How Are Sales Across The Country?

A great question…

I just attended the National Auto Dealers Association (NADA) convention in January. It was my 38th with a booth and for 38 years, the answers are the same…

Half think it’ll be a great year, the rest are waiting for the sky to fall.

Back in 2020 and 2021, COVID killed so many people’s success, through no fault of their own. And it’s taken us years to get back to ‘close’ where sales were in 2019.

Through all of that, though, there have also been great winners, who didn’t accept defeat and instead hit home runs, because success or failure still depends on your attitude and your skills.

Henry Ford said, “Whether you think you can, or can’t, you’re right.”

That’s why in every market and in just about every dealership, there are the highest achievers and the lowest in the same store or market.

There’s lots of stuff going on now, too, and some of it may be bad for the car business, and some will be great. As always, it takes us back to your attitude and skills.

At its core – success depends on whether salespeople and dealerships have the desire and skills, not ‘hope’ to win, no matter what. And I guarantee you’ll see big winners and big losers this year, just like we do every year.

What happens for you, depends on you. So don’t focus on the country, the state, your town or your brand. Just look in the mirror, and decide today which group – winners, average, or losers – you’ll join in 2025.

Your success depends on you!

Losers in 2025 will be the 80% who are ‘hoping’ things will pick up, so they can have a good month…

• I hope we get traffic this weekend.
• I hope they came to buy.
• I hope they aren’t upside down.
• I hope they have good credit.
• I hope we have the right car.
• I hope they’ll want to take it today.
• I hope we can get together on numbers.
• I hope we offer enough for the trade.
• I hope we make the deal.
• I hope F&I can get them bought.
• I hope I get a decent paycheck.
• I hope putting in double shifts helps.
  Note: Hope is not a strategy!

The winners in 2025 will be those who already do, or who are preparing now to win by…

• developing their skills
• having clear goals
• creating clear plans
• coming to work to work
• building repeat customers
• prospecting for new business
• getting unsold back in

And by avoiding negative people like the plague, because if you catch what they have, you lose, too.

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