Did you watch the Super Bowl on Sunday, February 5, 2017 between the New England Patriots and the Atlanta Falcons? Even if you didn’t watch it, for sure you’ve heard about it by now.

If you watched it on TV did you see the look of desperation in the eyes of the Atlanta players and coaches late in the 4ith quarter and during the overtime?

Did they look confused? Did they look lost? Did they look like a team headed for the wrong side of the biggest comeback in sports history?

The winner and loser of this game wasn’t based on any one play, one penalty, one catch, one fumble, one interception, one sack or one call from the coaches’ box.

It was based on preparation, experience, and a bunch of little plays along the way.

Your used car business is the same deal. Dealers and managers often have that look of desperation on their faces when they haven’t prepared well, don’t have the right experience and miss a bunch of little things on their way toward age inventory, wholesale losses and low grosses.

You have to decide if the pain of preparation and doing the little things every day, is better than the pain of regret that you will have by not doing so. Winning and losing is based on a lot of little things.

You get to pick. That’s all I’m gonna say, Tommy Gibbs