Bill Kay Auto hires in-house content crew, VA dealer buys into 3 rooftops, Embedded insurance lifts F&I profits

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Our Market Pulse newsletter drops every Tuesday at 5:30 a.m. EST.

So far, we’ve broken down everything from new car sales pitches and auto insurance premiums to auto loan delinquencies, fixed ops trends, and more.

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— CDG

Welcome to the Daily Dealer, a concise rundown of the most important automotive industry headlines that matter to car dealers, automakers, and industry insiders.

Wholesale used vehicle depreciation is back on schedule after weeks of volatility:

Last week, wholesale values fell -0.25%, nearly matching the pre-pandemic seasonal average of -0.22%.

It’s not the first decline this year. But it’s the first time depreciation has moved in line with historic norms.

By the segment (week-over-week ending 5/31):

• Compact cars: -0.47%

• Midsize cars: -0.37%

• Luxury car: -0.36%

• Crossover SUVs:  -0.30%

• Midsize SUVs: -0.19%

• Small pickups: -0.42%

• Full size pickups: -0.16%

(Data source: Black Book)

Sure, wholesale depreciation may be normalizing, but for high-demand models, resale values are still riding high…

1. Why Bill Kay Auto is building its in-house content engine: 'you’ve got to be the quarterback’

Dustin Collins is turning Bill Kay Auto Group into a content engine, and he’s not waiting on vendors to do it.

In March, he hired a two-man video crew to hit every store, every visit, filming 35+ clips that connect with shoppers.

At first, the rollout wasn’t pretty. Salespeople ducked the camera, so Collins had to lead the charge himself. But now, the team’s bought in, training’s locked down, and show rates are climbing.

For Collins: This system is about building a culture that makes every customer feel like the sale was built for them. Because it was.

(Go deeper: 3 min. read)

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2. Virginia dealer Jon Alcorn's path from employee to owner

Virginia dealer Jon Alcorn is living proof that operator-led buyouts can work, if there’s a system behind it.

Backed by Jim Keffer’s partnership model, Alcorn took the reins at Dogwood Automotive and built a team culture around what they can control: attitude, execution, and real shopper connection.

Now, he’s chasing growth by targeting overlooked buyers in their 20s, with certified leases and value-first thinking…

(Go deeper: 3 min. read)

Missed yesterday’s episode of Daily Dealer Live?

UT dealer exposes sophisticated VIN fraud, automaker restructuring, and more

This episode is brought to you by: Podium

Featuring:

• Dustin Collins, VP Director of Operations, Bill Kay Auto Group

• Jon Alcorn, Operating Partner, Dogwood Automotive

With a special appearance by:

• Scott Traylor, Vice President of Sales, Mia

3. Embedded insurance continues lifting dealership F&I profits

Embedded auto insurance is quietly becoming a profit driver, and dealers tapping in are seeing results.

Polly reports that F&I gross jumps 21% when customers just see a quote, and 28% when they buy, adding up to $432 more per deal.

The kicker? Younger buyers want it. And over 80% of Gen Z and millennials say they’re open to buying insurance right at the dealership.

(Go deeper: 3 min. read)

Thanks for reading everyone.

— CDG

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