Did you notice that you are getting really comfortable with having aged units around? You’ve justified in your mind that it’s ok because the selling season is finally here. Since you think that’s a brilliant plan, please let me know how the ROI turns out for you.

Did you notice that the selling processes you think your team is using, aren’t the selling processes you’re using? Some members of your management team are doing their “own thing.” If you don’t believe it, sit down individually with your sales people and ask them how each manager starts and works a deal.

Did you notice that you are no longer doing a “save-a-deal meeting” and “trade walk” each day? You’ve accepted it as fact that everybody is so busy that they don’t have time to do it. You’ll be surprised at how many more deals you will make by doing a “save-a-deal meeting.” And, how many more used cars you will end up keeping and retailing when the management team does a “trade walk.”

Did you notice that the management team doesn’t understand Life Cycle Management? Life Cycle Management starts on day one, not day 61. If you are having aged units and/or losing money on units wholesaled at the end of the life cycle it’s because they are not using “Early Warning Radar.” If you don’t think Life Cycle Management is important, go ahead and tell me the story on your oldest unit in stock. Yep, they all have a story. Had you been focused on Life Cycle Management that unit would have been gone long ago with little or no loss and maybe even a profit.

Did you notice that the sales and management team doesn’t do lot walks anymore? Did you ever wonder why your sales people don’t sell more used? It’s because they don’t know the inventory.

Did you notice you get lots of lip service on those processes you know need to be followed in all the departments? Guarding the processes is one of the most important functions of leadership.

Did you notice that the average cost per used car in stock keeps creeping up and up? The reason it’s happening is because you are not paying attention to it every day. Pressing the average cost down is a fundamental discipline. The pain of discipline or the pain of regret.

Did you notice you’re selling vehicles for less than what you have them posted online? That’s because the sales team isn’t sold that you have the best product at the best price. Before you can make the customer a believer you have to get the sales staff to believe. Tracking GAP will create a focus that forces you to hold more gross profit.

Did you notice that sometimes you just don’t notice? Your job as a leader is to notice what’s going on. My job is to keep reminding you.That’s all I’m gonna say, Tommy Gibbs

Believe it or not, no one has ever told me I’m too expensive after spending money with me. Of course, people inquire all the time about my training, pricing, what I do and how I do it. Often they don’t ante up.

I can only assume they think I’m too expensive or maybe they know they aren’t ready to do the things they know they should do. The same thing happens to you too.

I also happen to think your product or service is worth a lot more than you’re getting for it.

If we’re talking about your cars and trucks I’m thinking there’s a lot more value to those vehicles than you and your staff are talking about.

If we’re talking about your organization, I’m thinking there’s a lot more value to your organization than you and your staff are talking about.

If we’re talking about the talent and equipment it takes to service your vehicles, I’m thinking there’s a lot more value in your service department than you and your staff are talking about.

I’ve got over 30 years’ worth of solid leadership skills and automobile experience to share with you. No fluff, no puff…real stuff, even high tech stuff. I’ve been a student of this industry and paid the price to learn the things I want to share with you.

In your case, you’ve got millions of dollars invested and thousands of hours of talent to share with your customers. I’m thinking we both need to ask more money for the value we bring to the table.

You’re worth a lot more and so am I. That’s all I’m gonna say, Tommy Gibbs

Everything you say before the word “but” is meaningless.

You might say something like “I have a great used car manager, but I can’t get him to understand why ROI is important.”

This is fun, let’s do some more:

“I have a great used car manager, but we have a lot of stuff over 60 days old.”

Oh, gosh this is awesome, let’s keep going.

“We have a great website, but our photos are awful.”

“We have prices posted on our used cars, but they don’t match the prices we have on the Internet.”

“My used car manager is a great closer, but he doesn’t understand how to price used cars.”

“Curtis is a great buyer, but makes poor buying decisions by buying too many high dollar cars.”

“My used car manager is one of the best in the business, but we’re only getting 5 turns a year.”

“We have a great service department, but we can’t get them to get used cars through the system in a timely manner.”

“My general manager is awesome, but his people skills are terrible.”

“We spend a ton of money in advertising, but we haven’t figured out what role digital plays in our business.”

“My used car manager is really tight with all the wholesalers, but we always lose money when we sell them a car.”

“Steve is one of our best managers, but he doesn’t want to change from old school thinking.”

This whole “but” thing is simply an excuse and/or a weakness as to why you are not willing to deal with the problem or issue at hand.

Ok, one last but…”Tommy Gibbs is really expensive, but he’s made me so much money I feel brilliant that I hired him.”

Gotcha! That’s all I’m gonna say, Tommy Gibbs

For some of you this isn’t going to be pleasant. Or at least it may not be if you do what I’m going to suggest.

Regardless of your position in the dealership, owner, new car manager, BDC manager, used car manager or even if you’re not a manager, go click on your website… right now, yes right now go look at your website.

Even if you think your website looks great, I dare you to go look at it. (Don’t be chicken.)

Click on the used car section and tell me what you see. Take it a step further and scroll through a few used cars…keep scrolling…

1. How many photos per car do you see?
2. How many lousy pictures do you see?
3. How many are taken outside?
4. How many have shadows?
5. How many have a factory photo?
6. How many have no photo?
7. How many don’t have a price?

Depending on what you just looked at there’s a good chance you are saying, “What the heck are we doing? No wonder we’re not selling enough used cars. No wonder we’re not making much gross per car.”

Can we all agree that somewhere between 80 and 90% of all customers who shop for used cars look on the Internet? If that’s even close, how do you think you’re gonna drive traffic with photos that look like what you’ve just viewed? (Did you see any with snow on them?)

The concept of a photo booth has been around for years now. Progressive organizations that understand the real world have a photo booth.

You won’t come close to maximizing your sales until you maximize your exposure. You will never maximize your exposure by taking photos outside.

I’m exposing you by daring you to look at your website. If you don’t like what you see, then fix it. That’s all I’m gonna say. Tommy Gibbs