The Weight of What You Ignore

There’s always an elephant in the room. They come in all shapes, sizes, and colors—purple, red, green—you name it. Some are big and clumsy, others small and sly.

A few might even look harmless, maybe cute, but most are downright ugly. And no matter how much you wish otherwise, they’re always there.

You see them. Your staff sees them. Everyone sees them. Yet somehow, you, the leader, keep pretending they don’t exist. The more you ignore those elephants, the louder your team’s sighs get. They know you have the power—and the tools—to deal with the problem. But instead, you turn away, hoping silence will make it disappear.

Here’s the truth: ignoring the elephant doesn’t make it leave. It grows. It feeds on your inaction, your excuses, your denial. Every day you look the other way, it gets a little fatter, a little bolder.

You could face it. You could grab a stick, set boundaries, and reclaim your space.

But it’s easier to live in make-believe, isn’t it? Easier to act like everything’s fine while chaos chews on your authority. Just remember—keep ignoring that elephant long enough, and one day it’ll sit right in your lap.

And when it does, the weight will crush you.

Your staff will shake their heads. They’ll say they wanted to warn you, but keeping their jobs mattered more.

So, I’ll ask just once:

Are you ignoring the elephant in your room? That’s all I’m gonna ask,

—Tommy Gibbs

Ownership: The Missing Key to Used Car Success

Ever wonder why you can’t quite hit — and keep — maximum success in your used car department?

When you really look at it, you’ve got a lot going for you: a solid inventory, plenty of operating capital, enough space to work with, and a management team that (in theory) understands how important a strong used car department is.

You’ve invested in the right software to source, price, and manage your inventory, and you’re doing a quality job reconditioning your vehicles.

So why isn’t it all clicking?

Because until someone truly owns it, it’s never going to happen.

Every dealership has staffing limits — we all know that. But too often, the used car department becomes an afterthought, tacked onto another manager’s already full plate. Maybe it’s sort of the GM’s responsibility. Maybe the GSM’s. Maybe the desk manager’s, the sales manager’s, or some hybrid “used car/sales manager” role.

See where this is going? Nobody owns it.

And in today’s market, the role of a used car manager has evolved. We’re asking people to handle pricing analytics, digital marketing, inventory turn strategies — things that not everyone has the skill set for. Just because you know the wholesale side doesn’t mean you understand the retail game.

When someone truly owns the used car department, everything changes. They come to work with a mission — every single day:

  • A mission to make things happen.
  • A mission to energize the team.
  • A mission to prevent aging inventory.
  • A mission to move cars efficiently through reconditioning.
  • A mission to boost turn rates and profits.
  • A mission to get every car online and ready to sell, fast.
  • A mission to study the best operators and emulate proven practices.
  • A mission to build a team that dominates the used car market.
  • A mission to tackle problem units strategically, not reactively.
  • A mission to sell everyone in the store on how crucial the used car department is to total dealership success.

So—who owns your used car department?

That’s all I’m gonna ask, Tommy Gibbs

The Truth About Your Oldest Used Car

One of my favorite things to do when working with dealers is to discuss their oldest used vehicles in stock.

If the oldest unit is 55 days old or 155 days old, 99.9% of the time they all have a storyline tied to them.

The conversation will often evolve to where the used car manager will say “We have it priced #1 in the market, it’s a nice car and I don’t know why it hasn’t sold.”

Some of you won’t like my response. But, my response is based on reality. And the reality is, if it’s priced #1 in the market and it still hasn’t sold…it’s not cheap enough.

We’re not talking about a fresh piece. We’re talking about your oldest unit in stock. And, it may have a flaw you failed to identify soon enough.

You’ve had it way too long. It’s time to make it “cheap enough” and make it go away.

That’s all I’m gonna say, Tommy Gibbs