Guest Expert:
Micah Tindor
Assistant Vice President, Consumer Vehicle Disposal
Cox Automotive
Guest Expert: Micah Tindor, Assistant Vice President of Consumer Vehicle Disposal for Cox Automotive, joins Jade Terreberry to unpack the latest shifts in consumer behavior and what they mean for dealers. In this fast-paced conversation, they explore how evolving expectations are reshaping vehicle valuation, retail strategy, and the role Kelley Blue Book Instant Cash Offer plays in helping dealers stay competitive and meet buyers where they are.
Top Takeaways:
- Long tail ROI is a game changer: Dealers who track the total downstream value of every vehicle—including future trades, service revenue, and customer retention—are making smarter acquisition decisions and maximizing profitability.
- Data-driven strategies reveal hidden wins: Analyzing a year’s worth of sales and trade data helps dealers identify which vehicles generate the most additional revenue, allowing them to confidently invest more in high-value inventory.
- Competing with disruptors means rethinking value: Winning trades against Carvana and Carmax isn’t about matching the highest offer upfront; it’s about understanding and communicating the full value a vehicle brings to the dealership.
- Affordability challenges require new approaches: With more consumers underwater and juggling multiple offers, dealers must use long-term value to offer more competitive trade values and build trust with buyers.
- Start with your data foundation and expert support: Micah’s advice: build a robust data repository to identify vehicles with high downstream value, and consult client success managers to guide your strategy and implementation.
Timestamps:
0:00 – 1:40 – Introduction
Jade Terreberry welcomes listeners, introduces Micah Tindor as the most frequent guest, and previews the episode’s focus on long tail ROI and acquisition strategies.
1:40 – 2:19 – What is the Long Tail Approach?
Jade asks Micah to explain the long tail approach to vehicle acquisition and why it matters for dealers in today’s market.
2:19 – 5:05 – Breaking Down Long Tail ROI
Micah details how dealers should look beyond immediate profit and consider the total downstream value of each vehicle, including future trades, service revenue, and customer retention.
5:05 – 5:34 – Industry Blind Spots
Jade highlights that dealers often miss out on deals due to a lack of confidence in the long tail model, and asks Micah for strategies to overcome this.
5:34 – 7:47 – Real-World Strategies and Data Analysis
Micah shares how dealers can use historical sales and trade data to identify high-value vehicles, and gives examples of how this approach increases win rates and market share.
7:47 – 8:49 – Competing in Today’s Market
Jade and Micah discuss how dealers can compete with online retailers like Carvana and Carmax by focusing on total value rather than just front-end gross, especially as consumers arrive with multiple offers.
8:49 – 10:09 – Affordability Challenges and Consumer Experience
Micah explains how rising prices and constrained consumer budgets make the long tail approach even more critical for building trust and offering competitive trade values.
10:09 – 10:59 – First Steps for Dealers
Jade asks Micah for actionable advice. Micah recommends starting with a robust data repository and consulting client success managers to identify vehicles with high downstream value.
10:59 – 12:01 – Closing Thoughts
Jade wraps up the episode, thanking Micah for his insights and encouraging dealers to embrace new strategies for appraisals and acquisitions. She previews upcoming content and invites listeners to subscribe.
