Technological innovation, data-driven processes, improved compliance reporting and the overall sales approach process have made us better.

As I reflect on when I started in the BHPH industry and “the way things used to be,” I am amazed at the efficiencies we have picked up in the last few years. Technological innovation, data-driven processes, improved compliance reporting and the overall sales approach process have made us better.
One of the biggest efficiencies I have noticed is in inventory on hand. I remember the days when I would determine the amount of necessary inventory on hand by simply doubling my sales goal for the month. If I wanted to sell 100 cars this month, I needed to have 200 cars on the lot.
Due to the declining availability of cars over the past few years, we learned how to meet our sales goal with fewer vehicles. As a result, we have picked up savings in floorplan interest, recon costs, and labor costs.
Today we have half the number of vehicles on our lots, and we are selling the same number of cars. That means our inventory costs have gone down. I am not saying that we just cut the number of vehicles in inventory and the savings rolled in. We had to make changes to our recon process as well.
I am reminded of the justin- time purchasing model with lean manufacturing. To reduce inventory costs, we needed to replace sold units with “Front-line ready” units immediately. To do this, we monitored the following:
This was no easy task. My old “double your monthly sales and that is the number of cars we need on the lot” method was no longer realistic. We had to review the number of cars on the front line and review the type of vehicle that is selling most often. From there, we developed a lot plan and reviewed the number of each vehicle category we had in recon, including repossessions that have been flagged for reconditioning. This allowed us to isolate the type of vehicles we needed to purchase to have our optimum inventory level.
Today we monitor our vehicles sold and compare that to our vehicles coming out of recon to determine the number and type of vehicles we will purchase at auction. I am amazed at how much we have saved on costs associated with the inventory acquisition process. I am also amazed at our ability to meet our customers’ desire for different vehicle categories at the time of purchase.
I hope we never experience the difficulties of these past few years again, however, I am grateful for the lessons I learned while navigating it. We are a better, more efficient company today. I doubt we would have made the same changes if we were not forced to.
April Hanson will be a speaker at the NIADA Convention and Expo. See her article in the March issue of UCD.
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Please view the example letters to representatives and senators below. Use the Copy to Clipboard function to easily compose and send the letters. You may also personalize the letters once copied and pasted into your desired media (letter, email, etc.).
Dear Representative ___:
As an independent automobile dealer from the state of ___ and your constituent, I am writing to urge you to cosponsor H.R. 1566, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Representatives Neal Dunn (R-FL) and Marie Gluesenkamp Perez (D-WA) and currently has 30 cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Dear Senator ___:
As an independent automobile dealer from the state of ___, I am writing to urge you to cosponsor S. 1379, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Senators Ben Ray Luján (D-NM) and Josh Howley (R-MO) and currently has six cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Please view the example letters to representatives and senators below. Use the Copy to Clipboard function to easily compose and send the letters. You may also personalize the letters once copied and pasted into your desired media (letter, email, etc.).
Dear Representative ___:
As an independent automobile dealer from the state of ___ and your constituent, I am writing to urge you to cosponsor H.R. 1566, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Representatives Neal Dunn (R-FL) and Marie Gluesenkamp Perez (D-WA) and currently has 30 cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Dear Senator ___:
As an independent automobile dealer from the state of ___, I am writing to urge you to cosponsor S. 1379, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Senators Ben Ray Luján (D-NM) and Josh Howley (R-MO) and currently has six cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Please view the example letters to representatives and senators below. Use the Copy to Clipboard function to easily compose and send the letters. You may also personalize the letters once copied and pasted into your desired media (letter, email, etc.).
Dear Representative ___:
As an independent automobile dealer from the state of ___ and your constituent, I am writing to urge you to cosponsor H.R. 1566, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Representatives Neal Dunn (R-FL) and Marie Gluesenkamp Perez (D-WA) and currently has 30 cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Dear Senator ___:
As an independent automobile dealer from the state of ___, I am writing to urge you to cosponsor S. 1379, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Senators Ben Ray Luján (D-NM) and Josh Howley (R-MO) and currently has six cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Please view the example letters to representatives and senators below. Use the Copy to Clipboard function to easily compose and send the letters. You may also personalize the letters once copied and pasted into your desired media (letter, email, etc.).
Dear Representative ___:
As an independent automobile dealer from the state of ___ and your constituent, I am writing to urge you to cosponsor H.R. 1566, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Representatives Neal Dunn (R-FL) and Marie Gluesenkamp Perez (D-WA) and currently has 30 cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Dear Senator ___:
As an independent automobile dealer from the state of ___, I am writing to urge you to cosponsor S. 1379, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Senators Ben Ray Luján (D-NM) and Josh Howley (R-MO) and currently has six cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Please view the example letters to representatives and senators below. Use the Copy to Clipboard function to easily compose and send the letters. You may also personalize the letters once copied and pasted into your desired media (letter, email, etc.).
Dear Representative ___:
As an independent automobile dealer from the state of ___ and your constituent, I am writing to urge you to cosponsor H.R. 1566, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Representatives Neal Dunn (R-FL) and Marie Gluesenkamp Perez (D-WA) and currently has 30 cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Dear Senator ___:
As an independent automobile dealer from the state of ___, I am writing to urge you to cosponsor S. 1379, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Senators Ben Ray Luján (D-NM) and Josh Howley (R-MO) and currently has six cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Please view the example letters to representatives and senators below. Use the Copy to Clipboard function to easily compose and send the letters. You may also personalize the letters once copied and pasted into your desired media (letter, email, etc.).
Dear Representative ___:
As an independent automobile dealer from the state of ___ and your constituent, I am writing to urge you to cosponsor H.R. 1566, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Representatives Neal Dunn (R-FL) and Marie Gluesenkamp Perez (D-WA) and currently has 30 cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,
Dear Senator ___:
As an independent automobile dealer from the state of ___, I am writing to urge you to cosponsor S. 1379, the Right to Equitable and Professional Auto Industry Repair (REPAIR) Act. This bipartisan bill was introduced by Senators Ben Ray Luján (D-NM) and Josh Howley (R-MO) and currently has six cosponsors.
As the cost of vehicle ownership and maintenance continues to rise, the REPAIR Act comes at a critical moment. This legislation removes unnecessary barriers and ensures independent repair shops can access essential repair data, compatible aftermarket parts, training, and diagnostic tools. For independent automobile dealers like me, this means being able to efficiently recondition vehicles before sale and provide affordable, ongoing repairs throughout a vehicle's life. These efficiencies translate into real savings for our customers, many of whom are working-class individuals and families who rely on their vehicles for work, school, and daily responsibilities. This is especially true for our rural customers, who deserve access to timely, affordable repairs close to home.
Modern vehicles are increasingly complex and dependent on data. Yet for too long, Original Equipment Manufacturers (OEMs) have controlled access to this critical information, selectively deciding who can use it and under what conditions. This control extends to aftermarket parts, often forcing consumers to seek repairs only at authorized dealerships. These practices reduce consumer choice, stifle competition, and undermine the free-market principles that support small businesses and local economies across the state of ___.
Your constituents and my customers deserve the freedom to choose where and by whom their vehicles are repaired. Equal access to tools and information ensures safe, cost-effective, and accessible repairs. It fosters competition, lowers prices, and strengthens small businesses like mine. The REPAIR Act strikes the right balance between protecting innovation, ensuring safety, and upholding consumer rights.
This important legislation is critical to the livelihoods of independent automobile dealers across the state of ___ and urge you to consider cosponsoring it. Thank you for your time and attention.
Sincerely,