By Bobby Malatia, Kain Automotive

It is no secret that the used-car market is sustaining many dealerships across the country as the public is inquiring less and less on new cars. Unfortunately, this increase in activity does not necessarily translate into more sales if the opportunities are not being handled correctly.

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By Richard F. Libin, Ward’s Dealer Business

For many, the internet and the ease of email and texting are seen as magic bullets that help speed car sales and lower overhead.

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Although new-car sales are slumping in 2009, automotive retail experts report that used-car gains are helping to offset industry losses. At CNW Research, president Art Spinella recently projected 40 million units for the year amid wider availability of consumer credit, providing franchise and independent stores an opportunity to capture additional revenue. “Every sale is important,” echoed Huey Long, BDC and internet sales manager for Astorg Motor Co. in Parkersburg, W.Va. “Used cars are on the rise, probably more so in the past two years than in quite some time. Shoppers are looking for lower-cost options to buying new that still come with a great warranty.” As you develop your plan of attack for the next six months, let’s look at how you can win more than your fair share of the business.

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