Maybe you think you do? With all due respect . . . I'm not so sure!!! Allow me to elaborate;

Instinct - Do you remember the day you were born? No, of course you don’t.

None of us were capable of a conscious thought at birth. However within the first split second of our life here on earth we learned our most vital skill; breathing. Soon we learn to focus with our eyes and (unfortunately for those around us) we learn to use our vocal cords and get attention – or better, food…. We do this by Instinct.

Courage - The younger we are, the more courageous we tend to be.

I remember when Teddy (2) and his older brother, Fletcher (7) were playing a game on the stairs. Piling up pillows and blankets at the bottom they would jump from each step climbing higher each jump. The distance was a lot further for Teddy to cover and inevitably landed outside of the “safe” zone broking his leg from 5 steps up.

His courage was ridiculous; fearlessly he would try everything and often break limbs.

One day I was working in my office when approx. 2 feet off the ground my son Fletcher, at the time 9, flew past my office window. We lived on the corner of a busy street. Fletch had just enjoyed a 500 yard down hill blast on his friends small motorcycle and had no idea how to stop. Thankfully he survived navigating through the traffic and down the opposite street finally coming to a stop.

Now years on at ages 17 and 12 I watch them shy away from a strong challenge in a soccer game or cringe at the thought of jumping in to a cold lake Tahoe.

Faith - How did you learn to swim?

Did you jump in a ragging river without a life jacket or were you gently introduced cradled in your mothers arms? Either way, as children we believe that we will be fine. We have faith in our parents, we have belief that everything will be ok because Mom or God or it says so. Over time our trust is occasionally challenged and tried. We store these instances and act more cautiously going forward. This is of course a good thing in some circumstances but dangerous when this is the rule and not the exception.

Who am I - I believe I am born with the knowledge and ability in me to be everything I want to be.

I believe it is all there for me and that the things I learn are actually reminders and not something I have heard for the first time. My ability to learn and grow consistently is dependent on my ability to know how to learn. There is nothing I can’t do if one day I will literally have the ability to create life and populate new planets. (don’t believe me?) Think I’m mad; we are already doing it. What are the limits to my understanding? What are the limits to my ability?

Why do I do the things I do? - Another reason learning is lighting fast from birth and then gradually slowing down is because our WHY we do things changes in priority and focus.

As a baby, my WHY in learning how to breath is pretty critical. As big a WHY as it gets. What is my WHY to be a starter on the football team, increase my income, make the inc 500 or simply support my family. Not as critical? Then you need to find a bigger why!!!!

SO - Why does our ability to learn and grow slow down from birth until we become old dogs learning no new tricks?

Each year;

Our INSTINCT turns to EXPERIENCE

Our COURAGE turns to FEAR

Our Faith turns to DOUBT.

How do we fix this?

We must reset and remap our sub-conscious through conscious thought process in goal setting, strategy and action. Identify and eliminate self deception.

This is a mindset process and it is an action process. Practicing mental and physical exercises until Instinct, Courage and Faith become the norm and not the exception.

It can be hard to hold on to why we do the things we do. Evaluate yourself. Swallow pride. Decide who you want to be or where you want to go. Set achievable but lofty goals. Have the courage to stick to your guns while recognizing changes in the landscape around you and being willing to pivot and adjust.

Bottom line - be willing to demand constant and never-ending improvement from yourself. This is the only way to perfection and achievement. 

76% of Car Dealers surveyed believe that advertising online, constitutes a digital selling strategy. 

As of May 2020, Carvana's as-soon-as-next day delivery was available in 261 markets across the USA. In Q2 of 2020, the company reported a 25% increase in vehicle sales, as a result of physical dealership sellers being closed as a consequence of the COVID-19 pandemic. Carvana had gross revenue of $1.12 billion, up 13% for the months April-June 2020. In 2019 the “Amazon of Auto” sold 177,549 vehicles and posted annual revenue of $3.94 billion, making it the third-largest used-car retailer in the U.S.

So, is it the beginning of the end of the road for the traditional dealership? No, it’s not, however, the threat of online sales will not go away, it will continue to grow. Is it a matter of, if you can't beat them join them? “No… Brady Thurgood, Carketa Inc Co-founder & CEO says, you beat them”.

“We are looking at this upside down, says Thurgood; winners don't focus on the opponent's strengths, they study them, improve on them, highlight their own unique strengths and get to work.”

What are the online retailers' strengths and how do we improve on them?

According to NCM associates staff, those strengths are User Friendly, Quality Photos, Customized Financing, Saving Time, and The Longest Test Drive. Which of these strengths can not be achieved by the traditional dealership? Sure, we may need to shorten the time it takes for price negotiation…. slightly… but everything else we can adjust to very easily… right?

Are these the only strengths of the online retailer's model? Let's dig a little deeper. Let’s consider the backbone of their operation and how they make it work? How do they convince a customer to buy a vehicle from a dealer 1000 miles away without them touching or test driving the car? How often does a traditional dealership sell a used car without the test drive? Even the idea of handing over a SSN number on the web causes many buyers to stop in their tracks, however, turn it over they do along with their hard-earned cash and their trust in the dealer and it’s vehicle.

Carketa Co-founder Jason Berry says “the online auto retailers have built their business on two solid blocks. The vehicle reconditioning process and the ability to show transparency, building trust, and confidence in their product through their vehicle condition report.” It's true that companies like Carvana have dialed in the Recon process; it is the key area of their business that enables them to ensure a quality product consistently and build their brand.

The traditional dealership has what the online stores don't have; the dealership. The building, the lot, the handshake, the smile, the popcorn and water bottles from the fridge, the service bay, the test drive, Saturday morning BBQ’s, the kids play area, the family, the personal touch, the experience. The full service.

To compete with this new wave, a dealership can stay ahead of the game by adopting early to the technology available in the marketplace today. Tools that will provide everything needed to perform the backbone operation of an online store will open new ways to market and speak to every kind of buyer, near or far.

“Carketa loves the car dealer, says Thurgood. We know they will work hard through any worldwide crisis or change in their marketplace and come out on top. What is needed to outplay the online retailer is the right process and best practices, marshaled by a solid cutting edge reconditioning tool. Add the ability to cast their nets wide, appealing to the distance buyers with the aid of a robust vehicle current condition report and the dealer is in good shape to take on this new way of transacting business.”

Volume or gross, it's a simple mathematical equation, and fair to say that it usually ends up with the same bottom-line results.

You could sell 100 units with an average of $2,000 gross profit, or sell 65 units at an average of $3,100 gross profit. Either way, you make $200,000 for the month. So, which do we choose? Which is the better fit for my organization?

The constraints and circumstances that have given us the for's and against's to make the decision have changed. The way our customers buy cars has changed. Social proof and influence have added their dynamic. No longer does one need to go without the other. 

In the past with my Dealership in England, if I wanted to sell more cars I would need to up my marketing budget. I would need to cast my net further and try to entice customers to travel further to buy a car. I would need to lower my profits and up my expenses.

Counter this today with online sales being more and more the cultural norm for buyers, I can sell further afield and deliver my car to customers I never had access to previously. 

Also impacting my enhanced ability today is the technology that helps me turn my inventory faster without the need to drop my price. Valuation tools that tell me which vehicles will turn quickly and what I need to buy them for to compete in my market and make my target profit.

I used to turn my inventory and capital 6 times a year - now the best dealers who really focus, discipline, and use technology to help them set in stone and stick to process are turning 12-15 times a year!!! What a HUGE difference that would have made for me.

Recon software that not only helps me to get my inventory front line ready quicker but also helps me sell it before it's even ready for sale? 

Current Condition reports that help me show transparency, generating trust so that I can compete with the bigger digital retailers.

Bottom line. I can now hit my target 30-day turn ratio for my inventory and I can still gross strong profit. 

NADA Academy students showed an average turn of 7.6 times per year or every 45 days across the USA. Successful NADA 20 Group members turned their inventory 12 times a year, or every 30 days. These figures were agnostic to volume or gross stores. The difference in the faster turning stores was the focus, discipline, and measurable, scalable buying, and reconditioning process. 

So how do we do that? How do we eliminate inefficiencies? Identify and fix roadblocks? How do I buy better? How do I lower and control my cost in recon?

How do I get my turn down from 45 days to 30? Take 30 seconds to click here to see how much more money your store would make if you focus on the right areas with the help of my friends over at Carketa. 

A Dealership selling 75 vehicles with $2500 gross per unit, 7.6 times a year earns $1,4m. By focusing on the right areas and turning 12 times a year the same dealership earns $2.25m.

Click here to see how reducing a few days of your inventory turn would increase your earnings.

Freezing cold, damp winter evenings attending car auctions in Chester, England will always hold a special place in my heart. The smell of meat pies, coffee, hot chocolate, and way too much Benson and Hedges tobacco, remains sealed in the deep fibers of my thick warm overcoat. 

The memory that holds an unwelcome place in my heart is fumbling through my 2-inch thick black-book, frantically looking for the value of a car with freeze bit fingers.

No advanced notice of sale giving me time to prep. No mileage adjustment built into my paper black-book. No condition report. No market data. Just my gut and a dumb youthful appetite for success. How on earth did I ever make money?

This leads me to think, how does anyone in the USA make money today without these tools? More so, how do they compete with dealers that do use them?

Here are the top 3 reasons I wish we had the technology we have today when I was buying cars in 1999;

1- The ability to know which cars I should buy. Today I would have the luxury of knowing how long it will take me to sell a vehicle I am considering buying.

If my No1 focus is the quick profitable turnover of my inventory, which it better be; I'd better start by buying the right vehicles. I need to buy inventory that I know will sell quickly. Appraisal tools like Carketa's tell me how long it will take to sell the vehicle I'm considering buying.

2- The ability to know how many vehicles are for sale in my defined relevant market and how many have sold.

Do I want to buy vehicles to sell in my market already saturated with the same make and model? Well, yes, if the demand is sufficient to ensure I can sell that car quickly. Or, no, if supply and demand are out of whack. This tool makes me look like a frikken PHD.... I wish.

3- The ability to know all of the market's comparable pricing including, current and sold prices.

Selling quickly is great but I still need to make a good profit!! How do I know what I should pay for a specific vehicle? How do I know what I should sell it for so that the most popular search on add platforms (lowest price) positions me where I want to rank?

There are many reasons I love technology. But nothing gets my attention more than the technology that helps me easily dial in the most important things in my life, add huge value and make it ridiculously lightning fast. 

The fact that these tools are now so affordable blows me away that every dealer doesn't use them. What a difference it would have made to my life in 1999. This would have truly tipped the scales.

Please get out of the 90's; don't be left behind and take a look at the options out there. The best one for me of course is Carketa's. How it uniquely works within the recon tool and helps to stay on top of price changes is fantastic!!

OK, so I'm biased! You would be also.... Just take a look.