Top 100 retailers ranked on used-car sales: Shift in focus


Zeigler Car Team of Kalamazoo, Mich., appreciably enhanced its utilised-to-new ratio in 2021 outside of the 1-to-1 ratio it posted for 2020, business President Aaron Zeigler told Automotive News. Zeigler rose nine places to No. 23, retailing 29,604 utilised vehicles previous calendar year vs. 20,920 in 2020 — a 42 p.c enhance.

Significantly escalating utilized-automobile stock turned a stage of concentration for the team in May perhaps 2020, throughout the early times of the pandemic, Zeigler explained. The target persisted into 2021 with the chip lack and constrained new-motor vehicle offer.

“Pretty much every thing that we understood about the utilised-auto company transformed,” Zeigler said. “Traditionally, made use of automobiles have depreciated. All of a unexpected, they begun appreciating, so they have been heading up in price as a substitute of down around time.”

In past decades, Zeigler Automotive cleared out applied autos immediately after 60 days in stock, aiming to prevent losses from their depreciation. But in the course of 2021, as cars and trucks rose in benefit, even just after 90 or 120 times in stock, Zeigler comfortable that 60-day rule.

The group failed to escape the difficult task of finding utilized inventory, on the other hand: It purchased automobiles at auction, sought trade-ins, ordered autos in bulk and labored out discounts with some automakers to invest in motor vehicles coming off lease.

Obtaining a dealership in Indiana and four in Wisconsin in 2021 gave the group a “tiny bit of a bump in quantity,” Zeigler explained.

Phase One particular Automotive Group’s employed-to-new ratio also improved as its shops concentrated on marketing made use of vehicles. The team dependent in Fort Walton Seashore, Fla., entered the record at No. 82, retailing 11,307 employed vehicles in 2021, up 54 p.c.

In 2021, the team offered 1.1 utilized automobiles for each and every new automobile sold — up from .7 two or three yrs in the past, CEO Fernando Arellano Geddes informed Automotive Information.

“In general, the utilized cars and trucks authorized us not only to keep the general performance of the volume but also conquer functionality vs . 2019,” Geddes explained. “It is really a key, important element.”


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