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I hear you Andrew,

No doubt - if you're a Buying Center, you need to consider running it as a separate operation. And the person running this ship needs to be a real captain.

Keep in mind, CarMax does this everyday. There is no question how successful they have been with it. Heck, I remember being on the floor and hearing (I was guilty of this a time or two) sales people telling a customer to take their trade to CarMax and sell it to them then come back. It actually worked a few times.

Like anything that's "change" it takes the willingness to change while seeing the whole picture.

 

Here's the funny part. A dealer can have a tool as strong as Tim. A tool if worked correctly and to the max, can bring your dealer a nice stream of quality used car for your lot (something to really think about in the next 6 months). Meanwhile, after they get rid of the program they'll sit in a meeting and gripe on how bad they need used cars for the lot but can't seem to find any.

I get tired of dealers, sales and managers living and working for the month at hand. We condition our people to have no long term vision.