The Avengers of Used Cars

The David Spisak Show

The David Spisak Show
The Avengers of Used Cars
Apr 17, 2025
David Spisak

In this special episode—hosted by none other than Brian Kramer, EVP, Dealer Growth & Success at Cars Commerce—we assembled what I’d call The Used Car Avengers: Frank Knox (Unique Auto Sourcing), Jasen Rice (Lotpop). These guys don’t just talk acquisition—they live it.

So what’s the mission?

Unpacking the real reasons dealers are missing the mark on direct-from-consumer sourcing (aka: your most profitable channel), why “look-to-book” might be the most overrated metric in the business, and how flipping your culture from “appointment-first” to “appraisal-first” might just change your entire game.

Here’s a sneak peek at what we get into:

  • Why acquiring cars from consumers is the most profitable move—and why most dealers are still stuck at the auction.
  • The 3 building blocks of a bulletproof acquisition strategy: product, people, and process.
  • What Starbucks can teach your used car department about consistency.
  • The real cost of missing an appraisal—spoiler: it's not just a lost trade, it's a $5,000 profit hole.
  • Why “look-to-book” might be hurting more than helping—and what to track instead.
  • The two types of inventory you’re holding right now: iPhones vs. flip phones.
  • How to build a culture where sourcing is everyone's job—not just the used car manager’s.

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