As we continue to analyze how dealer groups manage inventory across rooftops, one trend stands out: vehicle transfers often happen too late—and the cost of the timing is greater than many consider.
Let’s look at the data. According to vAuto insights across dealer groups from the first five months of 2025, the average vehicle sits on a lot for nearly 45 days before a dealer group decides to transfer it to another rooftop. Why 45? For many, that’s the unofficial threshold where a car becomes a problem child—one that’s finally ready for a second chance elsewhere.
But here’s the kicker: once transferred, that same vehicle spends another 30 days on average at the new store before it sells. That’s 74 days total in inventory.
Despite this long lifecycle, these vehicles still generate a respectable $1,790 in front-end gross. But it begs the question: what could that number have been if the vehicle had sold faster—especially if it was an auction unit to begin with?
We’re not here to criticize. Transfers typically represent 10–15% of a group’s inventory, which suggests most vehicles are well-placed. But when transfers become a way to delay tough decisions, it’s time to rethink the process.
Digging deeper, we found that 20% of transferred vehicles go to a store that matches the vehicle’s brand. Think of it like this: you try to retail an Equinox at your Honda store for 45 days, then finally send it to your Chevy store. That brand mismatch should be addressed much sooner, especially if the Equinox holds any greater potential at the Chevy store as a certified pre-owned (CPO unit).
And when it takes another 30 days to sell at the second rooftop? That’s a clear signal: more urgency is needed—in merchandising, pricing, and decision-making.
Given the precious nature of inventory and margins in the current market, it’s important for dealer groups to at least consider the transfer opportunity. It starts with a clear acquisition and stocking strategy for each rooftop. Everyone should know what every store needs—and where each vehicle has the best chance to succeed.
From there, it’s about discipline. That might mean using AI-powered predictive tools to identify the best-performing rooftop for a vehicle—before it ever hits the lot.
We’re excited to share more stories from the field soon. Until then, take a closer look at your transfer strategy. You might just find an opportunity to improve your performance and profitability.
