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Resources

The best dealer resources from our experts to help dealers solve their toughest inventory challenges.

Cox Automotive’s Upside™ Delivers $1M+ in Profit Share Back to Sellers, Launches in Two More Markets

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“CPR” to Offset Declining CPO Profits, Sales for Dealers

I’m seeing more fault lines around certified pre-owned (CPO) sales that, over the years, have become the backbone of used vehicle departments for many franchise dealers. The fault lines aren’t necessarily universal. They seem most apparent, and troubling, at franchise stores where new vehicle inventories don’t seem to be recovering compared to other brands. In […]

Case Study: Merchandising Success – Yark Chrysler Dodge Jeep Ram

Hear from Billy Yark, Group Marketing and eCommerce Director, and William Higgins, Photo Department Supervisor, at Yark Chrysler Dodge Jeep Ram on how vAuto Intelligent Promotion has improved their merchandising process. Yark’s merchandising team is able to create an engaging VDP experience for every car in their 200+ certified inventory. They can quickly and easily […]

eBook: 2022 State of Automotive Merchandising

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ProfitTime GPS in Practice: From Skeptical to Sold

When Mike Cirona, general manager of Scott Robinson Honda in Torrance, CA, initially heard about ProfitTime GPS, he didn’t think his store’s used vehicle department would benefit from it. “I wasn’t crazy about it when it first came out,” Cirona says. “I didn’t think it was ready for prime time. Maybe it was me and […]

A Time to Rethink How You Manage Inventory Age

Three market conditions have converged to cause dealers and used vehicle managers to return to inventory age management policies that call for immediate wholesaling of vehicles that reach 45 or 60 days in inventory. First, there’s depreciation. Cox Automotive data shows that through the first week of August, values have declined between roughly 5 percent […]

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Beware the Pitfalls of a “New Car Masquerade” in Used Vehicles

In the past few weeks, I’ve come to understand what I’d call a “new car masquerade” in used vehicle departments across the country. Perhaps the circumstances are familiar at your store: The new car department remains under-stocked on inventory, and you’ve got some would-be new car customers who can’t get the new car they want […]

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A Primer on Used Vehicle Price Sensitivity

As the used vehicle market returns to more normal conditions, I feel compelled to reiterate a perspective on retail price sensitivity that seems to have been lost over the course of the past two years. My perspective is shaped from conversations with dealers who worry that the high gross profits they achieved last year are […]

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More Eyes on Dealers’ New Vehicle Mark-Ups

A couple months ago, an associate asked if I’d heard or seen any chatter among dealers about an apparently crowd-sourced site (www.markups.org) that listed new vehicle markups and the dealers who made them. I didn’t think much of the site at the time. A few days after my associate mentioned the site, I saw some […]

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It’s a “Whole Truth” Tuesday!

I thought I’d put out a quick post to highlight that, after production and supply chain delays, my latest book, Whole Truth: A Fresh Money-Making Method to Wholesale, the Most Misunderstood Side of Your Business, is now officially available on Amazon and other retail outlets. The book aims to help every dealer recognize how their […]