As appearing in AutoSuccess magazine, February 2021

Is Your Performance Edge Stalling in Your Periphery?

By Dennis McGinn

How well do your eyes see outside the center of your gaze? Eye doctors perform a vision test to determine how well one recognizes their front-forward world as well as the environment in their periphery.


If your eyes are healthy, they’re registering your peripheral world too. We need this wider scope of vision to recognize both opportunity and risk that might be there but too will missed because we’re focused on the immediate, the things we’re used to doing.


For example, consider the cartoon general doing battle and taking arrows. He’s so focused on the here and-now that he doesn’t hear or recognize the trooper standing alongside him, working hard to present a new solution, the machine gun.


We’ve been this general. And like him, we’re often too focused on the hole, so we miss the donut. In the car business, the donut often going unheeded is applying workflow automation to the reconditioning element of used car success.


Are you taking arrows that make this critical backend operation less profitable for your dealership?


Recognize them?

  • Used cars take too long to get from auction or trade to the frontline.
  • An increasing inability to reload the lot, as reconditioning struggles to meet demand.
  • No clear line of communication, acknowledgment or accountability among fixed ops, internal parts and labor, and the used car manager.
  • Blame and finger-pointing among these teams, vendors and sublets.
  • The sales and BDC departments don’t readily know what cars are coming in and their sale-ready availability through recon, so they can’t sell what they and their customers can’t see.
  • Recon data performance based on guesses – from a hunch, unstructured tracking processes like spreadsheets on computers or whiteboard calendars on walls – that mislead and erode profits.

Your grosses have been remarkable on the used cars you you’ve been selling in these unusual times. In fat times, we can lull ourselves into believing the river will flow forever. Your own history in the business reminds you that’s not so – and then even when cars fly off the lot, painful arrows keep eroding efficiency and profits.


Whether the outlook is mountain high or a wilderness slump, take in the whole donut, not just the hole. It’s going to be in that periphery where the solution is can sharpen your performance edge.


If you’re still having trouble seeing with clarity, contact me.

Dennis McGinn is the founder and chief executive officer of Rapid Recon, the world’s standard in vehicle reconditioning and speed-to-sale inventory turn improvement, and the industry’s leading expert in time-to-line (T2L) reconditioning. Click now to schedule an instructive demo.

About Rapid Recon

Reconditioning workflow automation from Rapid Recon is the industry standard in time-to-line inventory turn and speed-to-sale vehicle revenue enhancement for automotive retailers. Benchmarking data based on 13 million vehicles processed uniquely positions Rapid Recon to advise dealers on how to improve their store’s profitability. Used by more than 2,000 dealerships, Rapid Recon ensures the accountability of processes, property, and people. Hence, dealers know answers quickly, find assets anywhere, and sell vehicles promptly to grow dealership profitability. CALL US: +650-999-0497