Inventory Levels Increase as Jack Kain Ford Pivots from Auctions to Private Party

Published On: December 9th, 2022Categories: Dealer Wins, PodcastTags: , ,

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Family owned and operated, Jack Kain Ford has been serving central Kentucky for more than 60 years. Operations began in Frankfurt in 1959 and then the dealership moved to its current home in Versailles. The premier retailer of new and certified pre-owned Ford vehicles in Central Kentucky, Jack Kain Ford prides itself on outstanding customer service and a carefully curated inventory. In fact, the dealership reports it’s sold 60,000 new or certified pre-owned vehicles to date.

Matt McCall

Used Car Manager

Graham Kain

Digital Coordinator

A Global Inventory Crisis Sparks Innovation and Creative Thinking

Even with deep expertise in the automotive industry, dealers at Jack Kain Ford found themselves struggling with fluctuating inventory levels as many dealerships did during the Covid-19 pandemic. The shift in consumer habits forced dealerships across the country to think outside the box to reach customers in new ways.

Used Car Manager Matt McCall said he’s seen a dip the past few years in the number of cars
Jack Kain has been able to sell as a result. “Like everyone else, we found ourselves really struggling with inventory. This year, we’ve soldsomewhere around 77 new and used per month. We’re now trying to do some private-party acquisitions and I’m trying to be the main guy at our dealership to get folks in just so we can buy their cars.”

Compared to before the pandemic, McCall said monthly inventory was typically in the 100-120
vehicle range. To keep the right inventory on their lot, McCall said he’s been working to source vehicles outside of the auction as much as possible.

“There have been instances where we need inventory, and the auction is our only option. I don’t like it because I don’t want to pay those prices,” McCall said. “To avoid the auction, we’ve been really focused on our showroom. We want to use it as a place to buy cars just as much as
we use it to sell cars.”

The team at Jack Kain Ford credits this change in thinking to the recent inventory challenges
across the industry. “We now want to buy vehicles off the street as much as we can,” McCall continued.

Betting on #TeamVINCUE Makes all the Difference for Acquisition

Jack Kain Ford decided to invest in their buying center vision even further, teaming up with VINCUE for unparalleled support. With VINCUE, Jack Kain Ford is now equipped with the digital and in-store tools it needs to build a business out of buying more inventory from the public, a strategy that guarantees increased gross per copy on used car sales.

“We’re really impressed with the one-stop-shop capability VINCUE provides. It’s just so helpful having the team focused on one goal, whereas before, we had four capabilities we were trying to juggle,” McCall stated.

Graham Kain, Digital Coordinator, echoed the same thought – sharing that with their small town community, it’s extremely important their dealership be thought of as a resource where people can both buy quality vehicles but also sell their vehicles, contributing to the success of the economy overall.

“At Jack Kain, we are all about community and our customers. We work really hard to create the opportunity for repeat customers and truly believe that our customer service is what sets us apart,” says Kain. “Our lasting relationships have helped us be successful the past 60 years, and will help us find success for the next 60.”

McCall said if he could offer advice to other companies considering VINCUE, he’d ask them “What are you waiting on? Sure, change is a little scary. But, so far, everything I’ve seen from VINCUE has exceeded my expectations. It’s just so great, and I wish we’d got started even sooner.”

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