Merchandise Like a Master: The Ultimate Dealer Blueprint - Disruptive Forces

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Hey there, friends! You know I love bringing the heavy-hitters to the show, and today is no exception. In this episode of Disruptive Forces, I’m joined by four absolute legends in the industry: Tommy Gibbs, a veteran who’s guided countless dealers to success; David Long, the mastermind behind 79 (and counting) buy centers; Rob Ruth, who’s doing mind-blowing numbers in a tiny town of 2,900 people; and Patrick Abad, the culture and merchandising wizard behind Beaver Toyota’s legendary success.

What did we talk about? Oh, just EVERYTHING you need to know to become a merchandising master. We broke down how to sell even the most “problematic” cars, why the first 72 hours in your recon process are gold, and how controlling the narrative around your inventory can completely change the game. Rob and Patrick shared killer tips on private acquisitions, while David gave us a behind-the-scenes look at how the best buy centers are turning inventory challenges into profit engines.

Here’s what you’ll learn:

  • Why merchandising is all about controlling the narrative—and how to do it like a pro.

  • The secret sauce to managing auction vs. private acquisitions and why it matters.

  • How to eliminate friction in your process (hint: it starts with the check).

  • The metrics every dealer must monitor to stay ahead of the game.

And, of course, we get real about leadership: why the most successful dealers don’t abdicate responsibility—they own their used car departments and drive results.

This episode is packed with actionable insights, laugh-out-loud moments, and the kind of advice you’d normally have to pry out of someone over dinner. Don’t miss out—hit play and get ready to disrupt your thinking.

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