A tough subject, isn’t it? The who and the how are critical to your success. Of course the smart money says you use the vAuto appraisal tool. The who is often the mystery.

Does your dealership allow anyone on the management team to appraise a unit? I realize some stores only have a manager or two, so there are variables tied to that answer.

In an ideal world you never want the same person appraising the car that’s working the deal on a car. When the same person is appraising the car that’s working the deal, that’s like throwing Brer Rabbit in the briar patch.

And then there’s always that dreaded “bump.” The question is who gets to make the bump? Again, it’s one of those variables depending on the size of the store.

In a perfect world it’s the GM or GSM. Sure, the used car manager can bump him or herself, but that’s usually due to pressure from a co-manager, which doesn’t usually work out too well.

Here’s another fundamental rule you need to keep toward the front of your brain operating gear. Never bump an appraisal to make gross profit. If you need to bump an appraisal to make a deal, that’s way different.

Putting the right money on a unit is always a challenge. Stealing units is no more the answer than burying yourself. Keep in mind that most of your inventory problems come from purchase cars not trade-ins.

If you’re going to hurt yourself you are far better off to do so with a trade than with a purchase car. At least you’ve earned a new customer and have a chance to make up income in other areas such as F&I, service, etc.

Never forget that your ability to put the right number on a unit is the key to the success of the entire dealership.

But who is to say what the right number is? Often it gets down to your ability to retail that unit. This business is not about wholesaling, it’s about retailing.

You never know if it’s the “right number” until you sell the unit.

There’s an old saying, “If I could buy them for wholesale book prices and sell them for retail book prices I’d be very rich.”

That’s all I’m gonna say. Tommy Gibbs

I had great mentors when I first got in the car business. One of the first things I learned was that when a salesman was working a deal the whole world stopped.

Most of us are familiar with the tower or desk concept, the area where deals are worked, which can at times be like Grand Central Station. It’s the nerve center. It’s the airplane control tower. It’s the emergency room and ICU all rolled into one.

What it’s not is a place to socialize, but socialization does happen there. With that being the reality, the management staff has to have the discipline that all silly activity stops when a sales person walks in the room. To this day when I’m in a dealership and a sales person walks in the tower I want to say, “Whatcha got?”

Sometimes they have a deal. Sometimes they have a question. Sometimes they need encouragement. Sometimes they are looking for a little push. Sometimes they are just lost. But at all times I want them to know I care about them and I’m there to help them do business.

If you’re not already using the term “Whatcha got,” maybe you should. By saying “Whatcha got,” you will get a lot and you will create more moments of excitement that lead to making things happen.

That’s all I’m gonna say, Tommy Gibbs

The two hot topics of conversation of late, actually all of the time, have been how to find more cars and how to hire more and better people.

That same conversation occurred 20 years ago and will occur 20 years from now. The reality is that there is no simple fix to either of these problems.

If you think hiring a rock star buyer will solve your inventory problems in the end you will probably make them worse. If you think hiring an outside company to recruit, hire and train a group of new salespeople is the answer, it’s probably not going to work out that well.

These are the two toughest problems facing all automobile dealers and there is no one fix and voila it’s done.

Finding great players is a full-time, never-ending job. It’s just like being in the coaching field. Great coaches are always scouting and recruiting. If you are looking for a magical ad to put in the paper that’s going to attract your next superstar you may be waiting quite a while.

If you are looking toward the next great job fair and think you’re going to find 10 college graduates for your sales team that will carry you to the Promised Land, you are in for a very long day. It doesn’t happen. It doesn’t work that way. If you wait to hire people when “you need” them you are never going to find the people you need.

You and your assistant coaches have to be recruiting every minute of every day. You should be recruiting your customers, the sales clerk at the shoe store, your next-door neighbor, the waiter or waitress you meet at lunch or the enthusiastic hostess you met at Applebee’s.

One of the most successful General Managers I know was working at Wendy’s when he started selling cars.

I love college graduates. It’s not so much what they actually learn, but it does show they can stick to something. However, the odds of them sticking with you are not very good. Most college graduates don’t see selling cars as a “step up” in their life.

What you should be looking for is someone who feels they missed the boat and this is their big chance. Someone with a year or two of college is a great selection. They think they screwed up by not finishing school and they see what you offer as a super opportunity. And of course it they have a sports background all the better. They are used to getting knocked down and getting up.

As for finding more inventory…Hey coach it’s the same thing. It’s a constant thing. There is no one answer. If you are going to succeed in finding used car inventory you cannot leave any stone unturned. Trades, mining your customer base, online auctions, auctions, for sale by owner and any other brilliant idea you can come up with. But, none of them in and of themselves will give you the inventory you need. If you are only looking for cars when you need them you are going to end up with a lot of cars you don’t need.

When it comes to finding people and finding inventory they both require an ongoing effort by the entire management team. When you dabble in finding people and cars when you most need them, it’s like plowing a field uphill with a mule.

When you can convince your management team that we all have to look for inventory and people in multiple ways then you will at least have some control over your destiny.

It still won’t be easy, but the alternative is far more frustrating and a lot less rewarding. That’s all I’m gonna say, Tommy Gibbs

The conversations I hear today about the car business aren’t much different than the ones we had 20 years ago.

Back then, dealers were complaining about their new car inventory and the factory allocation system. They are still complaining about new car inventory and the factory allocation system.

Odd as it may seem, we often put a lot of energy and wasted effort into trying to control the things we don’t have control over and miss a real opportunity to control the things we can.

I like to compare the car business to the coaching field. Coaches never have total control over the game, but they do have control over the things they do to prepare for the game. You can take control by preparing the team.

Great coaches study the game 24/7/365. If you don’t live, eat and sleep the car business, then you will never be able to control what you can control.

Successful coaches understand that to control the game they have to teach the game. They make an investment in time and resources to ensure the team understands the plan and how best to execute it.

Your mission as a coach is to create an ongoing environment that demonstrates you are committed to training and developing your staff at all levels. “Controlling what you can control.”

Dealing with the factory can be a love/hate relationship. That’s never going to change. Mostly it’s wasted conversation.

There are so many things that you can do today to control and improve your business. Talking about your new car allocation issues isn’t one of them.

That’s all I’m gonna say, Tommy Gibbs