This exercise will tighten your turn, improve your gross, and boost ROI.

Here’s the deal — every day, attack your ten most expensive used units in stock.

Have your used car manager print the list daily. Get copies to every key player: BDC, Internet, F&I, Desk Manager, GSM, GM, Prep Manager, and Service Director. Everyone needs to feel the heat and urgency on these cars.

With few exceptions, these vehicles aren’t making the money they should based on your investment. They’re often the ones aging out — and the ones you end up giving away.

They’re also fighting for attention with your new car inventory — and there are fewer butts to fit those seats. The longer they sit, the uglier your grosses get.

Here’s how to fix it:

1. Service Department Priority – Make sure your Service Director knows these ten cars take priority. If one’s in the shop, it needs to get out fast.

2. Reprice Aggressively – Forget your usual pricing playbook. Price these ten cars to move — bargain basement style. The only exception? The models you consistently crush it with. Use some common sense.

3. Bonus Early, Not Late – Don’t wait until a unit hits 60 days to throw money at it. Pay the bonus early if that’s what it takes to move it. Waiting too long leads to comp creep — 22%, 25%, 30% — when you should be sitting closer to 17–20%.

Bottom line — the faster these units move, the better your grosses, your turn, and your sanity.

Keys to remember:

• Create urgency.
• Make them go away fast.
• Take your money and run.
• Put extra juice on the tough ones.

Be an attacker.

That’s all I’m gonna say.

— Tommy Gibbs