20 Truths for 2026

Posted on by Tommy Gibbs
  1. Average gross per unit will come down. (Fix you aging problem and it will be a lot less.)
  2. Customers will have more information than you ever thought possible.
  3. Nice used cars will be scarce. (They have been since the beginning of time.)
  4. You will struggle to make ANY gross on aged units. (Well, duh, you’re not using my Life Cycle Management process)
  5. Finding salespeople who want to work the hours and be paid on gross will become even more difficult.
  6. Maximizing common sense and technology will challenge you.
  7. The franchises you represent will put more expenses on your side of the table.
  8. The manufacturers will increase the pressure on you to hit market share.
  9. You will accept aged units as a necessary evil of the automobile business.
  10. Your average cost per unit in stock will go up.
  11. You will become more dependent on your used car department to save your new car department.
  12. The amount of water in your used car inventory will increase.
  13. Your dealership will be sued because someone didn’t “just handle it.”
  14. Your CPA and legal fees will go up.
  15. You will waste 50% of your advertising dollars and you won’t be able to figure out which 50%.
  16. F&I income will feel stress from the regulators.
  17. Improving recon time for used going through your shop will be a high priority. (You will talk about but not fix it.)
  18. You’ll hire managers from the outside because you haven’t developed your own people.
  19. You will wholesale some used cars that you should have retailed.
  20. You’ll think about hiring me, but you’ll talk yourself out of it…again.

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