The Universal Condition Report: what the industry needs but will never get
Mon Aug 04 2025
The 19 Rules of Wholesale
Thou shall not spend more than you make. Stay liquid. Cash flow is king.Never borrow. If you can’t afford it today, don’t count on tomorrow.Protect yourself from deadly partners. A bad partner can sink the whole operation.Don’t leave cars hanging around. Inventory that doesn’t move is a liability.Wholesale is a 24/7, 365-day, one-ring pickup lifestyle. If you’re not available, someone else is.Be consistent. Steady discipline beats sporadic genius.Don’t be a nut and get "mad at money." Emotional decisions cost money—stay rational.Thou shall not have partners. Partnerships create friction; own your decisions.If you must have a partner, don’t choose one who would cheat on their spouse. If they lack integrity in life, they lack it in business.Thou shall not bring business into thy home. Keep work and family separate; protect your peace.Don’t fish in sewer creeks. If the deal smells bad, walk away.Don’t reshuffle auction cars. Wholesale is not retail; play by the right rules.You can’t co-mingle wholesale and retail. Pick a lane and stay in it.In wholesale, everyone knows everyone’s business. The market is small—your reputation is everything.Thou shall not be a gossip. Loose lips sink deals.Thou shall not shmear. Honesty builds longevity; shortcuts ruin reputations.You can’t pay too much for a good car. Quality always holds value.Cheap cars lose money. Junk inventory is a losing game.Pay too much for a creamer? It either sells fast, or even if you lose, you still win. The right car at the right time moves, period.
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The 19 Rules of Wholesale Thou shall not spend more than you make. Stay liquid. Cash flow is king.Never borrow. If you can’t afford it today, don’t count on tomorrow.Protect yourself from deadly partners. A bad partner can sink the whole operation.Don’t leave cars hanging around. Inventory that doesn’t move is a liability.Wholesale is a 24/7, 365-day, one-ring pickup lifestyle. If you’re not available, someone else is.Be consistent. Steady discipline beats sporadic genius.Don’t be a nut and get "mad at money." Emotional decisions cost money—stay rational.Thou shall not have partners. Partnerships create friction; own your decisions.If you must have a partner, don’t choose one who would cheat on their spouse. If they lack integrity in life, they lack it in business.Thou shall not bring business into thy home. Keep work and family separate; protect your peace.Don’t fish in sewer creeks. If the deal smells bad, walk away.Don’t reshuffle auction cars. Wholesale is not retail; play by the right rules.You can’t co-mingle wholesale and retail. Pick a lane and stay in it.In wholesale, everyone knows everyone’s business. The market is small—your reputation is everything.Thou shall not be a gossip. Loose lips sink deals.Thou shall not shmear. Honesty builds longevity; shortcuts ruin reputations.You can’t pay too much for a good car. Quality always holds value.Cheap cars lose money. Junk inventory is a losing game.Pay too much for a creamer? It either sells fast, or even if you lose, you still win. The right car at the right time moves, period.