I’ve written several articles of late talking about how dealers have benefited from the law of supply and demand.
Let’s think about this as two legs of a three-legged stool.

The third and most important leg that I’ve not discussed is “smarts.”

Archie Manning of the famed quarterback family holds a quarterback training camp each summer.
Archie says, “The best advice I try to give to a young quarterback is you need to know what you are doing because if you know where to go with the football, you can get rid of it, and throw it, and you won’t get hit.”

And that’s where your smarts have played a bigger role than maybe even you have given yourself credit for.
Knowing where to go with the football has played a far bigger role in your bottom line than many have acknowledged.

Today’s dealers are smarter, and because they are smarter, when the law of supply and demand balanced itself, the smart dealers have made the most money in the history of their businesses.
When you combine the amount of data available to dealers today and the intellect to understand it, then you have figured out where to go with the football.

In the long term, knowing where to go with the football makes you a lot more money than a favorable law of supply and demand ever could. Supply and demand will not always be in your favor.

Being smart will.

You’re not just winning because you got lucky. You’re winning because you’re smart. Stay smart. That’s all I’m gonna say, Tommy Gibbs