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 techno...
Dec 10, 2020•33 min
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...
Nov 23, 2020•24 min
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 ...
Nov 16, 2020•20 min
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 comf...
Nov 10, 2020•16 min
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 a...
Oct 27, 2020•21 min
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 purch...
Oct 20, 2020•27 min
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 ...
Oct 01, 2020•20 min
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,...
Sep 29, 2020•23 min
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 ...
Sep 17, 2020•29 min
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 hi...
Sep 02, 2020•32 min
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 ...
Aug 12, 2020•16 min
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 vehi...
Aug 05, 2020•25 min
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 th...
Jul 21, 2020•19 min
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...
Jul 14, 2020•27 min
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 condi...
Jul 14, 2020•22 min
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 curren...
Jun 30, 2020•22 min
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 re...
Jun 23, 2020•24 min
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 ...
Jun 03, 2020•33 min
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 an...
Jun 03, 2020•23 min
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 underscore...
May 26, 2020•18 min
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 vehi...
May 26, 2020•22 min
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 a...
May 19, 2020•21 min
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.
May 18, 2020•16 min
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 sho...
May 12, 2020•18 min
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 Ger...
May 11, 2020•22 min
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...
May 11, 2020•11 min
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 ...
May 04, 2020•21 min
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 m...
May 04, 2020•18 min
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.
May 04, 2020•12 min
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, entreprene...
Apr 29, 2020•21 min
