How car dealers can help their salespeople find and sell more used cars — Jennifer Suzuki

Welcome to another edition of Inside Automotive with anchor Jim Fitzpatrick. On today’s show, we’re joined by Jennifer Suzuki, President of eDealer Solutions, acclaimed sales trainer, and NADA Dealer Academy guest instructor, to discuss how dealers can reduce the effects of inventory shortages on the variable ops side of the dealership.

According to Cox Automotive, unlike the new-vehicle market, the used vehicle market is holding strong and steadily looking more normal. Meaning, that used cars are also starting to age.

“If your cars are sitting there longer, you know, we have to turn up the heat and we have to modify some of the sales processes to ensure that we’re promoting the used car sales too,” says Suzuki.

Salespeople are selling all of the new cars allocated to them. However, when sales appear to be guaranteed, salespeople are less likely to put their foot on the gas. Salespeople have to get acquainted with both the new car and used car inventory available at their dealership. They must have switch cars in place to prevent the customer from walking, explains Suzuki.

For dealers wanting to stay ahead of the curve and increase their used car business, they must look to the service drive. Not every customer is a new car customer, so take advantage of the opportunities coming through the fixed ops department. Dealerships also need used car trade-ins.

For more great insight and best practices from Jennifer Suzuki, check out her Service to Sales Class (8 Week Program) September 1, 8, 15, 29, and October 6, 13, 20, 27 in great New York City. Sign up today at

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