AUT2003. New Realities of Today's Used Car Business and Methods to Maximize Net Profits

Used vehicle net profits have diminished in recent years, even as sales volumes have increased for dealers. This trend finds many dealers achieving record-setting sales volumes while losing money in their used vehicle departments. This session offers a data-rich dive into the factors that have caused net profits to decline and reveals new metrics dealers can use to right-size their inventory investment to retail demand, identify each vehicle’s unique investment value and align their used vehicle acquisition, pricing and reconditioning decisions to maximize each vehicle’s optimal return on investment. The session will deliver take-home strategies that help dealers increase sales volumes without sacrificing net profit.

Learning Objectives:

• Recognize the shorter retail shelf life of most used vehicles
• Base critical used vehicle management decisions on each vehicle’s investment value
• Create an investment management strategy to drive sales and net profit improvement