Let’s get something straight.

A used car is not a spreadsheet.

It’s not a formula.

It’s not a clean data set.

And it sure as hell isn’t the same as the one parked next to it.

Every used car is one of a kind.

Same year. Same make. Same model. Same mileage.

And still… completely different cars.

Why?

Because cars live different lives.

One was owned by a neat freak who serviced it like clockwork.

Another was driven hard, skipped oil changes, and cleaned only when it rained.

And yet…

we’ve got dealers appraising them as if they are all the same.

The Software Trap

I’m in the software business.

I believe in it. I use it. I sell it.

Good software is powerful. It gives you data, speed, and consistency.

But here’s the problem…

Too many dealers have turned software into a crutch instead of a tool.

They plug in the VIN.

They look at the number.

And they stop thinking.

You Can’t Download Experience

No software can:

•        Feel how a transmission shifts

•        See the difference between “clean” and “exceptional”

•        Smell smoke, pets, or neglect

•        Recognize pride of ownership

That only comes from you. You’re more important than you might think.

Your experience.

Your judgment.

Your time in the trenches.

You’re the one standing in front of the car.

You’re the one who decides:

“Is this rough, average… or is this special?”

Common Sense Still Wins

Bottom Line

Software is a tool.

You are the advantage.

If you rely on the tool and ignore your instincts—you’ll underperform.

If you combine both?

Now you’re dangerous.

Every used car tells a story and only you can read the story. That’s all I’m gonna say. Tommy Gibbs

Several years ago, the legendary University of Tennessee women’s basketball coach, Pat Summitt, passed away.

She will forever be remembered as one of the greatest coaches in the history of sports—regardless of the game or level of competition.

In her book, “Reach for the Summitt,” Pat made a statement that has always resonated with me:

“Here’s how I’m going to beat you: I’m going to outwork you.”

I love that mindset.

I put myself and many of the people I’ve worked with throughout my career into the category of, “We’ll outwork you.”

Talent is important. Intelligence is valuable. Experience matters.

But there is something powerful about a person who simply refuses to be outworked.

Over the years, I’ve watched countless people with more talent, better opportunities, and bigger advantages get passed by.

Why? Because someone else was willing to put in the effort, stay later, get up earlier, make one more call, visit one more customer, and keep pushing when others quit.

The truth is, there is a tremendous amount of room at the top of the pyramid. Most people think it’s crowded up there. It isn’t.

The competition gets thinner the higher you climb because fewer and fewer people are willing to do what it takes to get there.

Success leaves clues, and one of the biggest clues is that high achievers have a work ethic that separates them from the pack.

Today, it seems like fewer people wear the badge of honor that says, “I’ll outwork you.”

In fact, it’s becoming easier and easier to outwork many of the workers in today’s marketplace.

Show up on time.

Do what you say you’re going to do.

Follow up.

Stay focused.

Put in a little extra effort.

Those simple disciplines alone can put you ahead of a surprising number of people.

Maybe that’s why opportunity still exists for those willing to hustle.

As for me, I’ll continue betting on hard work.

That’s all I’m gonna say.

— Tommy Gibbs

Can you believe it? We’re already halfway through the year.

July is here, and whether we like it or not, the first six months are in the books. Time seems to move a little faster every year.

For some of you, the first half has been outstanding. You’re hitting your numbers, turning inventory, growing market share, and building momentum.

For others, it hasn’t gone quite as planned.

Maybe you’ve been running full speed ahead. Maybe you’ve felt like you’ve been dragging through quicksand.

Maybe you’ve been fighting aging inventory, inconsistent processes, staffing challenges, or simply trying to keep your head above water.

Whatever your situation, here’s the good news:

You still have six months left.

The first half of the year doesn’t determine how the year ends.

If things haven’t gone your way, don’t waste time looking in the rearview mirror. Identify what’s holding you back. Maybe it’s market conditions. Maybe it’s execution. Maybe the plan simply wasn’t the right plan.

The important thing is this: if the plan isn’t working, change it.

Review your inventory strategy.

Review your processes.

Review your people.

Review your accountability.

Then make the adjustments necessary to finish strong.

For those of you who have had a great first half, be careful.

Success has a way of making people comfortable, and comfort often leads to complacency. The best operators are constantly looking for ways to improve, even when things are going well.

The second half of the year belongs to those who are willing to challenge themselves, make adjustments, and execute at a higher level.

Everything comes down to choices.

You can choose to improve your processes, tighten your execution, and raise your expectations.

Or you can choose to do nothing.

The calendar will keep moving either way.

Six months from now, you’ll either be glad you made some changes—or you’ll be wondering where the year went.

The choice is yours. That’s all I’m gonna say,

— Tommy Gibbs

Take a look at your dealership’s website.

Click the “About Us” button.

What do you see?

If you’re like many dealers, you’ll find a mission statement, a little history, maybe a few stock photos, reviews, and maybe some directions.

What you often won’t find are the people who actually make the dealership successful.

No photos.

No bios.

No contact information.

You have a website trying to sell cars without introducing the people who sell and service them.

Does that make any sense?

People buy from people.

They always have.

They always will.

“I Don’t Want Other Dealers Recruiting My People”

That’s the excuse I hear most often.

It’s also a weak one.

Keeping your staff off your website doesn’t protect them.

Great leadership, culture, and opportunity do.

Customers Want to Know Who They’re Doing Business With

Wouldn’t it help if customers could see the faces behind your dealership?

A technician with 20 years of experience.

A service advisor who’s been helping customers for a decade.

A salesperson who shares their interests and values.

Trust goes up when customers know who’s on the other side of the transaction.

AI Is Paying Attention Too

If you think this isn’t going to be even more important as we move forward and more customers us AI when they search, you might want to rethink that. Detailed websites are going to have that much more of an advantage.

AI doesn’t just look at inventory.

It looks at content, expertise, and credibility.

The dealerships that showcase their people are giving AI—and customers—more reasons to trust them.

Your People Are Your Brand

Inventory, pricing, and facilities can be copied.

Your people cannot.

So here’s a challenge:

Go to your website and click “About Us.”

If a customer can’t quickly learn who works there, you’re missing an opportunity.

Add photos.

Add bios.

Add contact information.

Introduce your managers, salespeople, advisors, and technicians. And if you’re going to go to all that trouble, make sure the layout has a consistent look.

There are only two logical reasons you don’t have your team on your website…s you’re stupid or lazy.

I don’t think you’re stupid. That’s all I’m gonna say, Tommy Gibbs

Most dealers don’t have a used car problem.

They have a focus problem.

Everybody agrees used cars matter.

But watch what happens during the day…

A deal blows up.

A salesperson needs help.

Service gets backed up.

You lose a good person.

Your DMS takes a crap.

Shit happens.

And just like that — focus shifts.

Here’s the Truth:

The car business rewards reaction.

But results come from discipline.

You can stay busy all day, solve problems, feel productive…

…and never improve the one area that drives your dealership.

Great athletes figure this out early.

The greatest of all athletes start out playing more than one sport.

At some point they realize they need to get focused on the one that they have the most potential with.

Used cars require that same commitment.

You can’t manage them part-time.

You can’t check in when it’s convenient.

And you can’t expect great results without consistent focus.

When I say “you,” I’m talking about those at the very top of the leadership team.

Used cars aren’t just a department.

They’re the engine.

They drive cash flow, inventory turn, service absorption, and overall profitability.

When they’re right, everything feels easier.

When they’re wrong… everything gets heavy.

So what does real focus look like?

The best way for you to create focus is to ask lots of questions. Question anything and everything that has to do with used cars.

Focus isn’t what you say.

It’s what you refuse to take your eyes off.

You don’t need a new strategy.

You need a tighter lens.

You’re not stupid. You know used cars drives your entire business.

To not focus on used cars is just plain stupid.

Don’t be stupid. That’s all I’m gonna say, Tommy Gibbs

I’m thinking that even if you don’t, you probably have. We often lie to ourselves in order to justify whatever it is we’re trying to justify.

Let me save you some consulting money…

The biggest problem in your used car department

isn’t your market…

isn’t your inventory…

isn’t your competition…

It’s you.

More specifically—

The lies you tell yourself.

Now before you get defensive… stay with me.

Because these aren’t the obvious lies.

These are the comfortable ones.

The ones that sound smart.

The ones that feel justified.

The ones everybody nods their head to in the meeting.

“We’re priced to the market.”

(Then why are your cars having birthdays on the lot?)

“Recon is fine.”

(Define ‘fine.’ Because you “think” you’re getting them through quickly.)

“Packs are working.”

(I doubt it. I really, really doubt it.)

“We just need more leads.”

(You’re not converting the ones you’ve got.)

“I don’t want to get rid of it because I can’t replace it.”

(Are you serious? You want some more of those so they too can sit around for 90 days?)

Here’s what you’re really doing—

You’re building a case… instead of building a business.

And you’re a good lawyer.

You’ve got evidence.

You’ve got opinions.

You’ve got other people agreeing with you.

But none of that changes the scoreboard.

And make no mistake—

Used cars is a scoreboard business.

Turn.

Age.

Gross.

TAG…fix the tag.

No opinions.

No feelings.

No stories.

Part of the lying is the justification.

You start explaining instead of fixing.

Defending instead of adjusting.

Talking instead of acting.

And here’s the truth nobody likes—

Every time you lie to yourself about your used car operation is another day justifying what you want to justify.

Choose your lies wisely, that’s all I’m gonna say, Tommy Gibbs.

I’m a baseball fan in part because baseball exemplifies life and the car business.

Let me ask you something…

If you’re stepping into the batter’s box, what count do you want?

3–0?

3–1?

2–0?

Exactly.

Because in baseball, the count tells you everything. It tells you who’s in control.

And the same thing is true in your used car department.

When You’ve Got the Count… Life Is Good

3–0 count

The pitcher’s in trouble. He can’t miss again. What do you get? A “get me over” fastball—right down the middle.

That’s what it looks like when you have:

Zero units over 30 days old.

You’re not guessing.

You’re not hoping.

You’re in control.

Customers show up—and you’re swinging at your pitch. Gross is strong. Decisions are easy. No pressure.

3–1 count

Still a beautiful place to live. You can be aggressive. Miss it? No big deal—you’ve still got another strike.

That’s your store when you have:

Zero units over 45 days old.

You’ve got flexibility.

You’ve got confidence.

You’re not discounting out of fear—you’re selling out of strength.

2–0 or 2–1 count

Now the hitter gets selective. “I’m not swinging unless it’s what I want.”

That’s the equivalent of:

Zero units over 60 days old.

You’re still ahead.

Still in control.

Still choosing your pitch.

Now Let’s Tell the Truth…

Most dealers don’t operate in hitter’s counts.

They’re behind in the count.

0–2.

1–2.

Hanging on.

Why?

Because they let inventory age.

They hold on too long.

They “hope” instead of act.

It’s like putting a blindfold on and taking three hefty cuts. Once in a while you might get lucky.

Old Inventory = You’re Chasing the Pitch

Once units creep past 60 days…

You’re no longer the hitter.

You’re reacting.

You’re protecting.

You’re just trying not to strike out.

Gross shrinks.

Decisions get emotional.

And every deal feels harder than it should.

Sound familiar?

The Best Operators Do One Thing Differently

They protect the count.

They don’t let inventory age into a bad position.

They manage it daily.

They price it aggressively.

They turn it before it turns on them.

Because they understand this:

You don’t make your money when the car is 75 days old.

You make it when the count is in your favor which is about 30 days or less.

Final Thought

The goal is to step into the box every day…

with the count in your favor.

Because when you’ve got the count—

you don’t need luck.

You just need a good swing. Having the count in your favor improves the odds of you hitting it out of the park.

Going, going, gone! Thanks all I’m gonna say, Tommy Gibbs

Let’s get something straight.

A used car is not a spreadsheet.

It’s not a formula.

It’s not a clean data set.

And it sure as hell isn’t the same as the one parked next to it.

Every used car is one of a kind.

Same year. Same make. Same model. Same mileage.

And still… completely different cars.

Why?

Because cars live different lives.

One was owned by a neat freak who serviced it like clockwork.

Another was driven hard, skipped oil changes, and cleaned only when it rained.

And yet…

we’ve got dealers pricing them like they’re identical.

The Software Trap

Now let me say this upfront…

I’m in the software business.

I believe in it. I use it. I sell it.

Good software is powerful. It gives you data, speed, and consistency.

But here’s the problem…

Too many dealers have turned software into a crutch instead of a tool.

They plug in the VIN.

They look at the number.

And they stop thinking.

That’s where the money gets left on the table.

You Can’t Download Experience

No software can:

• Feel how a transmission shifts
• See the difference between “clean” and “exceptional”
• Smell smoke, pets, or neglect
• Recognize pride of ownership
• Have that good old “street savvy”

That only comes from you.

Your experience.

Your judgment.

Your time in the trenches.

You’re the one standing in front of the car.

You’re the one who decides:

“Is this rough, average… or is this special?”

Common Sense Still Wins

Here’s the truth most people don’t want to admit:

Data doesn’t price cars.

People do.

The best operators I know don’t ignore the software…

but they don’t worship it either.

They use it as a guide—then they adjust.

Up.

Down.

Or sometimes… they ignore it completely.

Because they trust what they see.

The Opportunity Most Dealers Miss

If you price every car like the market average…

You’ll get average results.

But when you recognize that a car is:

• Cleaner than the market
• Better maintained
• Harder to find
• More desirable than the comps

Now you’ve got an opportunity.

That’s where gross lives.

And it doesn’t come from software.

It comes from judgment.

Bottom Line

Software is a tool.

You are the advantage.

If you rely on the tool and ignore your instincts—you’ll underperform.

If you combine both?

Now you’re dangerous.

Final Thought

Every used car tells a story.

The question is…

Are you listening to the software?

Or are you reading the car?

You have “street smarts.” Use them. That’s all I’m gonna say, Tommy Gibbs