From Source to Sale: A Strategic Approach to Maximizing Used Vehicle Profitability
Update: 2025-10-17
Description
In this vAuto podcast, used vehicle director Drew Hall of Cloninger Automotive Group details how/why the group adopted a source channel-specific strategy for acquiring vehicles to reduce dependency on auctions. Hear how this strategy has reshaped the way the group acquires, appraisses and prices vehicles to maximize profitability. Get insights to help you establish vehicle acquisition targets based on the source channels that perform best for specific rooftops; develop an “interactive” appraisal process to build transparency and trust when acquiring vehicles from customers; evaluate appraiser performance based on source channel-specific parameters; and, ensure your pricing and desking decisions reflect the rationale/reasons used during appraisals to determine your retail exit strategy.
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