The Real Car Business

As you look forward to 2011, recognize that it really takes the first three weeks of January to "start" because buyers have to re-gauge values and are in a recovery mode from the relative inactivity of Christmas and New Years. The key to recognize (as a seller) is that by the end of January values will be as high as they have been since October; this is an optimal time to sell your 90-day units. Foremost, contact your auction coordinator NOW to talk about a plan to pre-register your aged units in advance for the later part of January. Also, think a day or two ahead of your usual auction schedule to allow for weather delays transporters will incur and the additional reconditioning you will need as a result of the winter weather. Finally, broadcast to your sales managers that by January 30th, 90% of your oldest inventory MUST BE SOLD. Having the knowledge and the tools in place needed to make early decisions in the auction business in January is critical. By putting you

In response to National Automobile Dealers Association’s chief economist Paul Taylor's comments, "Used Market Helping to Spur New-Car Growth" (Auto Remarketing Today, 12-3-10), I thought I would offer a bit of my own analysis. The increase in new vehicle sales is much easier to understand because the public buying decision has been so dumbed-down: $0 down $0 interest for as many months as you want! This alternative to fleet sales and endlessly evolving lease deals on the car makers part is very practical because "borrowing" sales now actually builds future availability of used product (Nissan Altima, Hyundai Sonata, and Honda Accord for example). And when these $179/mo models begin to come back to market, the very same marketers will already have in place a slightly different segment of new models at attractive discounted rates, there by repeating the cycle! Mr Taylor's analysis as a "shortage" in used vehicles should really have been branded as a