From merchandising and follow-up to financing and inventory selection, small execution improvements can add up to meaningful gains
If you want to sell more used vehicles this year, there are several practical strategies worth revisiting — many of them rooted in consistency, presentation, and disciplined execution rather than aggressive selling. Here are 15 ideas dealers may want to consider implementing.
1. Personalize first contact with short intro videos
On sales calls and e-leads, have sales consultants send a short “hello” video introducing themselves and the vehicle the customer is inquiring about. This often helps increase appointment show rates. Mobile video tools such as Vidyard, BombBomb, Quick Pages, TradePending (formerly Snapcell), or Covideo can support this process. If a consultant is uncomfortable on video, a sales manager can step in to ensure consistency and professionalism.
2. Reinforce interest with third-party video reviews
Email a link to a credible, positive video review of the specific vehicle the customer is considering. This helps validate the customer’s research and reinforces confidence in their choice.
3. Strengthen merchandising on vehicle detail pages
Your vehicle detail page (VDP) functions as your top-performing salesperson. High-conversion elements typically include:
- 25–40 high-quality photos (interior, tires, engine bay, keys)
- A short walkaround video
- Clear condition disclosure (e.g., “new brakes and tires installed”)
- Carfax and inspection reports
- Dealers that add video often see meaningful lifts in engagement.
4. Shift the conversation toward payments
Most used-vehicle buyers focus on affordability rather than headline price. Displaying payment options on vehicles and VDPs can improve engagement and volume, provided all advertising complies with provincial regulations.
5. Communicate certified pre-owned value clearly
For dealers participating in manufacturer CPO programs, ensure consultants can clearly explain the benefits and back them up with appropriate point-of-sale materials.
6. Create a dealer-backed used-vehicle program
For stores without OEM CPO programs, consider offering a structured alternative to reduce buyer apprehension. Options may include:
- Short exchange or money-back guarantees
- Multi-point inspections
- Complimentary Carfax reports
- Extended warranty options
- Oil change programs
- Loyalty or protection plans
7. Train teams to sell off-make inventory
Assign each new arrival to a sales consultant to research features, specifications, and competitive advantages. Summarize this information in a shared product brief and review it with the team when the vehicle is merchandised.
8. Use internal presentations to build confidence
Have consultants present their assigned vehicles during sales meetings. Recording these sessions creates a reference library for follow-up, e-leads, and new staff onboarding.
9. Practice walkarounds regularly
Encourage consultants to practice vehicle walkarounds at least twice per week to maintain confidence and product fluency.
10. Develop a structured non-prime approach
Post-pandemic estimates suggest a significant portion of Canadians may not qualify for prime auto financing. Dealers can responsibly market to this segment using compliant digital targeting and clear messaging — without making assumptions about individual credit status.
11. Stock vehicles aligned with local demand
Compact and midsize SUVs, pickups, and dependable sedans continue to perform well in many markets. Market data tools can help identify which vehicles sell best in specific trading areas.
12. Use data to guide marketing decisions
Understanding where vehicles sell, buyer demographics, and average transaction details can improve inventory selection and marketing efficiency, particularly for direct mail and localized digital campaigns.
13. Accept margin trade-offs strategically
In some cases, dealers may accept lower front-end gross on high-demand vehicles in exchange for finance, insurance, service retention, and long-term customer value.
14. Expand online exposure thoughtfully
Listing used vehicles across multiple platforms — including major automotive marketplaces and classified sites — increases visibility and reach, especially when inventory feeds are automated.
15. Leverage community-based online groups
Local buy-and-sell groups can supplement formal listings and provide additional exposure, particularly for price-sensitive shoppers.
Selling more used vehicles in 2026 won’t hinge on a single tactic. It will depend on disciplined execution, strong merchandising, clear communication, and a consistent customer experience across channels.
