How to get more cars to sell? Effective methods for dealerships

One of the biggest challenges for used car dealers is not selling, but getting vehicles with a good margin. With increasing competition and scarcity in some ranges, it is crucial to diversify acquisition sources and professionalize the process.

In this article, I share the most effective methods to capture stock, from the most accessible and secure to the most strategic. All designed for medium-sized dealerships looking to grow coherently, without taking unnecessary risks.

1. Direct purchase from individuals: margin and flexibility

Buying cars directly from individuals remains one of the most profitable methods. Its main advantage is that you can negotiate directly, without intermediaries, and identify opportunities with real margin.

How to attract individuals:

• Google ads like "we buy your car today".

• Geo-targeted social media campaigns.

• Listings on portals like Milanuncios, Wallapop, Vibbo (responding to sellers).

• Page of "We buy your car" on your website with a valuation form.

Tip: Make sure to have a quick appraisal, collection, and documentation management process. Speed is key to closing deals.

Practical case: A dealership that invests €200 a month in geo-targeted buyback campaigns can attract between 5 and 10 cars with a margin exceeding €1,000 per unit, depending on the focus and area.

2. Buyback or trade-in vehicles: don’t miss them

Every car you sell is a future buying opportunity. Many customers want to trade in their car as part of the payment, and here you can find gems with margin if you have a good strategy.

Keys to take advantage of them:

• Always evaluate the customer's car, even if they don’t mention it.

• Offer bonuses for trading in a used car.

• Follow up with leads who didn’t complete their purchase but had a car to trade in.

Tip: Advertise your dealership also as a buyback point for customers who no longer want their car.

3. Collaborations with workshops and ITV stations

Mechanical workshops and ITV stations see cars daily that are about to stop being used or whose owners no longer want to repair. If you position yourself as a quick and reliable solution, you can capture interesting vehicles before anyone else.

How to do it:

• Establish collaboration agreements with neighborhood mechanics or trusted workshops.

• Leave business cards or posters in their premises.

• Offer a commission for each car captured.

Real example: Some dealerships obtain between 3 and 5 units monthly through allied workshops, often with minimal reconditioning needs.

4. Professional auctions and fleets

Auctions can be a good source if you know how to choose. There is a risk of tight margins, but there is also the possibility of finding good units at reasonable prices.

Recommended sources:

• BCA Spain.

• ALD Carmarket.

• Autorola.

• Leasing and renting fleets (Alphabet, LeasePlan, Arval).

Tip: Specialize in a type of product (for example, diesel compacts or gasoline SUVs) to better analyze which units give you more margin.

Warning: Do not buy impulsively. Study the history, mileage, and reconditioning costs well before bidding.

5. Buyback programs from renting or leasing

Renting companies have buyback programs where dealerships can acquire cars that have finished their contract, with up-to-date maintenance and controlled mileage.

Advantages:

• Well-maintained vehicles.

• Documented history.

• Purchase by lot or unit.

Useful strategy: Arrange recurring purchases with reduced monthly volume. This way you reduce risk and maintain a steady flow of entries.

6. Digital tools to capture vehicles

Not everything depends on direct contact. There are tools that can help you scale your capture:

• Compramostucoche.es Pro: a network of valued vehicles ready to offer.

• CarGarantie, Webycar, or returned rental cars.

• CRMs with capture modules: like DealerK, Autosoft, or platforms that allow managing buyback campaigns.

Automate: Connect purchase forms on your website with alerts or CRMs to avoid losing leads interested in selling their cars.

7. International buying (selective import)

It’s not for everyone, but it can be profitable if you seek specific vehicles (premium cars, electric, automatic). Germany, France, the Netherlands, or Belgium are interesting markets.

What to consider:

• Homologation, fees, and VAT.

• Transport logistics.

• Clear history (use reports like CARFAX Europe).

Tip: Don’t use it to fill stock, but for specific units with clear demand and sufficient margin.

Common mistakes when looking for stock (and how to avoid them)

• Buying without properly assessing the real cost (repairs, management, taxes).

• Accepting cars that do not fit your customer profile.

• Buying impulsively at auctions without knowing the product well.

• Not measuring the margin by acquisition channel.

• Lack of a clear process for vehicle collection and inspection.

Practical checklist: are you making the most of your acquisition channels?

• [ ] Do you have an active channel for buying from individuals?

• [ ] Do you analyze the margin for each car acquired?

• [ ] Do you collaborate with nearby workshops or ITV?

• [ ] Do you advertise your buyback service on social media or portals?

• [ ] Have you tried at least one professional auction or fleet?

• [ ] Do you use any digital tools to capture vehicles?

• [ ] Do you have a defined process for appraisal, purchase, and inspection?

Each box checked brings you closer to a professionalized acquisition system.

Frequently Asked Questions (FAQs)

What is the most profitable channel for a small dealership?

Buying from local individuals, when well managed, usually offers the highest margins, although it requires more work and direct negotiation.

What minimum margin should I aim for when acquiring a car?

It depends on the type of vehicle, but a target net margin between €800 and €1,200 is ideal in the mid-range.

Is it worth buying cars abroad?

Yes, if you know the process well and focus on specific models with high demand in your area.

How often should I review my acquisition sources?

Ideal is every quarter. Analyze results, measure margins, and adjust the strategy according to the market.

Conclusion

Having more cars in stock doesn't always mean better results. The important thing is to obtain units that you can really sell quickly and with margin.

Diversifying channels, establishing strategic relationships, and using digital tools can help you build a steady flow of opportunities.

The best car to sell is not the cheapest; it's the one with margin and quick turnover.

Start today to professionalize your stock acquisition, and your business will grow solidly.