How to Source More High-Margin Inventory In-House and Boost Loyalty

The used car market is more competitive than ever, and auction prices continue to squeeze margins. That’s why smart dealers are turning inward—focusing on sourcing more inventory in-house directly from consumers.

One of the most effective ways to do this? Launch a “We Buy Cars” campaign that turns your dealership into your own internal acquisition center.

It starts with asking yourself the questions: Who is involved with internal vehicle acquisition? The answer should be everyone at your store, Sales, Service, Parts, BDC, Cashier, etc. If they talk to a customer, they are involved in acquisition!

You need to make one thing crystal clear to your local market: you’re a buyer, not just a seller. Your messaging should be everywhere and simple:

• “We Buy Cars – Any Make, Any Model”
• “Get a Cash Offer in 15 Minutes”
• “Sell Us Your Car, Even If You Don’t Buy Ours”
• “Cars We Are Looking To Buy Today”

Here’s how to get the word out:

• In-store signage at every touchpoint
• Flyers or cards at the service desk and sales offices
• QR codes that take them to a trade page or sell to page on your site (anywhere a customer has access)
• Website banners promoting your buying program
• Social media posts and paid ads (Facebook, Instagram, Google)

Consistency builds awareness. Make sure your message stays in front of customers online and offline.

Online leads are where most private sellers start. Capture them with:

• Targeted Facebook/Instagram ads focused on your dealership’s area
• Google ads targeting search terms like “sell my car” or “car buyer near me”
• Dedicated vehicle acquisition landing page with an easy value your trade from or instant offer tool

Pair this with an email and text campaign to your CRM:

“We want your car! Get a real offer in minutes – whether you buy from us or not.”

Internal buy-in is everything. Train and incentivize your team to turn every interaction into a vehicle buying opportunity:

• Sales team: Always ask about trade-ins—even if the customer doesn’t mention it.
• Service and Parts Advisors: Identify high-mileage, high-demand, or targeted vehicles and introduce an offer.
• Buying team or BDC: Follow up on every lead quickly and professionally, and make them part of your daily Save-a-Deal meeting so they have visibility into what you need.
• Cashier: Attach a “Value Your Trade” QR code to every RO when the customer picks up their vehicle.

Motivate your staff with bonuses:

• Cash incentives for every purchased unit
• Extra rewards for high-demand makes/models
• Monthly contests for top acquirers

To win vehicles, you need to beat the competition not just on price—but on experience. That means:

• Fast appraisals (aim for 15 minutes or less)
• Transparent, competitive offers using trusted tools like VINCUE, incorporated with ACE/VMR
• Immediate payment options (e.g., same-day check or ACH)
• Streamlined title and paperwork handling

The easier you make it to sell, the more cars you’ll get.

The VINCUE Marketing Report is a customer facing, custom generated offer that includes data, pictures, and other information designed to educate a customer on the valuation.

Set a follow-up process to close warm leads:

• Doing service appraisals ahead of time and offering a personalized evaluation with a full market data printout backing your offer (like AC/VMR)
• Texts, calls, and emails within 24 hours of an online appraisal
• Track which campaigns generate the best results
• Measure cost-per-acquisition to fine-tune your strategy

If you’re looking for a couple more ways to level up..

• Offer a $100 gift card or perk – even if the seller doesn’t buy from you
• Host a monthly “Sell you Car” event with food trucks, giveaways, free inspections, or appraiser tents
• Partner with local businesses or mechanics to generate seller referrals

A well-executed “We Buy Cars” campaign can transform your dealership’s sourcing strategy. It brings in better-condition vehicles, boosts margins, and strengthens community ties. The key is consistency, a frictionless process, and getting your entire team aligned with the mission: buy more cars from people, not auctions.

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