I bet you’ve heard of the famous equation
E=mc2. You may know that Albert Einstein is credited as
its developer. You may even know that it’s often called the
Theory of Relativity. But, like most people, you might not know
what all the symbols mean or how to work the equation to achieve
the result Einstein promised. Generally speaking, the only people
who fully understand the equation, what the symbols represent, and
how to perform the calculations are physicists, scientists, and
mathematicians—all persons with specialized skills,
knowledge, and experience.
By now you’re probably thinking: What does this have to do
with my dealership? Probably nothing from a physics standpoint. But
maybe everything as it relates to your pay plans and how they are
drafted, utilized, and understood. Relatively speaking (get it?),
dealership pay plans are frequently just as confusing to the
average reasonably intelligent person as Einstein’s famous
equation. In fact, often only a very
