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ProfitTime 2.0 in Practice: Five Take-Aways from a Fast-Moving Market

June 14, 2021

If there’s one thing that dealers might conclude from the used vehicle market through much of this year, it’s that if you’re not paying close at…

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ProfitTime 2.0 in Practice: How the Fallacy of “Fresh Cars” Lives On

June 4, 2021

There’s a bit of what I would call an investment value disconnect with dealers and their used vehicles that offer the least amount of potential prof…

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Missing the Import of Current Retail Automotive Conditions

May 14, 2021

It seems as if nearly everyone in the industry, especially dealers, wants answers to two important questions: When will the current chip shorta…

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Reconditioning Inefficiency Comes Back to Bite–Hard

May 11, 2021

Amid the current, incredible run of strong retail demand for used vehicles, some dealers are forced to do something many would have considered unheard…

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Ripple Effects of Current New Vehicle Inventory Constraints

May 6, 2021

There is absolutely no question that the micro-chip and COVID-19 constraints on factory production and sales of new vehicles has landed franchise deal…

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Early Signs of a Market Moving to More “Normal” Dynamics

April 30, 2021

When you boil eggs or pasta on a stovetop, there’s a point when it’s wise to lower the heat to avoid a boil-over. You shouldn’t drastically redu…

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ProfitTime 2.0 in Practice: A Case of Moonshots and Missed Shots in Used Vehicles

April 9, 2021

If you examine how dealers are pricing used vehicles in the current market based on the investment value of each vehicle, it amounts to a tale of two…

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4 Pointers for Acquiring Inventory in an Appreciating Market

March 31, 2021

With wholesale values of vehicles reaching record highs, dealers are asking if it makes sense to continue acquiring inventory at costs at, near or som…

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A Remarkable–and Familiar–Time for Used Vehicle Retailing

March 5, 2021

This is normally the time of year when I caution dealers about their high hopes for a strong spring selling season in used vehicles. The caution relat…

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NADA 2021: A View from the Home Office

February 10, 2021

Like a lot of dealers, I’m missing NADA this year. This year’s NADA would have marked my 52nd trip to the annual gathering of the dealers, part…

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