{"version":"1.0.0","episode":{"title":"The $11B Dealer Group Secret – Why Your Used Car Strategy Needs More Data and Less Emotion | Industry Spotlight","url":"http://getcarcurious.com/episodes/the-11b-dealer-group-secret-why-your-used-car-strategy-needs-more-data-and-less-emotion-industry-spotlight","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR3658387096.mp3","description":"Today, Sam sits down with Steve Hoggle, General Manager at Honda of Lake City and  Sarah Copp, Director of Major Accounts at Lotlinx to pull back the curtain on the \"Moneyball\" strategy of modern automotive retail. \n\nWhile many dealers are still relying on gut instinct and \"emotional buying\" at auction, the nation’s top-performing groups—including the $11 billion Morgan Auto Group—have shifted to a predictive, VIN-specific model. \n\nWe explore how Honda of Lake City achieved a staggering 4:1 used-to-new sales ratio and why the traditional \"channel-first\" marketing approach is often a recipe for wasted spend and aged inventory. \n\nLearn how to identify \"at-risk\" vehicles the moment they hit your lot and discover the AI-driven tools that allow managers to see around corners before a car becomes a liability.\n\n\n\nThis episode of the Car Dealership Guy Podcast is brought to you by Lotlinx.\n\n\nLotlinx - What if ChatGPT actually spoke dealer? Meet LotGPT — the first AI chatbot built just for car dealers. Fluent in your market, your dealership, and your inventory, LotGPT delivers instant insights to help you merchandise smarter, move inventory faster, and maximize profit. It pulls from your live inventory, CRM, and Google Analytics to give VIN-specific recommendations, helping dealers price vehicles accurately, spot wasted spend, and uncover the hottest opportunities — all in seconds. LotGPT is free for dealers, but invite-only. Join the waitlist now @ https://lotlinx.com/LotGPT/ \n\nCheck out Car Dealership Guy’s stuff:\n\n\n\nFor dealers:\n\nCDG Circles ➤ ⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nDealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nFor industry vendors:\n\nAdvertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nTopics:\n\n01:41 What are the used car buying challenges?\n\n03:28 How to make data-driven decisions?\n\n07:33 How does LotLinx help dealerships?\n\n24:08 How are inventory strategies changing?\n\n24:37 Why is VIN-level detail important?\n\n26:41 How does a team manage used cars?\n\n30:10 How does AI optimize ad spending?\n\n37:15 What is AI's future in dealerships?\n\n\nCar Dealership Guy Socials:\n\nX ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nInstagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nTikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nLinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nThreads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFacebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nEverything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠"},"annotations":[{"startTime":154.1,"endTime":155.3,"type":"concept","title":"used-car acquisition","url":"/glossary/used-car-acquisition","quote":"when we think about used-cars, we talk often on our live show about used-car acquisition. So, you know, service drive, customer trade-in, auction.","canonicalId":"concept:used-car-acquisition","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Used-car acquisition refers to the various methods and sources through which dealerships or individuals obtain pre-owned vehicles. This can include trade-ins from customers, purchases from auctions, or sourcing from service drives where cars are brought in for maintenance.","simplifiedExplanation":"Used-car acquisition is how people or dealerships get second-hand cars. They can get them from customers who want to trade in their old cars, buy them at auctions, or get them from service centers where cars are being repaired."}},{"startTime":158.7,"endTime":162.9,"type":"concept","title":"service drive","url":"/glossary/service-drive","quote":"So, you know, service drive, customer trade-in, auction. We go to all those places.","canonicalId":"concept:service-drive","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A service drive is an area at a dealership where customers bring their vehicles for maintenance and repairs. It often serves as a source for used cars, as dealerships may purchase vehicles from customers who are having their cars serviced.","simplifiedExplanation":"The service drive is where people take their cars for repairs or maintenance at a dealership. Sometimes, dealerships buy cars from customers who are getting their cars serviced."}},{"startTime":162.9,"endTime":167.1,"type":"concept","title":"auction","url":"/glossary/auction","quote":"...customer trade-in, auction. We go to all those places. What's your number one source of used-car acquisition...","canonicalId":"concept:auction","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"In the context of used cars, an auction is a marketplace where vehicles are sold to the highest bidder. Dealerships often participate in auctions to acquire used cars at competitive prices, which they can then resell.","simplifiedExplanation":"An auction is a place where cars are sold to the highest bidder. Dealerships often buy used cars at auctions to sell them later."}},{"startTime":288.48,"endTime":292.0,"type":"car","title":"Honda Crv","url":"/cars/honda/cr-v","image":"https://upload.wikimedia.org/wikipedia/commons/c/c3/2018_Honda_CR-V_%28RW_MY18%29_%2BSport_2WD_wagon_%282018-10-22%29_01.jpg","quote":"...we can look at a Honda CR-V with 20,000 miles on it, maybe a 2022 and everybody says, oh gosh, that's gonna sell.","canonicalId":"car:honda:cr-v","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Honda CR-V is a compact SUV known for its reliability, spacious interior, and fuel efficiency. It's a popular choice among families and individuals looking for a practical vehicle.","simplifiedExplanation":"The Honda CR-V is a type of car called an SUV, which stands for Sport Utility Vehicle. It's known for being reliable and having a lot of space inside for passengers and cargo.","imageAttribution":"EurovisionNim (CC BY-SA 4.0)"}},{"startTime":719.3,"endTime":722.2,"type":"car","title":"Nissan Versa","url":"/cars/nissan/versa","image":"https://upload.wikimedia.org/wikipedia/commons/8/8a/2017_Nissan_Versa_Note_Red_Rental.jpg","quote":"Yeah, the cheapest car out in the market, you know, because they're going after the luxury car buyer.","canonicalId":"car:nissan:versa","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Nissan Versa is a subcompact car known for its affordability and practicality. It has been popular among budget-conscious buyers looking for a reliable and economical vehicle.","simplifiedExplanation":"The Nissan Versa is a small, affordable car that many people buy when they want something practical and cheap. It's known for being a good value.","imageAttribution":"formulanone (CC BY-SA 2.0)"}},{"startTime":863.5,"endTime":866.6,"type":"car","title":"Honda Corsa","quote":"...taking in like Steve said, three 2022 Honda Corsa, he knows he can turn so fast, but you never know what's gonna happen in the market.","canonicalId":"car:honda-corsa","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Honda Corsa is a compact car that is designed for efficiency and practicality, making it popular in urban environments. It typically features modern technology and safety features, appealing to a wide range of consumers.","simplifiedExplanation":"The Honda Corsa is a small car that is great for city driving. It's known for being easy to park and fuel-efficient, which means it doesn't use a lot of gas."}},{"startTime":1266.74,"endTime":1269.42,"type":"car","title":"Chevrolet Silverado","url":"/cars/chevrolet/silverado","image":"https://upload.wikimedia.org/wikipedia/commons/3/37/%2713_Chevrolet_Silverado_HD_Crew_Cab_%28MIAS_%2713%29.jpg","quote":"So we stock a vast majority of used trucks, whether it be F-150, Silverados.","canonicalId":"car:chevrolet:silverado","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Chevrolet Silverado is a full-size pickup truck that is known for its strong towing capabilities, spacious interior, and advanced technology features. It competes closely with the Ford F-150.","simplifiedExplanation":"The Chevrolet Silverado is another popular pickup truck that many people use for work and personal use. It's known for being powerful and comfortable.","imageAttribution":"Bull-Doser (Public domain)"}},{"startTime":1266.74,"endTime":1269.42,"type":"car","title":"Ford F150","url":"/cars/ford/f-150","image":"https://upload.wikimedia.org/wikipedia/commons/5/56/2022_Ford_F-150_Lightning_Rear.jpg","quote":"So we stock a vast majority of used trucks, whether it be F-150, Silverados.","canonicalId":"car:ford:f-150","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Ford F-150 is one of the best-selling trucks in America, known for its durability, performance, and versatility. It is often used for both work and personal purposes.","simplifiedExplanation":"The Ford F-150 is a popular pickup truck that many people use for work and everyday driving. It's known for being tough and reliable.","imageAttribution":"UltraTech66 (CC BY-SA 4.0)"}},{"startTime":1280.4,"endTime":1282.6,"type":"term","title":"pricing structure","url":"/glossary/pricing-structure","quote":"...you also have to look at the pricing structure compared about what I would say maybe before COVID...","canonicalId":"term:pricing-structure","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Pricing structure refers to the way prices are set for vehicles, including factors like demand, supply, and market trends. Understanding the pricing structure can help buyers make informed decisions when purchasing a vehicle.","simplifiedExplanation":"Pricing structure is how prices are determined for cars. It includes things like how popular a car is and how many are available for sale."}},{"startTime":1292.02,"endTime":1297.02,"type":"car","title":"Gmc Sierra","url":"/cars/gmc/sierra-ev","image":"https://upload.wikimedia.org/wikipedia/commons/d/db/2024_GMC_Sierra_EV_Denali_front_view.jpg","quote":"...let's say a 2025 SLT GMC Sierra truck would be great merchandise, right?","canonicalId":"car:gmc:sierra-ev","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The GMC Sierra is a full-size pickup truck known for its strong performance, towing capacity, and advanced technology features. The 2025 model is part of the latest generation, which includes various trims and configurations to suit different needs.","simplifiedExplanation":"The GMC Sierra is a large truck that can carry heavy loads and is often used for work or towing. The 2025 model has new features and improvements compared to older versions.","imageAttribution":"Deathpallie325 (CC BY-SA 4.0)"}},{"startTime":1301.9,"endTime":1301.9,"type":"term","title":"market supply","url":"/glossary/market-supply","quote":"...you also have to take in consideration that the market supply of those cars...","canonicalId":"term:market-supply","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Market supply refers to the total amount of a specific vehicle model available for sale in the market at a given time. It is influenced by production levels, consumer demand, and economic conditions.","simplifiedExplanation":"Market supply is how many of a certain car are available to buy. If there are a lot of them, prices might be lower; if there are few, prices can go up."}},{"startTime":1483.78,"endTime":1486.1,"type":"car","title":"Honda Accord","url":"/cars/honda/accord","image":"https://upload.wikimedia.org/wikipedia/commons/2/29/2007_Honda_Accord_Euro_R_with_Mugen_tuning_front.jpg","quote":"...I had a 21 Accord and we knew that this was an at rest vehicle...","canonicalId":"car:honda:accord","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Honda Accord is a midsize car known for its reliability, spacious interior, and fuel efficiency. The 2021 model features updated technology and safety features, making it a popular choice among families and commuters.","simplifiedExplanation":"The Honda Accord is a popular car that many people use for daily driving. The 2021 version has a lot of modern features that help keep you safe and comfortable while driving.","imageAttribution":"Throwawayacc222 (CC0)"}},{"startTime":1500.6,"endTime":1503.5,"type":"part","title":"moonroof","url":"/glossary/moon-roof","quote":"...one had a moonroof problem. So we were actually stealing parts off the one...","canonicalId":"part:moon-roof","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"A moonroof is a type of sunroof that allows light to enter the vehicle, and often can be opened to let in fresh air. It is typically made of glass and is a popular feature in many modern cars.","simplifiedExplanation":"A moonroof is a special window in the roof of a car that can let in light and sometimes open up to let in air. It's a nice feature for enjoying the sunshine while driving."}},{"startTime":1526.7,"endTime":1529.3,"type":"term","title":"VIN","url":"/glossary/vin","quote":"...How do you explain such different performance of two similar vehicles based on VIN?","canonicalId":"term:vin","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"VIN stands for Vehicle Identification Number, a unique code used to identify individual motor vehicles. It contains information about the vehicle's make, model, year, and place of manufacture.","simplifiedExplanation":"A VIN is like a car's fingerprint. It's a special number that helps you know exactly what kind of car it is and where it was made."}},{"startTime":1638.06,"endTime":1640.3,"type":"car","title":"Shelby GT500","url":"/cars/shelby/gt500","image":"https://upload.wikimedia.org/wikipedia/commons/e/e1/1967_Ford_Mustang_Shelby_GT500_White_%2B_Blue.jpg","quote":"Morgan, puts it, we have thriller cars, which is like a Shelby GT 500 and we got our filler cars,","canonicalId":"car:shelby:gt500","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Shelby GT500 is a high-performance variant of the Ford Mustang, known for its extreme power and speed, often featuring a supercharged V8 engine. It represents the pinnacle of Mustang performance and is celebrated for its racing heritage and thrilling driving experience.","simplifiedExplanation":"The Shelby GT500 is a super-fast version of the Ford Mustang that has a really powerful engine. It's designed for people who love speed and want a thrilling ride.","imageAttribution":"MrWalkr (CC BY-SA 4.0)"}},{"startTime":1638.06,"endTime":1640.3,"type":"car","title":"Ford Shelby Gt500","image":"https://upload.wikimedia.org/wikipedia/commons/e/e1/1967_Ford_Mustang_Shelby_GT500_White_%2B_Blue.jpg","quote":"Morgan, puts it, we have thriller cars, which is like a Shelby GT 500 and we got our filler cars,","canonicalId":"car:ford-shelby-gt500","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"imageAttribution":"MrWalkr (CC BY-SA 4.0)"}},{"startTime":1641.46,"endTime":1644.66,"type":"car","title":"Nissan Sentra","url":"/cars/nissan/sentra","image":"https://upload.wikimedia.org/wikipedia/commons/7/7b/1990-1994_Nissan_Sentra_Coupe.png","quote":"...we got our filler cars, which is like a Nissan Sentra with 120,000 miles.","canonicalId":"car:nissan:sentra","priority":0.5,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Nissan Sentra is a compact car known for its affordability and practicality. While it may not be as exciting as performance cars, it's a reliable choice for everyday driving.","simplifiedExplanation":"The Nissan Sentra is a small, affordable car that's great for daily use. It's not a sports car, but it's known for being reliable and easy to drive.","imageAttribution":"LukaCali (CC BY-SA 4.0)"}},{"startTime":1680.2,"endTime":1681.2,"type":"term","title":"OEM","url":"/glossary/oem","quote":"we never know what's going to happen with our OEM. There's, as we found out during COVID","canonicalId":"term:oem","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"OEM stands for Original Equipment Manufacturer, referring to companies that produce parts and equipment that may be marketed by another manufacturer. In the automotive context, it typically refers to the manufacturers of the vehicles or their parts.","simplifiedExplanation":"OEM means the original company that made the parts for your car. It's important because it affects the quality and compatibility of replacement parts."}},{"startTime":1687.7,"endTime":1691.7,"type":"term","title":"chip shortage","url":"/glossary/chip-shortage","quote":"and it's on a deal with finding out right now, on the chip shortage, that came out of nowhere.","canonicalId":"term:chip-shortage","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The chip shortage refers to the global supply chain issue that has affected the availability of semiconductor chips, which are essential for modern vehicles' electronics and systems. This shortage has led to production delays and inventory shortages in the automotive industry.","simplifiedExplanation":"The chip shortage is when there aren't enough computer chips available for cars, which makes it hard for manufacturers to build new vehicles. This has caused delays and fewer cars available to buy."}}],"speakers":[{"id":"s1","name":"Car Dealership Guy","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/the-11b-dealer-group-secret-why-your-used-car-strategy-needs-more-data-and-less-emotion-industry-spotlight/transcript.vtt","type":"text/vtt"}]}