Home
Man on tablet looks at vehicles

Using Analytics and Comptrackr to Manage Used Inventory Blend

In today’s competitive automotive market, having the right combination of vehicles on your lot isn’t just a matter of luck but strategy. The most successful dealerships are leveraging sales analytics to make smarter, faster decisions about their inventory mix. With Dealer360 Analytics integrated into your Dealer Management System (DMS), your dealership can track real-time performance, uncover valuable sales patterns, and refine your balance of used and certified pre-owned (CPO) vehicles to maximize profitability.

Why the Right Inventory Mix Matters

Managing vehicles' age, type, and price point on your lot directly impacts turnover rates and gross profit. Too many slow-moving units can tie up capital and hurt cash flow, while not having enough high-demand models can mean missed sales opportunities. The key is to keep fresh, in-demand inventory rotating in, and that starts with knowing exactly what’s selling, when it’s selling, and why.

Dealer360 Analytics gives you this visibility by connecting seamlessly to your DMS. It allows you to monitor trends, spot inefficiencies, and make proactive inventory decisions.

Tracking Turnover Rates to Optimize Lot Performance

One of the most powerful ways dealerships can use Dealer360 Analytics is by tracking vehicle turnover rates. By analyzing how quickly vehicles sell, you can identify patterns in your inventory movement, broken down by make, model, year, and price range. With this data, you can shift your buying strategy to favor vehicles with proven sales performance, ensuring you’re stocking what customers want most. With Dealer360 Analytics, you can identify:

  • Fast-Moving Inventory: Pinpoint the exact models and trims that consistently sell within days or weeks.
  • Slow-Moving Inventory: Detect vehicles that linger on the lot and evaluate why they aren’t moving, whether it’s price positioning, seasonality, or customer interest.

Identifying the Best Balance Between Used and CPO Vehicles

Finding the right ratio between used and CPO inventory is essential for hitting sales targets while maintaining strong margins. This approach helps your dealership avoid overstocking aging inventory while ensuring that high-demand, high-margin CPO units are always available for the right buyers. Dealer360 Analytics allows you to compare sales performance across these two categories with features that will enable you to:

  • Measure average days to sell for each vehicle age group.
  • Identify which price brackets perform best in your market.
  • Adjust your acquisitions to align with demand trends, ensuring a balanced selection for buyer profiles.

Spotting Sales Opportunities Through Customer Interaction Data

Beyond the numbers, Dealer360 Analytics can also help you understand customer behavior. You can identify which vehicles are drawing the most interest by tracking inquiries, website interactions, and showroom visits. When your sales team knows which vehicles customers are actively seeking, they can prioritize follow-ups, refine pitches, and close deals faster. With Dealer360 Analytics, sales teams will:

  • Know which models receive the highest number of leads and test drives.
  • Understand seasonal shifts in customer preferences.
  • Align sales team focus with in-demand vehicles for more targeted and effective selling.

Making Smarter Decisions with DMS-Integrated Analytics

The advantage of Dealer360 Analytics is its seamless DMS integration. Instead of juggling multiple systems or manually compiling reports, you get a single, real-time dashboard that combines sales, inventory, and customer interaction data into actionable insights. This means your dealership can:

  • React quickly to changing market conditions.
  • Order vehicles with confidence, knowing the data supports your decisions.
  • Maintain a consistent pipeline of high-demand inventory for faster turnover and higher profitability.

Next in the Series: Using CompTrackr to Align Sales Incentives with Inventory Goals

In Part 2 of this series, we’ll explore how CompTrackr can be used alongside Dealer360 Analytics to align compensation plans with inventory movement goals, motivating your sales team to focus on moving the right vehicles at the right time.

Take Control of Your Inventory Strategy Today

Don’t let outdated reports or guesswork determine your dealership’s success. With Dealer360 Analytics, you’ll have the real-time insights you need to refine your inventory mix, focus your sales team’s efforts, and boost profitability. Book a demo today to see how Dealer360 Analytics can help you:

  • Identify and stock your fastest-selling vehicles.
  • Improve turnover rates and cash flow.
  • Keep fresh, in-demand inventory on your lot year-round.

Continued insights in Part 2.