It’s Not About Being Fair

You may have heard these numbers by now, but just in case you didn’t I will share them with you. Last year there were 15.6 million new cars and trucks sold in this country. That’s a number you have probably read a lot about.

A number that you’ve not heard much about is the 41.9 million used that were sold.

Both numbers are up from 2012. Actually over a million more new and a million more used were sold in 2013 than in 2012.

Here’s the breakdown of the 41.9 M Used:
New Car Dealers: 15.7 M
Independent Dealers: 14.2 M
Private Sales: 12.0 M

Did you sell more used in 2013 than you did in 2012? If you didn’t, shame on you. If you didn’t, have you come to the realization that the market was there and you weren’t?

Regardless if you were up or down last year, your goal should always be to get more than your fair share. I can’t define “more than your fair share.” Only you can do that by taking a look at your total used car market.

Here’s a reality check for you. Average gross profit per unit sold continues to come down. With grosses coming down and expenses going up, can’t you see that at some point you’re going to find yourself in a “trick bag?”

You will only stay out of the “trick bag” by doing more volume and getting more than your fair share. Let the unfairness begin. That’s all I’m gonna say, Tommy Gibbs