with intention. Most independent car dealers think they're tracking their advertising. But if you're measuring leads, clicks, and phone calls — you're tracking activity, not results. And activity doesn't pay the bills. Car sales do. In this episode, Luke and Jeff break down the shift every used car dealer needs to make: stop measuring leads per source and start measuring sales per source. A marketing channel that sends 100 leads and closes 5 deals is not better than one that sends 20 leads and closes 10. Volume can lie — conversions tell the truth. They walk through how to tie every deal to an advertising source, how to calculate your true cost per sale by channel — whether that's CarGurus, Cars.com , Facebook Marketplace, or Google — and why training your sales team to ask the right questions is the foundation of smart ad spend. If the data going into your CRM and DMS is broken, every budget decision you make from it is broken too. Disciplined independent dealers know exactly where their money is working — and they invest accordingly…

People in this episode

Hosts: Jeff Watson, Luke Godwin

Topics covered

• cost per sale
• advertising measurement
• independent dealerships
• sales conversion
• marketing channels

Keywords

• cost per sale
• advertising
• independent dealership
• sales conversion
• marketing channels
• CRM
• DMS

Sponsors

Podium

Mentioned in this episode

Organizations: CarGurus, Cars.com, Facebook Marketplace, Google, TheIndependentDealer.com

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