Front-end gross is the profit on the vehicle itself: the selling price minus what the store has in the car, including cost and pack, before any F&I products are added. It is the number that drives most salesperson commissions, which is why reps watch it on every pencil.
Why it matters for follow-up
Reps chase front-end gross on the next fresh deal while ignoring the easiest gross they will ever make: repeat and referral business. A sold customer who comes back or sends a friend walks in already trusting you, which means less discounting and stronger gross. Follow-up costs almost nothing, and it feeds the part of your book that pays best.
"There was solid front-end gross in it, and it was my easiest deal of the month. He was a referral from a guy I sold in March."
Feed the part of your book that pays best.
PocketRep is an AI-assisted follow-up app for individual automotive salespeople. Work your sold customers and referrals with the same discipline as fresh leads, and let Rex remind you who is due. You review every message. You send every message.
Written by Eddie Ponce, founder of PocketRep and automotive sales professional with nine years of experience.