The Little Things That Boost PVR and Drive Profit in Used Cars

Improving PVR (Per Vehicle Retailed) and profit on used cars isn’t about cutting corners, it requires a combination of smart fundamentals: acquiring the right vehicles at the right price, reconditioning them quickly and efficiently, pricing them strategically, training your team to maximize F&I sales, and staying on top of every unit on your lot.

It starts with five core areas every dealer should be focused on:

• Buy smarter, not just cheaper: Use real-time market data to forecast what vehicles are in demand (based on sales velocity, market demand, dealer historical data, dealers sweet spot.
• Source from multiple channels: Trade-ins, off-lease returns, private sellers, internal networking between stores, VINCUE trade network, and lastly auctions.
• Avoid overpaying at auction: Set strict buying limits and walk away if the numbers don’t work.

• Speed to frontline: The faster you recondition and list the car, the quicker you can turn it. Delays eat into margin.
• Control reconditioning costs: Set cost thresholds based on car price segment. Avoid over-investing in cosmetic fixes with low ROI.
• Know your strategy: Before the car ever hits the shop know what you are going to spend and do a trade walk to ensure transparency and get parts ordered in a timely manner.
• Trade Photos: Taking quality appraisal photos to use day one while waiting on recon photos.

• Price to market, not to cost: Don’t mark up just to hit gross targets—align price with demand. Price based on the full authentic value of your vehicle considering history, options, miles, color.
• High-quality listings: Great photos, full reconditioning info, “why buys” (value of doing business at your store), and transparent pricing increases buyer trust and drive leads.

• Train the sales/F&I team: Improving backend product sales (warranty, GAP, etc.) increases PVR significantly.
• Bundle value: Present F&I products as a package that protects the customer’s investment, not just upsells.

• Set strict aging policies: Cars should be sold within 45-60 days to avoid price drops.
• Daily save-a-deal: Awareness and accountability of every deal and trade opportunity with all the staff including sales, BDC, service.
• Daily lot walks and online lot walks: Make sure you are walking your inventory to look for issues. For example, dirty vehicles, damages, bad online pictures, and accurate or inaccurate descriptions. When you sign up for VINCUE, we offer an integrated partner called LotWalk that helps streamline this process, cutting steps and boosting efficiency.

We have so many things we can be doing daily. It is the Little Things that matter most.

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