Cars Commerce

With tariff uncertainty rising, some dealers are already adjusting their external messaging — but internal clarity is just as critical. Jarrod Kilway, VP of Operations Casa Automotive Group said, 🗣️ “The first and most important thing right now is communication from the top down. Everyone in the store, from service advisors to sales to BDC, needs to know how to answer questions around tariffs.” Whether it’s advertising or day-to-day conversations, proactive planning matters now more than ever. 🔗 Hear more from our LinkedIn Live:

⚡️EV shoppers are acting now — but they’re still doing their homework. Associate Director, Research and Analysis, S&P Global Stephanie Brinley put it into perspective during our LinkedIn Live with Automotive News: 💬 “We’re not in the mainstream buyer of EVs yet — these shoppers are early adopters doing more research.” 📉 That’s showing up in the numbers: Cars.com Editor-in-Chief Jennifer Newman shared that average time on lot dropped from 90 days to 82 in Q1. 🎯 With federal incentives drying up and inventory still moving faster, now’s the moment to put your EVs front and center. 🎥 Watch the full conversation from the NY Auto Show: https://lnkd.in/e_q-gVHw

Most dealers are sleeping on the biggest opportunity in their stores: Wholesale. Today on the CDG Podcast, I speak with Joe Neiman, President of DealerClub, part of the Cars Commerce ecosystem. We dive into the details behind his $25M exit, how reputation-based wholesale is shaking up the auction block, why he’s paying dealers to sell on DealerClub, and more. Lessons learned from Joe: 1. Wholesale isn’t broken—it’s mismanaged. – Most dealers treat wholesale as a cost center, handing off cars to auction platforms with the hope they’ll “just make it disappear.” – But Joe argues that mindset leaves money on the table: “Wholesale isn’t a trash bin for off-brand trades—it’s a massive missed opportunity in every store.” – He believes dealers need to own wholesale the same way they own their retail process and stop outsourcing their outcomes. 2. The seller (not the car) determines value. – DealerClub is built on the belief that reputation directly drives margin. Buyers pay more when they trust the seller, even for the same VIN. – Sellers are rated on title delivery, condition accuracy, sell-through rate, and more—all fully visible to buyers. – “There’s a general range of what a car is worth... plus or minus based on who’s bringing it to market.” 3. Flipping the fee model and paying the seller. – Instead of charging a “sell” fee, the platform pays dealers ~$250 per car sold, made possible by a leaner cost structure (no inspectors, no bloated arbitration staff). – That’s a $500 swing per vehicle versus traditional auction platforms—real margin dealers can reinvest. – Most stores only wholesale a third of their inventory, and end up giving a lot of upside to someone else. 4. Transparency is natural for humans. – While most platforms rely on 85-photo CRs and rigid grading systems, on DealerClub, sellers guarantee components (like engine or transmission) or opt out with context. – Joe says if you stand behind your cars, you don’t need a robotic condition report. – “What’s in front of you can be described a little differently by different people, and that’s okay.” 5. Great sellers are building wholesale like a real department. – Early adopters are moving serious volume: 50–100+ units/month with strong ratings and no-reserve strategies. – Independent dealers are using their reputations to compete head-to-head with franchise stores. – “[Dealers] have maximized both ends… They literally own their own auctions.” The full episode is live! Stream it now - YouTube: https://lnkd.in/edsFC83x Apple Podcasts: https://lnkd.in/eiy8EFxk Spotify: https://lnkd.in/eSAJJRsY

Russell Richardson knows the value of Cars.com leads. Cars.com shoppers do their homework, and most walk in knowing what they’re interested in and are ready to buy. It’s not just about more leads – it’s about better ones. 👀

You already know the landscape is changing. Learn what the data says about the value that car buyers will demand. 📊 Cars.com 2025 Affordability Report 🔗 https://lnkd.in/e8i4DKXJ

A recent Cars.com survey found 71% of Americans have changed their spending habits in the last year, with 76% reporting spending less. Consumers need their money to go further. Most car shoppers aren’t just looking for the lowest price on their next new car. They’re looking for value that holds — through tariffs, shifts, and uncertainty. 💪 Our Cars.com 2025 Affordability Report highlights new vehicles that give car shoppers the most bang for their buck. Check out the 2025 Best Value winners: 🔗 https://lnkd.in/e8i4DKXJ

Have you checked out our Q1 2025 Industry Insights Report yet focusing on key topics of tariffs and affordability?

March insights are in: here are three key takeaways all dealers should keep their eyes on 👀: 🚗 Buyers rushed in before tariffs hit — Q1 new car sales rose 4.8% year-over-year. 📈 New car supply is up 9% YOY and days-on-lot are back to pre-pandemic levels      💰 Sub-$30K vehicles are now just 14% of inventory Full report ⬇️ When the market moves fast, staying informed is your competitive edge.  🔗 https://lnkd.in/eHppQRmy

“The event of going to a restaurant that you really love is a very qualitative one, right? It’s that experience. But, you know, no one thinks twice about booking a reservation online or anything like that,” says Matthew Taylor Crawford. “But that had to get introduced at some point to solve a consumer problem or to make the business run more efficiently. “Now all of this stuff is stored in a system that connects together versus the (restaurant reservations) book. And I think auto has some similarities to that.” More with the Cars Commerce chief product and innovation officer in this preview of Auto Remarketing's "Who to Watch" issue, available now to Cherokee Media Group Premium members. https://lnkd.in/eJGspJtZ

We had a brief technical hiccup at the start of our live panel from the New York Auto Show, but the full conversation is now available to stream on demand. 🎙️ Catch expert insights from Cars.com, NJ CAR, S&P Global Mobility, and Automotive News as they unpack how tariffs are impacting: 💰 Vehicle pricing & payments 🚘  Inventory availability 🔋 EV adoption ☀️ Dealer strategy heading into summer If you missed it live — now’s the time to get caught up. ▶️ Watch the full replay: https://lnkd.in/e_q-gVHw