Jason Villa, general manager of Vanguard Kia of Arlington, says one of his most pressing issues is hitting the right mark with the store’s used car inventory heading into the fourth quarter.
Villa, who has elevated the Texas store to the top of its district since taking on the GM role in January, calls it “the used car mistake,” as he explained on Daily Dealer Live with hosts Yossi Levi and Uli De’ Martino.
Driving the news: “We had a big July; we had a big August; we’re low in inventory; let’s go fill this wagon up—how many years in a row do we have to tell each other this?” Villa asked. “Then add in, there’s no used cars coming down the pipe, MMR is going up. So, do I need to load the wagon? Am I going to get stuck with these cars or am I gonna make money in January?”
Finding the mark: Striking the right inventory balance is always tough—especially while running a “clean and lean” used car operation, said Villa. Vanguard Kia of Arlington’s fourth-quarter strategy hinges on being selective, staying true to the dealership’s core offerings, and targeting a few key niches.
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“We do very well with big, lifted trucks. We’re doing good with…used electric vehicles, off-brand. So, we're kind of stacking those, and we're stacking the core real deep,” he explained.
Digging in: Villa, whose team is currently achieving a 12-times turn in used cars, is also zeroing in on the frontline—building on the store’s rapid tracking and reconditioning process.
“We're up online inside of 12 hours,” he said. “We do the detail first. We take a full photo set, then we get it in for inspection and start the process. And after that we have our onsite wheel repairs, bumpers, touch-ups—an all-inclusive deal that we do in six days.”
Zooming out: Vanguard Kia’s recon manager is the cornerstone of the operation.
“He handles everything. He’s over the photo guy. He does the used car stocking process for third-party acquisitions, so he can get them written up and rolling real good,” said Villa.
Bottom line: Whether it’s used cars, new vehicles, or service—Villa says Vanguard Kia’s success comes from focusing on the “little things” with intention.
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