Eyes On The Road

A Message From Tom Cross, President

We’ve made it through 2009, certainly a challenging year for auto dealers, and have a fresh opportunity to start anew in 2010. Many predict that the new car market has bottomed out, and is on its way to stabilization and recovery in 2010.

Though no one enjoys going through a year like 2009, there is a silver lining in doing so. Such a challenging economic environment exposes potential holes in our management, marketing and selling systems, and shows us in stark clarity where we need to improve our operations. When times are good, it’s easy to paper over minor inefficiencies. Not so, when the new car market collapses, as it did last year.

One of the surest ways to maximize sales and profits, while minimizing losses, is to better-manage your vehicle acquisition costs. While there are a host of terrific inventory management programs, and many useful websites that can help you market your vehicles, nothing beats buying a car RIGHT. As Black Book Managing Editor Ricky Beggs says, “A car bought right is already half sold.”

The surest way to “buy right” is to utilize good market data. And that’s where getting back to the basics, like properly classifying vehicles, becomes so important. Of course, working with a market-reporting partner you trust is critical, and I thank you for the confidence you’ve placed in Black Book. The bottom line is: When you get into a vehicle at the right number, you have more (and more profitable) exit strategy opportunities.

Many industry experts anticipate fewer clean cars to be available for auction in 2010. To counter this, remember that your own website can be a GREAT source of quality used cars. That’s where Black Book’s Activator™ program can be such a powerful resource for you. Activator™ not only helps you sell more new cars, but also acquire front-line ready used cars, thereby increasing the value of each transaction.

On behalf of everyone at Black Book, we appreciate your business, and look forward to working with you to make 2010 a great year for all of us.