I realize aged units are in the eye of the beholder, but for the sake of simplicity and this conversation let’s go with anything over 60 days.

If you are of a mindset that you’re not worried about them, I can’t help you.

Actually, you can’t be helped. You’re in a state of euphoria from the horseshoe you’ve had stuck in a magical place where the sun doesn’t shine during these unprecedented times. (I know that’s a ridiculously long sentence, but I like it.)

A bunch of hardheads will just delete this message, so let me serve up some suggestions for those of you who are still with me and sitting on the bridge peaking over.

The number 1 reason you still have those over 60-day units is price. There may be other reasons, but price is number 1. There’s a price you can unload that 75-day-old car for, but you haven’t gone there yet.

It goes without saying, but I’ll say it anyway; you are far better off selling a unit at retail for the same price as you would sell at wholesale, for all the reasons that you and I know.

Now you’re going to tell me you can wholesale that unit at a profit. Keep in mind we’re talking about a 75-day-old unit.

Rock star, my suggestion is to go ahead and take the wholesale profit on that bad boy (to be politically correct let’s go with bad girl too) and move on.

Maybe ROI doesn’t matter to you, but trust me on this, your ROI sucks on that unit whether you retail it at 75 days or wholesale it.

If you create a focus on those over 60-day units, that’s a good thing, but it won’t solve your problem moving forward if you don’t pay close attention to those units now between 30 and 45 days old.

They are coming. They want to jump over there with those already 60-day-old units. You need to be price conscious of those bad boys and bad girls.

My final suggestion is to be sure to identify problematic units on day one. Have a unique strategy for them and they will never see day 61.

Units don’t age on day 61. They age on day 1, because someone isn’t paying attention.

I’m giving you smart advice. Be smart.

That’s all I’m gonna say. Tommy Gibbs