Host Paul J Daly sits down with Brian Kramer, EVP at Cars Commerce, to dive deep into the challenges and opportunities in used car acquisition. Brian breaks down the industry’s shifting landscape, where used car prices and inventory are both declining, leaving dealers struggling to secure quality vehicles. He emphasizes that direct-from-consumer acquisition is the key to success, but most dealers aren’t maximizing their opportunities. Instead of simply putting up “We Buy Cars” banners, Brian explains how dealers can use social media, QR codes, website integrations, and targeted marketing to drive trade-in leads—just like independent dealer George Saliba, who generates 3,000 trade-in leads per month through social media alone.

The conversation also touches on the importance of transparency in trade-in valuations, debating whether dealers should provide ranges or firm offers upfront. Brian argues that giving customers a real number creates more opportunities for follow-ups, remarketing, and second-chance deals. He also highlights how the Dealer Club acquisition is revolutionizing inventory exit strategies, allowing dealers to seamlessly move vehicles in and out of their inventory. The episode wraps with a look at the massive opportunities in 2025, as dealers who embrace data, transparency, and digital-first acquisition strategies will dominate the used car market.

0:00 Intro – Live from NADA with Brian Kramer.

1:01 Used car market challenges – Prices and inventory are both dropping.

2:20 Direct-from-consumer acquisition is the future – But most dealers don’t execute well.

3:28 Accu-Trade is more than an appraisal tool – It’s a used car marketing machine.

4:52 Transparency in trade values – Why giving a real number drives more deals.

5:43 The power of remarketing trade-in leads – Second and third opportunities to win deals.

7:41 Social media as a lead generator – How George Saliba drives 3,000 trade-in leads a month.

8:46 Dealer Club’s first live sale – Exiting surplus inventory in minutes.

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

Brian Kramer is the EVP, Dealer Growth and Success forCars Commerce

https://www.linkedin.com/in/bkramer1/

https://www.carscommerce.inc/