The $11B Dealer Group Secret – Why Your Used Car Strategy Needs More Data and Less Emotion | Industry Spotlight

Today, Sam sits down with Steve Hoggle, General Manager at Honda of Lake City and Sarah Copp, Director of Major Accounts at Lotlinx to pull back the curtain on the "Moneyball" strategy of modern automotive retail.

While many dealers are still relying on gut instinct and "emotional buying" at auction, the nation’s top-performing groups—including the $11 billion Morgan Auto Group—have shifted to a predictive, VIN-specific model.

We explore how Honda of Lake City achieved a staggering 4:1 used-to-new sales ratio and why the traditional "channel-first" marketing approach is often a recipe for wasted spend and ag...