Rivertown Ford in Georgia faced a challenge common to many dealerships: maximizing the potential of their private-party acquisition efforts. While their first buyer was performing adequately—acquiring 15-20 cars per month through the Vehicle Acquisition Network (VAN)—the General Manager felt there was more potential to unlock. Enter Joe Willie, a former military professional with over 20 years of service, who brought not only his discipline and work ethic but also a powerful methodology drawn from his military background—Battle Tracking.
What is Battle Tracking?
Battle Tracking, as outlined in military doctrine, is the process of maintaining real-time situational awareness and coordinating actions to ensure mission success. It focuses on:
- Systematic organization: Tracking all moving parts of an operation to maintain clarity and reduce uncertainty.
- Team integration: Ensuring seamless information flow to align objectives and actions.
- Actionable insights: Using real-time data to predict outcomes and make strategic decisions.
The Department of Defense emphasizes that effective battle tracking empowers teams to act decisively and strategically. Joe Willie applied this very concept to Rivertown Ford’s acquisition strategy.
Joe Willie's Approach
Joe Willie adopted a battle-tracking mindset, using VAN as his "command post" to track, manage, and execute acquisition tasks with precision. His results were extraordinary:
- October (First Month): Acquired 22 vehicles, surpassing the dealership’s previous monthly average.
- November (Second Month): Achieved 37 acquisitions, an 80% increase in just one month.
Joe’s philosophy is simple: “All gas, no brakes!” Here’s how he achieved success:
- Task Management and Daily Goals:
Joe set rigorous daily targets of 35-40 seller connections and 20-30 offers. Using VAN’s CRM and task management features, he tracked every action to ensure no lead slipped through the cracks. This mirrors the "unity of action" described in battle tracking, where every task aligns with a clear mission.
- Real-Time Awareness:
Like monitoring troop movements in a battlefield, VAN allowed Joe to maintain visibility over his pipeline. Automated outreach, integrated communications, and reporting features gave him the clarity to focus on high-value opportunities.
- Efficiency Through Automation:
VAN’s AI-powered filters eliminated thousands of irrelevant leads, enabling Joe to focus on quality sellers. This aligns with the military principle of reducing noise and uncertainty to execute actions with precision.
- Data-Driven Decisions:
With VAN’s reporting and seller response tracking, Joe adjusted his strategy dynamically, focusing on what worked. This reflects the battle-tracking goal of using actionable insights to achieve mission success.
How VAN Empowers Battle Tracking
VAN is more than just a private-party sourcing tool—it’s a purpose-built platform that helps dealerships apply the same principles of coordination and clarity as battle tracking. Here’s how VAN integrates these elements:
- Centralized Command Post: Consolidates all tasks, communications, and reports into a single dashboard, acting as a "battlefield map" for acquisition teams.
- Strategic Resource Allocation: Helps managers identify areas to focus efforts, ensuring every action contributes to inventory goals.
- Operational Clarity: AI-powered filtering and automation reduce inefficiencies, enabling dealerships to focus on high-priority leads.
The Results
Joe’s military mindset combined with VAN’s robust tools created a transformative acquisition strategy at Rivertown Ford:
- Increased monthly acquisitions from 15-20 to 37 in just two months.
- Saved hours of manual work by leveraging automation and task prioritization.
- Reduced reliance on auctions, preserving margins by avoiding fees and transport costs.
Conclusion
Joe Willie’s story is proof that discipline, strategy, and the right tools can lead to exceptional results. By applying the principles of battle tracking, Rivertown Ford achieved clarity, efficiency, and success in its private-party acquisition strategy.
If your dealership is struggling with auction fees, limited inventory, or inefficiencies, perhaps it’s time to bring the discipline of battle tracking to your acquisition efforts—with VAN as your trusted command post.
Reference: https://apps.dtic.mil/sti/citations/ADA310802
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