Dealer Training Podcast: Recent Episodes
Delus Johnson
The Dealer Training Podcast is for any person that is interested in obtaining a dealers license to open a small car dealership. It is also for persons that currently have a dealer license.
What Else Can You Do With a Dealer License?
What can you do with a used motor
vehicle license, well you can do a lot.
Are you thinking about getting a
dealer license?
Well, this little piece of paper
does way more than just let you sell cars from a lot.
I want to break down the powerful
and lucrative things you can do with a dealer license—and how it can turn into
a business with unlimited profits.
At first I want to show you the
benefits of a dealers license and if you watch to the very end, I will show you
how to get licensed depending on where you live.
https://dealerslicense.com
Number 1. You Sell Cars to the
Public
If you would like to start that
small car lot and sell vehicles locally you can certainly do that, the small
lot is truly the foundation of the industry.
With a license, you can legally
buy vehicles at low wholesale prices and sell at retail prices—right from your
lot. That means more profit per sale. The average profit per sale normally runs
around two thousand one hundred dollars per vehicle
Number 2. Buy From Dealer-Only
Auctions
You will have access to exclusive dealer
only auctions like Manheim, Adesa, ACV AUCTIONS, CAR MAX Now has a dealer
auction, Backlot Cars and a website called OVE.com, OVE, or Online Vehicle
Exchange, OVE is Manheim's 24/7 online marketplace for licensed dealers. It
allows dealers to conduct business outside of traditional physical auction
lanes. OVE provides a platform for dealers, buy and sell vehicles nationwide
with several delivery options available to licensed dealers. No matter what
vehicle your customer needs, dealers can scan OVE, show the vehicle to the
customer and hide the price, then buy any vehicle the customer is looking for
and have it delivered within a couple of days. You will have access to vehicles
the public never sees at prices the public can never get.
- Flip Cars Without Limits
Most states only let you sell 3 to
5 vehicles a year without a license. Some states require you to obtain a
license even if you are selling 1 or 2 vehicles for a profit. But with your
dealer license? No limit. Buy, fix, and flip as many vehicles as you want.
- Sell to Other Dealers
(Wholesale)
If you are not interested in
retail , you can be come a wholesale only dealer, which tends to have lower
startup costs.
You can sell directly to other
licensed dealers without dealing with the public. But I do want you to be aware
that a wholesale license only allows you to sell vehicles to other licensed
dealers which can really limit your income opportunities.
- Export Vehicles Internationally
There is a HUGE worldwide demand
for vehicles in other countries.
Used cars are in demand all over
the world. With your license, you can buy at U.S. auctions and ship cars
overseas with very large profit margins.
Africa Toyota Corolla, Camry, Honda Accord, Ford F-150
Eastern Europe has a huge demand
for German and Japanese sedans, U.S. SUVs
South America cant get enough
Pickup trucks, diesel-powered vehicles
Middle East they need Full-size SUVs, luxury cars, salvage vehicles
Caribbean Compact sedans, older SUVs, motorcycles
- Offer In-House Financing
You can start a very lucrative buy
here pay here dealership, and I am aware of software that will run a buy here
pay here dealership for you automatically.
If you think about how a buy here
pay here model works when you have a multitude of customers making payments to
you every month, it can create a very lucrative cash flow
And you can sell the loans that
you create every month to investors. Investors want to by your loans,
especially the loans that you create for someone with bad credit.
- Buy Vehicles Tax-Free
You can legally buy vehicles to
resell without paying sales tax. That helps your cash flow and gives you more
room to negotiate deals.
- Run an Online-Only Dealership
In many states, you don’t need a
big car lot. Just a compliant business office. Some dealers sell entirely
online and still make great money. Let me know if you have ever sold a car
online in the comments below.
Some states will allow you to have
a dealers license at your home but that is not the norm and will usually only
apply to someone that lives in a rural area with lenient or no zoning laws.
While it may seem tempting to
avoid the expense of rent by operating online only or selling from home, paying
a small monthly fee for a physical location brings real benefits that far
outweigh the cost.
A small physical location whether
it is an office or office with one or two parking spaces allows you to meet
local licensing requirements much more easily. And if you cannot meet licensing
requirements, you are missing out on a very lucrative industry that has many
more benefits than just selling on the lot. Even if you are going to run your
business entirely online, you will still need to meet your local licensing
requirements which usually require some type of physical location away from
your home.
So whether you want to run a
retail dealership, export worldwide, flip cars, or wholesale to other
dealers—your license is the key that unlocks it all
https://dealerslicense.com
OVE Online Vehicle Exchange is Manheim's online market place for licensed motor vehicle dealers.
Dealer Trends 2025
Hey there, dealers — and welcome
back to Dealer training podcast, the go-to podcast for used motor vehicle
professionals who want to stay sharp, profitable, and ahead of the curve.
I’m your host, Delus Johnson, and
today we’re diving into the top used car dealer trends shaping our industry in
June 2025. Whether you’re running a small independent lot or managing a larger
operation, these trends can affect how you buy, sell, and scale your
dealership.
Let’s get right into it.
- Inventory Sourcing Is Still a
Challenge — But the Tools Are Smarter
The auction lanes are still lean
in 2025, and dealer competition for quality vehicles remains intense. But the
bright side? Inventory sourcing software has stepped up big time.
Platforms like discountdealercenter.com
now offer smarter alerts, better VIN intelligence, and predictive analytics. If
you’re still manually scanning run lists without tech — you’re falling behind.
Use your DMS or third-party tools to optimize what you're paying and how you’re
bidding.
- Buy Here Pay Here (BHPH) Is
Expanding Again
Subprime borrowers are growing due
to tightening bank lending policies. As interest rates stay high and credit
standards stiffen, Buy Here Pay Here dealers are seeing more walk-ins — and
they’re adjusting their terms accordingly.
The key here is compliance and
tech. If you're in BHPH, make sure you're using systems that automate
disclosures, collections, and reporting. Regulators are watching BHPH closely
in 2025. And I want every buy here pay here dealer to be aware the loans you
create are very valuable and investors are purchasing buy here pay here loans
at a level that I have never seen, so you can package the loans that you
created last month into a package and easily sell those loan on the Agora
market place, discountdealercenter.com will allow you to sell all your buy here
pay here loans at top prices, once again that is discountdealercenter.com
- Trade-Ins Are More Important
Than Ever
With wholesale prices stabilizing
and retail pricing softening, your margin on trades might be the best margin
you make.
If you're not actively asking
every customer for a trade and agessively pursing purchasing vehilcs from folks
who don’t trade — you're missing a key opportunity. Use online appraisal tools,
promote trade bonuses, and get creative with how you market your trade-in
program.
- EVs and Hybrids Are Slowing
Down in the Used Market
You may have seen it on the lot:
EVs are sitting longer.
Used electric vehicles, especially
earlier models with shorter range or outdated tech, are starting to depreciate
faster. Dealers should be cautious about EV pricing and only stock models with
strong resale history — like Teslas, Toyota hybrids, or newer Ford EVs.
That said, don’t ignore the tax
credits and incentives available for used EV buyers — these can be powerful
tools for marketing.
- Floorplan Costs Are Eating Into
Margins
With interest rates holding steady,
floorplan costs continue to squeeze used car dealers. This is especially hard
for smaller lots who rely heavily on credit lines.
Smart dealers are shortening their
average days in inventory. I always recommend tyring ry to move cars within
30–45 days max, and negotiate with your lender for flexible terms when
possible.
- State-Level Legislation Is
Changing Fast
Many states — including Georgia,
New Mexico, Texas, and California — have passed new laws in 2025 that affect
dealer operations.
Some of these changes impact:
Temporary tag issuance
Surety bond requirements
Dealer license renewals
And even RV sales policies
Make sure you're plugged in to the
latest training content at dealerslicense.com
- Online Sales? Still a Mixed Bag
Some dealers are crushing it with
online-only platforms. Others are finding it’s more headache than help.
The takeaway for June 2025? Hybrid
selling — online listings that drive in-person sales — is still the winning
formula for most independents.
Focus on your Google reviews,
offer a fast response time online, and make sure every unit has high-quality
photos, a vehicle history report, and optional financing or warranty offers.
Discountdealercenter.com
Missouri allows you to obtain a dealer license at your home. This podcast shows you how.
The importance of maintaining compliance at any dealership is discussed in this podcast.
Texas Dealers will no longer issue Temporary Paper Permits, the will issue Metal Plates
When it comes to having a dealers license, a vehicle
diagnostic scanner can be a potential lifesaver. A vehicle diagnostic scanner
is a computerized tool that retrieves information from a vehicle's electronic
control modules, which in turn can help you diagnose and repair potential
problems before they occur. Scanners are also great for troubleshooting
intermittent issues with a vehicle.
With so many dealers investing in a vehicle diagnostic scanner, it’s no surprise
that this is one of the fastest growing technologies. If you haven’t already
made the switch to a scanner.
Learn more at
https://dealerslicense.com
California Dealer License Start-Up Guide
- Complete 6-Hour Pre-License Course (Online)
- This course covers all steps, including paperwork, required to apply for your license.
-
Choose License Location
-
Residential: Allowed if zoned appropriately; typically only for wholesale licenses.
-
Commercial: Ideal for retail licenses; offers higher profit potential and visibility.
-
Obtain Dealer Surety Bond
-
$50,000 Bond: For retail motor vehicle dealers and wholesale dealers selling 25+ vehicles/year.
- $10,000 Bond: For motorcycle dealers, lessors, and wholesale dealers selling fewer than 25 vehicles/year.
-
Pricing depends on credit score; options are provided in the course.
-
Live Scan Fingerprints & Resale Permit
- Fingerprinting is required for all owners/partners. Instructions are included in the course.
- Register with Secretary of State & Obtain FEIN
- Register your business with the Secretary of State and get a Federal Employment Identification Number (FEIN). Instructions are provided in the course.
- Location Inspection
- Your location will be inspected to ensure it meets state requirements. Details on scheduling this are included in the course.
- Pass DMV Exam
- Complete a DMV exam to get your license. Sample questions are provided in the course.
California Used Dealer License Benefits:
- Access to dealer auctions nationwide.
- Ability to purchase vehicles online or in person.
- Option to apply for an Auction Access ID card for easier auction access.
- Training includes how to legally charge document fees to increase profits.
License Location Details:
- Residential: Only for wholesale dealers; check with local zoning officials for compliance.
- Commercial: Offers broader customer base and higher profit margins; typically involves higher visibility and drive-by traffic.
Bond Requirements:
- Retail Dealers: $50,000 bond.
- Wholesale/Other Dealers: $10,000 bond or $50,000 depending on sales volume.
- The course provides guidance on finding the best bond rates.
Additional Steps:
- Live Scan Fingerprints: All owners/partners must be fingerprinted.
- FEIN Registration: Obtain this from the IRS; instructions included in the course.
Final Steps:
- Location Inspection: Ensure compliance with state requirements.
- DMV Exam: Complete and pass the exam to receive your license.
For a comprehensive guide and to start your training, visit https://dealerslicense.com
Georgia Dealer License Start-Up Guide
- Complete a 4-Hour Pre-License Class
- Attend a required 4-hour in-person pre-licensing class. Online courses are not permitted. Classes are available in various locations including Atlanta, Augusta, and Savannah. For schedules, visit georgiadealer.com.
- Set Up Your Business Location
-
Establish a physical office or building, either with or without a lot depending on your license type:
-
Used Motor Vehicle Dealer: Requires a lot.
- Used Motor Vehicle Dealer with Broker Endorsement: Does not require a lot but still needs an office.
-
Ensure compliance with local zoning laws. Contact your city hall or courthouse for zoning information.
-
Obtain Insurance and Dealer Bond
- Secure insurance and a dealer surety bond before applying for your license. Insurance covers test-drive vehicles, while the bond protects against fraud. We provide guidance on finding affordable options in the training class.
-
Get Sales Tax and Employer ID Numbers
-
Georgia Sales Tax Number: Allows you to charge Title Ad Valorem Tax on vehicles.
- Federal Employer ID Number: Required for tax purposes.
-
We show you how to obtain these numbers at no cost in the training class.
-
Register with Secretary of State
- Register your business with the Georgia Secretary of State. This step will be covered in detail during your dealer training class.
- Obtain a Local Business License
- Acquire a local business license to operate legally within your city or county. This can be done online and will be explained in the training class.
- Register for Fingerprints
- Complete a fingerprint-based background check with the Georgia Bureau of Investigations. This is mandatory for all license holders. The presence of a criminal record does not automatically disqualify you.
Once these steps are completed, submit your application packet to the Board of Used Motor Vehicle Dealers in Macon. Your license will allow you to purchase vehicles from dealer auctions across the U.S., Canada, Mexico, and beyond.
For class enrollment and more information, visit https://dealerslicense.com
(one person on a Georgia dealer license must be a Georgia resident)
Texas House Bill 718 which has passed through the Texas legislature and
has been signed by the Governor, will impact the day to day operations of
dealers in Texas and how the Texas Department of Motor Vehicles wants to remind
dealers to use webDEALER to submit title transactions electronically to eliminate
the process of visiting county tax offices to process title applications and
registrations.
The Texas Department of Motor Vehicles continues to work
closely with impacted stakeholders on the important process of implementing
House Bill 718 from the last legislative session. The bill eliminates most
paper temporary tags and requires vehicles to be issued metal plates at the
time of sale. This is a significant operational change for both TxDMV and Texas
dealers, and they have a target date to implement the bill by July 1, 2025.
At this time, TxDMV has selected a direct-to-dealer
distribution model for license plate issuance as part of this implementation.
Delivering license plates directly to dealers will streamline the process and
ensure that plates are available to dealers as needed to support sales
activity. The process is also intended to remove some of the logistical
workload from tax assessor-collectors, allowing those offices to focus on their
work processing title and registration transactions for dealers and individuals
in an efficient and timely manner.
The importance of dealers reporting correct odometer information cannot be understated.
This episode of the Dealer Training Podcast covers odometer information, such as the most recent odometer reporting requirements, odometer disclosure, and how to protect yourself against odometer fraud when buying vehicles to resell.
Find much, much more information at https://dealerslicense.com
This podcast goes in depth into the premises and location requirements.
You will need to know exactly what the Texas Department of Motor Vehicles will expect of you when you get your dealer license
By knowing your premises requirements you will know what to look for when you are searching for a location for your dealer license.
You can take your official Texas Department of Motor Vehicle Dealer Pre-License Course at
https://texasdealers.com
This podcast discusses the pros and cons of a retail dealer license versus a wholesale dealer license.
Find out about the newest updates to webDEALER for Texas Dealers.
Find out more at https://texasdealers.com
From the Texas Department of Motor Vehicles:
The Department of Motor Vehicles recently received two separate reports of email-Fraud
posing as TxDMV. Both of the emails appear to be sent from chief@studiomodasv.com using
‘TxDMV eLICENSING’ as the email account name.
The email contained the following language:
“Welcome
to the Texas Department of Motor Vehicles (TxDMV.) webDEALER | eTag System
The
webDEALER|eTAG system is designed to make processing dealer tags fast and easy
for
dealerships, please
note that you are required to provide additional information in order
to continue to make
use of the webDEALER | eTAG system and also to prevent your
account from fraud.
To
access your account, please click on the link below to Update your profile”.
As a security
measure we will be forcing a password reset on all webDealer accounts at
2:00 PM
today, Thursday, February 16, 2023. After 2:00 PM today, you will be
prompted to
change your
password following your login to webDealer, or you can choose the
forgot password
link to
reset your webDealer password.
Remember
the following tips to protect yourself:
Be wary of any emails that you weren’t expecting. In cases where you can
verify with the sender, do so by phone.
Think before you click. Scammers depend on impulsive clickers.
Be very cautious of those urgent deadlines – i.e. messages from the IRS,
COVID-19, or your bank or credit card.
Never enter your sensitive information in an untrusted site or pop-up window.
Hover over the link with your mouse to see if the link points to a legitimate
address.
Do not reply to any suspicious emails!
To report a suspicious TxDMV email or to verify if an TxDMV email is
legitimate, please send
the email to Report-eFraud@txdmv.gov.
Learn about Alabama dealer licensing requirements with this Alabama Dealer Training Podcast
This podcast covers the entire startup process of obtaining a dealer license in California.
Learn more at https://californiadealer.com
Learn about the Carvana stock crash and what valuable lessons small dealers can learn about Carvana's decline.
Manheim has launched a great new app called Manheim Express which allows dealers to sell vehicles directly to other dealers, order 3rd party vehicle inspections, and Manheim will even buy the car from the dealer if it does not sell in 2 business days. Learn more at https://dealertraining.org
Find out the latest dealership trends in 2022 with Delus Johnson, Lead Instructor of the Automobile Dealer Training Association.
This podcast discusses the future of consignment sales and how companies like CARLOTZ are benefiting from this growing trend.
This livestream instructs dealers how to buy and sell vehicles including proven negotiation strategies.
This is the audio recording of the Dealer Profit Strategies LIVESTREAM that was conducted on youtube. It contains several profit strategies for dealers.
This podcast covers dealership trends on October of 2021. Find out where we have been, where we are, and where we are headed as dealers in 2021.
If you want to obtain a dealers license in the State of Texas, most persons are required to take a 6-hour web based dealer training course. The Certificate you obtain after the course NEVER expires. You can take the course now and apply today, or apply next year, or five years from now. Learn more at https://texasdealers.com
Find out the new 2021 Odometer law that changes when a vehicle becomes exempt from odometer disclosure. The new National Highway Traffic Safety Administration changed the Federal law in 2021. Learn more.
Most dealers in Texas must apply for Employer Identification Number and Register with the Texas Secretary of State. This podcast shows you how.
Texas dealers that obtained a Texas dealer license for the first time after September 1, 2009 must take a one time 3-hour dealer license renewal course. You can learn more about the Texas Dealer Renewal course at https://texasdealers.com
Learn how to price vehicles for maximum profit with your own dealership. Learn trade secrets to pricing your vehicles for maximum profits on every sale.
Learn how to enter dealer auctions once you have your dealer license. This podcast also discusses how to bid on vehicles correctly, and not pay too much. You will also learn how to identify damaged vehicles at auctions so you can bid accordingly, or not bid at all.
This podcast covers the types of Texas Dealer Licenses and also contains valuable contact information for the Texas Department of Motor Vehicles Dealer Licensing Section in Austin, TX.
This podcast helps dealers learn where to purchase vehicles. You can purchase all your vehicles at dealer auctions, or find out other great resources to find vehicles for your dealer lot.
This podcast goes over every step that is required in order to obtain a dealer license in the State of Texas. Learn more about Texas dealer training at https://texasdealers.com
Texas Dealers can learn about the State of Texas' dealer insurance requirements in this podcast.
This podcast gives an overview of the Automobile Dealer Training Association 6-Hour Dealer Pre-License Course.
This podcast explains which dealers in Texas are required to take a 6-hour pre-license dealer training course and which dealers in Texas are required to take a 3-hour renewal course. You can learn more at https://texasdealers.com
This podcast covers the Automobile Dealer Training Association 3-Hour Dealer Renewal Course. Texas dealers that were licensed after September 1, 2009 are required to take a one time dealer license renewal course.
This episode informs you how to obtain a Texas Dealers License without a lot. The podcast also explains the difference between a retail dealer and a wholesale dealer. You can learn more at https://texasdealers.com
Listen to this podcast to learn about the different types of insurance that is required in the State of Texas. You will learn about the minimum insurance requirements to obtain a Texas dealers license. You can also view the corresponding video at https://texasdealers.com
Learn about the different types of dealer licenses that are issued by the State of Texas so you can decide what type of license is best for you. Download the Official TxDMV Approved Texas Dealer Pre-License training course at https://texasdealers.com
This podcast gives a quick overview on how to obtain a Texas Dealers License, or what is known as a General Distinguishing Number, in 7 easy steps.
This extensive podcast covers the entire Texas dealer licensing process in depth. It covers every single aspect of what you need to do to obtain a Texas dealers license. You can learn more at https://texasdealers.com
This podcast covers the steps you must complete to obtain a Mississippi dealers license.