vAuto Podcast: Recent Episodes
vAuto Podcast
vAuto helps today’s leading dealers run better than the competition. With a live market view and powerful inventory management tools, vAuto is the software, the people and the vision you need to achieve record success in any market.
vAuto's Bethany Johnson breaks down Q2 2026 dealer trends: rising market day supply, near-record new car pricing, negative equity shifts, and profit per unit.
In this vAuto podcast, Ken Fisher, West Coast director of inventory optimization for the Holman Automotive Group, shares how he/his team are working to achieve a new KPI: Capture 50 trade-ins for every 100 vehicles they sell. The effort’s helped Ken/team go beyond traditional Look to Book metrics and rely less on auction-purchased vehicles. Find out how the group follows a disciplined “save a deal” process to revisit missed trade offers and customers; requires more appraisal accuracy, detail from individual appraisers to drive measure their performance; uses three key variables to determine how to adjust an offer and re-engage customers; and, balances the competing needs of capturing inventory and driving profitability.
vAuto’s Derek Hansen and Cox Automotive executive analyst Erin Keating break down key trends in new and used vehicle markets for the second quarter of 2026. Watch to learn why dealers should mine local market signals to guide inventory ordering/stocking decisions to align vehicles with emerging demand; lean into merchandising to drive interest in new and used vehicles, focusing on affordability (new) and condition/value (used); train teams to help customers find the right vehicle opportunity in light of growing pressure on household budgets/buying power for less-wealthy customers; and, take advantage of a growing opportunity for used EVs, a strong performing segment that’s gained momentum due to higher gas prices.
In this vAuto Quarterly Quick-Takes podcast, vAuto’s director of strategic planning, Bethany Johnson, examines key take-aways from new and used vehicle inventory and sales data from the first quarter of 2026: Get out there early with new vehicle promotion; marketing in-transit units help capture buyer interest; mind your pricing on Day 1—for new and used vehicles to minimize aging and other profit-draining risks; and, make each trade-in opportunity count, particularly in situations with budget- and equity-challenged buyers.
In this vAuto podcast, lead Performance Manager Michael McMullen discusses how predictive data science-based pricing recommendations help dealers make the most from individual used vehicle investments. McMullen shares how the recommendations help dealers capture the price premium a vehicle might deserve based on past history, performance; address the varying degrees of price sensitivity an individual vehicle faces as market conditions change; properly handle vehicles that possess higher risk factors and require proactive attention; and, know when vehicles that don’t receive a lot of attention online need pricing, other adjustments to move.
vAuto’s Derek Hansen and Patrick Janes highlight key takeaways that emerged from dealer conversations at the NADA 2026 convention in Las Vegas. Watch this Live Market View installment as they discuss how AI is helping dealers unlock profitability through operational efficiency; why inventory acquisition—and used vehicle department performance—will be foundational to drive growth as 2026 unfolds; and, ways dealers are preparing for a strong spring season as consumers receive larger federal tax refunds.
In this vAuto podcast, Katie Tonozzi, a general manager in training at Flow Automotive Group, and vAuto’s Patrick Janes discuss how Tonozzi realized her desire to work in retail automotive at Northwood University and turned it into a budding career at a top-performing dealer group. Hear Tonozzi’s perspective on why a series of internship experiences, including a “rotational” one at a New York dealership, cemented her retail career choice; “people like doing business with people they like” remains a personal mantra; shifting from “transactional to relational” selling will help dealers do more business with Gen Z buyers; and, dealers who offer structured opportunities/paths appeal most to students looking for retail careers.
In this vAuto podcast, Derek Hansen and Patrick Janes provide a preview of the AI-enabled innovations vAuto will debut at the NADA Show in Las Vegas to help dealers achieve greater success. Hear how the combination of AI and integrations with other Cox Automotive solutions can help you build and scale a customer-focused service lane acquisition process to efficiently make offers and close more deals with customers; sharpen recon estimates and vehicle valuations to optimize each vehicle’s profit and ROI potential; ensure your vehicle prices match the market, no matter how it moves; and, mine missed trades more to re-engage customers and make deals before they go to the competition.
Mohawk Honda’s Used Vehicle Director Mike O’Toole joins Derek Hansen to recap Q4 highlights and outline how the team will double down on inventory and customer-focused strategies in 2025. O’Toole shares the “inside our four walls” approach that fueled growth, details on service lane vehicle acquisition feeding sales, and Mohawk’s top operational priorities to drive success into 2026.
In this vAuto podcast, Jeremiah Mowry, operations director at Atlanta Auto Brokers, details how a drive-to-school conversation with his daughter in 2017 helped him find his “happy place”—giving away Christmas trees and gifts every December to families in his local community. Hear how Jeremiah and his team turned an idea for a cash-making side hustle into a popular holiday-giving tradition; partner with local schools, a church, a women’s shelter and area businesses to develop wish lists for needy families; reinvest cash/credit card donations for trees to fund gift-giving; and build goodwill and trust that helps drive future business at the dealership.
In this vAuto podcast, Mike O’Toole, used vehicle director at Mohawk Honda, and vAuto’s Patrick Janes go in depth on the best practices and process steps that help Mohawk acquire and sell nearly 40 vehicles a month from their service drive. O’Toole shares how he and his team have evolved the service lane acquisition effort from a clipboard-based, one-off approach to a process where nearly every service customer gets an offer. Get guidance to help you shift from a hard-sell to “soft touch” approach to set the right tone with customers with vehicles you want to acquire; scale service lane acquisitions by using AI and automated tools to drive efficiency; develop a follow-up process that ensures you capture/close the majority of customers who need time to consider your offer and a potential next purchase; and establish process/performance expectations based on Mohawk’s benchmarks.
In this vAuto podcast, vAuto’s Dan Winchester highlights how appraiser Look to Book rates at some dealerships aren’t as good as dealers think. Winchester details the limits of LTB as a primary measure of appraiser performance, and why two new KPIs—appraisal effectiveness and appraisal completeness—offer a better way for dealers to maximize appraisal opportunities. Hear how you can identify the inconsistencies in your appraiser performance/process your LTB doesn’t capture; increase your ratio of appraisals to sales to improve your ability to acquire vehicles directly from customers; and, assess how well appraisers do the steps of your appraisal process (do they use the OBDII scanners?) you expect.
In this vAuto Quarterly Quick-Takes video, strategic planning director Bethany Johnson summarizes inventory and sales trends for Q3, and how dealers can maintain sales and profit objectives as the year closes. In new vehicles, Johnson share strategies to sell through ’25 inventory as ’26 models arrive—where promoting all rebates and incentives in merchandising is critical. In used, Johnson outlines how rising trade-in equity, and a higher level of appraisal transparency, can help dealers sell more customers and take in desirable inventory.
In this vAuto podcast, used vehicle director Drew Hall of Cloninger Automotive Group details how/why the group adopted a source channel-specific strategy for acquiring vehicles to reduce dependency on auctions. Hear how this strategy has reshaped the way the group acquires, appraisses and prices vehicles to maximize profitability. Get insights to help you establish vehicle acquisition targets based on the source channels that perform best for specific rooftops; develop an “interactive” appraisal process to build transparency and trust when acquiring vehicles from customers; evaluate appraiser performance based on source channel-specific parameters; and, ensure your pricing and desking decisions reflect the rationale/reasons used during appraisals to determine your retail exit strategy.
There’s no denying that it’s been a difficult year to predict what will happen for the automotive market. While June was down, July was hot for new cars. Tariffs are still a hot topic. In this Q3 Live Market View, Derek Hansen and Jonathan Smoke discuss how the trends may shape the year ahead; what increased affordability for top earners means for the used market; how tariffs have already affected the industry and why they're confident consumers and dealers will handle the impact.
In this vAuto podcast, used vehicle buyer Josh Kor of Richfield Bloomington (MN) Honda shares how UVeye’s AI-powered vehicle inspections and a new vAuto appraisal integration have made acquiring vehicles from service customers more effective and efficient. Kor details the process he follows that yields 1500 completed service lane appraisals and 40-plus vehicle acquisitions each month. Hear how the dealership uses UVeye technology to supplement vehicle inspections and uncover additional RO opportunities; ensures nearly 90 percent of service lane customers receive appraisals for their vehicles; and follows a “soft touch” approach that gives customers 30 days to say “yes” to the initial offer.
In this vAuto Quarterly Quick-Takes video, strategic planning director Bethany Johnson summarizes key take-aways from Q2, which saw a series of ups and downs across new and used vehicle departments for dealers. Get pointers to help you turn a new vehicle bright spot—improving trade-in equity—to your advantage to address slow-moving inventory; diversify your used vehicle acquisition strategy and mix to better serve affordability-minded buyers; and, help your car stand tall in merchandising to spur buyer interest/engagement online.
In this vAuto podcast, dealer principal Rob York of the Indiana-based, six-store York Automotive Group, shares how/why he moved from a “stock to stock” strategy for used vehicle acquisition to a strategic approach, where distinct parameters guide appraising and acquisitions decisions. York shares key metrics to identify the “right” vehicles for their inventories as well as how/when the vehicle transfers occur across rooftops. He also details the steps his team follows to mine the service drive for acquisitions as well as their approach for monitoring/pursuing missed trades.
In this vAuto podcast, vAuto’s Senior Director of Customer Program Management, Dan Winchester, addresses five performance improvement opportunities for groups. The opportunities flow from his work advising dealer groups on ways to improve their businesses. The specific opportunities include ways to bring more consistency to appraisals across group rooftops; how to ensure each vehicle retails at the rooftop that offers the best ROI opportunity; pointers to establish group-level targets to minimize vehicle price discounts; and, guidelines to understand if merchandising or pricing is problematic for a vehicle.
In the Q2 Live Market View, Derek Hanson and Jessica Stafford explore consumer shopping behavior, sales trends, and inventory dynamics in early spring 2025. They highlight how new car leads surged in March and April, how dealers adapted to tariff uncertainties, and how AI-driven tools are helping dealers optimize pricing and inventory decisions. The discussion also emphasizes the importance of real-time data, strategic marketing, and meeting consumers where they are in today’s fast-moving automotive market.
In this vAuto Quarterly Quick-Takes video, strategic planning director Bethany Johnson shares operational priorities for dealers coming off a strong pace of tariff-spurred sales in the first quarter of 2025. Bethany shares pointers to help you minimize age and maximize your new vehicle inventory mix; merchandise used vehicles to capture buyers who can’t afford a new vehicle; and align your used vehicle acquisition strategy to in-demand price points and segments.
In this vAuto podcast, general manager Bill Stanley of the North Dakota-based Ryan Family of Dealerships details his experience working with vAuto’s development team to create a better, faster way of assessing and addressing rooftop-level performance. Stanley also outlines why he expects his team will be “rocking and rolling” this summer, despite the risks of less favorable market conditions due to tariffs and other factors. Hear how Stanley uses a new enterprise-level dashboard to reduce discounting to an average of $150, zero in on pricing, people or process issues that need attention, shave hours of time he previously spent to compile performance reports and strengthen the group’s 60 percent Look to Book average to maintain a balance between sales and stocking levels.
In this vAuto podcast, vAuto and Cox Automotive associate vice president Patrick Janes shares perspective on how dealers can address the impact of tariffs as they manage new and used vehicle inventories. Janes offers pointers to help you acquire inventory from customers in a supply-constrained market; ensure your new/used vehicle pricing keeps pace as the market moves; adjust your inventory/sales momentum as market demand shifts.
In this vAuto podcast, Josh Orthel, director of sales for the Iowa-based McGrath Group and his vAuto Performance Manager Brian Kurtz discuss how the group is achieving its goal of 10 percent growth in new/used vehicle sales this year. Hear how Orthel and his team at the nine-store group right-size their used inventories and align pricing to balance gross/turn objectives. Also, Josh discusses how McGrath tightened their appraisal process to gain inventory acquisition efficiency. Finally, hear about their focus on key new vehicle metrics to drive turn and minimize holding expense.
In this vAuto podcast, Cox Automotive executive analyst Erin Keating and vAuto strategic planning director Bethany Johnson discuss how a rise in market uncertainty and volatility could dampen what’s turned out to be better-than-expected new and used vehicle sales in the first quarter of 2025. Hear why and how economic trends have spurred a two-sided market where luxury and lower-end vehicles rank as the hottest segments. Also, learn about how affordability will remain a challenge for some time, putting pressure on dealers to focus on market-efficient inventory allocations and sourcing. Finally, they discuss how as-yet unchanged federal tax incentives and better battery diagnostics will drive an ever-growing EV opportunity in new and used vehicles for dealers.
In this vAuto podcast, Patrick Janes and Micah Tindor discuss common appraisal process variances and customer disconnects that can result in missed opportunities to acquire a vehicle or appraisers putting the wrong money on the right car. They detail appraisal process steps where the “right” money often goes wrong. Plus, they share how dealers can bring customers into appraisal conversations to build trust and understanding that, more often than not, leads to a “yes” with initial offers and inventory you acquire for the right money.
In this vAuto podcast, dealer principal Marc Cross of San Antonio-based Jordan Ford opens his playbook to share a creative approach to moving aged new and used vehicles—a “Brown Banana” sale. Cross discusses how he spiffs his team to move the cars and ensure customers understand an aged unit for the store means a great value for them.Cross also details a remarkable car business career that started as a Ford rep, pioneering one-price selling, and an operational philosophy that’s remained constant for nearly 40 years.
In this Q1 2025 edition of Live Market View, vAuto founder and Cox Automotive executive vice president Dale Pollak joins Derek Hansen at NADA 2025 to discuss market conditions dealers will face as the year unfolds. Dealership profitability and the need to acquire inventory—and provide greater transparency to win more vehicles from customers—top the list of key NADA take-aways. In addition, they discuss Dale’s transition efforts in his final year at Cox Automotive.
In this vAuto podcast, Nick Wright, director of client performance management, discusses how football coaching and play-calling principles can help dealers improve the consistency of appraiser performance to bring in more vehicles on the money. Nick outlines how persistent inconsistencies across appraisers translate to everyone effectively calling their own plays on specific vehicles—something football coaches don’t allow. Hear how you can help your appraisal team follow a strategy that defines the right money on every vehicle, improve the consistency of their vehicle condition assessments, and call the right audibles if/when it’s necessary to make deals.
In this vAuto podcast, vAuto’s Derek Hansen, Patrick Janes and Micah Tindor discuss the innovations vAuto will debut at NADA 2025 in New Orleans. They discuss how the new solutions help dealers and dealer groups implement a more consistent appraisal process with customers looking to sell or trade a vehicle, and centralize inventory management decision-making to improve rooftop-level performance.
In the Q4 Live Market View, Derek Hansen and Chris Stutsman discuss used vehicle sales, inventory and depreciation trends in Q4. They also share how predictive data science and AI-driven solutions from Cox Automotive help you identify each vehicle’s unique profile of investment risk and opportunity, price each vehicle to move in its ROI-optimal timeframe, and create more targeted engagements with current and prospective customers.
In this vAuto podcast, vAuto founder and Cox Automotive Executive Vice President, Dale Pollak shares a sneak peek of his new book, Invested: The New Science, Strategy and System of Used Vehicle Investment Management. Pollak shares:Why he believes market conditions now require dealers to adopt investment management principles to contend with higher vehicle costs and declining front-end grosses.How the book gives dealers a way to establish strategic, investment-minded objectives for vehicle acquisition, appraising and pricing.Where he thinks the market will head in 2025 (hint: mostly favorable, with some uncertainty).
This webinar, “Don't Let Historic New Vehicle Troubles Haunt You Today” presented by Bethany Johnson and Alicia Rudowyj, gives you the tools to work smarter, not harder, in this new era of new vehicle incentives. Get best practices from top-performing dealers and the tools they use to help you accurately and efficiently apply the right incentives to the right vehicles faster.
In this vAuto podcast, Lee Segal, general sales manager at Rodland Toyota, Everett, WA, details how the dealership uses a blend of online and physical auctions to efficiently wholesale roughly 100 vehicles a month. Segal details how the dealership’s multi-channel wholesaling strategy strengthens the store’s ability to acquire vehicles from customers and feed their retail inventory. Segal also highlights wholesaling best practices he follows to build relationships and trust with buyers and deliver an optimal return for each vehicle they wholesale.
It’s a head-scratcher: Despite ample inventory and relatively strong demand, new vehicle sales aren’t living up to expectations. What gives? vAuto’s Derek Hansen and Chris Hanna provide answers and practical next steps in the Q3 edition of vAuto’s Live Market View. Get a quick view of how affordability, risk-averse lenders and more-difficult-to-manage incentives put the onus on dealers to move metal. Hear best practices to more effectively manage your new vehicle investments—all with an eye to help you capture a greater share of your market despite the headwinds.
In this vAuto podcast, vAuto Performance Managers Jim Tourigney and Patrick Wright detail best practices to help dealers avoid the five most-common merchandising missteps that result in used vehicles not moving when they should. From rethinking the role merchandising plays in your sales process to an over-emphasis on re-pricing rather than re-merchandising vehicles, Tourigney and Wright offer practical pointers to help dealers gain efficiency as they get more from their merchandising and related promotion efforts. Bonus: The pair also distill key distinctions between merchandising new and used vehicles to better engage their respective buyers.
In this vAuto podcast, Scott Crompton, Marketing Manager for Victory Automotive Group and Dustin Corder, vAuto Performance Manager, share how they work together to help Victory drive success across its nearly 45 stores in 10 states. Crompton details how Victory establishes operational guidelines and key performance indicators (KPIs) to ensure individual rooftops serve the broader group’s interests as they make vehicle acquisition, appraising and pricing decisions. Crompton also outlines how he manages and measures the group’s marketing spend in traditional and digital channels to support individual rooftops and the Victory brand.
In this vAuto podcast, Alicia Rudowyj and Bethany Johnson, who work with vAuto’s new vehicle incentives and solutions teams, discuss how the new vehicle landscape has shifted to include a larger share of Vehicle Information Number (VIN)-specific incentives to help dealers move aged inventory. Rudowyj and Johnson detail how the shift away from a one-size-fits-all approach to incentives by some OEMs creates pricing and inventory management challenges for dealers. Hear their recommendations on how dealers should assess each new vehicle’s risk profile—and the vehicle’s likelihood to receive an incentive—to ensure their pricing, merchandising and inventory management decisions should combine to connect with today’s affordability-minded new vehicle shoppers and buyers.
In this vAuto podcast, general manager Walt Kelsey of Kelsey Chevrolet, Greendale, IN, shares how he and his team engineered an impressive turnaround in their used vehicle department. In early 2024, Kelsey’s inventory had nearly twice as many vehicles in stock as they were selling, with more than 100 units over 60 days old and underwater. It was a post-pandemic, wake-up moment. Kelsey outlines how he and his team attacked the distressed inventory, reasserted a more disciplined approach to pricing and appraising and faced significant financial pain as they put the department back on a money-making track. Kelsey’s experience and success offers a what-to-do roadmap for dealers who find themselves with an out-size share of distressed, over-age inventory.
In this vAuto podcast, dealer Mark McKie of McKie Ford Lincoln and Greg Plank, senior team leader of dealership operations for vAuto’s Performance Management team, discuss some of the playbook principles McKie and his team to drive new and used vehicle success at the dealership. McKie discusses his strategies for maintaining a tight turn on used vehicles that drives his dealership’s 1.5:1 used/new sales ratio. McKie also shares how he keeps his team focused on strategic objectives through daily management meetings and collective walks of fresh trades to finalize plans to get them retail-ready. On the new vehicle side, McKie outlines how he aims to optimize allocations and keep pace with changing incentives from his OEM partner.
In this vAuto podcast, Tim Hlavenka, national sales director for Rick Case Automotive Group, shares how the organization has grown used vehicle sales while maintaining its top-tier new vehicle performance. Hlavenka outlines how the group looked inward—to fresh trades—to source used inventory for retail sale and how the group determines the rooftop that’s right to retail each vehicle from Day 1. Hlavenka also discusses how ProfitTime GPS helps his team properly identify and manage the turners and earners to grow used vehicle volume and gross, while helping the group achieve its new vehicle objectives.
Dealers are feeling a profitability pinch in new and used vehicles as new vehicle supplies grow and potential buyers face their own pocketbook pressure. Watch the Q2 edition of Live Market View were we share practical pointers to help dealers manage new vehicle profitability through more efficient allocation, incentive and merchandising management.
In this vAuto podcast, Christian Hanna, Associate Vice President of Performance Management for vAuto, offers an overview of the coaching role that Performance Managers provide vAuto dealers to help them achieve greater success. Hanna details his own Performance Management career, including high points and low points, and shares how the Performance Management team has begun to deliver a “One Cox” experience in its dealer engagements. Hanna also taps his new vehicle inventory management experience, offering pointers to help dealers adjust to today’s higher inventory, higher cost and lower margin environment.
In this vAuto podcast, Chris Williams, general manager at Southern Pines (N.C.) Chevrolet and vAuto Performance Manager Ted Welpott share how they teamed to connect the dealership’s sales process to new/used vehicle merchandising. Hear how this effort has tripled SRP/VDP conversions by reinventing each vehicle’s VDP carousel to provide a value-minded gateway to the cars and experience customers can expect. Find out how Williams uses new merchandising tools to cut the time required to merchandise each vehicle and quickly pivot to update merchandising as OEM incentives for new and CPO vehicles change.
In this vAuto podcast, Cebastien Chery, marketing associate at Pristine Mitsubishi, Commack, N.Y., shares how he helps differentiate the dealership’s used vehicle inventory by doing more merchandising on individual vehicle VDPs. Chery outlines how he determines specific vehicle features to call-out on VDP images and uses Vehicle Intelligence 360 to save significant time making sure each vehicle stands tall. Chery also discusses how he measures and monitors merchandising metrics to freshen up vehicles that haven’t sold.
In this vAuto podcast, Northwood University seniors Skylar Burless and Dominic Nowling share their perspectives on why they picked the car business to launch their professional careers, and their take-aways from spending time with the vAuto team at the recent NADA convention. Both outlined the challenges and opportunities they expect to encounter in their respective roads ahead and offer pointers for dealers looking to work better with the incoming generation of automotive leaders.
In this vAuto podcast, Aaron Norman, a used vehicle manager and head of vehicle acquisition for Ken Grody Ford stores in California, shares his perspective on how the new Global Search tool inside ProfitTime GPS is making the task of acquiring inventory easier and more profitable. Norman outlines:- How he uses Global Search to find and purchase more on-strategy vehicles for his inventory.- Why he calls ProfitTime GPS a “guardian angel” for his business.- How ProfitTime GPS has helped his department gain an estimated $200,000 in additional gross profit and improve inventory turn.
If you’re like most dealers we talked to at NADA, you’re looking to find ways to extend the success you’ve achieved the past few years. You also understand this success will require re-establishing the traditional disciplines of running a successful dealership. In this audio, Derek and Dale highlight how your opportunity in 2024 will take shape and where to focus to achieve the success you seek.Listen as Derek and Dale reveal three important takeaways. First, why two long-awaited shifts will put more car shoppers in a position to pull the trigger on their next vehicle purchase. Second, how to re-think used vehicle stocking to eliminate the costly pitfalls of an over-stocked inventory. Finally, the quickest, easiest way to mine every acquisition channel and put more of the “right” vehicles on your lot.
In this vAuto podcast, we detail how used vehicle market conditions will return to "normalcy," which means greater pressure on front-end grosses as dealers contend with softer retail demand. Then, hear how dealers can strengthen their profitability through new innovations featured at NADA 2024 like more global- and strategy-minded vehicle acquisition, vehicle value-specific merchandising, and a clear understanding of each vehicle's optimal exit strategy at the moment of appraisal.
In this vAuto podcast, a trio of the company’s thought leaders—Alison Spangler, Patrick Janes and Nathan Fox—outline opportunities for dealers in three distinct areas of used vehicle operations: Acquisition, your retail/wholesale exit decisions and merchandising. Get a clear understanding of how you can optimize your opportunity in each area and understand how new solutions vAuto will be featuring at the upcoming NADA 2024 convention in Las Vegas can help.
While supply remains low, consumer demand is still high. That means you need to source creatively to stock the cars your customers want. Listen to vAuto's Derek Hanson and Patrick Janes discuss how multi-channel sourcing is the key to finding inventory. They also cover how the end of the UAW strike will ignite the new car market, creating an uptick in trade opportunities.
In this vAuto podcast, Jeremiah Mowry, director of operations for independent dealer group, Atlanta Auto Brokers, shares how he’s managing his inventory and team to meet the challenges acquiring, pricing and selling vehicles in the current market. Mowry outlines how he aims to assess each vehicle’s best exit strategy in the retail or wholesale market, and the blend of art, science and technology that drives the decision. Mowry also provides an outline of the group’s efforts to reduce the share of auction acquisitions in favor of acquiring vehicles directly from customers. Looking ahead, Mowry offers a view of his key priorities for the months ahead, starting with a greater focus on supporting and scaling his team for future growth.
In this vAuto podcast, Dale Pollak, vAuto founder and Cox Automotive executive vice president, discusses how used vehicle market conditions may evolve in the face of the United Auto Workers strike and affordability issues that can weaken retail demand. Dale shares how dealers can strengthen the performance of used vehicle operations with a more strategy-minded approach to pricing, appraising and acquisition. He also details why some dealers are finding opportunities with used EVs other dealers currently avoid.
In this vAuto podcast, Daniel Salazar, corporate vice president for the Atlanta-based ALM Automotive Group, outlines how his dealership brand and marketing efforts have shifted to account for the rise of affordability challenges for new/used vehicle buyers. Salazar highlights how declining lead closing rates signaled the first signs of affordability issues and steps the group’s taken since to maintain sales volume and profitability even as it becomes more difficult to match finance customers with lenders.
In this vAuto podcast, hear from Micah Tindor of Kelley Blue Book Instant Cash Offer and Matt Talbert of vAuto discuss how dealers build an exit-minded strategy for acquiring and disposing of consumer vehicles. Hear their market predictions for the rest of the year and how dealers can get ahead of the game by using new tools to know their profitable exit at the point of acquisition.
In this vAuto podcast, Patrick Janes of vAuto and Micah Tindor of Kelley Blue Book Instant Cash Offer share best practices to help dealers source inventory more effectively and profitably in non-traditional acquisition channels. Get pointers to establish a standard (and measurable) appraisal process you can deploy in your service drive, private party and other sourcing channels. Find out how new tools provide metrics to manage appraiser performance and manage the money-making potential of vehicles sourced in specific channels to meet your stocking strategy and used vehicle department objectives.
In this vAuto podcast, James Skop, general sales manager at Fletch's Buick, GMC, Audi in Petoskey, MI, details the results of his experience during a 90-day challenge to maintain 85 percent pricing alignment or better in ProfitTime GPS. Hear how Skop and his team reversed a trend of low grosses and losses on Bronze vehicles, while making even better grosses on Gold and Platinum cars, during the three-month challenge. Skop also details the car-specific circumstances that he believes signal a need to go above or below ProfitTime GPS pricing recommendations to achieve optimal outcomes.
In this vAuto podcast, Jeremy Nowling, director of sales, digital retailing and implementation for Rohrman Auto Group, shares how he/his team make their new/used vehicles show up and stand out for vehicle shoppers to capture their business. Nowling details the elements that drive merchandising success—the right mix of photos, complemented by specific call-outs in billboards and overlays and more—for new and used vehicles. Plus, he outlines how he measures merchandising efficiency and effectiveness, while overseeing merchandising-focused managers at individual rooftops in the group.
In this episode of the vAuto podcast Mark Thompson, Used Car Operations Director at Bergey Automotive, joins Mike Boyd, Senior Director of Business Development and Founder of vAuto’s iRecon, to discuss how Bergey’s has reinvented itself in an unpredictable market. They’ll discuss how Bergey’s changed their merchandising approach, tightened up reconditioning and got creative with acquiring inventory – all while keeping the customer experience at the forefront.
Photos alone don't tell the story today's vehicle shoppers want to understand about your vehicles. That's a take-away from recent research into consumers' vehicle purchase processes. In this episode of the vAuto podcast, Nathan Fox, AVP Operations, Merchandising at Cox Automotive and vAuto, distills key research findings and insights to help dealers give shoppers a better and more influential experience. The research insights are part of the 2023 Consumer Merchandising Insights eBook. Download your copy here: https://www.vauto.com/learning-center/vauto-content/vat-2023-consumer-merchandising-insights-ebook-feb23-v4
In this episode of the vAuto podcast, Bruce Harrington, Used Car Director at Paso Robles Chevrolet, shares why he considers buying used vehicles in the wholesale market akin to ordering new cars from the factory. Hear how Bruce uses technology and tools to get the right cars, at the margins he expects, for his inventory and individual customers who want a specific car. Get an inside look at how Bruce spends only minutes to get the vehicles he needs and how he’s gained comfort in buying almost everything online.
In this vAuto podcast, Mike Maheras, vice president and general manager of Phillips Chevrolet, and Jack Gronner, vAuto Performance Manager, discuss how Mike's adopted a new way to wholesale vehicles that reduces risk and results in consistently profitable outcomes. Mike details why he describes Cox Automotive’s Upside solution as "legalized gambling with used cars and no downside." Hear how Mike's team now appraises every potential acquisition with greater confidence, knowing each vehicle's optimal exit strategy, and why the elimination of "no sales" when they wholesale cars through Upside makes a big, profitable difference.
In this episode of the vAuto podcast, Patrick Janes details five reasons dealers are going beyond Velocity and adopting vAuto’s new Variable Management strategy for managing used vehicles. More market variability. More margin compression. More distressed cars in dealer inventories. Janes shares how Variable Management helps dealers overcome these and symptoms of today’s more uncertain used vehicle market. The key: Knowing each vehicle’s investment value, while appraising and pricing every car, to consistently make the right decisions. Find out how dealers who have fully adopted Variable Management now outperform their peers in used vehicle gross profits and sales volumes.
Two things will define success for dealers in 2023—better operational discipline and greater trust in outcome-driven decision-making. Those are two key take-aways Derek Hansen, VP Operations for vAuto, and Dale Pollak, vAuto founder, gleaned from their discussions with dealers at NADA. Hear how dealers can achieve greater success in the year ahead, despite uncertainty about today’s more variable market.
In this episode of the vAuto podcast, Brian Langley, director of service operations for the Sam Leman Automotive Group in Central Illinois, and Mike Boyd, founder of vAuto iRecon, discuss how Langley has brought more accountability and efficiency to the group’s used vehicle reconditioning. Langley outlines two things he tracks daily to avoid a backlog of vehicles waiting for reconditioning and reduce approval times on ROs from hours to minutes. Hear Langley’s tips other dealers can use to achieve team buy-in and diligently use technology-driven solutions to get used vehicles through service, detailing and online faster with more sales-to-service collaboration and far less friction.
In this vAuto podcast episode, three vAuto leaders, Dale Pollak, Derek Hansen and Nathan Fox, offer a preview of the new solutions and thought leadership the company will bring to the 2023 NADA convention in Dallas. Hear about current used vehicle challenges and how they’ll shape the year ahead, followed by a rundown of the NADA presentations that aim to help dealers improve their used vehicle retailing, wholesaling and merchandising. Plus, you get a sneak peek at the new innovations vAuto will debut in Dallas.
In this episode of the vAuto podcast, Nathan Fox, vAuto AVP Operations, Merchandising Software, outlines an opportunity gap for dealers with the VDPs on their online vehicle listings. Fox explains that while dealers have successfully optimized listings for SRPs, their VDPs have not kept pace with consumer expectations. Fox shares how dealers should think differently about the VDP experiences they offer consumers and the steps they can take to improve VDP engagement and relevance. Fox also describes a new metric that can help dealers measuring their merchandising success beyond the SRP/VDP counts they use today.
In this vAuto podcast episode, vAuto founder Dale Pollak explains why Variable Management, a new way to manage used vehicles based on each unit’s unique investment value, drives better outcomes for dealers than Velocity Management. Dale details how the data science behind Variable Management helps dealers avoid cheap selling their best cars for the sake of volume and holding out for gross on their worst cars to avoid losses—a common problem in the current market. Dale also shares how Variable Management can help dealers become smarter and more successful as they tap non-traditional channels to source used vehicle inventory.
In this vAuto podcast episode, Vaida Presniakovaite, president of Midway Autohaus, Bridgeview, IL, shares how she and her team have adjusted to retailing vehicles in an era of historically low and high-cost inventory supply. Presniakovaite details how her retailing strategy has shifted to lower-cost inventory and why she now prefers a technology-driven method to source these vehicles through a wider network of online auctions to drive greater efficiency and profitability. Presniakovaite also outlines how she’s preparing for future market conditions by running a clean and lean inventory today.
In this vAuto podcast episode, Mike Boyd, founder of vAuto’s iRecon, and Jade Terreberry, Senior Director, Strategic Planning & Business Development (Autotrader, KBB, & Dealer.com) discuss the ever-growing importance of fixed ops in increasing customer lifetime value (CLV)—and how a consumer-focused, digitally driven strategy in service helps them achieve the goal. Hear how consumer expectations have shifted during the pandemic and how dealers must proactively engage their customers throughout their ownership experiences, providing greater convenience, relevance and transparency to capture their vehicle service business.
In this vAuto podcast episode, Brian Neeley, president of the four-store independent dealer group, Drive N-Motion, shares how he and his team have shifted to acquiring nearly 90 percent of their inventory from online auctions. Neeley outlines how he uses technology and tools to minimize the time required to find and appraise available vehicles and expand his buying team’s ability to cover multiple lanes at multiple auctions across multiple states at the same time. Neeley details how he uses CR scores and market data to purchase inventory with greater confidence and trust, which drives profitable retail deals.
In this vAuto podcast episode, Mark Strand, senior director of economic and industry insights for Cox Automotive gives a data-driven perspective on how the used vehicle market will evolve in the final months of 2022. Strand shares how depreciation will continue to affect specific vehicle segments more than others, and how the relative stability of current retail prices creates near-term profit opportunities for dealers. Strand details why vehicle acquisition will remain more digitally driven in the future, and why dealers will have a tougher time sourcing near-new vehicles to feed their factory certified pre-owned sales programs and the local demand data dealers should mine to keep current with changing consumer preferences.
In this vAuto podcast episode, Brian Benstock, vice president of Paragon Honda and Paragon Acura, Queens, NY, and vAuto founder Dale Pollak discuss how they believe dealers should respond to less-favorable market conditions in the months ahead—and get out of what Benstock dubs a “profit coma.” The pair also discuss why service lane acquisition will need to become an even higher priority for dealers to ensure they maintain retail sales volumes in light of ongoing inventory constraints. Benstock details the process he developed and refined over the past decade to make service lane acquisitions a primary source of used vehicle inventory. He also offers guidance to help dealers avoid friction with customers, and between their sales and service teams, as they make the service drive a larger part of their acquisition strategy.
Ever think about what other profitable dealers are doing to stay ahead of the game? Mike Boyd, founder of vAuto’s iRecon sat down with Alex Andreus, COO of Murgado Automotive Group, to talk about the steps he takes to keep his business prospering.
They discuss actionable points that’ll get you thinking about your own dealership, like: - The current market and its turning point - The best tools and insights to make data-driven decisions - What’s keeping dealers up at night - Why building a good brand reputation is crucial
In this vAuto podcast episode, Paul Metrey, Senior Vice President of Regulatory Affairs, and David Regan, Executive Vice President for Legislative Affairs at NADA detail the association’s efforts on Capitol Hill to pass legislation that would provide relief from LIFO tax liabilities many dealers incurred this year. The conversation outlines why LIFO liability has become a problem for dealers, the reasons NADA’s lobbying efforts moved from the U.S. Treasury to Congress and where House and Senate bills currently stand in terms of bipartisan support. Metrey and Regan share steps dealers can take to encourage support for the tax relief legislation from their lawmakers.
In this vAuto podcast, Micah Tindor, Senior Director for Kelley Blue Book Instant Cash Offer, discusses the importance of adjusting consumer acquisition processes to better align with consumers’ changing expectations. Tune in to learn how consumers are more aggressively price shopping, what they now expect/need, and how to position your dealership to win more vehicles.
No two dealerships look the same but one thing that is constant is change is hard.
Any good dealer knows that change is a necessity to keep growing and finding future successes. Join us as Mike Boyd, Founder of vAuto’s iRecon, and Sean Kelley, CEO of Car Motivators, discuss how to successfully bring change to your dealership. They’ll discuss the number one challenge dealers are facing in today’s environment (hint, it’s not what you think) and how to effectively coach to overcome this challenge. You’ll walk away with top tips on implementing change, how to measure success, and how to re-frame conversations with teams in the dealership to get everyone behind the change.
In this vAuto podcast episode, Adam Robinson, CEO of Hireology, highlights a growing disconnect between the way dealers are currently filling positions in sales and service, and the expectations of the people dealers are looking to hire. Adam shares best practices to help dealers address the disconnect—from rethinking what they expect of key sales and service team members to reinventing how they compensate new team members who aren’t solely motivated by money. Adam also outlines a multi-point game plan to help dealers ensure the candidates they seek will see—and respond to—the career opportunities dealers offer. Find out why Adam believes the hiring decisions many dealers make today will shape the level of their success in the coming year and beyond.
In this vAuto podcast episode, Brian Kramer, General Manager at Germain Toyota and Germain Lincoln of Naples, joins host Micah Tindor, Senior Director for Kelley Blue Book Instant Cash Offer. During this episode, they discuss how Brian and his team have been acquiring inventory from customers directly from their service lanes – they have not bought a vehicle from an auction since 2018! Brian also discusses how his was the very first dealership to make a sale in the Metaverse! This episode’s a must-listen for dealers and teams looking to sharpen their acquisition methods outside of the traditional auctions.
Think your reconditioning process is good enough? Think again. Vehicle reconditioning is often considered a necessary evil of inventory management—a cost of doing business that’s less glamorous than selling cars. It historically hasn’t received the attention and oversight it should. As a result, dealers often don’t consider how much their reconditioning process affects their ability to effectively appraise and acquire cars, merchandise them in the most transparent way possible and provide a why-buy-from-us differentiator with retail customers. In this podcast, join Mike Boyd, founder of iRecon, to understand the link between reconditioning and how it impacts all other aspects of used vehicle inventory management. Mike will walk through how a less-than-efficient reconditioning process hurts a dealer’s ability to buy cars as well as the signs that signal you should consider tuning up your reconditioning process.
In this vAuto podcast episode, company founder and Cox Automotive executive vice president Dale Pollak shares an overview of new solutions and a book that will debut at the NADA 2022 convention in Las Vegas. Find out how the ProfitTime Global Acquisition system helps dealers manage multi-channel inventory sourcing efforts, enabling the application of key metrics to drive success in each channel. Dale outlines how Cox Automotive’s Upside solution will help dealers implement a new method to turn wholesale vehicle sales into a profit center. Dale also discusses key take-aways from his latest book, Whole Truth: A Fresh Money-Making Method to Wholesale, the Most Misunderstood Side of Your Business, which provided the vision behind the Upside solution.
Learn more by reserving your demo at the NADA 2022 Show in Las Vegas now: vAuto.com/NADA2022
It’s no doubt the way dealers source used vehicle inventory has changed in the past two years. In this podcast, Micah Tindor, Senior Director for Kelley Blue Book® Instant Cash Offer, discusses how dealers can improve their efforts to acquire more vehicles directly from consumers. Learn how you can more quickly engage customers with vehicles to sell or trade and ensure your first offer is your best offer to make the deal. This episode also provides a sneak peek of new solutions Kelley Blue Book Instant Cash Offer will showcase at the upcoming NADA Show. Reserve your demo of Kelley Blue Book Instant Cash Offer at NADA 2022 now. https://bit.ly/3p3FNvL
In this podcast, our lives are becoming more digital, and the car business is no exception. Consumers spend an average of 7 hours doing online research and shopping in their car buying journey. For most shoppers, the media carousel is the first place they click when on the VDP – over 60% of VDP visits on dealership websites include engagement with the photo carousel. However, most dealers do little to nothing beyond providing high-quality photos to “sell” the vehicle or their dealership within the carousel. Dealers are wasting a prime opportunity with a captured audience. vAuto Intelligent Promotion helps achieve this by making it efficient for dealers to transform the media carousel experience so they can engage shoppers and win their business online. Get your demo of Intelligent Promotion at NADA 2022, schedule yours now: vAuto.com/NADA2022
In this vAuto podcast, Dominick Gagliano, Social Media Director and Sales Manager at Lexus of Las Vegas, joins host Micah Tindor, Senior Director for Kelley Blue Book Instant Cash Offer, to discuss the playbook Dominick uses to execute a successful social media strategy for his dealership (@lexusoflasvegas on Facebook and Instagram). Dominick shares how he selects, pays and equips “social media ambassadors” to create sales- and service-oriented content that drives customer engagement and sales. Dominick addresses how he coaches and monitors ambassadors to ensure they consistently promote and protect the dealership’s brand, and how their efforts improve in-store culture and produce popular posts (like the weekly Coffee Run segments) that drive new business. The episode’s a must-listen for dealers and teams looking to sharpen their social media strategy and more effectively connect with customers.
Hear from Brian Finklemeyer, Sr. Director of Business Development at vAuto, and Mike Stanton, CEO and President of NADA, as they discuss what’s ahead for franchise dealers in 2022. Find out why Stanton is betting on the future of the franchise system, as evidenced by record-setting buy/sell activity, and the resilience of dealers as they’ve adapted to inventory shortages, the rise of direct-to-consumer EV startups and the shift to digital retailing. Stanton also shares where NADA will focus its lobbying efforts in the year ahead, including LIFO and tax relief for dealers and EV incentives. Finally, get sneak-peek of what is to come from the NADA show in Vegas as the organization goes big to reconnect the industry.
In this vAuto podcast, vAuto founder and Cox Automotive executive vice president Dale Pollak shares five take-aways from 2021 that will drive success in the year ahead. As dealers continue to face constrained used vehicle supplies in 2021, they will need to continue selling more cars from smaller inventories and acquiring vehicles directly customers. Dale also discusses how customer-centric appraisal processes will help dealers compete for customers cars with larger, digital retailers, and why investment value-based used vehicle pricing helped some dealers out-perform competitors in sales volume and profit. Dale also believes the wholesale market will offer opportunity for dealers who follow a holistic assessment of each vehicle’s optimal exit strategy as they acquire inventory.
In this vAuto podcast, Patrick Janes, Sr Director of Business Development for vAuto’s Stockwave solution, shares that used vehicle wholesale supply is down 22% from normal levels and how these current market conditions have spurred a shift in the way dealers source inventory. Patrick details how dealers should not only use local auctions for inventory but can benefit by sourcing from the service lane, dealer to dealer trades, private party listings, and more. Also, some used vehicle managers are stealing a page from new vehicle sales by “taking orders” to proactively find vehicles for customers in the wholesale market. Patrick also details why he believes the wholesale sourcing challenges dealers faced in 2021 are likely to persist in the new year and possibly beyond.
In this vAuto podcast, Greg Palmer, inventory and marketing director at the Ron Marhofer Auto Family in Clinton, OH, shares how a firmer commitment to managing inventory as investments has helped the dealer group achieve even better gross profit and volume outcomes. Greg details how the commitment has helped the group resist the temptation to reduce prices on vehicles with high investment value to juice sales volume and hold out for gross on vehicles that started out with little or no investment value on Day 1. He also discusses how ProfitTime pricing recommendations help him achieve optimal gross/volume outcomes for every retail unit and how the system’s precious metal grades help appraisers and managers bring in vehicles with a crystal-clear understanding of each vehicle’s investment potential.
In this vAuto podcast episode, Brian Finkelmeyer, Senior Director of Business Operations at vAuto, and Colton Ray, Chief Marketing Officer of Walser Automotive Group (MN), discuss sales and marketing strategies to get ahead on the new car business. Colton shares how Walser has navigated through the inventory shortage by moving to a more progressive sales model that includes preselling incoming inventory, a “price-the-product” strategy, and rethinking the customer sales experience.
In this vAuto podcast, Mike Boyd, director of business development for vAuto iRecon and Micah Tindor, senior director at Kelley Blue Book® Instant Cash Offer, discuss take-aways from their recent Digital Dealer workshops. The conversation covers how customer emotions and expectations should shape the processes dealers use to acquire more inventory from customers across different sourcing channels. Mike and Micah share the reasons they believe dealers should use sales associates rather than managers to lead engagements with customers interested in selling their vehicles, and why a “hit low and walk down” strategy for appraisal offers no longer works. In addition, they discuss how dealers should align compensation plans to drive behaviors that build transparency and trust in the appraisal/acquisition process, ensure collaborative assessments of a vehicle’s condition and provide an positive experience that leads to profitable vehicle acquisitions and happy customers.
In our third "Straight from the Source" podcast episode, Micah Tindor, Sr. Director, Kelley Blue Book® Instant Cash Offer has a conversation with Glenn Carroll Dealer Principal, Custom Cars West. Glenn shares how he and his team about their acquisition anywhere strategy and their successes.
In our second “Straight from the Source” podcast episode, Micah Tindor, Sr. Director, Kelley Blue Book® Instant Cash Offer has a conversation with Jonathan Hakes, Used Vehicle Director at Bob Johnson Auto Group.
Jonathan shares how he and his team use tools and data and a consistent processes to build customer confidence and to win the right vehicles.
In our first “Straight from the Source” podcast episode, Micah Tindor, Sr. Director, Kelley Blue Book Instant Cash Offer has a conversation with Bill Brauer, Pre-Owned Director and Wholesale Manager at Morristown Motors Inc.
Bill shares how his dealership has been using a more cost-effective way to acquire vehicles despite ongoing market challenges. Brauer also shares the successes his dealership has been having when it comes to their appraisal process and why transparency is key when meeting with a customer.
In this vAuto podcast episode, Mike Boyd, director of business development for vAuto, and Brian Kramer, general manager of Germain Toyota of Naples (FL), discuss how today’s customer-minded appraisals have evolved considerably in recent years. Brian shares how he’s refined his appraisal process to focus on the customer’s experience and satisfaction as much as the car’s condition and value. Brian details how the journey has enabled sales associates to handle appraisals and paved the way for acquiring all used vehicle inventory through trade-ins, the service lane and directly from customers. The episode wraps up with Brian sharing the priorities he’ll pursue to close out a successful 2021.
In this vAuto podcast episode, Randy Kobat, vice president of operations for vAuto, and Dale Pollak, founder of vAuto, offer a sneak preview of dealer-focused sessions offered by vAuto at the upcoming Cox Automotive Fall Expo User Summit. Hear how the sessions will help you diversify your used vehicle sourcing and manage used vehicle inventory as investments, as well as perspectives from Dale on recent market changes and how they’ll shape the closing months of 2021.
In this vAuto podcast episode, Brian Finkelmeyer, Senior Director of Business Operations at vAuto, reveals why he believes the current, reduced dealer days supply of new vehicles is here to stay. Brian explains how this new normal is changing when dealers retail new cars to optimize sales despite smaller inventories. Next, Brian outlines how dealers should manage and mine their new vehicle sales efficiency rates to get the most from their OEM allocations.
In this vAuto Podcast Dealer Voices episode, host Randy Kobat and Gary Wexler, general manager of Honda of Downtown Chicago, discuss the dealership’s decision to move to an investment value-based strategy for managing used vehicles and the positive changes that resulted. Wexler also shares how he and his team have put a greater emphasis on acquiring customer vehicles to feed their used vehicle inventories and the steps they’ve taken to bring more accountability, collaboration and efficiency to their used vehicle reconditioning process.
In this vAuto podcast episode, Nathan Fox, Senior Director of Business Development at vAuto, discusses changing car shopper preferences and their impact on the ways dealers merchandise vehicles. Nathan shares how more immersive, transparent content helps dealers capture shopper interest and drive the vehicle buying decisions that increasingly occur online. Nathan also details how new technology helps dealers efficiently reshape their online merchandising strategies to provide the confidence that customers require to earn their business.
In this vAuto Podcast episode, Patrick Janes, director of business development for vAuto’s Stockwave solution, shares strategies dealers and used vehicle managers can use to find acquisition opportunities as the wholesale values adjust to more normal conditions. Patrick shares how dealers can use technology and tools to identify sellers with high no-sale rates are selling their cars and lean on local market data to fine-tune their acquisition strategies to source higher-cost cars that offer less risk in the retail market. Patrick also outlines an approach for dealers to right-size their acquisitions to ensure their used vehicle inventories complement incoming new vehicle inventory when it arrives from manufacturers.
In this vAuto podcast episode, Brian Wieland, Used Car Director for Van Horn Automotive Group, Plymouth, WI, shares how the group has adopted a “source from anywhere” strategy to acquire more inventory directly from customers. Brian details how the group has standardized its appraisal process and uses car-buying events to feed inventory to the group’s 18 stores, resulting in more profit-favorable acquisitions and less reliance on auctions for inventory. Brian also shares how the group’s mission statement, “Empower People, Amaze Customers” translates into the day to day operations and engagements with customers, and why he believes the focus on delivering a top-notch customer experience offers an advantage as the group seeks to hire and retain its employee teams.
In this vAuto podcast episode, dealer Mark Bush of Bush Auto Place, Wilmington, OH, discusses results of a recent Northwood University student project that examined his store’s processes for preparing and promoting used vehicles online. Joined by Northwood University instructor Jennifer Patten and vAuto’s senior director of business development, Patrick Janes, Bush outlines how he’s adopted study recommendations to improve online reviews and visibility of inventory listings. He also shares how a sales coordinator position helps his team meet a five-day goal for getting vehicles front- and online-ready.
Join a discussion between host Brian Finkelmeyer, Sr. Director of New Car Solutions at vAuto, and Michael Brown, Owner/Operator of Empire Auto Group, about how his business weathered the past year within the COVID-19 epicenter. Michael shares what his group has done to sustain itself during COVID-19 and the inventory shortfalls, how it has thrived during the recovery, and what they’re doing to prepare for the future of automotive retailing.
In this vAuto podcast episode, Patrick Janes, director of business development for Stockwave, joins Northwood University instructor Jennifer Patton, dealer Mark Bush of Bush Auto Place, Wilmington, OH, and three students to discuss an experiential learning project that assessed the health and strength of Bush’s inventory marketing and merchandising. The students share how they approached the project and outline early learnings that will shape final recommendations for Bush to consider in his inventory marketing and merchandising efforts.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Mike O’Toole of Mohawk Honda, Scotia, NY, discuss how O’Toole and his team have overcome used vehicle inventory acquisition challenges by focusing on purchasing cars from customers. O’Toole details how the store uses in-person and virtual appraisals that rely on third-party validated offers and a human touch to provide a more personal and satisfying experience for customers. O’Toole also shares how his team uses consumer insights data to engage customers and know whether they’re looking to sell a car for cash or sell the car and purchase another.
In this vAuto podcast episode, vAuto founder Dale Pollak shares perspective on recent shifts in the wholesale and retail markets, and how dealers should consider stocking and pricing vehicles in a transitioning market. Dale outlines how the appreciation of wholesale values and retail demand have peaked. Moving forward, Dale recommends moderation in both stocking and pricing used vehicles to ensure optimal investment outcomes for each vehicle in the weeks ahead.
In this vAuto podcast episode, Patrick Janes, director of business development for Stockwave, shares strategies to help dealers acquire inventory in a wholesale market where values are high and supplies are relatively low. Patrick offers a perspective on how dealers can use market data to know the higher-cost wholesale vehicles they acquire are right for their inventories and local markets. Patrick also shares how dealers can more efficiently mine vehicle acquisition opportunities from private sellers to ensure they have sufficient inventory to meet retail demand.
In this episode of the vAuto Podcast, Mike Boyd, director of business development for iRecon, shares the three top priorities dealers and managers should address as they look to improve reconditioning efficiency to help them increase used vehicle sales throughput and volume. From defining goals to mapping who does what, and by when, Boyd details a best practice plan to help dealers eliminate pinch points in their reconditioning process and ensure every stakeholder—in sales and service—has a holistic view of work that’s in process and coming soon from your inventory acquisition pipeline.
In this vAuto podcast episode, vAuto founder Dale Pollak provides a detailed look at the all-new ProfitTime 2.0, and shares why he believes this system will become a new standard for pricing and managing used vehicles. Dale details how ProfitTime 2.0’s pricing recommendations help dealers price their used vehicles to deliver more investment return while reducing the time required to make pricing decisions. Dale also outlines factors, such as increased federal stimulus and infrastructure spending, will yield strong retail demand for used vehicles in the front-half of 2021.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Scott Oller of Suntrup Automotive Group, St. Louis, discuss how a centralized acquisition, pricing and reconditioning operation works for the six-store group. Oller details how his team adjusted its acquisition strategy as the COVID-19 pandemic unfolded, and the ways he ensures store managers trust his decisions about the cars they’ll sell and the retail prices they ask for them. Oller also shares how he uses technology to keep current on retail demand and understand the vehicles that work best for individual stores.
In this vAuto podcast episode, Patrick Janes, director of business development for vAuto’s Stockwave, highlights how dealers can find advantage in a wholesale market despite the higher cost of auction-purchased inventory. Patrick shares how dealers can mine market data to identify wholesale vehicles that offer a profit-positive retail opportunity, and spot emerging opportunities less data-minded buyers might miss. Patrick also outlines reasons why he believes the retail market will remain robust in early 2021, even as dealers may face ongoing volatility in the wholesale market.
In this vAuto Podcast episode, vAuto founder Dale Pollak responds to dealers who asked for guidance and insight on used market conditions in the final quarter of 2020. Dale discusses how a slight softening of retail sales and wholesale values should guide dealers’ decisions to acquire more inventory, and shape their retailing strategies for higher-cost auction vehicles. Dale outlines how dealers might rethink their appraisal process to bring in vehicles that offer opportunity in both the retail and wholesale markets. Dale also points to a potential bright spot in 2021—how a second round of federal stimulus funds will likely buoy new and used vehicle sales.
In this vAuto podcast episode, Brian Finkelmeyer, senior director of new car solutions for vAuto, and guest David Barash, finance director at Glassman Automotive Group in Metro Detroit discuss how dealers are taking advantage of digital interfaces and virtual tools to complete a deal. David shares that customers know exactly what they want due to the accessibility of information available to them. With digital tools, customers can take a virtual walk-around and test drive a vehicle from the comfort of their living room! Despite the pandemic eliminating inventory across the country, David notes that it gives his team more time to structure a great deal with what they have. Looking ahead, the end of the year looks to hold strong thanks to the power of technology and innovation.
In this vAuto podcast episode, host Lance Helgeson and Brian Finkelmeyer, senior director of new car solutions for vAuto, discuss how dealers can thrive in a new car market where retail demand currently outpaces inventory supply, and the race to the bottom is now a race to inventory. Brian offers best practices for dealers to ensure they understand their best-selling models, colors, equipment and trim combinations, and to proactively address slower-moving inventory that can restrict a dealer’s ability to order and stock the best-selling vehicles. Brian also shares a look ahead at how the lessons dealers and factories learned during the pandemic will shape the new vehicle market through the end of 2020 and into 2021.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Nick Anderson, general manager at Chuck Anderson Ford, Excelsior Springs, MO, discuss how market conditions have pushed Nick to rely on alternative strategies to acquire used vehicle inventory. Nick shares how Kelley Blue Book Instant Cash Offer helps him acquire 20 vehicles a month with lower Cost to Market percentages than auction purchases. Nick outlines his strategy for working with customers, whether they purchase a vehicle or not, to ensure a satisfying, transparent process. Nick also offers the three strategies he’ll follow to ensure a strong close to 2020.
In this vAuto podcast episode, Eric Nelson of Nelson Auto, Mt. Prospect, IL, and Patrick Janes, director of business development for Stockwave discuss how Eric uses technology to efficiently find and acquire the right inventory for his dealership. Eric shares how he blends online and proxy bidding to acquire the vehicles he knows will sell in his market, and how Google helps him track retail trends that inform the amount and type of inventory he needs. Eric also details why he believes, despite 2020’s raft of disruptions, his store will end the year ahead of its retail performance in 2019.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Dan Garwatoski, sales manager at Nissan North, Columbus, OH, discuss how Dan and his team have found success despite ongoing volatility in the retail automotive market. Dan shares how Provision ProfitTime helped the dealership raise prices to meet retail demand and acquire the right cars for the right money, despite a hot wholesale market. Dan also discusses the digital retailing lessons his team has taken to heart, and how the right people and processes feed the dealership’s ongoing success.
In this vAuto podcast episode, host Lance Helgeson and iRecon founder Mike Boyd discuss how inaccurate reconditioning estimates in appraisals can undermine a dealership’s ability to acquire and retail used vehicles. Mike shares findings that suggest an average $600 variance between reconditioning estimates and the cost of the actual work—a gap that often translates to lower look-to-book ratios and less-productive inventory acquisition efforts. Mike also details how dealers can measure appraiser performance to achieve a higher level of recon estimate accuracy and consistency, and how such “measure to manage” efforts yield more positive outcomes for the dealership.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Cary Donovan, dealer principal at Rolling Stock Specialty Auto Sales, Louisville, KY, discuss the unique retailing strategy Donovan has developed at his warehouse operation. Donovan shares how he manages his customers through appointment-only and details his reasons for choosing not to offer F&I options as part of his customer-centric sales process. Donovan outlines how he determines if a vehicle is right for his customers and his effort to become a trusted advisor to win a customer’s business and satisfaction.
In this vAuto podcast episode, host Lance Helgeson and vAuto founder and Cox Automotive executive vice president, Dale Pollak, discuss current market conditions that suggest dealers take a more cautious approach to acquiring used vehicle inventory. Dale shares his recommendation that dealers should stock a 30-day supply of inventory, based on a rolling 14-day total of retail sales, rather than a full 30-day snapshot. Dale also suggests dealers should rethink cars that “cost too much” at auction and offers a benchmark to help dealers capture a higher percentage of lower-cost, trade-in opportunities to ease their reliance on auction purchases.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Bobby Sight, operations director at Rob Sight Ford, Kansas City, discuss how Bobby has spent the past year revamping the dealership’s marketing strategy as part of an effort to increase the store’s new vehicle business. A fourth-generation dealer, Sight shares how he studied competitor inventories and sales to find his own opportunities to grow market share. Sight details how his more aggressive approach to new vehicles created positive momentum that has helped him grow retail sales by 27 percent despite the disruption and low inventory levels caused by the COVID-19 pandemic. Sight also shares how he and his team are faring in used vehicles as they contend with unprecedented competition and cost for wholesale inventory.
In this vAuto podcast episode, host Lance Helgeson and Brian Finkelmeyer, director of new vehicle business development for vAuto, discuss the current environment for franchised dealers in new vehicles. Brian shares an update on new vehicle sales and inventory supplies, and how these factors create an environment where the margin of error in pricing or vehicle ordering can make a difficult situation even worse. Brian offers three ways dealers can optimize their new vehicle inventory to capture the right cars and customers amid the current market volatility.
In this vAuto podcast episode, host Lance Helgeson, Rob Berman, used vehicle manager at Nate Wade Subaru, Salt Lake City and Patrick Janes, director of business development for Stockwave, discuss how Berman has adjusted his inventory acquisition efforts to fit current wholesale and retail conditions. A self-proclaimed “dinosaur,” Berman shares how he’s casting a wider net using technology to find the cars that match his buying parameters, regardless of where they are. Berman also details how and why more targeted, profit-focused auction acquisitions helped drive record-setting used vehicle sales volume and gross profits in June for his dealership.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Jonathan Hakes, used vehicle inventory director at Dorschel Auto Group, Rochester, NY, discuss how the group is putting a greater emphasis on capturing more trade-ins and off-street vehicles to feed its used vehicle inventory. Jonathan shares how the group is refining its “sight unseen” appraisal process and using Kelley Blue Book Instant Cash Offer to get more accurate, consumer-led assessments of a vehicle’s condition. view of a vehicle’s condition. Jonathan also details the group’s goals to achieve a Look to Book ratio of 60 percent in the coming months.
In this vAuto podcast episode, host Lance Helgeson and vAuto founder and Cox Automotive Executive Vice President Dale Pollak discuss two questions on most everyone’s minds—why is retail demand so strong and how long might it last? Dale shares a perspective shaped by conversations with top thinkers at Cox Automotive that suggests 4 “Cs” are driving retail demand, which are cash, credit, confidence and cheap money. Dale also encourages dealers to right-size their used vehicle inventories to current retail demand to avoid carrying too much inventory if retail demand loses steam as summer turns to fall across the country.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Phillip Gill, general sales manager of Tom Gill Chevrolet, Florence, KY, discuss how business has changed at the dealership since the COVID-19 pandemic started. Phillip outlines how the pandemic disrupted his transition to Provision ProfitTime, and then proved to be a useful way to position the store for a record-setting pace of sales in May. Phillip also shares some of the ways he’s changing his sales process to retain and grow the share of customers who now prefer digital retailing, and the opportunities for greater efficiencies and profitability for dealers willing to adapt their businesses to new retailing realities.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Jeff VanderWal, founder and president of Clear Shift, a Littleton, CO-based independent dealership, discuss the factors that have helped the operation double its retail sales despite the pandemic. Jeff shares why Clear Shift adopted digital retailing strategies years ago, and how his sales process has offered an advantage in the current market. Jeff also shares pointers for other dealers to help them reengineer the way they sell cars by putting an earnest and honest focus on serving customers in the manner they want to be served.
In this vAuto podcast episode, host Lance Helgeson, Jim Farkas, general manager of Germain Honda of Ann Arbor, MI, and Mike Boyd, director of business enablement for vAuto’s iRecon, discuss how Farkas used the COVID-19 pandemic to rethink the store’s approach to reconditioning. Farkas details how he’s defined specific performance standards and timelines to shave nearly three days off the time it typically takes to get vehicles frontline-ready faster. Farkas shares how he has changed pay plans and tied shop rates to specific time targets to ensure vehicles are out of the shop and detailed/online within 72 hours.
In this vAuto Podcast episode, host Lance Helgeson and vAuto Founder Dale Pollak discuss key operational take-aways from the automotive industry’s response to COVID-19. Dale shares how a collective focus on customers is helping dealers redefine the way they do business to increase operational efficiency and profitability. Dale shares how some long-held beliefs, like a need for big facilities and control-based showroom experiences to make deals, are changing fast. The conversation also underscores what won’t change about the role of the dealer in retail automotive, with a specific focus on need for well-executed inventory investment fundamentals and a well-developed ability to adapt when markets change.
In this vAuto podcast episode, host Lance Helgeson, Jonathan Self, used car director for independent dealer Texas Auto and Patrick Janes, director of business development for vAuto’s Stockwave, discuss how Self has moved from a stand-still to serving a growing number of retail customers. Self details how he’s picked up curbside buying and finding front-end gross friendly auction cars by adjusting his stocking business plan to fit current market conditions. Self also shares pointers for used vehicle buyers and managers who have not yet mastered the art/science of appraising and acquiring wholesale inventory online, sight-unseen.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Trent Waybright, vice president of pre-owned operations for Kelley Auto Group, Fort Wayne, IN, discuss how the group stores are selling more used vehicles today than they did a year ago. Trent shares how he’s remained aggressive in his pricing and acquisition strategy, while innovating in the way his team gets vehicles front-line ready and handles customers in a way that makes them most comfortable and safe. Trent also shares insights on how today’s appointment-only selling may become a more permanent part of the road to the sale.
In this vAuto podcast episode, host Lance Helgeson and Mike Boyd, director of business development and founder of iRecon, discuss how dealers are adjusting staffing levels and processes during the COVID-19 crisis. Boyd shares his perspective that now is not the time for dealers to trim back on necessary reconditioning to reduce costs. Rather, Boyd believes proper reconditioning is necessary to avoid situations where cutting corners costs used vehicle sales.
In this vAuto podcast episode, host Lance Helgeson and vAuto founder and executive vice president Dale Pollak discuss Dale’s prescription for dealer’s to return to retail-back acquisitions. Dale shares an overview of improving retail and wholesale market conditions, and how these changes make a reliance on wholesale valuations less necessary and useful given the increasing relevance and reliability of retail supply/demand insights. Dale describes why the current moment provides what may be a short-term opportunity for dealers to acquire vehicles with front-end margins dealers have not seen in some time. Dale also shares a cautionary perspective on inventory acquisition levels, given uncertainty about sustained retail demand through the summer and fall.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and John Malishenko of Germain Auto Group, Columbus, OH, discuss how the Germain organization has quickly adapted their retailing operations in the COVID-19 crisis. John shares how a simple question has led to some profound insights about the way consumers want to purchase cars in the current environment, and the individuals, skills and performance indicators that drive the best outcomes. John also discusses how the Germain group is changing the way it acquires used vehicles and manages cash flow to prepare the business for the future.
In this episode, vAuto podcast host Lance Helgeson and Russ Daniels, director of product marketing for HomeNet, Stockwave, and iRecon, discuss how dealers are using overlays and other tools to merchandise their vehicles in a manner that promotes their safe, socially distant sales processes. The episode also highlights several steps dealers can take to use existing, often under-utilized tools to ensure their merchandising stands out and engages buyers in a meaningful way to drive new/used vehicle sales.
In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and independent dealer Bradley Berndt of Autohaus on Velp, Green Bay, WI, discuss how Bradley has reduced his inventory size and trimmed prices to move vehicles in the current COVID-19 crisis. The dealership’s sales are up in April, year over year. Bradley shares how his team has shifted to an appointment-only, digitally driven sales process to sell cars and put even more faith in market data to make informed decisions in uncertain market conditions.
In this vAuto podcast episode, host Lance Helgeson and vAuto founder Dale Pollak discuss the value ProfitTime can bring to dealers as they work to liquidate inventory in the current COVID-19 crisis. Dale cautions that the urgency dealers apply to retailing vehicles to improve their cash position should not neglect a vehicle’s investment value. Dale also shares his best practice suggestions for right-sizing inventory and setting investment value-based pricing strategies in today’s more volatile market conditions.
In this vAuto podcast episode, host Lance Helgeson and Brian Finkelmeyer, senior director of new car solutions for vAuto, discuss the question of whether dealers should say “no” to more inventory from the factory or say “yes” in anticipation of a time when retail demand will resume. The conversation highlights the market factors dealers should consider as they manage new vehicle inventories through the current crisis and best position them for business tomorrow.
In this special Dealer Voices podcast, host Randy Kobat joins David J. Long, a leader at Hansel Auto Group, Santa Rosa, CA, to discuss how David is helping his team and customers stay fit, healthy and safe in the current COVID-19 crisis. From hosting the daily “3 o’clock eddy” meeting on Zoom to a flexible needs-based work schedule, David shares how Hansel dealerships continue to retail and service vehicles while their showrooms are closed. David also details how he’s taking an agile, entrepreneur’s view of dealership operations to be prepared to take advantage of the retail automotive return.
In this vAuto podcast episode, host Lance Helgeson and vAuto founder Dale Pollak discuss why Dale believes dealers must adopt a liquidation strategy in their used vehicle inventories to help them reset their inventory investments in today’s volatile market. Dale shares pointers on how dealers should proceed with reducing vehicle prices, and how this strategy is leading some dealers to a retail revival in their used vehicle departments.
In this episode, vAuto podcast host Lance Helgeson joins Mike Gibel, general manager of Ira Jack Chevrolet Cadillac (Saco, ME), and Matt Kondik, implementation manager for Kelley Blue Book Instant Cash Offer, for a candid conversation about the ways Gibel’s team engages customers, and sells cars, in the current COVID-19 crisis. Gibel details how his team appraises cars, desks deals, and delivers vehicles to customers in a safe, socially distant manner. Gibel and Kondik also share how today’s digitally driven customer experiences will define how dealers make deals in the future.
In this vAuto podcast Retail Revival series installment, host Randy Kobat and Jake Sodikoff, dealer principal at Steven Nissan, Harrisonburg, VA, discuss how Sodikoff liquidated his used vehicle inventory, reset his inventory Cost to Market position through careful acquisitions, and began to capture retail sales despite the current COVID-19 crisis. Sodikoff shares how he/his team value used vehicles amid uncertainty about the accuracy of valuation benchmarks and provide at-home services for their sales and service customers.
In this episode, vAuto podcast host Lance Helgeson and Patrick Janes, director of business development for Stockwave, discuss how the current crisis has caused uncertainty in wholesale valuations and created an opportunity for dealers to use MMR Retention to gauge wholesale valuations. The episode also examines recent wholesale sales that provide a ray of hope that the market is moving and offering an outlet for liquidity as dealers grapple with fewer retail sales, incoming trade-ins and aged inventory.
In this vAuto podcast episode, host Lance Helgeson and vAuto founder Dale Pollak discuss the dangers dealers face when they stock more used vehicle inventory than they sell, and how dealers can strike a better balance between their current stock and 30-day sales rate to improve used vehicle sales and profitability.
In this episode of the vAuto Podcast, Brent Adamson, a Distinguished Vice President at Gartner joins Randy Kobat, Senior Vice President of vAuto, HomeNet and Rebates & Incentives for an engaging conversation that focuses on sensemaking and research. With dealerships being focused on selling, we get Brent's perspective on the car buying process, how thinking is challenged and what dealerships can do to give their consumer confidence.
In this episode of the vAuto podcast, we say goodbye to the 2019 trends and look ahead to 2020 and NADA. Hear Brian Finkelmeyer and Lance Helgeson discuss what trends they expect to see this year.
In this episode of the vAuto Podcast, President/CEO of OfferLogix, Jerry Thompson and Cox Automotive Rates & Incentives Practice Leader, Todd Somerville share their insights on payment calculators, the evolution of digital retailing and what dealers can do to make and keep their customers happy.
During this episode, Russ Daniels, Senior Manager, Product Marketing for HomeNet and vAuto, discusses what steps to take in order to have a successful merchandising plan. Russ also provides insight into what the next trends are in vehicle merchandising.
On this episode of the vAuto Podcast, Mike Boyd, founder of iRecon, returns to the show to discuss whether or not dealers should outsource the reconditioning process or keep it in-house. Mike also provides insight into how you can determine which route is best for you.
In this episode, vAuto’s Brian Finkelmeyer talks with automotive retail visionary Michael Maroone, for a thought-provoking look at the challenges and opportunities of an industry undergoing massive change. Maroone gives valuable insight on OEM bonus programs, future advertising methods, and a balanced approach for greater success.
On this episode of the vAuto Podcast, Patrick Janes, director of Stockwave business development, discusses three important metrics dealers should use when they go to the auctions.
On this episode of the vAuto Podcast, Dale Pollak, Founder of vAuto, discusses the origins behind Provision ProfitTime, the game-changing method that measures a vehicle’s value on its profit potential, not how long it’s been on the lot. Dale also explains how ProfitTime can help you optimize your business and price every car competitively.
On Episode 2 of the vAuto Podcast, Mike Boyd, founder of iRecon, joins the show to discuss the state of reconditioning across the industry. While the reconditioning process typically takes 12–14 days, Mike explains how a strong software solution can help dealers increase speed, efficiency and — most importantly — profitability.
Our new podcast series kicks off on a powerful note, with guest Brian Benstock, general manager and vice president of two of the world’s most successful Honda and Acura dealerships. In this lively 15-minute audio presentation, Benstock reveals innovative methods that boost sales and keep his dealerships profitable in one of the nation’s most challenging markets.