Wendell Hardy, general manager of Germain Toyota, says his dealership builds its used car inventory the old-fashioned way — with a twist. By mining its 52-bay service drive, the Naples, Fla., dealership consistently sources up to 135 quality pre-owned units per month.

“We keep it simple,” Hardy tells WardsAuto’s Alysha Webb, noting the store didn’t even have to invest in new technology to meet its goal of a 3% acquisition rate from its 4,000-plus monthly service customers; it’s simply a matter of good training.

“We don’t use any of the tools that are out there to mine service drive customers,” Hardy says. “We ask the customer, ‘If we can pay a little bit more for your vehicle than what the market says it’s worth, would you be interested in selling?’”

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