In my last blog, I talked about how today’s valuation tools make it easier to confidently evaluate trades that might have been outside your comfort zone a few years ago. For some dealerships, that’s exactly the opportunity they should pursue. But it’s not the only one.
I’ve worked with plenty of successful dealers who have no desire to become everything to everyone. They know their customer, they know the machines they sell best, and they stick to that strategy. There’s absolutely nothing wrong with that.
The question I’d pose is: How deep does your buying strategy go?
If you’re only buying the machines that happen to show up at your dealership, you’re leaving a lot to chance. Maybe you’ve expanded your search to your local market or even your state. That’s a great start, but is there an opportunity to go further?
Let’s say your dealership has built a reputation around late-model KTM dirt bikes, Harley touring models, or Polaris RZRs. If those are the units your customers want and your team knows how to value, inspect, and retail, why limit your search to your own backyard?
The internet has changed the way customers shop, and it can change the way dealerships acquire inventory, too.
Whether you’re sourcing from private sellers, online marketplaces, dealer networks, or auctions, there’s a much larger inventory pool available than there was just a few years ago. The more confidence you have in a specific segment, the farther your buying radius can reasonably extend.
Some dealers will find growth by saying “yes” to a wider variety of trades. Others will find it by becoming the destination for a handful of specific makes and models. Neither approach is inherently better.
The best strategy is the one that’s intentional, supported by good market data, and fits your dealership’s strengths.
Know what you’re good at. Then build your acquisition strategy around it instead of waiting for inventory to find you.
If I can help you think through the best strategy options to fit your unique situation, give me a shout!
Brian Croft, Herohub Performance Coach
Email: brian.croft@herohub.com
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