Bethany Johnson, Director of Strategic Planning with vAuto joins Jade Terreberry to break down how she’s seeing successful dealers overcoming inventory shortages, profit compression, and affordability challenges by embracing disciplined acquisition strategies and practical AI tools. The episode explores how leveraging all acquisition channels and automating key processes is helping dealers stay competitive and profitable in a changing market.
Guest Expert:
Bethany Johnson
Director of Stategic Planning
vAuto
Top Takeaways:
Inventory challenges are easing, but discipline is key
Dealers must apply process and discipline to acquisition, leveraging all seven channels – especially service and consumer-driven sources.
Profit starts with smart acquisition
The most successful dealers focus on buying right, using best practices and long-tail evaluation models to maximize every transaction.
Affordability hinges on transparent trade-in processes
Hear why helping shoppers get the most from their trade is essential for deal progression and customer satisfaction.
AI is transforming acquisition, pricing, and merchandising
Dealers gaining market share are using AI to identify common vehicle issues, automate descriptions, and optimize pricing—saving time and boosting margins.
Start small, find efficiencies, and scale with technology
Identify pain points, let AI handle repetitive tasks, and build momentum by tackling one challenge at a time.
Timestamps:
0:00 – 1:26 – Introduction & Inventory Trends
Bethany discusses the ongoing recovery from inventory shortages and the importance of stocking strategy.
1:26 – 2:43 – Seven Acquisition Channels
Dealers should leverage auctions, other dealerships, private party, KBB ICO, equity mining, and especially service.
2:43 – 4:23 – Long-Tail Evaluation and Competitive Models
Best practices and discipline help dealers acquire vehicles and stay competitive with new retail models.
4:23 – 5:44 – Affordability and Trade-In Transparency
Transparent trade-in processes are key to helping shoppers and closing deals.
5:44 – 7:34 – AI in Acquisition, Pricing, and Merchandising
AI tools help dealers spot common issues, automate descriptions, and price vehicles competitively.
7:34 – 9:03 – Scaling Market Share with AI
Dealers can use AI to save time, empower staff, and cover more ground profitably.
9:03 – 10:00 – Final Advice and Closing Remarks
Bethany encourages dealers to identify pain points, use technology to find efficiencies, and take incremental steps toward growth
