Bob Ruth Ford Relies on VINCUE VBC for Long-term Profitability

Published On: September 6th, 2021Categories: Dealer Wins

A change in used inventory sourcing made all the difference for Bob Ruth Ford

For over 20 years, used inventory has been the driving force behind Bob Ruth Ford’s success. But competition at the auction made it harder to find the vehicles they need at the right prices. Bob Ruth shifted focus to private party acquisition and, with the help of VINCUE’s Vehicle Buying Center VBC™, in three short months they saw higher profits, increased turn and a better plan for the future. The future is now — they are currently acquiring over 200 cars per month from private-party acquisition.

Doubling down on Private-Party to End Auction Dependence

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™.

SEEING VINCUE VBC™ AS THE FUTURE OF ACQUISITION

As impressive as those numbers are for Ruth and his team, the most important thing VINCUE brings to the table is the relationship: “We don’t feel like we’re put into a box, they really listen to our concerns and try to help us just like we would our own customers,” he explains. “That’s what we love about them.”

“I would absolutely recommend VINCUE to other dealers,” Ruth says, adding: “other than my local, competing dealers, of course!” Asked if they’ll ever return to an auction-focused strategy, Zarfos is doubtful: “This isn’t a short-term solution because inventory is hard to find. It’s a long-term strategy that helps your dealership run more profitably,” he says. “That’s what makes this the real future of acquisition.”

Rob Ruth

Owner, Dealer Principal
Bob Ruth Ford

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