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Digital Dealer Wrap-Up: Pointers for Customer Car Acquisitions, Comp Plans

In this vAuto podcast, Mike Boyd, director of business development for vAuto iRecon and Micah Tindor, senior director at Kelley Blue Book® Instant Cash Offer, discuss take-aways from their recent Digital Dealer workshops. The conversation covers how customer emotions and expectations should shape the processes dealers use to acquire more inventory from customers across different sourcing channels. Mike and Micah share the reasons they believe dealers should use sales associates rather than managers to lead engagements with customers interested in selling their vehicles, and why a “hit low and walk down” strategy for appraisal offers no longer works. In addition, they discuss how dealers should align compensation plans to drive behaviors that build transparency and trust in the appraisal/acquisition process, ensure collaborative assessments of a vehicle’s condition and provide an positive experience that leads to profitable vehicle acquisitions and happy customers.