"Stop Breaking Even!" – The Playbook to Make Money on Wholesale And What Dealers Miss | Kirk Rogers, Head of Wholesale at McCarthy Auto Group
Today I’m joined by Kirk Rogers, Wholesale Manager at McCarthy Auto Group.
We dig into why wholesale should be a strategic lever—not a last-resort escape hatch, how efficient transport unlocks massive savings, and the process McCarthy uses to eliminate the automotive retails biggest logistics bottleneck.
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3. vAuto - The average car sits 45 days before getting shipped to another store — hoping it’ll sell faster somewhere else. But guess what? Once it lands there, it usually sits another 30 days. On paper, that looks fine. In reality, that car’s been tying up capital for 75 days — bleeding margin the whole time. The fix? Get the car to the right store on day one — or move it before the clock runs out. Because every day you wait, you’re losing gross you’ll never get back. Check out vAuto’s new guide on centralized inventory management: https://www.vauto.com
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Topics:
00:46 Current state of the wholesale market?
01:35 Key responsibilities at McCarthy Auto Group?
02:29 Biggest wholesale strategy challenge?
03:22 How has wholesale landscape changed?
04:39 Best acquisition and disposition tactics?
09:44 Key metrics for wholesale success?
18:51 Managing recon and logistics effectively?
23:36 Strategies to cut recon costs?
27:08 How to compete with industry giants?
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