Dale Pollak

Dale Pollak serves as executive vice president for Cox Automotive, a position he’s held since the company he founded, vAuto, became part of the Cox family in 2010. At Cox, Dale helps drive integrated innovation across the company’s auction, media and software divisions to help dealers increase efficiencies, sales volumes and profitability. The latest innovation, Provision ProfitTime™, debuted at the 2019 NADA convention, helping dealers embrace an investment value–based used vehicle management methodology. Prior to Cox, Dale led vAuto to become the premier inventory management solution provider for franchise and independent dealers. Dale pioneered the Velocity Method of Management®, which has been adopted by thousands of dealers. Dale has written five books, the latest of which, “Gross Deception,” was released in 2019.

23 days ago
Why It’s Time To Tighten Up and Be Ready in Used Vehicles

Two things occurred in the past week that prompt this call for dealers to be ready for a rougher run in used vehicles for the remainder of the year than many, including me, have expected. The...

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30 days ago
“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...

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about 1 month ago
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...

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about 1 month ago
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...

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about 2 months ago
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...

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2 months ago
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...

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2 months ago
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...

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2 months ago
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...

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3 months ago
A Rosier View of A Recession, Plus a Moment of Used Vehicle Opportunity

If you follow the news and related commentary on social media, you may well be thinking that the United States is heading toward a recession, if we’re not already in the initial stages of one....

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3 months ago
How Dealers Should Adapt to Less Favorable Market Conditions | vAuto

vAuto founder Dale Pollak and Brian Benstock, VP of Paragon Honda and Paragon Acura discuss how they believe dealers should respond to less-favorable market conditions in the months ahead. Watch now.

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3 months ago
A Mid-Year Gut-Check on Used Vehicle Market Conditions

As we close in on the halfway point of 2022, I think most dealers would agree with the following statement: While used vehicle sales and profits remain solid, they are nothing like they were at...

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3 months ago
A Memorable Honor from NIADA

I received a humbling and significant honor from NIADA (the National Independent Automobile Dealers Association) yesterday at the group’s convention in Las Vegas. They presented me with a Ring of...

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3 months ago
A Call for “Bucket”-Minded Inventory Acquisition

If you scrolled the clock back 15 or 20 years, you’d find very few dealers who managed their used vehicle inventory in what we now call “buckets.” Rather, dealers managed used vehicles in...

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4 months ago
Where Dealers Get Their Most Profitable Inventory

Most dealers would agree that acquiring inventory over the course of the past two years has grown more complex and difficult. We now understand that, if you want to maintain, if not grow, your...

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4 months ago
Rediscovering the Past and the Profound While Packing

I’ve been busy the past week, helping my wife, Nancy, pack our belongings into boxes as we officially relocate to Austin, Texas. I did an informal poll of family and friends and arrived at a...

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4 months ago
How Dealers Acquire Inventory from Service Customers

In a recent post, I highlighted how vehicles dealers acquire directly from service customers hold almost as much investment value potential as those they acquire off-lease and from trade-in. The...

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4 months ago
A Top of the Market Moment in Used Vehicles

If you’re a stock investor, the top of the market arrives when the value of an asset or security stops rising and begins to trend downward. The same is true in used vehicles: The top of the market...

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5 months ago
A Closer Look at Where Dealers Can Acquire Late Model Vehicles More Profitably

If you’re a franchised dealer looking to stock more one- to three-year-old vehicles in your used vehicle inventory, you’re probably having a hard time lately. The difficulty owes to a few related...

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5 months ago
An Encouraging Start for Cox Automotive’s Upside/Upside Direct Wholesale Experience

This past Monday marked the end of the first Upside Direct auction in Atlanta. The digital sale, which started Friday and ended Monday, was notable on several fronts: Keen buyer interest. “We saw...

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5 months ago
Signs of a Softening Retail Market in Used Vehicles

Earlier this month, I noted how retail used vehicle sales in April might be a stage-setter for the remainder of the year. Like many dealers, I was hopeful that sales would take a positive...

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