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Why It’s Time To Tighten Up and Be Ready in Used Vehicles

September 2, 2022

Two things occurred in the past week that prompt this call for dealers to be ready for a rougher run in used vehicles for the remainder of the year th…

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“CPR” to Offset Declining CPO Profits, Sales for Dealers

August 26, 2022

I’m seeing more fault lines around certified pre-owned (CPO) sales that, over the years, have become the backbone of used vehicle departments for ma…

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ProfitTime GPS in Practice: From Skeptical to Sold

August 17, 2022

When Mike Cirona, general manager of Scott Robinson Honda in Torrance, CA, initially heard about ProfitTime GPS, he didn’t think his store’s used…

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A Time to Rethink How You Manage Inventory Age

August 12, 2022

Three market conditions have converged to cause dealers and used vehicle managers to return to inventory age management policies that call for immedia…

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Beware the Pitfalls of a “New Car Masquerade” in Used Vehicles

July 27, 2022

In the past few weeks, I’ve come to understand what I’d call a “new car masquerade” in used vehicle departments across the country. Perhaps…

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A Primer on Used Vehicle Price Sensitivity

July 20, 2022

As the used vehicle market returns to more normal conditions, I feel compelled to reiterate a perspective on retail price sensitivity that seems to ha…

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More Eyes on Dealers’ New Vehicle Mark-Ups

July 18, 2022

A couple months ago, an associate asked if I’d heard or seen any chatter among dealers about an apparently crowd-sourced site (…

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It’s a “Whole Truth” Tuesday!

July 12, 2022

I thought I’d put out a quick post to highlight that, after production and supply chain delays, my latest book, Whole Truth: A Fresh Money-Makin…

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A Rosier View of A Recession, Plus a Moment of Used Vehicle Opportunity

July 7, 2022

If you follow the news and related commentary on social media, you may well be thinking that the United States is heading toward a recession, if we’…

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A Mid-Year Gut-Check on Used Vehicle Market Conditions

June 24, 2022

As we close in on the halfway point of 2022, I think most dealers would agree with the following statement: While used vehicle sales and profits remai…

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