Host Paul J Daly sits down with Rebecca Jenkins, Senior Business Development Director at Accu-Trade, to discuss how dealers can win in the used car market by rethinking trade-ins and inventory acquisition strategies. Rebecca, drawing from over a decade in retail automotive, explains why cash deals without trade-ins—often seen as the easiest sales—are actually the least profitable for dealerships. With only 26% of used car transactions involving a trade-in, she challenges dealers to rethink their approach, ensuring they get the first opportunity at every possible trade.

The conversation also highlights the synergy between Accu-Trade and Dealer Club, creating a seamless, transparent exit strategy for vehicles. By moving past traditional metrics like look-to-book and embracing appraisal velocity, dealers can quickly and confidently acquire and offload inventory. With used car pricing predicted to decline while supply remains constrained, Rebecca emphasizes that dealers need smarter, data-driven solutions now more than ever. The episode closes with insights into her retail background, her passion for the industry, and her experiences working with auto innovator Brian Kramer.

0:00 Intro – Live from the Cars Commerce booth at NADA.

1:01 Cash deals are the least profitable – The key to higher margins is trade-ins.

1:59 Only 26% of used car deals involve a trade – Dealers are missing out on inventory.

2:47 Are consumers skipping dealers for trade-ins? – Competing with disruptors.

3:41 Accu-Trade + Dealer Club synergy – Creating faster, smarter inventory exit strategies.

4:51 Used car pricing is dropping – But supply is also shrinking.

5:42 Why dealers need better acquisition tools – The market is getting more competitive.

6:21 Rebecca’s background in retail – 10 years in dealerships shaped her approach.

6:25 Working with Brian Kramer – High energy, big ideas, and non-stop innovation.

Learn more about Cars Commerce:https://www.carscommerce.inc/

Rebecca Jenkins is the Sr. Director of Business Development atAccuTrade

https://www.linkedin.com/in/rebeccaljenkins/

https://www.carscommerce.inc/accutrade/