As Q4 winds down, dealers are navigating a market defined by volatility. Inventory swings, affordability pressures, and shifting consumer behaviors are reshaping the automotive landscape. Trade-ins remain a cornerstone of dealership operations, but the challenges are mounting: the used EV wave is coming requiring more precise valuations, affordability is strained with record-high transaction prices, and more than a quarter of consumers are “underwater” on their loans.

These factors make proactive acquisition strategies not just important—but essential, and dealers must monitor these shifts closely and adjust acquisition plans to capitalize on seasonal peaks.

Building a proactive acquisition strategy

In today’s environment, success starts with data. Dealers should break down their seven sourcing channels—auction, group transfer, off-lease, missed appraisal follow-up, trade, private seller, and service lane—to understand which sources deliver the greatest ROI. As Micah Tindor, AVP of Consumer Vehicle Disposal, explains in a recent Fast Chat:

“What dealers need to do to start is to go back and look at their history of acquisitions and figure out which channel provides the best results, which channel has the best ROI, and what should my acquisition channel blend be? A lot of us go out and mine historic channels without taking the time to understand: is that the best channel for me, does it have the highest ROI?”

Strategic forecasting and a proactive approach to acquisition can help build buffers against inventory swings, affordability pressures, and shifting consumer behaviors. Just as important, aligning staffing and compensation plans ensures internal adoption and sets the foundation for consistent execution.

Leveraging digital and scalable solutions

Given that five of the seven sourcing channels involve consumers, leveraging consumer-centric acquisition tools is a critical piece of the puzzle. Dealers that turn to digital platforms and data-driven solutions to source vehicles directly from consumers can reduce acquisition costs while also improving customer satisfaction. Additionally, flexible solutions that allow for accelerated scaling—especially during seasonal swings or ahead of key campaigns—help dealers stay agile and responsive to market demand.

Watch the fast chat to gain more insights

The automotive market is unpredictable, and dealers need actionable strategies to thrive. In this session, Micah Tindor, AVP of Consumer Vehicle Disposal, dives in deeper and delivers practical insights on inventory management, seasonal planning, and scalable tools that can help dealers stay competitive in any market condition.

Further reading & resources

• Smart Strategies for Dealers—Thriving Amid Inventory Swings and Seasonal Shifts Blog
• Scale Your Lot. Unlock More Inventory. See how with Offer Accelerator from Instant Cash Offer.