“Our finance product penetration grew from 69% to 110%.”


We moved to One Price thirty days before transitioning to One Person℠ Selling using the A2Z platform. Training started 60 days before the launch. Management presented the new sales process, sales staff responsibilities, and new pay plans many times to the sales team.

Starting Position

2019 Dealer of the Year in Chicago, IL

  • A high-performing store part of a five-store auto mall
  • Award-winning customer satisfaction
  • Online asking prices and final prices were only $347 different

The Spark

Looking to improve the 57-step process

  • Customers disliked waiting for several people and spending 2-5 hours to buy a car
  • Discovered A2Z through NADA and decided to move to a One Person℠ Sales Model

The Goals

Create a best-in-class customer experience

  • Quickly transition to One Person℠ Selling
  • Improve the customer experience, efficiency, and the store’s image
  • Sell more cars, grow market share
  • Raise satisfaction scores while increasing overall pro

The Approach

A commitment to making change

  • The first 30 days was a One Price transition
  • Training began 60 days before the launch
  • Management presented the new sales process, responsibilities, and new pay plans
  • Building client-advisor F&I knowledge was a huge focus, with help from the store’s F&I provider
  • Managers learned to train in a new way with frequent one-on-ones and build menus for client advisors
  • Former F&I managers became team leaders
  • During the launch, previous pay was guaranteed while a new pay plan was being assembled
  • Large screens were brought in to support team collaboration

Keys to Success

Total dealership transformation at every level

  • A detailed implementation plan that included new organization charts, job descriptions, and pay plans
  • Upfront training and communications about pay plans early in the process was essential
  • Management made a full-bore commitment to adopt the One Person℠ Sales Model
  • “Ripped off the band-aid” with no looking back

The Learnings

A transformation that requires full buy-in

  • Managers need to keep their focus on training and coaching, allow Client Advisors to problem solve but don’t allow them to train on customers
  • Adhere to all of the AZZ steps, avoid taking shortcuts
  • Plan ahead, allow 60-days of training before the launch
  • Aggressively manage change and turnover – some managers and client advisors won’t want their new roles – let them go

The Results

More happier customers and higher referrals and repeat business.

From April 2019 to April 2020, total sales volume

increased by 17% YOY

The store reduced transaction times by

50% from 2:30 to 1:10

while improving closing rates on showroom ups

New car market share

increased by 9.5% to 10.1%

Lower overhead costs

due to repurposing of F&I manager roles and lower variable compensation

Finance PVR

increased by $400 or 32%

Client advisors love their new expanded role, busy workday and higher pay

Finance product penetration

grew 69% to 110%

Insights from the leadership team.

“We can now recruit a variety of different, and often times stronger, people for sales positions. Bottom line is this new process leads to selling more cars and making more money.” — Chris Lima, Vice President of Marketing & Sales

A2Z is Built for Marketing
& Brand Leaders

Improve the CX of the dealership by delivering an experience that is faster and more transparent. Eliminate the conflict and friction by unifying the same technology that customers interact with online and in-store.
  • Leverage DigitalLane to provide customized journeys so your guests can experience a seamless transition from online to in-store
  • Take comfort knowing that the online strategy was built in-store first improving trust and partnership with sales leaders
  • Develop your brand with authentic promises of efficiency and transparency that is woven throughout every aspect of your messaging

A2Z is Built for Finance Managers

Present F&I Products consistently and within the context of every deal. Deliver information to guests faster by leveraging the A2Z integrations to avoid data re-entry and increasing the throughput of every F&I Manager.

  • Have a full view into the entire sales cycle in real time
  • Reduce the data re-entry and streamline desking, lending decisions and menu presentations
  • Stay compliant for every presentation every time

A2Z is Built for Sales Managers

Sales Managers have complete visibility of the sales process every step of the way. Build menus, measure effectiveness, and train to a consistent and cohesive process – In one process-oriented platform.


  • Centralization prepares for scale. Unify Sales Operations by using our simple and connected platform, creating a consistent training and development process for your entire dealer group.
  • In-Store: Predictability leads to increased profits. Standardize your Sales Process and deliver a consistent customer experience in every store.
  • Desking: Efficiency drives customer experience. Exponentially enhance your Sales Manager’s ability to build menus, while presenting customers with real-time finance options across multiple deals.

A2Z is Built For Operators

Operations leaders utilize the A2Z platform to systemize their sales process delivering a consistent guest experience. A2Z decreases transaction times and reduces costs by consolidating multiple tools into one. 

Reduce Costs

  • A2Z reduces your tech-stack expense by providing an all-in-one system.
  • On average, our partners eliminate the need for three vendors and save up to $1500 per month.

Increase Productivity

  • With A2Z, you can reduce the time it takes to sell a car by 1-2 hours per transaction.
  • By reducing the time it takes to transact, you have happier customers and effectively give that time back to your sales staff to get more done.

Monitor Progress

  • A2Z provides real-time data that measures every step in the sales process.
  • You can monitor events as they’re happening in your store.
  • You can coach employees on leveling up based on facts, not feelings, from meet and greet through digital signatures