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ProfitTime GPS in Practice: Who’s Your Used Car Captain?

February 8, 2023

It’s fair to say that there’s often a gap between the way a used vehicle manager manages a used vehicle department and the way a dealer believes t…

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A Universal Used Vehicle Problem—Inverted, Irrational Pricing

February 3, 2023

Heading into NADA, I wondered how dealers would respond when they saw their used vehicle pricing presented to them through the investment-based lens t…

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NADA Day 3: Factory Moves, A Stocking Problem and a Fond Farewell

January 31, 2023

Several themes emerged in conversations with dealers at NADA that suggest future strain on their factory partner relationships. Beyond the OEM effo…

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NADA Day 2: EVs, F&I Pressure, Stability and an Opportunity

January 30, 2023

Not so long ago, some observers questioned whether dealers would want to sell and support the rise of electric vehicles (EVs) given their long-standin…

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NADA Day 1: A Busy, Optimistic, Discipline-Minded Day with Dealers

January 28, 2023

I’ll be taking home a new term that I learned in the first of my two workshops here at NADA—“learning journey.” It came from a dealer durin…

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Super-Excited to See Dealers in Dallas for NADA 2023

January 25, 2023

Like a saddle bronc in the chute, I’m chomping at the bit for this year’s NADA convention in Dallas. As many of you know, I get excited as NADA…

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Inventory Write-Downs: A New Year Rite That Isn’t Right

January 18, 2023

Every January, some dealers exercise their right to an annual rite—the financial write-down of used vehicle inventory they have in stock as the cale…

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An Ongoing Gross Deception That’s Growing—Moving Cars Between Stores

January 13, 2023

I’m seeing a correlation between the current and pre-pandemic market in the way dealers with multiple rooftops are managing their used vehicle inven…

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A New Reality in 2023: More Variability in the Used Vehicle Market

December 16, 2022

It’s fair to say that many dealers experienced and saw things in used vehicles during the past year that ran counter to traditional wisdom. In th…

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A Return of Margin Compression? Yes, But Not Necessarily

December 9, 2022

I’ve been struck by how often the term “margin compression” has come up in recent conversations with dealers. Interestingly, dealers aren’t…

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