#86 Building a used car dealership empire, $125M in sales in one location, "Cigars and P&L statements", Turning recon into a profit center | Michael Kelley, General Manager of Bourne's Auto Center

Welcome to the Car Dealership Guy Podcast. In this episode, I'm speaking with Michael Kelley, General Manager of Bourne's Auto Center, where we discuss: How to build a used car dealership empire, Crushing $125M in sales in one location, "Cigars and P&L statements", Turning recon into a profit center and much more!

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Topics:

(00:00:00) - Intro

(00:03:34) - Michael’s career in auto

(00:05:37) - What are the high-level numbers for your dealership?

(00:08:06) - What is your sales structure?

(00:10:06) - What are your margins today?

(00:16:43) - How are you managing your reconditioning center?

(00:20:29) - How are you approaching your value lot?

(00:24:05) - What’s your appraisal process?

(00:26:03) - How do you share reconditioning with customers?

(00:27:16) - What is your sales process?

(00:33:33) - What is your customer demographic?

(00:36:00) - What is the value proposition you market to get people to come to your store?

(00:37:52- How much are your salespeople making?

(00:40:28) - How are you acquiring used cars?

(00:45:07) - Inventory carry costs

(00:46:59) - What’s your role in the business?

(00:47:42) - Michael’s Florida experience

(00:59:43) - Have you ever considered going franchise?

(01:01:52) - Get in touch with Michael

Check out Bourne's Auto Center here.

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This podcast is for informational purposes only and should not be relied upon as a basis for investment decisions.