Most dealers manage inventory on gut. As Jacob Berry notes in this episode of MotoMinute, the ones winning right now manage it on data.
Every unit on a dealer’s lot is either making money or costing money, and aging is what quietly eats gross profit. Berry recommends managing three things: Buy it right, price it to the live market, and merchandise it so it actually sells.
“You’ve got to know your days-to-sale on every unit,” Berry says. “Watch your aging units, and when something’s been sitting, do something about it before it turns into a markdown.”
Dealers who are winning aren’t guessing what a bike is worth or what to stock. They’re looking at real market data and making moves early. Berry advises dealers to manage the lot like a stock portfolio, not a parking lot.
