Tips on Selling More Pre-owned Vehicles


Tony Albert­son at NCM Asso­ciates pro­vid­ed tips on how to sell more pre-owned vehi­cles to CBT News. Here’s his expe­ri­ence on the mar­ket­ing front….

Mar­ket­ing Strat­e­gy:

  • Try to cre­ate your own pre-owned vehi­cle brand­ing strat­e­gy and adver­tis­ing theme
  • Ded­i­cate funds that dri­ve shop­pers to your web site
  • Deter­mine your best inter­net lead provider sources and grow them
  • Do at least three “Pre-Owned Vehi­cle Events” every year
  • Find your niche in your pre-owned mar­ket and become the best at it
  • Inter­net Sales Pres­ence:

  • Be sure your vehi­cle pre­sen­ta­tion is the best in class on your web site
  • Stan­dard­ize the pho­tos; pick a great back­drop and use it every time
  • Make web brows­ing easy for cus­tomers – ask some seniors, spous­es, and teens to shop your site; entire inven­to­ry one click deep
  • Dis­pos­al Strat­e­gy:

  • Deter­mine your dis­pos­al strat­e­gy for retail off-brand prod­ucts; retail or whole­sale?
  • Have a “Last Chance” sec­tion on your dis­play area
  • Can you “E-tail” on eBay?
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