Page 22 - Fall 2024

6. Personal Networks and Relationships Matter

Dealership managers often have extensive personal networks and relationships with wholesalers, auction
houses, and even other dealerships. These connections can lead to valuable insights and opportunities
that are invisible to a purely data-driven approach. There’s lots of knowledge out there. Be smart enough to
know what’s good knowledge and what’s not.

7. Gut Instincts Can Lead to Bold, Profitable Moves

There are moments when gut instincts, honed by years of experience, lead to bold decisions that
data would never suggest. These instincts are based on accumulated wisdom, market feel, and an
understanding of human nature. I once worked with a GM who seemed to have a horseshoe up his butt
when it came to guessing the market. He would put on a big used car sale in the middle of a snowstorm
and knock it out of the park.

8. Common Sense Helps Avoid Over-reliance on Trends

Data may highlight trends that appear promising but might be short-lived or irrelevant
to a specific dealership. Common sense, grounded in real-world experience, can help
avoid chasing trends that won’t deliver long-term benefits.

I’ve already mentioned the importance of common sense. Never sell yourself short, but
don’t think that you’re so smart that the data doesn’t matter. That’s all I’m gonna say,
Tommy Gibbs

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