Competition is for Losers: The People at the Top are Collaborating

By Dee Terrnigian

In today’s dealership world, it’s easy to get caught up in the grind — chasing monthly numbers, fighting for every lead, and treating the store down the road like the enemy. We’re taught early in sales that success means outperforming the next person. But if you take a closer look at the professionals and organizations truly dominating their markets, you’ll notice something surprising: they’re not fixated on the competition. They’re collaborating.

The old-school mentality of “me versus you” doesn’t work in today’s connected, data-driven marketplace. The top performers understand that growth comes faster when you build bridges instead of walls. They share ideas, cross-promote each other’s strengths, and even partner with those who traditional thinkers might call competitors. Why? Because collaboration breeds innovation — and innovation wins in the long run.

Think about how the best operators in this business function. The top dealer groups, sales leaders, and independent specialists are constantly exchanging insights. They join mastermind calls, participate in digital roundtables, and share what’s working across marketing, inventory sourcing, and customer retention. It’s no longer about hoarding knowledge; it’s about accelerating progress together. When you lift others, you lift the entire standard of excellence — and your reputation grows right alongside it.

In my years in the automotive space, I’ve learned that no one climbs the ladder alone. Every strong performer I’ve met has benefited from mentorship, partnerships, or a network of trusted peers. The dealers who thrive are the ones who align themselves with like-minded professionals — people who bring different strengths to the table. Maybe one store excels at digital marketing while another has mastered fixed ops efficiency. When they collaborate, both sides level up. One learns how to drive leads online, the other learns how to convert those leads into long-term loyalty through great service. Everyone wins.

Collaboration isn’t about weakness or giving up ground. It’s about confidence — knowing your value well enough to connect with others without fear. The most secure professionals don’t protect information; they share it because they understand that success isn’t a zero-sum game. A fellow salesperson succeeding in your market doesn’t take away your opportunity. If anything, it raises the perception of professionalism in the industry and creates better experiences for customers across the board.

We’re living in an age where connection is currency. Dealers and consultants who embrace collaboration are creating new opportunities daily. Some are co-hosting community events, building local referral networks, or developing content together online. Others are forming strategic partnerships — maybe a franchise salesperson working with an independent broker to place customers in vehicles the franchise doesn’t stock. That’s not competition — that’s synergy. And it often results in repeat business, shared marketing exposure, and stronger customer satisfaction.

The days of trying to win by isolation are over. Today’s customers don’t just buy from dealerships — they buy from networks. They expect transparency, convenience, and authenticity, and no single dealership or salesperson can deliver it all alone. The future belongs to those who connect the dots: who integrate technology, collaborate with partners, and find creative ways to serve the customer better.

I’ve seen this firsthand in my own career at Twins Buick GMC in Columbus, Ohio, and through my work brokering private and specialty sales independently. When I collaborate with other dealers or sales professionals, we all benefit. Maybe one has the right inventory for a client I can’t fulfill. Maybe another needs help marketing a niche vehicle that fits my specialty buyer base. Working together not only gets the deal done — it builds lasting professional trust and customer confidence.

Collaboration also helps you weather market volatility. When the economy slows, or interest rates squeeze buyers, it’s the strength of your network that keeps deals moving. Referrals, partnerships, and shared opportunities create resilience in a business that’s cyclical by nature. The people who isolate themselves tend to fade when the market tightens. Those who build genuine alliances, however, find ways to stay productive through any season.

And collaboration doesn’t stop with other salespeople. It extends to vendors, marketers, service managers, and even technology partners. Whether you’re co-developing marketing campaigns, integrating CRM tools, or working with AI-driven platforms like BizApp247 to streamline follow-up, collaboration is what separates reactive sellers from proactive leaders. It’s the difference between hustling for the next lead and having a system that brings opportunity to your doorstep.

The truth is, the future of the auto industry won’t be built by those who protect their turf. It will be built by those who share ideas, resources, and vision. Look at the leaders shaping what’s next — the innovators redefining customer experiences, expanding e-commerce, and modernizing dealership culture. They’re not competing against each other; they’re learning from one another, combining expertise, and pushing the entire industry forward.

So if you want to rise to the top, stop worrying about who’s next to you and start asking, how can we win together?

Collaboration is not a trend — it’s a mindset. The professionals who embrace it will create stronger networks, more stable pipelines, and greater longevity in their careers. The ones who cling to old-school competition will eventually get left behind.

Because in today’s world, competition is for losers. Collaboration is for leaders.

If you want to collaborate in 2026, let’s work.

Call or text me directly at 614-377-7964, or connect with my partners at BizApp247, the leading AI-powered sales and marketing platform helping dealers and brokers across the Midwest build smarter, stronger, more connected businesses.