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Strategies & Market Trends : ajtj's Post-Lobotomy Market Charts and Thoughts -- Ignore unavailable to you. Want to Upgrade?

To: ajtj99 who wrote (46353)	12/11/2021 9:17:05 AM
From: robert b furman	4 Recommendations Recommended By ajtj99 Hayduke Lou Weed Sun Tzu Respond to of 96765

Hi AJ, The old inventory slang saying: "Turn and earn". My partners always worried when I would get my used inventory up over 2 million. Then I would show them that I was turning it 14 times a year. Computer tracking of every used vehicle available over the internet and classified ads really helped me quantifiably know what to pay and where to price it so it was competitive. I was an early adopter of those software services and it made me a better buyer and a higher volume used operation compared to some bigger urban dealers. The good ole boy who was using the traditional "Just add $4,000 to your cost" and hope it doesn't get overaged never knew what him them. Hard to believe but there still is a lot of that out there. Knowing you were the most competitively priced and could prove it made selling used cars fun again. We don't price them to negotiate, we price them competitively so they sell. Those hard nosed or smart and informed shoppers rolled over like puppy dogs when you'd say that to them. They knew you were telling the truth. they hesitate for 5 seconds and say OK write it up! After I used that line, I'd just be quiet. In sales very often the next person to talk after a strong close, usually buys. I truly loved selling cars. When done correctly, a person built a clientele of repeat business. There are so many poor car salesmen out there, when an informed buyer found a salesman that knew his product, they become loyal. Having come from the factory and in the service department initially, I came with extensive product knowledge. I had quite a few geologists/oil engineers who lived in Kingwood. They'd call me and get an appointment to make a sold order. Those engineer types loved to ponder every option. When we were done specing it out, I'd put a big smile on my face and tease them laughingly "now you have to tell me what color you want. It was always the hardest decision for them to make. There was no reason for a color other than preference, it would kill them to decide. I always got tickled at that, and they knew it. I'd always say just before they would tell me the color, "Now remember I charge $50.00 for every color change. They'd bust out laughing and nervously indicate their preference. I'd have the entire family buy vehicles from me - it was truly fun to watch families grow in age and size. Business can and should be fun. Buying a shiny new truck or car should be fun and exciting - it is when done right! As you can tell, I do miss it in retirement still. Bob