-1.png)
In the latest episode of LotTalk, co-hosts Chris Keene, Renaldo Leonard, and John Anderson dive deep into the pressing challenges — and untapped opportunities — facing used car dealers today. From rising shopper traffic to dealership culture breakdowns, they unpack what’s working, what’s not, and what needs to change if stores want to finish 2025 stronger than ever.
This episode is more than dealership banter — it’s a call to action.
The Market Is Buzzing — Are You Ready?
The good news? Shopper counts are climbing.
John Anderson highlights that many Lotpop dealer partners are seeing a strong finish to the summer selling season. With incentives flowing and used inventory trading up, now’s the time to capitalize.
Renaldo Leonard adds that dealers are sitting in the “catbird seat” if they’ve maintained a lean, well-selected used inventory. More trades are being kept — even ones dealers historically wouldn’t touch — because smart operators are realizing that wholesaling those vehicles hands your competition more market share.
👉 Key takeaway: Reevaluate what “makes sense” to keep. The old playbook doesn’t apply. That Chevy Malibu at your Nissan store? If the data says it moves, keep it.
Bucket Management: The Silent Gross Killer
One of the most eye-opening discussions comes from Anderson’s and Keene’s explanation of “middle bucket bleed.” It’s a phrase every used car manager should burn into their brain.
A shocking 33% of sales at a new Lotpop dealer came from aged (61+ day) inventory. That same aged bucket held 51% of the store’s leads — a clear sign of both lead and inventory mismanagement.
As Anderson bluntly puts it:
“You’re not losing gross because your prices are too low — you’re losing it because you’re not managing your buckets.”
Lotpop’s internal benchmarks aim for 65% of inventory to be under 30 days old. Why? Because cars move fastest and deliver the most gross in that window. Anything older becomes a tax on the culture — thinner commissions, less variable pay, and eventually… disappearing salespeople.
Where Did All the Good Salespeople Go?
This episode revisits one of Lot Talk’s most viral topics — the mystery of vanishing high-performers. Spoiler alert: It’s not a mystery at all.
Low gross, poor leads, and lack of training? That’s a culture killer.
Anderson doesn’t mince words:
“Most people would rather get their teeth pulled than come into a dealership. So how do we flip that experience? It starts with service. World-class service.”
Dealers need to remember: salespeople aren’t just competing with 12–15 other dealerships for a customer — they’re competing with their own team. And yet, internal follow-up and accountability have fallen apart in many stores.
Fix #1: Get Back to Fundamentals
Renaldo pulled out his original 10-step sales card — yes, the one he still carries decades later. The first step? Prospecting. The last? Follow-up.
“If you think training is expensive, wait until you find out how expensive it is not to train your salespeople.”
Today’s reps often wait for leads to fall in their laps. But as the hosts emphasize, training is a daily, intentional process — not something you do once.
And it’s not just salespeople that need training. Managers need coaching too.
Fix #2: Train the Trainer
One of the biggest opportunities for improvement is not at the salesperson level — it’s with managers. As Chris notes, “coach your coaches.” Managers set the tone. If they’re not reviewing photo quality, follow-up communication, or vehicle descriptions, they’re leaving money on the table.
Think of used inventory like stocks. You’ve got $2 million sitting on the lot. Are your managers actively getting the best return on that investment?
Keene adds:
“Push everything off your desk. Your number one job is turning metal into money.”
Fix #3: Don’t Wait on the OEM
While the hosts are quick to say OEMs aren’t the enemy, they also warn against expecting help that may never come. With misaligned allocations (think Escape vs. Bronco Sport or the failed Hurricane engine), dealers often receive vehicles they can’t move easily.
So, what’s the fix?
“Create your own market,” Keene advises. “Take what they give you and realign it to how your store and your people operate.”
It’s not about blaming OEMs. It’s about being nimble, strategic, and tuned in to your data.
Wrapping It Up: Control What You Can Control
Renaldo drives the final point home:
“There have always been unfavorable conditions in this business. But those who control what they can control — and do it well — come out ahead.”
Whether you’re managing inventory, training staff, or dealing with OEM hand-me-downs, the playbook isn’t complicated:
- Coach your salespeople (and managers).
- Mind your buckets — especially the middle one.
- Take ownership of your market and make smart decisions based on your data.
Final Thought
If you’re serious about turning your dealership into a high-performing, culture-rich, gross-maximizing machine, this episode is a must-listen.
So ask yourself: Are you actively coaching your team, or just hoping they perform? Are you managing your inventory with intention, or letting it rot? Are you creating your own market, or waiting on incentives to save you?
If not, you’ve got work to do.