It’s Almost Over!

March Madness is almost over and so is your month. Unless you’ve been living under a rock you know that March Madness is the NCAA basketball tournament.

More often than not these games are won on defense, and a full-court-press is often a major part of a defensive strategy.

A full-court press is a basketball term that refers to a defensive style in which the defense applies man-to-man or zone defense to pressure the offensive team the entire length of the court before and after the inbound pass.

A full-court press takes a great deal of effort but can be an effective tactic. Often when teams are behind late in a game, they will apply full-court pressure as a means of attempting to produce turnovers as well as tire opponents.

A team with less talent can beat a talented team by utilizing a full-court-press for the entire game. It doesn’t take talent, but it takes a lot of heart and desire to play an “in your face” defense for the entire length of the court for a full forty minutes.

If you’re in the car business today you need to be in a full court press. You may very well be behind in the game. Be it good or bad, in the car business every day is a full court press day. Every minute of every day, it needs to be an “in your face” approach.

I know you think you’re doing all you can, but you aren’t; there is always more. If you’ve played sports, you know that is true. Try this. Raise your hand. Now raise it higher. See, I told you so.

How can you do more? Start by writing it down. Make a list of all the basic things you know about this business. Things you now do, things you used to do and things you’ve heard that others do.

Once you make the list, make a commitment to go into a full-court-press for a minimum of the next 21 days. How hard can it be to hold yourself and others accountable for just 21 days? Come on, get with it.

Why 21 days? Research has proven it takes 21 days to create a new habit. If you will focus on this list for the next 21 days good things will happen. I’m trying to press you to take action. I’m pressing you to get after it. I’m pressing you to take stock of what you do and how you do it.

If you’ve just returned from the NADA Convention, what better time than right now to start a full court press? Anytime is a good time to start a full court press.

I think of every minute of every day as a time for a full-court-press. Start pressing and run up the score. That’s all I’m gonna say, Tommy Gibbs

Convention Schedule

The NADA Convention is just around the corner. If you go, I hope you’ll attend my workshop titled, “Forget The Race To The Bottom…There’s More Gross To Be Had.”

As you can tell based on the title, the focus of the workshop is going be on improving your gross profit.

I’ll be sharing 13 specific points designed to move you to the next level and beyond.

If you can’t make my workshop, please stop by vAuto’s booth #3056-C and pick up a free copy of my “Little Used Car Book, Volume 9” and a free elephant.

There’s Always An Elephant In The Room

What’s the elephant all about? It’s to remind you to stop ignoring the elephant in the room. There’s always an elephant in the room and you need to attack the elephant every day.

My Workshop Schedule:

Thursday, March 22-1:00 PM Room N110

Saturday, March 24-9:00 AM Room N110

I hope to see you at the Convention! That’s all I’m gonna say, Tommy Gibbs

What If?

The problem with used cars is there are no absolutes. I frequently get questions starting with “What if…”

As in, “What if you have a one-year-old truck with 15,000 miles on it and you over-appraised it and have $42,000 in it?”

My answer almost sounds evasive, as I’m always going to have a different spin depending on so many unknown factors.

My view of that unit today and my view of it three days from now may very well be totally different. Every unit is different and every day is different. You have to trust your good judgment. Make a decision and move on.

While I would always say don’t second guess yourself, you should second educate yourself.

You learn from doing. You learn from making mistakes. Make some mistakes, but don’t keep making the same mistakes. And even if you do. Sell it. Move on. It’s just a short-term stock.

If you’re a manager with a mindset of getting it perfect then you may want to seek a career change. You never get anything in this business perfect. You can always get better. You will never get perfect. Get over yourself.

In my day, basketball players that took lots of shots were called “gunners.” They shot and shot and shot some more. They always scored the most because they shot the most. Just because they missed didn’t mean they were going to stop shooting. If they had a bad night they went back in the gym the next day and shot even more.

Take your shots. Improve your touch. Stop looking for an absolute to the question of “What if.”

What if a bullfrog had wings? He wouldn’t bump his tail every time he jumped. That’s all I’m gonna say. Tommy Gibbs

The Accountability Battle?

Accountability: “The quality or state of being accountable; an obligation or willingness to accept responsibility or to account for one’s actions.”

Accountability starts with you, vibrates to those around you and ends up back in your lap. If you believe a leader sets the culture of an organization then you must believe you cannot create an organization of accountability if you’re lacking in your daily disciplines.

If you’re not willing to hold yourself accountable then for sure you can’t hold others accountable.

Why should those around you do what has been deemed important, if you as their leader aren’t willing to do the same? There are a million ways to describe this, but since I’m a common sense guy, how about “monkey see, monkey do?”

A good leader makes sure those around them know what’s important. And a good leader makes things important by checking to make sure those around them are doing what’s important.

Building an organization of accountability isn’t a one-time thing. It’s an everyday thing led by you.

Accountability plays no favorites. If you let one person off the hook, eventually the entire organization falls off the hook.

Besides your personal accountability, there are three parts to holding people accountable.

1. Your personal street savvy. For many, this is based on time and experience and there are a few that are born with it.

2. Getting your head out of the sand. Get out of your office. Pay attention by using your peripheral vision and hearing.

3. Data. Look at the data and look at it some more. Data can be overwhelming. Figure out what’s important and what’s not by applying common sense to everything you’re looking at.

Sometimes data is misleading. Sometimes it smacks you upside your head.

Are you building an organization of accountability? That’s all I’m gonna ask, Tommy Gibbs

Anything Over 60?

If you’re a consistent reader of my newsletters you may have noticed more than half of them involve the disciplines necessary to run your used car operation. There’s no denying that the stronger you are in used cars the better you are in New, Service, and Parts. It’s a given. It’s a fact. It is. It just is. You can deny it all you want. You will be wrong

There’s an old saying, “Do the things you don’t want to do, so you can do the things you want to do.” That’s a great life lesson to understand, live and grow by. Never has there been a more powerful truism than for the automobile business.

There’s no department that requires more specific strategic disciplines to be successful than your used car department.

The most common discipline that dealers struggle with is turning their inventory in 60 days. Let me state it a different way; no unit can become 60 days old. Some of the more disciplined operations are starting to put that number at 45 days old.

Most dealers would say they want to make more money. In order to make more money, you have to do some things you don’t want to do. One of those things is the pain of discipline. Doing a lot of little things each day to ensure you can do what you want to do.

If you’re not already on a 60-day turn it’s going to be painful and costly to get there. Either you or your staff will have all kinds of excuses as to why you can’t do it. It’s going to cost you some money to get it done. (Do the things you don’t want to do.)

When you finally get it done, your dealership runs smoothly, you make more money, life is simpler and you smile a lot. Now you’re doing the things you want to do, as in making more money.

“The pain of discipline or the pain of regret.” If you would use my lifecycle management process you’d have a lot less pain. That’s all I’m gonna say, Tommy Gibbs