We sat down with Anthony Greenhalgh, Rapid Recon's Director of Group Performance, at NADA 2020 to talk about refining processes. Getting rid of unnecessary steps in a process will allow the organization to operate at its full potential. Sometimes that might be literal steps in the dealership. If you can help people stay close to their working area each day you will help them be productive. Another great way to clean up a process is by focusing on load balancing. Load balancing distributes a workload across multiple resources allowing for a team to work to their full potential.

Used car reconditioning is a beast if it’s not managed correctly. Too often dealers (both variable and fixed) take a back seat to reconditioning. Often times they send in the vehicle to service for mechanical work and get it back when they get it back. Spend a few days “detailing”, then park it on the frontline (assuming it’s ready) and let the vendor swing by when it’s right for them.

The result; an aged unit that equals weeks of accumulated holding cost and a vehicle that’s far from “sensory” ready. With such a lag in the recon process, you have inadvertently just reconditioned your next wholesale price.

Come learn some of the best practices the top-performing pre-owned dealers have adopted that help them cut through the “you’ll get it when you get it” culture. We’ll share with you proven ideas to help save you time and money for your reconditioning process.

Webinar Takeaways:

1. Learn why getting to the frontline in 3-5 days is so important to ROI

2. Discover how to manage the new digital frontline

3. Manage your recon as a profit center

A closing rate on internet leads will depend on how you are receiving those leads. If they are from your site the rate should be higher than if they are from a third party provider. Check out this video to determine what your closing percentage should be.

Don’t make something an objection unless it needs to be.

If a customer knows how your trade process works be up front with them.

Be as transparent as possible with your customer to get the sale. If you pause when presenting numbers it will give them reason to question you. Don’t give them any reason to do so.

If you stand your ground and don’t hesitate when giving trade-in number, MSRP, taxes, discounts, fees, or any number then you will show conviction and nix the bargaining before it happens.

Own the numbers and say it with enough confidence so that the buyers believe you

Manheim - Derek Hansen from DrivingSales on Vimeo.

We filmed quite a few interviews at NADA2019, and we're continuing to post some of this content.  Vehicle acquisition and wholesaling are changing rapidly.  Derek Hansen, Vice President of Digital Inventory Solutions at Manheim, talks about how modern technology has changed the way we buy and sell our used inventory.

NADA2019 provided us with a rare opportunity to talk to thought-leaders from different companies about how they approach certain technologies and solve dealership problems.  We sat with Ryan Osten, General Counsel of Gubagoo to chat about messaging.

 We collected a ton of interviews at NADA, and throughout the coming weeks we'll be releasing them.  John Hensman, General Manager at HomeNet Automotive, discusses the current state of inventory management and how to emphasize the VDP.

• New offerings continue Manheim’s commitment to expanding its digital marketplace
• Manheim.com’s homepage, search, mobile app, Simulcast and Selling Center will all receive enhancements in 2019 to support personalized buying and selling experiences

ATLANTA – In an effort to give dealers the specific tools and information needed to quickly make the best inventory decisions, Manheim, a Cox Automotive brand, previewed sweeping enhancements to its digital experience at NADA 2019 in January. Following the example of consumer brands like Amazon and Netflix, who have increased engagement by deploying personalized services, Manheim will deliver experiences tailored to each individual dealer across its digital properties—from the Manheim.com website to the mobile app, Simulcast and more.

The new Manheim digital experience will help dealers find the vehicles most relevant to them, provide quick access to the digital tools they use most frequently and include more information about the vehicles they’re looking to purchase. The upgrades come as demand increases for digital channels that enable dealers to confidently and efficiently buy and sell inventory. In 2018, buyers acquired more than 2 million vehicles through Manheim’s digital marketplace.

“Manheim wants to give buyers and sellers the latest digital tools to help improve their businesses and increase the ease in which they can buy or sell vehicles in the wholesale market,” said Zach Hallowell, vice president, Manheim Digital Marketplace. “Manheim.com’s enhanced website experience will be customized for each user to help them make the right inventory decisions to serve their customers and grow their businesses.”

Key personalized solutions which will be enhanced in 2019 include the Manheim.com homepage, search experience, Simulcast and Seller Dashboard. Manheim will also deliver a new mobile experience, which will offer a personalized experience for dealers and provide them with recommended vehicles, relevant filters, faster access to critical information, improved keyword search and more. For sellers, the broad suite of solutions from the desktop will be delivered via the mobile app.

“The enhancements to both Manheim.com and the mobile app reflect Manheim’s continued investment in digital channels,” said Hallowell. “With solutions geared exclusively for our clients, dealers will be able to navigate the digital wholesale marketplace with increased information, helping them make faster and more informed decisions.”

Manheim will pilot the new Manheim.com with a select group of dealers in the second quarter, followed an opportunity for all users to try the improved experience throughout the rest of 2019.

About Manheim (www.manheim.com)

Manheim® is North America's leading provider of end-to-end wholesale solutions that help dealer and commercial clients increase profits in their used vehicle operations. Through its physical, mobile and digital sales network, Manheim offers services for inventory management, buying and selling, floor planning, logistics, assurance and reconditioning. With its omni-channel approach, Manheim Marketplace enables wholesale vehicle clients more efficient ways to connect and transact business how and when they want. Approximately 18,000 team members help Manheim offer 8 million used vehicles annually, facilitating transactions representing nearly $58 billion in value. Headquartered in Atlanta, Manheim North America is a Cox Automotive™ brand. For more information, visit http://press.manheim.com.