WHY VELOCITY ALONE NO LONGER WORKS

What happened in 2017 that necessitated the shift to Variable Inventory Management?

Roughly half the dealers in America were losing money in their used vehicle department despite record volume in used vehicle sales

Major production issues for domestic vehicles caused a significant shortage in vehicle inventory

An economic recession almost halted the sale of used vehicles in the market

Supply chain issues slowed microchip production and caused inventory shortages

None

What is the primary focus of most used vehicle departments historically?

Maximizing front-end gross on aged units to avoid losses

Volume followed closely by average front-end gross

Vehicle-by-vehicle ROI (return on investment)

Finding better floorplan options to cut interest expense and holding costs

None

What role does the internet play in shrinking used vehicle margins?

There isn’t enough vehicle inventory online

Valuations online are often wildly inaccurate

Too many competing websites create confusion among consumers

It created pricing transparency between buyers and sellers

None

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