Dorian Jimenez
At Classic OKC, dealer principal Dorian Jimenez isn’t worried about having the cleanest used car inventory. He’s focused on getting more margin out of the supply he already has.
“As long as the vehicle passes safety, I’m going to go ahead and fix it because that keeps it turning in our shop and it helps our parts department as well as our collision center,” Jimenez said on a recent episode of Daily Dealer Live.
Why it matters: New car inventory dropped to 2.49 million units in May, down more than 10% year-over-year, according to Cox Automotive. And dealership days' supply now sits at 66.
It's already quite lean. And on top of that, some automakers are stopping shipments to see how tariffs affect imported vehicles and parts.
In this environment, most stores are leaning on used vehicles to keep volume strong.
Yes, but Jimenez isn’t chasing "perfect" used cars. Instead, he's optimizing everything else, including recon, staffing, comp plans, and unit economics.
For context: Most of the vehicles his team pulls from the service drive or local sellers wouldn’t make it onto a corporate buyer’s shortlist.
They’re often well-used, higher-mileage units that may need several repairs.
But they’re structurally sound, accident-free, and pass safety inspections. And in Jimenez’s opinion, that’s enough.
“We had to change our mindset," he said "When you look at what's called a wholesale car, somebody's going to buy it. And, you know, in today's world, people are keeping their cars longer. You're seeing individuals that have a car 12 years, 14 years. 100,000 miles is what I call the norm.”
Between the lines: Classic OKC relies on staff who are present and paid to drive this process. They take a direct approach on social media by connecting with, and telling sellers exactly what they're looking for (usually vehicles under $25,000 with 100,000 miles or less).
Sales consultants also walk the service lane, scanning for potential trades. And when a match is spotted, the team offers a complimentary appraisal on the spot.
If a vehicle is purchased, the advisor receives a $200 acquisition bonus. And since the RO is still being completed, the service advisor gets paid for that work as well.
Zooming out: His team currently acquires between two and five units per week from the service lane. With a store volume of 1,200 to 1,500 units per year, getting up to ten per week would shift his entire inventory strategy, and that’s the goal.
"Just having that extra 10 cars every single week is truly a game changer," said Jimenez.
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