Calif. dealer David Long on the new strategies he’s adopted to create sustainable inventory

"You're not going to see rows and rows of inventory if I can help it", says David Long.

At the tail end of last year, we talked to David Long and he said business was up and inventory was balancing out. Is that still the case today? On today’s show, we’re checking back in with the Executive General Manager of Hansel Auto Group and Veteran of the retail automotive industry, David Long. 

I don’t have anything I can say that would be less than positive, says Long. He says he has “just in time” inventory. As fast as they are getting inventory, is just as fast as they are selling the cars. Their whole process has changed. They will either move that transaction to a pre-order, an incoming or switch the customer to a late model pre-owned car. Long says it has been incredibly smooth transactions.

empty lot

Long says all of their decisions are made predicated on what they know to be true. They are leaning into their used car business. He says his part and service and accessories departments have never been better. They are doing a good job with what they have without having to depend on an auction.

I’ve been ridiculously rigid for quite some time. It’s a blessing and a curse says Long. He says he isn’t sure if we’re ever are going to go back to the way things were. The business strategy that we started at the beginning of the pandemic ended and we’re in an all-new completely revamped, and redesigned business strategy. Long says you’re not going to see rows and rows of inventory if he can help it.

Related: Why new vehicle inventory shortages don’t have to prevent you from gaining new customers

Long predicts the balance of the year, will be the same way it was in the first half of the year. He says there are no indications that it’s going to be anything but great, not just for the balance of the year, but he’s thinking 2022 midway through 2023.

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