As used car prices remain near historic highs, dealers continue to navigate affordability concerns and inventory shortages. In today’s episode of CBT Now, Seth Rosen, used car director at Subaru of Jacksonville, joins us to discuss market trends, strategies for acquiring used inventory, and how the dealership is adapting to changing consumer behaviors.
At Subaru of Jacksonville, used car sales have seen an increase in early 2025, with traffic up over 20% compared to the previous year. However, affordability concerns continue to influence buying decisions, as high new car prices keep many consumers from upgrading, limiting the number of trade-ins available.
Rosen highlights that while used car prices are depreciating slightly, inventory remains the biggest challenge. To address this, the dealership sources vehicles primarily through trade-ins and has recently implemented a service drive upgrade program to engage customers in their service department. In 2025, they plan to establish a dedicated upgrade department and a personal buying center to expand inventory further.
Online third-party platforms, like Google, Cars.com, and AutoTrader, continue to be major sources for leads, though Rosen acknowledges the growing influence of social media. While the dealership has not yet ventured into TikTok marketing, they recognize its potential as a cost-effective way to attract buyers.
Regarding economic factors, Rosen notes that while credit approvals have not declined, banks have tightened stipulations, making funding deals more complex. He remains optimistic about the year ahead, emphasizing that sustained success will depend on securing a steady flow of used car inventory.
“Every dealership in the country has been talking about how to acquire more used inventory. That’s the biggest challenge.” – Seth Rosen
