Front-end gross

Front-end gross is the difference between what the customer pays for the vehicle and what the dealership has in it, including the effect of how the trade was appraised. It is the number most directly affected by negotiation and by how the deal was structured at the desk.

Whether certain items such as pack, holdback or dealer incentives are included varies between stores, which is why front-end figures are hard to compare across rooftops.

Why it matters for a sales manager

Front-end gross is where phone discipline shows up in money. Blind quotes and loose numbers given to keep a caller happy usually come out of this line, and the amount is rarely recovered later in the deal.