The Myth: Online Auctions Have Made Specialty Inventory Easier to Source
You're scrolling through an online auction platform at 11 PM on a Tuesday, watching the bid counter tick up on a 1987 Porsche 911 Carrera. The reserve just drop...
Powersports Service Department 2024: What's Changed and What Hasn't
You're standing in your service lane on a Thursday afternoon, watching a technician pull a 1987 Harley-Davidson into the stall next to a 2024 Can-Am three-wheel...
Trade-In Restoration Budget Decisions: What's Changed and What Hasn't
Back in 1995, when the internet barely existed and most dealers still kept inventory ledgers on paper, reconditioning budgets were simple: you either fixed some...
Off-Lease Inventory Acquisition: What's Changed and What Hasn't Since 2008
Back in 2008, when the financial crisis hit and lease programs were still finding their footing, off-lease inventory was basically a free-for-all. Dealers would...
Exotic and Luxury Used Inventory: What's Changed and What Hasn't
Sixty-three percent of high-net-worth vehicle buyers now research online before ever stepping foot on a lot, but they still want to see the car in person before...
Boat and Powersports Cross-Sell: What's Changed and What Hasn't
Back in the 1970s, when the first mega-dealerships started popping up across Texas and the Southwest, a funny thing happened. Dealers realized that the guy buyi...
Motorcycle Departments in Auto Dealerships: What's Evolved and What Remains
Most dealership principals treat a motorcycle department like a side hustle. You've got a service bay that needs filling, some floor space that isn't moving new...
Selling Used RVs at Your Franchise Dealership: What's Changed and What Hasn't
Most franchise dealerships treat used RVs like an afterthought. They're parked in the back lot, underpriced, listed poorly, and sold by salespeople who've never...
Why Holdback and Pack Accounting Is Quietly Costing You Deals
How many deals have you lost this month because your sales team couldn't accurately quote a customer on the actual out-the-door price of a vehicle? That's not ...
Why Stale Inventory Price-Drop Rules Is Quietly Costing You Deals
Back in 2008, when the financial crisis hit and dealerships were drowning in aged inventory, the industry adopted a brutal economic tool: automatic price drops ...
The Hidden Cost of Slow Eligibility Screening
What percentage of your used car inventory never makes it to the CPO lot, even though they could have? That's not a rhetorical question. Most dealership manage...
The Opportunity Cost Nobody Measures
Back in the 1960s, car lots didn't have computers. Dealers kept inventory on index cards in a metal file box, updated by hand each night. If a salesman wanted t...