"The time has arrived for a new used vehicle playbook.
In 2025, making money in the used vehicle business is more difficult than it has ever been. Margins have returned to pre-pandemic levels, and sales volumes are uncertain. The pain for dealers will only get worse as they operate with a traditional used vehicle playbook and principles the market has effectively broken.
Invested challenges the fundamental beliefs and assumptions of optimal used vehicle operations that have shaped the industry for more than a century. It offers dealers a path forward, revealing the strategy and principles of a new playbook to help you find your footing and grow your profitability and success—despite a historically challenging market that continually tests your used vehicle operations. It details:
• How data science gave birth to a new way to think about and manage each used vehicle’s investment potential
• How to realign your acquisition, appraising, and pricing practices to your desired ROI-based strategy
• How to determine what is the “right” money for a used vehicle
• How to eliminate suboptimal outcomes that result from your team over-relying on tradition-based bias, belief, and best practices
• How to establish and execute ROI-strategy-based accountability and oversight of your used vehicle operations
Invested is the new used vehicle playbook that recognizes that today’s used vehicle business requires a different strategy than that of the past. Its invaluable guidance charts the course forward, serving as a ready reference for dealers who want their used vehicle operations to remain relevant and profitable in the years to come."
"Dale Pollak reveals the whole truth about wholesaling vehicles and provides a path for dealers to make more money as they wholesale inventory.
In Whole Truth, Dale Pollak, best-selling author and highly regarded innovator in automotive retail, will lead you on a deep dive into the business of wholesaling vehicles, following unprecedented market conditions that followed the onset of COVID-19 and the ongoing disruption to new and used vehicle supply chains.
Whole Truth examines the reasons dealers have long regarded selling wholesale vehicles as a money-losing proposition, and why the rise of new technologies, data science, and a more efficient wholesale marketplace now offers dealers an opportunity to create a double-barreled business in their used vehicle departments. The book dissects the half-truths of wholesaling that are rooted in the history of the wholesale market and continue to erode dealers’ profit-making potential as they wholesale vehicles, even in this unprecedented era of easy money.
Pollak draws from the perspective and techniques of top-performing wholesale sellers to disclose the inconsistencies and creative math that undermine a dealer’s ability to yield consistent profits as they wholesale vehicles. Whole Truth also introduces Project Upside, a new solution that enables a more comprehensive, controllable, and convenient method for dealers to achieve consistent wholesale profits with no risk as market conditions normalize After reading this book, you can expect to gain—
• Greater understanding of the disparity between dealers and top-performing wholesalers
• A new way to size up and sell wholesale vehicles in a manner that achieves consistent profits every month
• A fresh perspective on the wholesale market as an efficient, transparent, and profit-generating business for your dealership
• And much more
This revelatory new book captures and conveys the business-building opportunity dealers have overlooked for far too long. Pollak’s industry expertise and insight assure that Whole Truth will help you understand and unlock the profit-making potential that awaits your vehicles in the wholesale market."
"A journey of discovering and correcting a hole in the used car universe.
Dale Pollak, innovator and leader of the automotive sales and management industry, will once again, have you rethinking how to manage the used car business. More than a how-to business book, Gross Deception is a story of finding a problem in the reliance on gross profit and the trials to create a solution. This thoughtfully written book not only shows you the trial and error of potential answers, but also how to apply the answer that culminated from years of work.
Referred to as ProfitTime, Dale's solution includes both the “New Math of Used Vehicles” and the “Investment Score” system, helping you to know the ROI and net profit potential of every vehicle.
With Dale’s ProfitTime solution you will:
• Invigorate your cash flow
• Increase your sales volume
• Introduce new metrics
• Initiate value-based management
• Identify market shifts
Through metric and methodology, Gross Deception will restructure how you view a car’s time on the lot."
"Simply Selling More Cars Won’t Be Enough: Revolutionizing the Retail Automotive Industry
Dale Pollak believes that the car business—and the dealers who make their living in it—are in more trouble than anyone cares to admit. After four decades and three best-selling books, Pollak has witnessed the trials and triumphs of the retail automotive industry from a vantage point that few get. While car dealers are making good money, he warns that the industry is at a critical turning point, with too few paying attention to how inefficiency and lack of transparency are sapping the industry’s true potential. Amid the ever-faster confluence of technology, the Internet, and changing consumer preferences, the future prosperity of the industry is far from secure.
Like I See It offers practical solutions, such as making the sales process more customer-focused and digitally driven to encourage sales, managing new and used inventory to mitigate margin compression, and ending factory bonus checks. It spurs much-needed conversations and sets guideposts that help dealers, OEMs, and solution providers improve how they do business. It also shows dealers how to stay relevant, evolve to keep up with the changing times, and deal with issues like high personnel turnover and the coming disruption of ride-sharing, self-driving cars, and Millennials who don’t want (or can’t afford) to own a car.
Pollak believes that success will come to dealers who recognize that each customer engagement is a chance to make a positive impact and create a bond. He offers a collectively minded approach that will help build a better, more profitable, and prosperous retail automotive industry for tomorrow."
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