In this vAuto podcast, Ken Fisher, West Coast director of inventory optimization for the Holman Automotive Group, shares how he/his team are working to achieve a new KPI: Capture 50 trade-ins for every 100 vehicles they sell. The effort’s helped Ken/team go beyond traditional Look to Book metrics and rely less on auction-purchased vehicles. Find out how the group follows a disciplined “save a deal” process to revisit missed trade offers and customers; requires more appraisal accuracy, detail from individual appraisers to drive measure their performance; uses three key variables to determine how to adjust an offer and re-engage customers; and, balances the competing needs of capturing inventory and driving profitability.
