Like a saddle bronc in the chute, I’m chomping at the bit for this year’s NADA convention in Dallas. As many of you know, I get excited as NADA approaches. It means I spend my days talking to...
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Every January, some dealers exercise their right to an annual rite—the financial write-down of used vehicle inventory they have in stock as the calendar moves from one year to the next. This...
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I’m seeing a correlation between the current and pre-pandemic market in the way dealers with multiple rooftops are managing their used vehicle inventories. Back in 2019 and earlier, dealers with...
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It’s fair to say that many dealers experienced and saw things in used vehicles during the past year that ran counter to traditional wisdom. In the early part of 2022, we saw a continuation of the...
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I’ve been struck by how often the term “margin compression” has come up in recent conversations with dealers. Interestingly, dealers aren’t necessarily complaining about margin compression. It’s...
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I’ve been talking to a lot of dealers lately about how they’re doing in used vehicles. Often, I’m in these conversations because a dealer’s become convinced that vAuto’s new inventory management...
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As dealers are getting ready to close out 2022, some are seeing two trendlines in their used vehicle performance that give them pause. The first trendline relates to front-end gross profit....
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vAuto founder Dale Pollak explains why Variable Management, a new way to manage used vehicles based on each unit’s unique investment value, drives better outcomes for dealers than Velocity Management.
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I’m seeing it day after day. At almost every dealership. It’s what can only be described as a problematic, two-pronged pricing problem. I’ll dig into the problem in a moment. But first, I must...
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‘Tis the season to be thinking about baseball. Here in Texas, a lot of people are hoping the Houston Astros live up to their potential as 2022 World Series favorites.
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Across the country, the share of distressed vehicles in dealer inventories is rising. On the surface, a rise in the number of distressed vehicles in a single dealer’s inventory isn’t necessarily...
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Download Dale Pollak's Beyond Velocity Presentation from October 2022
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A little more than 60 days ago, when Gettel Automotive in Bradenton, FL, began using ProfitTime GPS in earnest, Kurt Fisher, director of pre-owned operations for the 18-store group, knew he’d have...
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It’s a pivotal time for dealers retailing used cars as they head into the final quarter of 2022. Why pivotal? Well, there’s been a marked shift in consumer and dealer sentiment about where the...
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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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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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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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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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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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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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