One question I like to ask dealers is, “Where does your used inventory come from?”
The first answer is almost always, “Trades.”
That’s a perfectly good answer… until you realize it’s also completely passive.
If you’re waiting for customers to bring you inventory, you’re letting the market decide how many used units you’ll have to sell next month.
The best used inventory operations I’ve worked with don’t wait. They create opportunities.
That could mean calling previous customers who purchased three or four years ago. It could mean contacting service customers whose repair estimate exceeds what the machine is worth. It could mean reaching out to people who inquired online but never purchased. Some dealers run “We’ll Buy Your Bike” campaigns several times a year. Others actively monitor local marketplaces and make offers on machines they know they can retail.
None of these ideas are revolutionary. The difference is usually consistency.
Dealers often spend thousands of dollars every month generating leads to sell new units. Yet many spend almost nothing generating leads to buy used ones.
Imagine if your used inventory pipeline received the same attention as your sales pipeline.
The reality is that every used unit on your floor started with someone deciding to sell it. Your dealership has an opportunity to be part of that decision long before the customer walks through your front door.
The dealers with the strongest used inventory don’t simply have better luck. They have a better process.
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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