"Sold 300+ Used Cars" - This ford store cracked the used car game | Rob Ruth, President - Bob Ruth Ford
About this episode
Rob Ruth, president of Bob Ruth Ford, shares insights on successfully navigating the used car market, even in a small town. With a focus on mindset and strategic operations, he discusses how his dealership sold over 300 used cars in a month, emphasizing the importance of inventory acquisition and customer service. Rob reflects on his journey from general manager to owner, the lessons learned from his father, and the significance of building a strong team culture. This episode is packed with practical advice for dealers looking to thrive in a competitive landscape.
How do you sell 300+ used cars a month in a town of 2,900 people, and buy 240 vehicles off the street without relying on auctions?
In this episode, Rob Ruth the President / Owner of Bob Ruth Ford, Dillsburg PA breaks down the real playbook behind scaling a pre-owned-first dealership inside a franchise system, and why a startup mindset, disciplined acquisition, and a culture built on partnership can outperform “bigger market” excuses.
Rob shares exactly how they pivoted during COVID when inventory vanished, how they built a team-based buying machine (starting with Facebook Marketplace outreach), and why used cars drive the whole store: service, parts, profitability, and growth.
What you’ll learn:
- Why used cars are the real growth lever (40M used vs ~16M new) and how to differentiate
- The acquisition-first framework: buying center, street buys, and scaling a sourcing team
- How to sell 8 used for every 1 new while keeping the OEM satisfied
- What’s working now: $25K-and-under sweet spot, pricing discipline, and recon strategy
- Leadership and culture: treating employees like partners, creating career paths, and recruiting in a small market
- The recession-proof logic of building a pre-owned engine when markets shift
If you’re a dealer, operator, or leader who feels boxed in by OEM pressure, market size, or “the way it’s always been done,” this episode will challenge you to rethink what’s possible and remind you why you got into this business in the first place.
Timestamps
00:00 Introduction to the Used Car Mindset
00:36 The Story Behind Bob Ruth Ford
01:02 Key Elements of a Successful Pre-Owned Operation
01:13 Flex Dealer and the Dealer Playbook
02:35 Rob Ruth's Journey and Mindset
03:46 Challenges and Strategies in the Used Car Market
06:05 The Startup Mentality in a Family Business
15:20 Acquisition and Inventory Management
26:20 Community Impact and Leadership
33:29 Conclusion and How to Connect
acquisition process
"Can you bring me inside of your acquisition process a little bit further? Cause I'm, my mind's already thinking, well, there's some tools I probably need."
The acquisition process is how car dealers get their cars to sell. They might buy them from auctions or take them as trade-ins from customers.
The acquisition process refers to the methods and strategies used by dealerships or individuals to obtain vehicles for resale. This can include buying from auctions, trade-ins, or direct purchases from sellers.
merchandising
"Go to the auction, buy a lot of cars, bring them back, merchandise them, sell them."
Merchandising means getting cars ready to sell. This can involve cleaning them up, fixing any issues, and making them look appealing to buyers.
Merchandising in the automotive context involves preparing and presenting vehicles for sale, which can include cleaning, repairs, and marketing strategies to attract buyers. It's crucial for maximizing the sale price and ensuring customer satisfaction.
diagnostic
"Are you rolling in with like a OBD reader or like a diagnosed, like a quick little check in the driveway to make sure that. It depends on the car."
A diagnostic is a way to find out if there are any problems with your car. It usually involves checking different parts of the car to see if they are working properly.
In automotive terms, a diagnostic refers to the process of identifying and troubleshooting issues within a vehicle's systems. This can involve using specialized tools to read error codes and assess the condition of various components.
OBD reader
"Are you rolling in with like a OBD reader or like a diagnosed, like a quick little check in the driveway to make sure that. It depends on the car."
An OBD reader is a device that helps you check if there are any problems with your car's engine or systems. It connects to your car and tells you if something is wrong by showing error codes.
An OBD reader, or On-Board Diagnostics reader, is a tool used to diagnose and monitor the performance of a vehicle's engine and other systems. It connects to the vehicle's OBD port to retrieve diagnostic trouble codes (DTCs) that can indicate issues with the car.
Ford
"...we're a, we are a used car operation with a Ford logo on the building."
Ford is a well-known car company in America that makes many types of vehicles, including trucks and sports cars. They have been around for a long time and are famous for their popular models.
Ford is a major American automotive manufacturer known for producing a wide range of vehicles, including trucks, SUVs, and cars. The brand has a long history and is recognized for models like the Ford F-150 and Ford Mustang.
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