Used inventory has always been the cornerstone of Bob Ruth Ford’s business, and according to owner Rob Ruth, acquisition is the most important factor behind used car success: “If you get that wrong, there’s nowhere else you can go,” says Ruth. So when high-demand sent auction prices soaring last year, he knew his buying strategy needed to change.
“We were buying too many cars from the auction, plain and simple,” he says. “As the market fluctuates, you really feel the effects unless you’re able to turn your inventory within 14-20 days – we got tired of the volatility.”
In September 2021, Ruth turned to his Inventory and Acquisition Manager, Jeremy Zarfos, to develop a private-party acquisition (PPA) strategy. After some initial success with third-party lead providers, they realized they needed more out of a PPA partner: “KBB ICO was helping us bring in leads, but we didn’t like that they were then shared with other dealers,” says Zarfos.
Ruth and Zarfos started a search for an all-in-one solution that could accelerate PPA — a search that led them directly to VINCUE’s proprietary Vehicle Buying Center, the VBC™.