Inventory Is Up, Sales Are Down: The Math Every Used Car Manager Needs Right Now

Used inventory is up, sales are down, and the July-August lift never showed. So why are sales desks still passing on first offers? This week on LotTalk, Chris Keene, John Anderson, and Renaldo Leonard break down why the first deal is always the best deal, including a real dealer example where a 14-day-old unit drew an offer at 100% of market and the desk almost passed because "it's too new." The guys also share two referral horror stories from this week alone, including a delivered vehicle with four miles of gas in the tank, and what those failures cost a store far beyond one deal. Plus: the $55-a-day holding cost nobody talks about, why top operators sell 90% of inventory in the first 30 days, how to build a referral process that protects your reputation, and three must-read books for anyone in sales.