Resources

Every person who purchases a vehicle eventually arrives at a point of recognition: Now’s the time to pull the trigger and buy the car. Perhaps the best news for dealers as we head into 2025 is that a confluence of conditions has flipped a switch: There are a lot of reasons why consumers, in this […]

Let’s imagine your appraiser valued a trade-in at $15,500—smack dab in the middle of a range your inventory management solution recommended as the “right money” for the vehicle. Your inventory management solution arrived at the right money recommendation by assessing the vehicle’s investment return potential and the dealer’s strategic gross/volume objectives, the vehicle’s competitive appeal […]

This week, Cox Automotive reported that retail sales of used vehicles, while trending above last year’s sales volumes, have tapered off in recent weeks. The report also notes that the days supply of used vehicles on dealers’ lots is running close to 45 days, a few days less than the same time in the past […]

Across the country, most dealers have seen their used vehicle gross profits decline this year to essentially land where they were in 2019, before the pandemic. Back then, the front-end gross profit average for public dealer groups was about $1,430. Today, the front-end gross profit average for public dealer groups through the third quarter runs […]

An age-old and elusive question in the used car business is, “what’s the right money for a car?” I would submit that, in most dealerships and used vehicle departments, no one has a good answer. When I ask the question of a dealer or used vehicle manager, the answer I get most often is, “it […]