Last week’s article was titled "Could It Be George W. Bush’s Fault?" In the article I listed 22 reasons why some dealers’ grosses might be going a bit south. (ARTICLE)

The point I was making is we should always have a mindset of re-examining how we do things and seek to improve whatever we are doing. The list was meant to be a checkup of what you are doing and what you can do better.

I’ve now been writing these articles for over 10 years. I’ve received thousands of positive responses and only one negative. (ARTICLE)

That’s not to say that everyone always agrees with everything I write. We often have friendly debates and I always win. (Little humor here.) But to have received only one negative response is pretty darn amazing.

Last week’s article created my second negative response. I want to share the complaint, my response back to the person and a point by point explanation.

Here in the writer’s words is what he said:

1. You begin to blame things on incompetence like it exists in every dealership.
2. You assume that nobody executes the basics anymore.
3. You assume that most dealers are simply dumbasses.

My email to him:

"Sorry you read it that way. That was not my intent. What I know to be true is how hard it is to do all the fundamentals day in and day out regardless of how disciplined a dealership or dealer might be.

The evaporation factor is always in play. I don’t think dealers are dumbasses. I do think we all need to be reminded of what’s important when it gets to basics. With all the things a typical dealer has coming at him/her each day it’s almost impossible for some things not to slip.

I speak from experience. My stores have always been well disciplined, but yet it was not all that unusual for me to have this sort of conversation with the management team:  "what the heck happened to that process? Why aren’t we doing a save-a-deal meeting every day? No, twice a week is not good enough. Whose idea was it to change it?"

The one thing I know about the automobile business is we never "get it right." When you get one department squared away, something else needs attention. Sorry, if I offended you in any way. Please accept my apology."

My Comments:

1. On incompetence-nothing could be further from the truth. In my opinion, the competence level of the management teams in dealerships has never been greater. The education and training of today’s managers and dealers is tenfold what it was 20 or even 10 years ago. Today’s dealers realize they cannot do it the old fashioned way and seek to employ higher quality people who are smart, competent and who are committed to a high standard.

2. On basics-never in the industry’s history have dealers executed basics any better than they do today. Most dealers are process driven. Processes promote good basics. Dealers, GMs and owner/operators have come to understand that their number one responsibility is to guard the processes, which in essence guards the basics.

3. On dumbasses-I’m sure there are some dumbasses out there, but I’ve not actually run into any. Most of the people I meet are either in 20 groups, attend conventions or are clients of mine. Dumbasses don’t run in those circles.

My Zinger Newsletter is designed to do several things:  

1. To share ideas and tips that will enhance the profitability of a dealer’s used car department.  

2. To share solid processes that are proven performers and easy to implement.  

3. To help you and your team avoid the "evaporation factor" by keeping what’s important in front of you on a frequent basis.  

4. To share with you what’s "hot" and what’s "not" in the quickly changing automobile world.  

5. To get in your face once in a while on issues that dealers need to pay attention to but so often forget.  

6. To promote my training and workshops. I don’t do a lot of this, but heck it’s the business I’m in and I’d be an idiot not to let dealers know what I do and how I can make them a lot of money.  

I would not expect you to agree with everything I write in my newsletters. Part of my mission is to stir you up a bit…get you to think about some things you might not normally take the time to consider.

I want to help you push the envelope. We all need a little push once in a while and I can help you do that. I will tell it like it is, and then you have to decide if it’s a fit for you and your team. 

"The Pain of Discipline or the Pain of Regret." That’s all I’m gonna say, Tommy Gibbs

I hear dealers often complaining that Dale Pollak’s "Velocity" concept has killed their grosses. I beg to differ with that thinking. The reason your grosses have gone south is because of George W. Bush. He messed them up when he was President; Obama didn’t realize how big the problem was and thus hasn’t been able to fix it. Really?

Have you ever noticed in life we always want to blame someone or something else for our woes?

Could It Be:

1. Could it be that the consumer is using the Internet for the majority of their purchases and therefore is pushing you into a pricing war you would rather not be in?

2. Could it be that you are not managing your pricing correctly? Are you coming out of the gate based on a bucket concept and pricing everything at X amount under market? Are you failing to shoot the moon on a few select units for x number of days before you drop your pants?

3. Could it be that because you wait so long in the life cycle to reduce your pricing that when you get to about 50 days you have to give all the gross away rather than giving a little away over a period of time?

4. Could it be the inventory you have is not the inventory that people are willing to pay the price for? If there are 300 Nissan Altimas in the market and you stock lots of Altimas, do you really think you’re gonna make any money when the market is over saturated?

5. Could it be the stuff you are buying is like an impossible dream? Are you buying 2011’s with 25,000 to 35,000 miles on them? Really? The only way you’re gonna sell them is to give them away, eroding more average gross profit.

6. Could it be that you and/or your team really don’t understand "Life Cycle Management," and the powerful impact it has on gross and volume?

7. Could it be that the team doesn’t get "Return on Investment" and what it does to the bottom line?

8. Could it be that you are stocking cars that are way too expensive, so you end up competing with your new car business and selling them at little or no gross just to make them go away?

9. Could it be you are not tracking "GAP," which stands for "Give Away Profit." GAP is the difference between the Internet asking price and the transaction price? If you aren’t tracking GAP then how are you to know who’s selling your cars and trucks for less than what you have them priced on the Internet.

10. Could it be you’ve done a lousy job of teaching the sales team to sell the value of your product and your store?

11. Could it be your used cars spend the best days of their shelf life tied up in service and recon?

12. Could it be your presence on Auto Trader and your website is just so, so? Very few pictures, lousy pictures or no pictures.

13. Could it be your management team is living in the past and waiting for the good old days to return?

14. Could it be your management team isn’t really a team?

15. Could it be you haven’t done a "lot walk" since Hector was a pup?

16. Could it be you have gotten too smart to do a "save-a deal" meeting every morning and gross is impacted negatively because F&I takes the easy route of cutting the deal?

17. Could it be your purchase strategy is called "buy that late model stuff cause it’s easy?"

18. Could it be you let a lot of nice trades get away from you because either (A.) your managers won’t step up or (B) they wholesale them because they feel the service department is ripping them off?

19. Could it be you have aged units and when you dump them they kill your overall gross?

20. Could it be the deal is screwed up before it ever gets a chance to be turned over to a manager and/or the managers just aren’t taking TOs?

21. Could it be you need to get your mind in a place to think about what it could really be?

22. Could it be you need to go look in the mirror? Nah, it’s George W. Bush’s fault. That’s all I’m gonna say, Tommy Gibbs

If you have been reading my newsletters and emails then you know I totally believe we have to change the way we have always done this business.

I frequently rave about CarMax because more often than not they outsell everybody in whatever market they are located. And, they don’t do it the old fashioned way.

One of the things that sets them apart is they show reconditioning as a line item on the financial statement. For most of you that’s way over the top when it comes to making changes so I’m not even going to get into it. I know you don’t want to hear it.

Today’s subject is about some changes the industry needs to address as we move into the most competitive environment in the history of the automobile business.

In order to determine how much you and I agree or disagree please take this little informal survey. You don’t have to click anything. Just click it in your brain.

1. Has average gross profit per unit gone up or down in the last 5 years in your used car department?

2. Do you think used car average gross profit will be trending up or down nationwide over the next 5 years?

3. Is it becoming more challenging to keep your expenses in line?

4. What do you think will happen to your bottom line if average used car gross keeps coming down and you maintain the same used car volume?

5. If your grosses have come down, what role do you think the Internet is playing in the equation?

6. Do you think most dealers are using a pricing tool like vAuto?

7. If you could get more of the right inventory is it likely your volume would go up?

8. Do you often get outbid at the auctions by the likes of CarMax?

9. Do you think that if you had an advantage with the pricing from the service department to the used car department that you would be in a better position when it comes time to acquiring vehicles when appraising or buying at the auction?

10. Can you agree that more often than not volume has a greater overall impact on the bottom line than improving the average gross profit?

I’ve just used mental telepathy to conclude the following from your answers:

Expenses are going up, gross is going down and the only way to generate a substantial bottom line is to do volume? Did I get it right?

In order to do volume in used cars you need to have a "costing advantage." By "costing advantage," I mean what’s added to the car once you get it which includes packs and reconditioning. To have a costing average you have to re-think your packs (which usually gets down to pay plans) and most important what you charge the used car department from your shop.

If you review history you know that the reason dealers added packs and charged full retail from the service department to the used car department was because sales managers worked from cost up.

In the good old days sales managers had control over gross so you could nail them with high charges all you wanted. They still got the gross you needed and you could put the money from Parts, Service and Packs in your other pocket.

This is no longer true as your sales managers no longer have control over gross as they once did. That’s why dealers are more and more becoming one-price dealers and saying "no" when the customer shows up and wants a discount.

If you’ve already dropped your pants on the Internet with a price designed to get them to show up then you have nowhere else to go. So, without saying they are a one-price dealer, many dealers are taking a tougher stand as well as changing sales people’s pay plans to match their new found pricing and marketing.

I predict within due time more dealers will become more like CarMax and not pay sales people or managers on gross. Remember as we move more towards a once-price concept the skill and pay level of the "desk managers" will be much lower than today’s market.

You just got through agreeing with me that average gross will continue to come down. Then you have to agree that the only way you will win is to increase volume. The only way to increase volume is be able to acquire more cars. Am I repeating myself?

In order to acquire more cars (like CarMax) then you have to have a costing advantage when you go to the block or your front door. So, whichever dealers can figure a way to reduce the cost to the cars once they acquire them will win.

They will win because they have more of the right cars to sell and because they will have a pricing advantage over the competition. And, no doubt they will be pushing more volume through the shop.

I believe the reality is the overall shop profits will ultimately go up for these forward thinking dealers. As the shop profits go up they can sell their cars for even less gross due to the overall volume they are doing.

That last sentence may be a stretch but the rest of this is not. I have never been so sure of something in my life as what I just shared with you.

Another little side bar of this is if you have a cost advantage it only stands to reason you will trade for more cars. If you trade for more cars you will have more new car customers coming back to you for service after the sale.

As you may know the hours per RO for a customer pay ticket comes in at 1.7. The average hours per RO for a used car ticket is 4.0. I can tell you that nationwide service departments still don’t know who their best customer is. They say they do, but they don’t. Their actions in terms of how they treat the used car department speak louder than words. By and large most dealers/owners will not explain to the service departments whose name is on the sign.

So, what’s the conclusion of all this madness? There has to be a better, more efficient approach to the charges from the service department to the used car department. "Status Quo," needs to turn into "Status No."

I know a lot of really smart new car dealers and I know that somebody is going to figure it out. If you don’t, and you don’t do it soon, others will and when they do, you will find yourself wishing you had.

You can do it CarMax’s way, or you can do it your new way, but you can’t do it the old fashioned way. The pain of change or the pain of regret. You’re going to have one or the other and the cool thing is you get to pick. That’s all I’m gonna say, Tommy Gibbs

The All-Star baseball game was played on Tuesday night with the National League defeating the American League 8-0. For baseball it’s referred to as their mid-season break and it determines the home team advantage for the World Series. 

It’s sort of the same way for you. You’ve just passed the half way mark in the business year and I’m wondering how many of you and your team members have made the All-Star team? To determine if you’re an All-Star you have to certainly look at some numbers. So how are they? Parts and Service up? New Car sales up? How about total new gross?

And of course you know I’m going to ask you about your used car numbers. Are volume and gross up in used? Has your team jelled over the last 6 months? Are your key players showing good leadership and performing like All-Stars?

Here are 6 elements necessary to be an All-Star:

1. Hustle, Hustle Hustle-When I think of baseball and hustle I can’t help but think of Pete Rose. His nickname was "Charlie Hustle." As a player Pete was the epitome of the word hustle. That is the mindset you need to be successful and move your business to the next level.

You have to be determined to out-hustle the other guy, gal or business. The great thing about hustle is that it requires no God-given talent. It just requires that you want to do it. So maybe you’ve not been hustling as hard as you should. Let’s hustle a little harder. Let’s dive for some line drives. Get with it.

2. Have a Game Plan-Nothing happens without a strategic game plan. The plan has to be well thought out. A solid plan requires research, time and talking to others. Those around you see and know things you cannot possibly know. It will surprise you what you can learn from people you would normally discount as not being important or having much to offer.

Your plan should be constantly developing, growing, expanding. Adjustments are a part of the game. Those who can adjust to the changing conditions increase their chances of winning. Put the plan in place and be ready to make adjustments. Every one of those players in the All-Star Game took batting practice before the game. Part of your batting practice needs to be to look for ways to tweak your game plan.

3. Think Fast-Think fast and move fast should be your motto. Decisions and changes need to be well thought out. If you’re "up early and stay up late" you can make fast decisions that will bury your competition. In baseball, even if your team has weak areas, speed can overcome a lot. Think fast, be fast.

4. Increase Your Communication-Communication starts by listening and responding. It takes a combination of meetings, memos, emails, and phone calls to distribute information. The keys are updates and progress reports. The more information you share with your team the more progress you will see and the more your team will develop. 

The more the team develops the more wins you get. There’s a lot of communication going on in a baseball game; signs, signals and meetings on the mound. You can never communicate the game plan too much or too often.

5. Get Back to Empowerment– Years ago, automobile dealers took a page out of the airline book of customer satisfaction by allowing staff members to make on the spot decisions to satisfy customers. Our policy for years was if the customer asks then the answer is "Yes."

That’s not to say that you don’t need to have limits, but you must empower your people to "just handle it." Nine times out of ten you’re going to do it anyway, so let them handle it in the trenches. If you have talented players sometimes you have to turn them loose.

Talented base runners are often allowed to steal on their own. The coach lets them use their God-given talent. Yes, they get thrown out once in a while, but people have to make some mistakes in order to learn and get better.

6. Pick Up The Intensity-When you combine Intensity with Hustle it’s almost impossible not to become an All-Star. There’s nothing magical here. Intensity separates the winners from the losers. It gets down to the teams who are moving ahead vs. the ones who are stagnant. How much are you willing to separate yourself and your business from the competition? Show me a laid back baseball player and I will show you a player who didn’t make the All-Star Team.

Hope you made the All-Star Team. That’s all I’m gonna say, Tommy Gibbs

So, feeling kind of smug these days about your new car business? Production is up, inventories are better and you’re selling more. Ford’s doing well. Chrysler, Jeep and Dodge have never been better. GM has some great products. The imports are getting back to full capacity. Incentives are starting to crank up. Luxury vehicles are doing well as those with money are starting to turn it loose.

Nice time to be a new car dealer isn’t it? Is the new car drug giving you a nice high? Feeling really good aren’t you? I’m thinking your new car drug addiction has gotten a grip on you once again.

I wrote an article a few years ago about new car drug addiction. Many of the points I made in that article are starting to once again come full circle.
New Car Addiction can be a serious problem. Many have beaten this addiction, at least temporarily, but it’s on its way back into our business. 

New car addiction tends to take total control of the brain’s actions and leaves the user in a state of confusion, and more often than not, with a poor bottom line. Yes, you can make money with new cars, but you make even more when your team understands how to get new and used to work together in harmony.

CNN reports that hundreds of dealers suffer from new car addiction every year and have been known to do almost anything to fuel the habit, including increasing their floor plan limits when the drug pushers (your new car franchise) offer them special deals to take more of the drug in order to support this addictive habit.

During the last few years, many of you, out of necessity, have created a serious focus on used, fixed and expense reduction. Many of you have made the most money in the history of your business by getting off the "hard stuff." You should be fearful of the temptation of sniffing new car leather. New car leather has a special chemical in it that excites your "ego cells" and the next thing you know you can’t even spell "uxed kars."

The new car addiction is knocking on your door and your ego is screaming at you to climb up on the roof and shout "I’m number 1 in new cars sales, I’m number 1 in new car sales." What you should be shouting is "I’m number 1 in new cars sales, the factory loves me, but I ain’t making any money."

I stated in my past newsletters that there is nothing really all that new out here in the world of information found in cyberspace and beyond. Most of the things I write you already know. There are probably some things I write that annoy you because you already know them, and you don’t like to be continuously told something you already know.

I understand that feeling, but if we are honest with ourselves we all know how easy it is for the "Evaporation Factor" to kick in. The next thing you know you are wondering what the heck happened to all the good disciplines you know to be true.

So one last time; you’re going to be tempted to fall back into an addictive "New Car Drug" mode. You’ve come a long way, you’ve seen the light and the light is used cars, fixed operations and expense control. Don’t stumble back into the dark world of addictive "New Car Drug" abuse. That’s all I’m gonna say, Tommy Gibbs

I just got back from speaking at the Virginia Auto Dealers Association Convention held at the Ritz in Amelia Island, FL. I was originally scheduled to fly over on Sunday, but with Hurricane Debby lurking off the Gulf Coast of Tampa I decided to drive over at the last minute. It was a rough trip, as it took me 6 ½ hours to make what is normally a 5 hour drive.

Even with the bad weather they only had one dealer not make the trip and it was because he flies his own plane and thought better of flying into a hurricane. He’s a very good decision maker.

The three speakers on the agenda for the Monday session were me, Mark O’Neil from Dealer Track and Scott Painter from True Car. Interesting group wouldn’t you say?

Prior to Dealer Track, Mark O’Neil spent a number of years at CarMax and was a key innovator in the development of what CarMax is today.

You may also be aware that Scott Painter has been on the hot seat over the last year with dealers, state associations and regulatory bodies over the True Car approach to selling cars. True Car has made major changes in its program, and has hired a number of experts to help fix what’s wrong. They have also added an advisory board filled with some of the top experts in the field to assist them with their mission. I don’t think they have it figured out just yet, but you have to give them credit for getting "humbled up" and trying to right the ship.

Mark and Scott are excellent speakers and handled themselves well. Going from their speaking delivery to mine was like going from sitting through a Catholic Mass and then walking outside falling into an all day Southern Baptist Revival under a big tent. A bit of a contrast to say the least. I’m not saying that’s a bad or good thing either way. Just different.

The title of my presentation was "The Past, The Present and The Scary Future." Most of the focus was on the scary future. (The is a presentation your 20 Group or state association needs to hear.) When you shake it all out, the common theme by all three of us was that the consumer wants you to simplify the selling process.

They want to do more of the sales process online. They want a simple app they can access on their portable device that will allow them to select the car they want, and the price and payment they want to pay. They want it now and they want it fast. (Isn’t that what we all want?)

Now for the really scary part. Someone, maybe you, is going to figure out how to get it done. When it’s finally done it’s going to turn the automobile world upside down. Did you know that the new app "Draw Something" had 12 million users within the first 10 weeks? Apps are here to stay and they are growing at a pace that boggles the mind.

Recently one of the more forward thinking public auto groups purchased 7,000 iPads for their employees. Do you think they see the future? How about you? So, at your business today how many of your staff members have a company furnished iPad? I doubt I’m going to get very many responses on that one especially since, believe it or not, some of you still don’t have computers on the desk of every sales person.

If almost all products and services can now be sold online through the use of a mobile device what makes you think that automobiles will be an exception? Is it the new car smell that’s missing? Someone will figure that out in the not too distant future as well.

You can be a leader or a follower. Leaders take chances; they move forward and that’s why they win. Followers sit on their hands waiting for the next great thing to happen. By the time followers try to get on board, the train has already left the station.

Go Angry Birds, that’s all I’m gonna say. Tommy Gibbs

Without exception I have multiple conversations each week with dealers and managers about how to avoid wholesale losses created by dumping inventory in the wholesale market as they have aged out.

The first point I always make when this conversation comes up is that if you have cars aging on you and you are dumping them in the wholesale market and losing money then you are totally on the wrong path. If you are paying attention to the right things and if you understand that you are in the retail automobile business there should be very few units you blow out and lose money on. It’s about retailing cars before they get to the end of the cycle.

5 Keys To Eliminating 99% of Aged Units and Wholesale Losses:

1. It starts by selecting the right inventory. Unless you are an exception to the rule, most of those aged units are purchase cars. Therefore, you are obviously buying the wrong stuff. I continue to be fascinated at how many overage cars have been purchased from the likes of Enterprise Rent-a-Car. If you were using tools like vAuto, Auto Trader and Auto Count USA then you wouldn’t be buying some of that stuff that’s killing ‘ya.

2. Tackle my "Life Cycle Management" concept like your life depends on it, because it does. You will never get your inventory under control as long as you allow all units to have the same number of days on the shelf. You have to identify and acknowledge what each car is on day 1 not day 61. Can’t you spot a Zebra in a herd of horses? Acknowledging what you are dealing with is a major step towards improving your used car turn and eliminating problem cars. Why is it so hard to understand that your most profitable car is a 20 day unit and that it goes down in value every day it sits after that?

3. Making smart and quick decisions on trade-ins you bury yourself in. Happens all the time. You step up for whatever reason, but since you don’t use "Life Cycle Management" you treat these units just like every other unit. Look Einstein, if you buried yourself in it on day one it’s only going to get worse. The best thing you can to is price that unit below market and make it disappear.

4. Don’t get too excited about a successful short term run. It will kick your butt every time. Stop it. All of a sudden you have a strong 30 day period when you sell 10 XYZs. For whatever reason they were hot. So, what do you do? You run out and buy 20 more of those bad boys. And guess what happens? They sit and they sit. And now you have some more huge wholesale losses staring you in the face.

If you go back and analyze those first 10 you popped out like hotcakes you will probably find something unique and special about those units. Might have been miles, might have been color or it might have been the price of gas during that stretch that influenced those sales. I’m not saying you shouldn’t get excited and try some more of those hot babies, but you need to be smart enough to keep your enthusiasm under control. You have much more control when you take them in small doses rather than choking yourself to death.

5. Understand that you are in the retail business. I mentioned this briefly back in the second paragraph. You need to make sure you are pricing your cars to market early enough and attractive enough to find a retail buyer early in the life cycle. In most cases, if you analyze your aged units you will discover that for whatever reason you overpriced them too long. Key words here are "too long." Sure you might have them priced correctly now, but they are now stale, the sales staff knows they can’t make any money on them so they walk around them.

Bullet point five takes me to my favorite subject CarMax and the reference in the title of this article to 99%. The quote below is directly from CarMax’s 2012 Fiscal Year Annual Report:

"Our proprietary inventory management and pricing system tracks each
vehicle throughout the sales process. Using the information provided by this system and applying statistical modeling techniques, we are able to optimize our inventory mix, anticipate future inventory needs at each store, evaluate sales consultant and buyer performance and refine our vehicle pricing strategy. Because of the pricing discipline afforded by the inventory
management and pricing system, generally more than 99% of the entire used car inventory offered at retail is sold at retail."

Re-read the last sentence. Has it sunk in yet? It’s all about figuring out how to retail a car. They retail 99% of what they put on their retail lot. They figure out how to find a retail buyer. When you are retailing your retail pieces you don’t have to worry about aged units and wholesale losses. That’s all I’m gonna say. Tommy Gibbs

Last week’s article was a discussion about the percentages you should be shooting for as a percent of profits to sales dollars. If you are not familiar with the terminology, it is a math formula using the total sales dollars achieved by the dealership vs. the total net profit.

Sales dollars are sometimes referred to as gross sales. The standard in the industry for years has been to try to achieve a 2% profit relative to the sales dollars. If you’re not in the automotive business you would think that’s a really small number. And you would be right; it is a very small margin when you get right down to it, especially when you consider the risk and the amount of effort it takes to make a profit.

What I basically said is that if you are in the 2% range today you are treading on unstable ground. During these good times you need to be more in the 4 to 6% range so that you would be able to maintain the old standard of 2% when the crap hits the fan.

Well, well, well…wouldn’t you know it just as soon as I put those numbers out NADA came out with a study that said something different, or did it? One of my clients emailed me the information and the bottom line is the numbers said that thru April YTD that the dealer average is 2.45% for all dealerships and that for the Best In Class, the top 20%, the numbers were 4.73%.

So, was I out in left field when I said last week you should be in the 4 to 6 range? That would be a big fat no I wasn’t. I was dead on. (Gloating just a bit sitting here.)

The current 2.45% is an average for all dealerships. It includes the best and the worst of dealers. Surely there are some well above 2.45% and some way below. So, can’t we safely assume that some are in the 4 plus range?

The numbers also indicated that the best performers are averaging 4.73%. Same deal here. Some are going to be a bit below and some a bit higher. So it stands to reason that some would be close to the high end of 6%. (I win, I win, I win.)

So, let me cut to the chase for you. One thing I know to be true is that if you are reading my material you are not of the mindset to be average in anything. My newsletters are not about being average. You are not about being average. You are about being the best you can be and doing everything you can to excel and grow your business.

6% may be a stretch and may not be realistic for you for whatever reason. There are always unique sets of circumstances that have to be dealt with. But surely you can move from the number you are sitting on today to some higher plateau? 
There are three things you have to ask yourself: 
1. Where are you today? 
2. Is your number moving north or south? 
3. What are you going to do about it if it’s moving south?

I fully realize everyone reading this is not in a position of Dealer, GM or Owner Operator, but everyone reading this is in a position to influence the bottom line of your organization. There are numbers you should be looking at and seeking to improve.

If you don’t know where you’ve been, and if you don’t know where you are, you surely don’t know where you’re going. It doesn’t matter if you’re selling cars, widgets, real estate, insurance, software, advertising, parts or service.

I’m confident my spin on the numbers from last week was correct. But what if they weren’t? Did the fact that I brought it up cause you to at least peek at yours to see where you are? I win, you win, we all win. That’s all I’m gonna say, Tommy Gibbs

Hurricane season is here and you will often hear the National Weather service issue a Hurricane warning. I have a new one for you. "This just in from the National Auto World Service: Warning, the winds of success are subject to change."

We’re 5 months into the year and you’ve done pretty darn well. Many of you have had record months. As we all know, it’s easy for complacency to kick in and with it a certain amount of self-assured confidence that you are a rock star, on a roll and you can do no wrong.

I’ve reminded you in the past that dealers make the most money when they are coming off of tough times. The reason for that is pretty simple. When things are tough, dealers get back to the basics and grinding it out. As business gets better they are in a great position to make a lot of money because they have cut all the fat out. But the better and better business gets, dealers tend to add this and that to the expense line and get further and further away from the basics.

Gross profit can cover up a lot of sins. (Can hide the wind.) The really smart dealers recognize the trend and look for opportunities to go from 2% net profit of sales up to 4 to 6% or more. It stands to reason that if you can get the percentage up during the good times then in the worst of times you can still maintain the 2% plus numbers.

If you are currently in the 2% bracket or less then you are missing something somewhere and need to re-evaluate your operation and do what you have to do to get it fixed.

There’s also another storm on the horizon and that’s the upcoming elections. If you check history you will discover that as we move closer to the November elections the buying public will start to tighten up their purse strings due to uncertainty that goes with the elections. There is no way of knowing how the economy will react regardless of who is in office. Uncertainty causes people to sit tight with their money.

A slip in your disciplines can create major damage to your bottom line. Keeping used vehicles 45 to 60 days and beyond (talk about a serious hurricane on the horizon) means you are not selling in "today’s market." Never forget that a car that you have owned in excess of 45 days is not going to make you the kind of serious money that a fresh piece would.

Realize that another dealer is buying or trading a similar vehicle today for less money than you have in yours and they therefore can sell it for less and make more money on it than the one you’ve been sitting on. Some of you are starting to think you can hold inventory longer than normal. Shame on you if you are keeping vehicles past 45 to 60 days. The days of carrying units 60 plus days are over.

Let’s review this Hurricane Warning in the simplest of terms:
1. Stick to your basics
2. Don’t get stupid with your expenses
3. Keep the inventory turning
4. Get your profits into the 4 to 6% of sales bracket so when it gets tough you are no less than 2%.

Warning over, that’s all I’m gonna say, Tommy Gibbs

 

 

If you have half-a-brain, and I know you do because you read my material, you know most ideas are not all that original. The vast majority of what you read and learn are either a re-work, re-stated or borrowed from someone else. I’ve probably had 10 original ideas in my lifetime and that may be a stretch.

The older I get the more I enjoy learning. I’ve decided the next time someone asks me what I do for a living I’m going to telling them "I learn." That’s what I really do. I’m always trying to learn something. My brain is constantly reviewing information either through reading, communicating with others, observing, or from wherever information comes from, into my mental hard drive. I have a fear of being left behind and I don’t like the view from the rear.

I’m going to be discussing and commenting on what’s commonly known as the "Four Stages Of Learning" plus two others that I know you have never heard of because I made them up. I don’t know where the first four originated, I just know I stole them. All six stages of learning apply regardless of the application. They can be applied in sports, business, social activities, and life in general.

1. Unconscious incompetence-The individual does not understand or know how to do something and does not necessarily recognize the deficit. The individual must recognize their own incompetence, and the value of the new skill, before moving on to the next stage. The length of time an individual spends in this stage depends on the strength of the stimulus to learn. The more time they are willing to spend learning the skill or activity the faster they move to the next stage. Example: You decide to take up golf so you go out to the driving range, whack at a few balls. 1 out of 10 you make great contact, but you have no clue what you’re doing. You know you love the feeling and you know you want some more of it so you keep returning to the driving range and/or play a few rounds of awful golf.

2. Conscious incompetence-Though the individual does not understand or know how to do something, he or she does recognize the deficit, as well as the value of a new skill in addressing the deficit. The making of mistakes can be integral to the learning process at this stage. Example: After going to the driving range for a while and playing a few rounds you begin taking lessons with a golf pro and quickly realize how little you know. You observe others either at the golf course or on video, etc. and the realization of how much there is to this game starts to sink in.

3. Conscious competence-The individual understands or knows how to do something. However, demonstrating the skill or knowledge requires concentration. It may be broken down into steps, and there is heavy conscious involvement in executing the new skill. Example: More golf lesson, more golf rounds played and you are starting to understand the integral parts of the swing. You haven’t mastered the swing yet, but you are starting to strike the ball more consistently especially when you think it through. It’s not automatic, but your skills are improving as your knowledge starts to grow. This can be the most frustrating stage of the first four. You still have to think about it. When you do your results are much better and when you don’t you want to throw your clubs in the lake.

4. Unconscious competence-The individual has had so much practice with a skill that it has become "second nature." and can be performed easily. The individual may be able to teach it to others, depending upon how and when it was learned. Example: You’ve now repeated your golf swing enough times, played enough rounds, attempted enough different types of shots that you can break par or better and have reached a very competitive level. You no longer have to think about the elements of your swing, you just do it. The physical and mental muscle memory is locked in.

5. Competent Incompetence-is the most dangerous of the six. It’s when you have years of experience, know your stuff and have become convinced you have nothing else to learn. Your success has convinced you that you are "the man," (or woman) and you are done learning. Seeking more knowledge is the last thing on your mind. What got you to where you are today is what you think is going to keep you where you are and beyond.

6. Learning to be competent-this stage never stops. It’s a life long journey that keeps life interesting and challenging. You know that learning is a journey, not a destination. (That would be you and I.)

The most successful people at any skill, business or activity are the ones who continue to do two things:

1. They keep going back to the basics
2. They continue searching for answers even when they think they already have many of them.

What stage are you in? I’m in the "Learning To Be Competent" stage and I hope it never ends. That’s all I’m gonna say, Tommy Gibbs