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Stockwave Introduction | Independent Dealers
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Stockwave Introduction | Franchise Dealers
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4 Pointers for Acquiring Inventory in an Appreciating Market
With wholesale values of vehicles reaching record highs, dealers are asking if it makes sense to continue acquiring inventory at costs at, near or sometimes above current retail asking prices for...
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Case Study: DCH Ford of Eatontown
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EBook: 5 Keys to Smarter Online Wholesale Sourcing
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Take-Aways from Cox Automotive’s “Dialogue Series”
I’m taking part in a new “Dialogue” series with Cox Automotive. The ongoing series offers dealers and industry stakeholders to ask questions, and get answers, from Cox Automotive leaders. Last...
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A Calculation to Cross-Check Your Used Vehicle Inventory Levels
It’s been impressive to see dealers retailing more used vehicles despite the smaller inventories many have been forced to carry due to lower-than-usual availability of wholesale supplies. Across...
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A Strong Market Exposes Gross Deceptions in Used Vehicles
In my latest book, Gross Deception: A Tale of Shifting Markets, Shrinking Margins and the New Truth of Used Car Profitability, I address several “gross deceptions” that have long been part of the...
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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...
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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...
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A Retail Revival? It’s Out There for the Willing
Today’s current COVID-19 crisis has triggered an unfortunate situation for many dealers in their used vehicle departments. As the crisis has caused wholesale and retail sales to dramatically...
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A Positive Take on Tough Market Conditions
It’s hard to read the stories about the current used vehicle market given the disruption caused by COVID-19. This week, Bloomberg News published a piece that talked about fears of an impending...
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NADA Day 3: A Final View from Las Vegas
As I was leaving Las Vegas yesterday, it occurred to me that I hadn’t shared much on new vehicle market conditions and what they may mean for dealers. Of course, everyone knows the industry will...
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Desire, Commitment Drive Impressive Used Vehicle Turn-Around
A few months after CeCe Brown earned the responsibility of managing used vehicles at Sisbarro Buick GMC in Las Cruces, N.M. last year, he grew frustrated with the results. The department...
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Access: Velocity: Post-Show Potpourri
I suspect everyone who attended Access: Velocity had the same feeling as we left the Peninsula Hotel on Friday—my brain needs a little break. We had a busy day-and-a-half of general sessions and...
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Independent Dealer Realizes His Car Business Dream
It’s been a bit of a dream come true for independent dealer Dan Oakes in Kansas City. In 2010, Oakes acted on his curiosity and interest in the car business. His job as an energy trader provided...
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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...
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How To Fix The Collapsing Ceiling In Used Cars
If you had the unfortunate experience of living in a house where the ceiling was slowly collapsing, you’d face one of two corrective choices. First, you could prop up the ceiling. I imagine this...
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3 Pillars Of A Stellar Used-to-New Vehicle Sales Ratio
A recent Automotive News article discussed how, even among top dealer groups, it’s difficult for some dealers to achieve a 1:1 used-to-new-vehicle sales ratio. The article noted that among the top...
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