Inventory Acceleration: How a 16-Store Group Built an Acquisition Process That Stuck

Every dealer knows the service drive is full of potential used inventory, and every showroom sees trade-ins walk through the door daily. Fewer dealers have built a consistent process for appraising and acquiring those vehicles, one that works the same way regardless of which department surfaces the opportunity or which manager is on the floor. Scott Pettitt, VP of Sales at Del Grande Dealer Group, shares how a 16-store operation standardized acquisition across both the service drive and the showroom, and what changed when they stopped leaving it up to individual judgment.

You'll walk away with a clearer picture of:

• How a multi-store group built service-drive acquisition into daily operations instead of treating it as a side effort
• What appraisal consistency actually looks like across the showroom and the service lane, and why it falls apart when it depends on who's working
• How to approach service customers about their vehicle without damaging CSI or creating friction
• Where most dealers stall out when trying to move from "we know we should do this" to a repeatable process that holds across locations