Veteran Trainer Tommy Gibbs on Improving Used-Car Gross Profit

Tommy Gibbs

On today’s show, we’re pleased to welcome veteran trainer Tommy Gibbs, President of Tommy Gibbs and Associates, and author of “7 Common Sense Factors to Avoid Being a Stupid Leader.” With a bulk of the vehicle transaction done online, the skill set for salespeople is changing according to Tommy. Salespeople need to understand and embrace technology. However, with the current boom in the used-car market, sales managers also need to create more engagement between their salespeople and the daily inventory updates. This improves the dealers’ turn and gross profit.

“At some point, people are going to want to come back to the showrooms, but I do believe, and we can agree I’m sure on this, that people want less and less interaction with people in the showroom,” says Tommy. “So they want to do more of it, maybe 80 percent of the transaction online.”

Tommy Gibbs and Associates specializes in leadership skills and used vehicle management. Tommy has over 23 years of experience as a new car dealer and he is a former Marine, high school football coach, and NCAA college basketball referee.

Did you enjoy this interview with veteran trainer Tommy Gibbs? Please share your thoughts, comments, or questions regarding this topic with host Jim Fitzpatrick at

soundcloudBe sure to follow us on Facebook and Twitter to stay up to date or catch-up on all of our podcasts on demand.

While you’re here, don’t forget to subscribe to our email newsletter for all the latest auto industry news from CBT News.