Did you ever wonder why you can’t achieve and maintain maximum success in your used car department?
When you analyze it you have a pretty good inventory. You’re not short on operating capital. The amount of space you have is ok and most of the management staff seems to have a pretty good understanding of the importance of having a good used car department. You have great software that you use to stock and price your inventory and you do a nice job of reconditioning your inventory.
So what could it possibly be?
I’m gonna tell you.
Are you ready?
Are you really ready?
Here it comes…hang on.
I’m gonna tell you.
I won’t lie to you.
I have the answer——“nobody owns the department.” It’s that simple.
Until you or somebody takes ownership, it ain’t gonna happen. I realize every dealership has some restrictions on the amount of management staff that can be allocated to any one department, but far too often used cars are an add-on for someone on the team.
Maybe it’s sorta the GM’s responsibility.
Maybe it’s sorta the GSM’s responsibility.
Maybe it’s sorta the Desk Manager’s responsibility.
Maybe it’s sorta the Sales Manager’s responsibility.
Maybe it’s sorta the combination used car manager/sales manager’s responsibility.
See what I mean? Nobody owns it. Yes, the duties of a used car manager today are far different than they were 20 years ago. There are some situations where we are asking some “used car managers” to do things they don’t have the skills to do. Just because someone understands the wholesale market doesn’t mean they understand the retail market.
When somebody owns the used car department they come to work every day on a mission:
On a mission to make it happen.
On a mission to get people excited.
On a mission to ensure units aren’t aging.
On a mission to get units through the system.
On a mission to make sure the inventory is turning.
On a mission to get cars online and on the line ASAP.
On a mission to build a team that gets after the used car market.
On a mission to study the best of the best and make the department the best it can be.
On a mission to identify and have a strategic plan in place to make the problematic units go away.
On a mission to sell everyone on the role the used car department plays in the overall success of the dealership.
Who owns your used car department? That’s all I’m gonna ask, Tommy Gibbs