Reference
Glossary
The vocabulary is half of what makes you credible in a store. Using a term correctly signals you have been in one; using it slightly wrong signals the opposite, immediately.
- ADFAuto-lead Data FormatChapter 0 · §0.12
- The XML format widely used in automotive retail to deliver a lead into a CRM. It is an industry data format, not a Lead2Lot capability — what Lead2Lot does with it is stated in the product-truth table.
- Attribution problemChapter 0 · §0.8
- A situation in which every system performs its assigned function and the record is accurate, yet the relationship that generated the demand is not preserved. It is a design gap, not a malfunction.
- BDCBusiness Development CenterChapter 0 · §0.1
- A team that may handle incoming internet leads, calls, texts, appointment setting, confirmations and follow-up. Some serve one rooftop; others serve an entire dealer group.
- CRMCustomer Relationship Management systemChapter 0 · §0.1
- The system of record for leads, customers and follow-up activity. It ingests leads from many sources and applies the dealership's own routing rules to assign them.
- Dealer groupChapter 0 · §0.4
- An ownership organization operating more than one dealership. Groups vary widely in how much they centralize marketing, IT, compliance, vendor management and purchasing.
- Dealer-controlled freedomChapter 0 · §0.10
- Personal expression and attribution for the representative, inside dealership-controlled identity, disclosure, inventory and publication guardrails. The central operating balance of the product.
- Direct-traffic firstChapter 0 · §0.12
- Positioning that serves traffic a representative already creates — a text, a social profile, a business card, a QR code, an email signature — rather than competing for search traffic against the primary dealership website.
- DMSDealer Management SystemChapter 0 · §0.5
- The dealership's core operational and accounting system, covering deals, service, parts, payroll and reporting. Distinct from the CRM.
- F&IFinance and InsuranceChapter 0 · §0.1
- The department that arranges financing and presents products associated with the transaction, subject to law and dealership policy. A sale can carry front-end economics on the vehicle and back-end economics from the finance office.
- GM / GSMGeneral Manager / General Sales ManagerChapter 0 · §0.1
- The GM runs the dealership; the GSM runs the sales operation within it. Both titles carry different real authority from store to store — discover the actual responsibility rather than assuming it.
- OEMOriginal Equipment ManufacturerChapter 0 · §0.3
- The manufacturer or manufacturer organization associated with a franchise. The OEM influences brand standards, programs, allocation and reporting, but a franchised dealership is generally an independently owned retail business.
- RooftopChapter 0 · §0.4
- An individual dealership location or operation. Used constantly in group, deployment and pricing conversations — “a twenty-rooftop group” means twenty dealerships.
- Round robinChapter 0 · §0.8
- A common CRM routing rule that assigns each incoming lead to the next eligible salesperson in rotation. It distributes fairly by turn, and it has no way to know who created the demand.
- Vendor fatigueChapter 0 · §0.5
- The exhaustion produced by a dense vendor environment in which a manager may field several vendor approaches in a single day. It is why announcing an “innovative platform” places you in the same category as every other interruption.