Where Can I Buy Cars?


The below is a post taken from my good friend and industry training expert, Tommy Gibbs’ Zinger. Where Can I Buy Cars? Posted on August 21, 2018 by Tommy Gibbs If I get asked this question once a week, I get asked this question 100 times a week. It’s generally phrased as, “We can’t find […]

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Musing on Major League Baseball and Used Cars Metrics


A New York Times piece this week highlighted a couple trends in Major League Baseball that some find disturbing. This year, for the first time in league history, there may be more strikeouts than hits through the course of a season. And, of the hits, home runs will account for a sizable share, perhaps more […]

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A YouTube Video Prompts A Stroll Down Memory Lane


My Facebook feed brought a pleasant, if random, surprise the other day. A childhood friend, Jim Ballard, shared a YouTube video (below) from a guy who apparently explores, and films, scenes in and around Gary, IN, where I grew up. In fact, Ballard and I were next door neighbors. For whatever reason, the videographer chose to […]

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How To Fix The Collapsing Ceiling In Used Cars


If you had the unfortunate experience of living in a house where the ceiling was slowly collapsing, you’d face one of two corrective choices. First, you could prop up the ceiling. I imagine this would involve using 4’ by 4’ posts, or maybe a metal beam, in the spots that sag the most. Second, you […]

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A Metric That Merits More Attention—Your Used/New Sales Ratio


When I was a dealer, we thought we were doing a pretty good job if we managed a .5:1 used-to-new-vehicle sales ratio. If we retailed 50 new Cadillacs a month, I expected that we would also sell 25 used units, which were almost always Cadillacs. A recent Automotive News piece suggests that, since I was […]

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3 Pillars Of A Stellar Used-to-New Vehicle Sales Ratio


A recent Automotive News article discussed how, even among top dealer groups, it’s difficult for some dealers to achieve a 1:1 used-to-new-vehicle sales ratio. The article noted that among the top 100 dealership groups ranked by used vehicle sales, less than 20 groups achieved a 1:1 used-to-new ratio and, among those, only nine achieved a […]

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A Dealer in Distress


I received the below note from a dealer experiencing a very stressful Spring selling season, but probably not for the reason you think. Note from dealer: Hey Mr. Pollak, hope all is well and you are having a blast doing what you do. Wanted to say hi and give you an update from your biggest […]

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Automotive News Addresses Used Vehicle Margin Compression


This week’s Automotive News includes an article that addresses the very real problem of ongoing margin compression in used vehicles. The piece quotes my colleague, Cox Automotive economist Jonathan Smoke, and me sharing our views on the factors behind the -$2 average net profit per used vehicle retailed that dealers achieved in 2017, a figure […]

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Three Pointers To Maximize Purchased Unit Profitability


I’ve heard more complaints lately from dealers that it seems impossible to acquire wholesale inventory and make the front-end gross profit they expect. Indeed, if you compare the typical Cost to Market metrics for purchased and trade-in units, you can see why some dealers are complaining. The typical Cost to Market range for auction-purchased units […]

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4 Corollaries From the Facebook, Dealer Data Fronts


I’ve been following the controversy involving Facebook and its user data. The debate and discussion remind me of an issue that’s very familiar to dealers—how dealership data is handled and monetized by some technology partners. To be sure, the particulars of the issues facing Facebook and dealers are different. But there are four apparent corollaries […]

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