At just 33 years old, Jacob Shepherd has built one of Ohio’s fastest-growing Chevrolet stores—tripling sales in under four years by pairing relentless hustle with disciplined execution.
The Details: Shepherd started selling cars at 19, after leaving a job at a Kroger grocery store. “I went and bought a truck from a Chevrolet dealer and thought, ‘Wow, this guy gets to wear a shirt and tie every day,” he told Daily Dealer Live hosts Sam D’Arc and Uli de’ Martino. ‘The heaviest thing he's lifting is a pen. This is exciting.’
He landed a dealership sales job. “I would just come in there every single day, seven days a week for years, with the goal of being the very best salesman I can be,” he said.
He was soon the top Chevrolet salesperson in his region and became a new car salesperson at age 26. By 30, he was dealer principal at Chevrolet of Troy, thanks to an investor who shared his passion for the business and his own willingness to learn Fixed Ops, F&I, and other key parts of the business.
Between the Lines: When he became dealer principal, the store was generating $22 million in annual sales and selling about 300 new vehicles a year. Today, sales top $60 million and 750+ new units, powered by Shepherd’s hands-on approach and strong inventory alignment.
His used-car team averages $4,800–$5,000 PVR (per vehicle retailed) buying inventory “at 94–95% of the market.” And while many dealers chase volume, Shepherd insists the two aren’t mutually exclusive.
“My goal is always to meet the factory target—and then do at least 10% more. That’s how you stay on the radar and keep the store growing,” he added. “I personally advertise my new cars about $1,000 behind cost, and then I push my team to make back-end money. You can absolutely hit the factory goal and still get a return on profit. You have just got to look at every category.”
OUTSMART THE CAR MARKET IN 5 MINUTES A WEEK
No-BS insights, built for car dealers. Free, fast, and trusted by 55,000+ car dealers.
Why It Matters: Shepherd runs the store with 4.5–4.75% net profit annually—well above the 2.5% benchmark in his NADA 20 group. His formula: hit 110% of OEM targets, control used-car costs, and protect fixed ops.
“On used cars, we’re hovering right around a $4,800 to $5,000 front and back PVR — like clockwork—because we’re buying that used car right at 94 to 95% of the market,” he says.
He’s also focused on culture and community. Each month, his “Test Drive for a Cause” campaign donates up to $1,200 to local nonprofits, and this fall, the store is giving away a car at Troy High School.
Bottom Line: Shepherd’s philosophy blends self-belief, consistent effort, and disciplined focus—not chasing trends or complaining about OEM pressures or employee skillsets, but mastering fundamentals every day.
A quick word from our partner
What the Top 10% of Dealers Know - And Do Differently
Get inside conversations with dealers who are finding 77 extra used cars a month, improving CSI above 90%, and building 4.8-star reputations that drive sales.
Hosted by Sam D’Arc from Car Dealership Guy and brought to you by Digital Air Strike, the team and technology behind smarter communication and stronger customer relationships for auto dealerships.
Watch the Dealer-to-Dealer Video Series free at Ultimate20Group.com
