The history of selling can be summarized as barter, then horsetrading, then fixed prices, then sale prices as a percentage of fixed.
We are still in the horsetrading, but the backend has risen steadily as a percentage of the deal--as of 2008 it passed 50% on the national average and hasn't looked back. We fight for gross in every deal, and still should as long as price negotiation (horsetrading) is common. Saturn was about ten or fifteen years ahead of their time, as you can find franchise AND used car lots using NFS on the front successfully TODAY.
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