Sell A Used Car

Q.was driving by one of the Toyota stores that I managed when I was in retail. He had a dozen 2002 4 dr Forcus' on the FRONT line of the used lot and about eight 2002 Escapes. I figured they were fleet cars because I knew that could not all be turns, I stopped to talk to the used car manager. He told me they were not fleet, but Ford owned program cars that he got at auction though the Ford store owned by the same company. He said 'We like to put them on the lot so it looks like they are trading 'foreign' brands.' The irony was he had them price $1,500 HIGHER than the Ford store and right up there with their 2002 Corollas, curious. If I was still overseeing that store I would be taking to the NEW car sales manager as to why the hell he was not selling enough NEW cars to keep the used ar lot full? (By the way now you say your store is wholesaling not buying used cars as you said you were last time we were on this subject. New cars sales must finally be up at your store to keep the used lot full or are you still blowing smoke?)

A.There are about 18,000,000 vehicles sold yearly in the US. About 40,000,000 used cars are sold annually, with the majority off dealer lots. If your dealership has to be BUYING used cars all the time, as you claim, they are NOT selling enough new cars, period. That is a fact of the new car business. A new car dealership is NOT in the used car business. Why would anyone spend millions of dollars to build a store and buy a franchise just to be in the used car business? That simply defies logic. Any new car dealership will always have an excess of used cars if they are a viable dealership. Why in the world would ANY dealer principal want to tie up his working capitol on used cars? We sold Toyotas and just about everything you can think of when I was Group Sales Manager of that megadealerships company and we ALWAYS had to wholesale excess trades from every dealership. We rarely, if ever bought used vehicles, even from the manufacture, to fill a lot. The only cars we bought were NEW cars from other dealerships, since ANY dealership that is worth its salt will OUTSELL its yearly allocation and MUST sell some of its used cars to create cash flow and capitol. Certainly it should never need to buy used cars.

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