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Breaking Out of Your New Vehicle "Black Hole"

If you ask someone to define a “black hole,” you’ll probably get one of two answers.

The first answer is the original, scientific meaning — a black hole is a phenomenon in space where the gravitational pull is so strong, nothing gets out, not even light.

The second definition is more informal — a black hole is a place where people or things, especially money, disappear without a trace.

These definitions come to mind as I talk to dealers about their new vehicle inventories.

I’ll often ask, “How well is the capital you’ve invested in new vehicle inventory performing?”

Most of the time, I get what amounts to a “black hole” moment. Blank stares, followed by more blank stares as I ask about their best- and worst-performing vehicles, and how they might optimize their new vehicle inventory investment and mix.

It’s OK, and totally understandable. Historically, dealers haven’t needed to be detail-oriented new car managers. They ran with what they knew, and it worked pretty well.

But I would submit that today’s market requires a higher order of new vehicle inventory management insight and understanding, particularly if the predictions for a tougher upcoming year of retail sales are accurate.

That’s why I’ve committed myself to helping dealers break out of the black hole in new vehicle inventory management this year.

Get in touch to learn how more insight- and investment-driven new vehicle inventory management offers a lot of opportunity. Let’s leave the black holes behind!

About the Author

Brian Finkelmeyer serves as the senior director of new car solutions at vAuto. In this role, he is responsible for all aspects of vAuto’s new car business. Prior to vAuto, Brian spent 18 years with Nissan North America in a variety of sales leadership positions. He is a frequent presenter and author for various automotive trade publications. His topics focus on the importance of increasing new vehicle inventory turn by having the proper inventory mix, strategically pricing based on age and supply, and maximizing the effectiveness of dealers' marketing investment.

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