Absolutes build discipline.

They create clarity.

They set the standard.

But here’s the problem…

Absolutes leave no room for exceptions.

And sometimes, exceptions are necessary.

Now be careful.

Exceptions don’t just bend the rules…

they start rewriting them.

One turns into two.

Two turns into “we always do it this way.”

And before you know it, discipline is gone.

Not overnight.

Not with a bang.

Slow. Quiet. Sneaky.

Then one day you wake up and think,

“What the heck happened?”

Here’s the truth about leadership…

You can run with both absolutes and exceptions.

But only if you know what you’re doing.

Grant the exception.

Then go right back to the standard.

That’s leadership.

The problem?

Most leaders can’t pull that off.

They live in one world or the other—

Rigid… or reckless.

And at the wrong time,

both will hurt you just the same.

— That’s all I’m gonna say, Tommy Gibbs

I get the same question 15–20 times a month:

“Where can I find a good used car manager?” I’ve had 3 calls today asking that very question.

Short answer?

You probably won’t.

Think about it.

If someone is great at what they do, they’re not looking.

And if they are… there’s usually a reason.

Most of the time, when a “great” manager leaves, the truth follows them out the door.

All the inventory problems? They were always there. Now you just see them. 99% of the time the leave a hot mess in their wake.

So here’s my advice:

Stop looking outside. Start building inside.

Great leaders don’t shop for talent—they develop it.

Find someone on your team.

Strong work ethic.

Open-minded.

Tech-savvy.

A little common sense (harder to find than you think).

Then go to work.

For the next 6 months, they’re not the manager—they’re your shadow.

You move, they move. You think, they think.

First:

You do it. They watch.

Then:

They do it. You watch.

Eventually:

They do it. You step back.

And finally:

They do it… and now they’re training the next one.

That’s how real growth happens.

That’s how you scale.

When you keep bringing in people from the outside, you keep bringing people in from the outside. It’s a revolving door of insanity. That’s all I’m gonna say, Tommy Gibbs

About this time every year I make this suggestion.

I realize this may not be a fit for some of you. And yes, there are some who believe this is old school, old fashioned and outdated. But, there are some who can make this work. And if it helps someone sell a few more units, I can handle a little criticism.

Memorial Day is just a few weeks away. It’s not too soon to be thinking about putting on a Memorial Day sale.

Consider Having An Onsite Tent Sale:

1. Put the tent up as close to the road as possible. Pick the best strategic position on your lot.

2. Put tables and chairs in the tent.

3. Put ALL of your people in the tent.

4. Everybody goes in the TENT!

5. Work all deals in the TENT!

6. If at all possible, move your computers into the tent and do F&I in the TENT.

7. Hang banners from the TENT saying “TENT SALE.”

8. Promote it with Direct mail and/or with a “private invitation” only deal for Thursday before you kick off your regular ads.

9. Do anything you can to make it look like a circus.

10. Rent those jumping air things for kids.

11. Balloons and more balloons.

12. Pop Corn, Sodas, Hot Dogs.

13. Lots and lots of spiffs for your sales people and managers.

14. Do a great kick off breakfast on Thursday for your staff.

15. Don’t do it just for the sales staff; get as many of your

employees involved as you can. (Feed everybody lunch every day of the event as well.)

16. Send out memos and emails to all employees explaining in detail what’s going to be happening.

17. Rope off special parking for customers. Hire an off duty police officer or security guard to direct them.

18. Answer the phone XYZ Dealership Tent Sale in Progress.

19. Do a fundraiser at the same time for the local little league or whatever.

20. Post the event on your website.

21. Do an email blast to all your customers advising them of the sale. If your CRM system is sophisticated enough make sure you tell them you need their specific trade and will pay top dollar for it during the sale.

22. Giveaways generally don’t do much except cause people to show up to get their gift and leave, but having people register for a free car is a good way to get info on them when they show up. Pick out a $1000 or $2000 car and give it away.

23. Along that same line, give the salesman who registers the winning ticket some sort of prize. Gift card, $200, whatever floats your boat.

24. Make up a bunch of signs like real estate signs that say “Tent Sale in Progress” and put along the grass in front of the dealership.

25. If you’re close to the interstate do some signs with arrows and put them up close to the ramp. (Oh come on, the worst that can happen is they make you take them down.)

26. Rent a chicken suit or some kind of character and have them walk up and down in front of the Dealership with a placard that says “Tent Sale in Progress.”

It’s not complicated and it’s not expensive. You just have to be creative. Get some of your key people together and throw some ideas around.

That’s all I’m gonna say, Tommy Gibbs

Don’t you hate hearing…

“We’ve always done it that way”?

Here’s the truth—

Most dealers don’t say it.

They just do it.

They stack fees.

They bury charges.

They advertise one price… and deliver another.

Let me ask you something—

Would you want your mother, your father, a relative or close friend

walking into your store…

Thinking they’re paying one price…the one they saw on your website

…and getting hit with another?

Come on. You know the answer.

And now the Federal Trade Commission is stepping in.

No more games.

What you show as a price…better be what you sell it at.

Some of you are going to test the system.

Some of your are going to try and figure another way.

Some of your are going to get fined a bunch of money and wonder what the heck happened.

Some of your are smarter than that. Some of you have already made the move. Nobody had to tell you or force you to do the right thing.

Now we get back to real selling.

Sell the value of you.

Sell the value of your product.

Sell the value of your dealership.

Earn the trust.

Sell more cars the old fashion way. Because you earned it.

Funny how that works. That’s all I’m gonna say, Tommy Gibbs