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LOCAL CUSTOMER DEMAND
Following industry and sales trends and staying in-the-know on changing customer demands should already
be part of your used car manager's daily routine. Ensure your team is also identifying more localized demands
to better keep track of the specific way your customers are shopping the vehicles on your lot.
Your checklist items should include:
• How many similar vehicles have you sold in the last 30, 60, 90 days?
• What was the average gross of those sales?
• What is the make/model/trim availability in your market?
• Does the vehicle include any extra features that increase its consumer appeal?
• What has the market looked like over the last 60 days for the vehicle?
• Which makes and models have sat the longest?
• Has the BDC received many, or any, recent inquiries for that vehicle (or similar)?
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