Dealerships increase focus on used-car sales

Dealerships are increasing their focus on used-vehicle sales.

The majority of dealers in a Cars.com survey said they were putting more emphasis on their used-car departments. And the used-to-new-car sales ratio for the average franchised dealership has gone up steadily since 2015, according to recent NADA Data reports.

More staffing, a higher marketing spend and more participation in automaker certified pre-owned programs were popular ways to push used vehicles, according to dealers responding to the Cars.com survey, conducted in October and November for Automotive News.

But they had other ideas as well: better pricing, expanding used-vehicle inventory and using software to sharpen inventory management and pricing.

Used upswing

Many dealerships are increasing their focus on used-vehicle sales. Here are the most popular ways they've done so in the past 12 months, according to a survey of 102 dealers by Cars.com in October and November. Dealers could select more than one option.
Put more marketing dollars behind used		38%
More participation in automaker CPO programs		26%
Additional staffing to focus on the used market		19%
Opening a standalone used-vehicle operation		7%
Other		20%
My dealership has not increased emphasis on used in the last 12 months		22%