Identifying Your Inventory Affordability Gap

Lance Helgeson hosts a discussion with Greg Plank, a vAuto performance manager, focusing on the concept of an affordability gap in dealership inventory. Plank shares insights from his extensive experience in the auto industry and explains how dealers often misinterpret the need for additional stock as a solution to declining sales, leading to increased average costs. He highlights the importance of analyzing sales reports to identify this gap, noting that stocking higher-priced vehicles while selling lower-priced ones can alienate potential customers. The conversation emphasizes the need for dealerships to align their inventory strategies with customer affordability to drive sales effectively.