As the new year draws closer, many dealers are reflecting on what worked, what didn’t, and where their strategy needs to shift in 2026. On today’s episode of Lessons in Leadership, LearnToLead Founder Dave Anderson unpacks the first key to strategic planning: vision.
The first step in strategic planning is establishing the vision. The vision focuses on the “what” or the goals. To make it effective, the goal must be quantifiable. Anderson recommends avoiding vague statements of greatness, such as: “Our goal is to be the best and reach our full potential.” Without measurable benchmarks, a team has no reliable way to know whether they are on track.
In Anderson’s book, It’s Not Rocket Science, he outlines his TUFS strategy, which stands for “the ultimate few.” He encourages leaders to limit their goals to three. When a team tries to tackle too many goals all at once, the quality of execution drops and the likelihood of completing them decreases.
"If everything is important, then nothing is important."
Instead, it’s more effective to dedicate the most time, effort and resources to the top three goals that will have the most impact on the organization. These overarching targets often move the needle for other objectives as well.
Each department in the dealership must also have its own vision that supports the overall dealership vision. For example, if the overarching goal is to boost CSI scores, each department should create its own TUFS to help achieve that. The F&I department may focus on reducing wait times, while fixed ops may work to improve technician productivity.
Once the department vision is defined, managers should break it down into smaller, individual goals for each team member. These personal goals support the department’s objectives, which in turn support the dealership’s overall vision. This approach also motivates employees by helping them understand how their contributions directly influence larger outcomes.
By focusing on their TUFS, or the ultimate few, dealers can direct their team’s energy toward the goals that matter most, ultimately moving the needle and strengthening overall performance.
