How to use Kelley Blue Book “Excellent” Trade-in Values to More Easily Acquire Customer Inventory (and Not at Excellent Prices)

Are You Positioned to Outsmart the Disruptors?

I think we can all agree that the level of disruption to our traditional dealership process of “I have new cars and you are ready to upgrade so let’s do a traditional car deal” has shifted.

Final Countdown: Stockwave Is Set To Sail At NADA

Thanks to the Cox Automotive family, Stockwave has started strong. We’ve signed up hundreds of dealers in our lead-up to Stockwave’s official debut at the National Automobile Dealers Association...

Two Product Launches, Two Decidedly Different Timelines

I’m both a little amazed and humbled by the success of Stockwave, a tool that helps dealers efficiently source wholesale vehicles. In less than 30 days after the product’s official launch at the...

A Call for Caution As Dealers Return to Auctions

It’s good to feel good about the current state of the retail used vehicle market. Retail sales are off last year’s totals by single-digit percentages, up significantly from the near-standstill...

A Call to Return to Retail-Back Used Vehicle Acquisitions

Since the start of the COVID-19 pandemic, everyone’s had their eyes on wholesale values for used vehicles. The focus on wholesale valuation benchmarks like Manheim’s MMR was necessary because the...

A Deeper Dive for Dealers: Current Wholesale, Retail Conditions

I had the honor and privilege yesterday to serve as the featured speaker in the first installment of Cox Automotive’s webinar series, Continuity & Recovery Perspectives for Auto Dealers. We had...

Access Velocity Day 1: A Game of Inches and Investments

I heard the same thing time and time again from dealers at Access: Velocity. After all the effort, energy, money and time invested in retailing new and used vehicles, there just isn’t as much...

Where Can I Buy Cars?

The below is a post taken from my good friend and industry training expert, Tommy Gibbs’ Zinger. Where Can I Buy Cars? Posted on August 21, 2018 by Tommy Gibbs If I get asked this question once a...

Three Pointers To Maximize Purchased Unit Profitability

I’ve heard more complaints lately from dealers that it seems impossible to acquire wholesale inventory and make the front-end gross profit they expect. Indeed, if you compare the typical Cost to...

3 Opportunity Costs You Should Consider Trimming

As more dealers think of ways to adjust to today’s margin-compressed environment, cutting costs becomes a primary topic of conversation, if not decisions. It’s a good exercise. It points your...