The slowing of import sales in June are a harsh reminder of “how good” you need to be in Used Cars. Not just a good Used Car operator when times are good but a good operator when times are tough. The key to Used Cars has always been inventory – without the right stuff you have nothing. Now is the time to check the pricing, age and mix of your used cars because a lot of dealerships are setting new levels for sales and gross profit in Used while the market is sputtering on New.
If you are waiting on the factory to give you insight and ideas on how to increase your used car business – you’re going to be waiting a long time. It’s never going to happen and that’s precisely why some dealerships let this department wither on the vine. It is more important right now than at any time in recent history to be on top of your game in used inventory, used personnel and used advertising.
John Paul Strong