So many insights.

So many blogs.

If you are running a dealership what's most important?

Making decisions about what may sell?

Or making decisions about what will sell?

Dealerships are in a unique position to test their inventory and pricing hypothesis on a daily basis.

If you get 10 leads on a car and two people walk in to the dealership and both have been provided a Bill of Sale and no one buys, is it the salesperson, management or the car's fault?

Running a dealership effectively means keeping a constant pulse on the flow of ups and inventory in your dealer management software. It means keeping tabs on what needs to be sold, what needs to be negotiated and what simply need to go bye-bye.

Does anyone turn 100% of their inventory month over month?

Is it possible?

Probably not. But it's great to set that as a goal.

It doesn't matter if your inventory is priced too high or too low.

It doesn't matter if the car is mint.

What matters is: Is this a desirable vehicle in my dealerships market?

How do you know if something is desirable?

If you're a franchised, you're essentially grandfathered in with some desirability. It's up to your managers to build vehicles with the specs and colors they are likely to buy.

Silver, Black, White.

Black interiors.

Want to be adventurous with odd builds and buying luxury vehicles without navigation and backup cameras?

Don't.

What matters?

Asking customers.

Asking your sales team.

What doesn't matter?

Asking other dealers or your Wholesale rep or your manufacturer rep.

Their opinions are biased towards you buying any car in serious quantities.

One store can sell 50+ units month after month of the same year/make/model.

Your store will struggle to sell 20 units.

Is it you? 

Maybe.

Sell what's desirable.

Sell what grosses.

Manage what matters.