Inventory Is Up, Sales Are Down: The Math Every Used Car Manager Needs Right Now

Listeners and viewers, we told you last week we were going to really start connecting the dots and talking about that first deal being the best deal.

And what Papaw fired up about on that first deal being the best deal, man, we've had some folks drop the ball.

And, you know, one of the notes I wrote down, and this is really twofold.

You're taking notes? You're taking notes? Oh, yeah.

Yeah.

I can't keep track of the calendar, but I take notes.

Okay.

So one of the things I wrote down.

Okay.

So listeners and viewers, if you were a owner, dealer, principal, part owner, executive, One of the things that's easy to do is we kind of lose that finger of the pulse.

What's the pulse? Well, the pulse is the economic engine of our business, which is sales, okay? But equally the same, because I don't want to put it all on the ownership of a dealership I don't want to put it all on the executives or the general manager.

It works from the top down, but it also works from the bottom up.

So to the salespeople or BDC or sales managers or all points in between, entry level to ownership of a dealership, we should have our finger of the pulse from an ownership side, but we should also be overly communicative.

from the frontline troops that maybe some of the things that we're instituting from the top down isn't quite working.

And maybe we should communicate that back up to the ownership as well.

That's giving a finger on the pulse both sides to understand, because when we get that opportunity at that first deal, which is always going to be your best deal, you can't drop the ball.

Now, John, you've had two very scary situations this week.

Let's share with our viewers and listeners, pull the curtain back a little bit because it's in their wheelhouse to control.

Share with our viewers and listeners the unfortunate experiences that we unfortunately were in the middle of, or you were, as somebody referring business to a dealership.

And John, if I remember correctly, aren't referrals supposed to be the

best deals we get at a dealership? I mean, I can only speak for myself.

When I was selling, I worked hard to get them, right? Because they were, I mean, right? That word of mouth is...

I mean, really, I think it's even, maybe I'm wrong, but I mean, just because we talked about it before we got on, before we came on air, right? We talked about have times changed that much? I think with the avenues that are available nowadays with social media and everything, I think word of mouth is even more important than it was back when we were selling.

I could be wrong.

I mean, it was.