The Automotive Controller’s Ultimate Playbook: Financial Leadership for High-Performing Dealerships

Dealerships move fast.Sales deals are written, service tickets are opened, inventory turns, and decisions happen every minute of the day. But behind every successful dealership is something most people never see: a disciplined financial structure that keeps the entire operation stable.That structure starts with the Controller.In The Automotive Controller’s Ultimate Playbook, automotive executive and bestselling author Chris Martinez teams up with veteran dealership Controller and CFO Becky Braun to deliver a practical operating guide for one of the most important—and often overlooked—roles in the dealership.Drawing from decades of real-world dealership experience, this book provides the systems, frameworks, and leadership principles Controllers need to bring clarity, speed, and financial discipline to the modern dealership.Inside, you’ll learn how to:✅ Close the books in two days with confidence and accuracy✅ Build financial systems that eliminate chaos and protect cash flow✅ Strengthen internal controls and prevent costly financial blind spots✅ Align sales, service, parts, and accounting into one operational rhythm✅ Forecast performance and help dealership leadership make better decisions✅ Use modern tools—including AI—to bring greater visibility to dealership financesMore than an accounting guide, The Controller’s Playbook is a leadership manual for Controllers who want to elevate their role from back-office scorekeeper to trusted financial advisor.Because dealerships may run on sales and service—but they survive on financial discipline.And that discipline starts with the Controller. Read more