If there’s a better way to do something…
it’s gotta be done.
A Look at the “Profit Coma” Problem in Used Vehicles
If memory serves, I first heard the term “profit coma” from dealer Brian Benstock of Paragon Honda during a…
ProfitTime GPS in Practice: Knowing When It’s Right to “Roll the Car”
In my most recent post, I shared…
A Familiar Monthly Ritual that Dealers Should Recognize and Repair
Let’s see if the following scenario sounds familiar: In the final days of a month, a used vehicle manager gets worried about meeting their mo…
An Earlier End to Our Unusual Spring Sales Bounce?
If there’s one thing that might define of how this year’s spring compares to prior years, it might be that everything’s arriving sooner than exp…
A Closer Look at an Uncertain, Unpredictable Used Vehicle Market
My phone’s been buzzing off the hook in the past week as dealers are almost single-mindedly asking the same question: Where’s the used vehicle mar…
ProfitTime GPS in Practice: A Longtime Appraisal Problem That’s More Problematic
Every dealer would agree that you make your money when you buy a used vehicle. That’s why appraisals are so critically important. The appraisal…
ProfitTime GPS in Practice: How and Why “Cost” Doesn’t Drive Pricing Recommendations
I’ve had a version of the following conversation with dealers in recent weeks. The conversation typically arrives after I’ve shared why dealers sh…
A Head-Scratcher Market and an Imminent Moment of Truth
I’ve been in multiple conversations with economists and data scientists at Cox Automotive, as well as members of the Chicago Federal Reserve Bank, t…
A Strategy-Based Approach to Tame Appraisal Variability
As I’ve been helping dealers reckon with the vehicles they purchased at the top of the market and failed to retail in recent weeks, I’ve been remi…
ProfitTime GPS in Practice: Who’s Your Used Car Captain?
It’s fair to say that there’s often a gap between the way a used vehicle manager manages a used vehicle department and the way a dealer believes t…