What Is a Dealer 20 Group?
A 20 group is a small peer group of about 20 dealers, usually selling the same brand in markets that don't compete, who share their financial statements and meet regularly to compare results. A facilitator puts every member's numbers side by side in a composite, so each dealer can see where their store trails the group and what the leaders do differently.
How a 20 group works
Same brand, different markets. Members don't compete for the same customers, so they can share openly.
The composite. Each member's monthly statement is put into a standard format and ranked against the group: gross per unit, labor gross, absorption, expenses as a percent of gross, net-to-gross.
Meetings. Members meet regularly to work through the composite, share what's working, and commit to changes.
Accountability. The next composite shows whether the changes worked.
Why dealers value it
A store's own statement can tell you a number is low. The composite tells you how low compared with stores like yours, and the meeting tells you how others fixed it. That comparison, plus the habit of acting on it, is the real value.
Where it falls short
Timing. Composites arrive after month end, and meetings happen a few times a year.
Depth. A composite ranks the big ratios. Turning each gap into a dollar figure and an order of attack is left to the dealer.
Reach. Department managers often never see the composite, even though they own most of the fixes.
The 20 group in your pocket
Pocket20 brings the 20 group read to every statement, every month. It reads every line of your factory statement, measures each one against benchmarks, turns every gap into dollars, and ranks them, so each manager knows which fix is worth the most. It works alongside a 20 group or on its own.
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