Are You Striking Out and Don’t Know It?

I would venture to guess that 80% of the dealers in the country have units over 60 days old in their used car inventory. I’m being generous. It’s probably more like 90%.

How can that be? With every piece of data known to mankind showing convincing evidence that it doesn’t work, dealers just ignore the obvious.

I’d like to think I’m a great salesman. Most great salesmen are easily sold. I wanna be sold. I’m begging to be sold. I’m begging you to sell me.

So come on, sell me on why it’s ok for you to keep used car inventory past 60 days. Heck, even past 45 isn’t working out so well for you.

Recently, I’ve had a few dealers tell me inventory is so hard to find that they are keeping cars longer.

How does that help your inventory problem? Come on, sell me.

Does keeping a car longer ever make you “more gross?” Come on, sell me.

If you finally retail a unit at 90 plus days at X price, couldn’t you have sold it for the same price back when it was 45 days old? Go ahead and sell me that you couldn’t. I’m waiting.

Do you make a greater ROI when you sell a car at 90 days vs. 30 days? Come on, sell me.

Do you make more gross at 90 than you do on day 30? Come on, sell me.

When you keep a car longer, do you make more money on it than if you sold it sooner? Come on, sell me.

You can’t get the units through reconditioning fast enough, so you want to keep them longer? Come on, sell me. Say hello to my Recon Tool.

You can’t find inventory, so you want to hold them longer? Come on, sell me.

The big volume players such as CarMax, Texas Direct and Carvana have to buy most of their inventory. You can’t find cars, so that’s a valid excuse for keeping them longer? Come on, sell me.

Do you really think holding cars longer is the answer? Come on, sell me.

You trying to justify keeping vehicles past 60 days and making money is like me trying to hit a 95 MPH fastball. Ain’t gonna happen.

I’ve never had a dealer who was committed to a short turn say they regretted the strategy.

I’ve had lots of dealers regret keeping cars past 60 days. Come on, sell me.

I like being sold. Come on, sell me. I’m waiting. I’m still waiting to be sold. That’s all I’m gonna say, Tommy Gibbs