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How Dealers Should Adapt to Less Favorable Market Conditions | vAuto

In this vAuto podcast episode, Brian Benstock, vice president of Paragon Honda and Paragon Acura, Queens, NY, and vAuto founder Dale Pollak discuss how they believe dealers should respond to less-favorable market conditions in the months ahead—and get out of what Benstock dubs a "profit coma." The pair also discuss why service lane acquisition will need to become an even higher priority for dealers to ensure they maintain retail sales volumes in light of ongoing inventory constraints. Benstock details the process he developed and refined over the past decade to make service lane acquisitions a primary source of used vehicle inventory. He also offers guidance to help dealers avoid friction with customers, and between their sales and service teams, as they make the service drive a larger part of their acquisition strategy.

About the Author

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.

Profile Photo of Dale Pollak