Newest first. Pick the problem you have.
Twelve tips transcribed so far. More are added as Jasen goes live, and the full archive of 200+ videos is on the Lotpop YouTube channel.
Why does your competitive set say 98% of market when you're really at 102%?
Used car competitive set data misleads dealers in two ways. Pricing tools compare your price to competitor prices that often include dealer fees, so a truck that shows 98% of market with a $999 fee left out is really at 102% once you add it back.
Why is dropping the price the wrong first move when sales slow down?
When sales slow, work the active leads on cars you still have in stock before you drop prices or buy more cars.
Does a market slowdown have to hurt your store?
No. The used car shopper index dropped about 30% from its March tax-season peak (100 to 69) while listings climbed to roughly 1.5 million on AutoTrader and 1.4 million on Cars.com, and the average dealer's two-week sale rate fell from 43% to 37%.
Are you managing a $20K car or $2 million in inventory?
Appraising and pricing a $20,000 car is a different job from managing $2 million (or $20 million) of inventory once it is on the lot, and inventory pricing tools are built for the first job.
Your pricing tool says 93% of market. The shopper sees 102%.
The big three listing sites display dealer fees differently: AutoTrader shows the base price and hides the doc fee until you click, CarGurus rolls the fee into the displayed price, and Cars.com is inconsistent, so a car your pricing tool calls 93% of market can show to the shopper at 102% once a nearly $1,000 fee is added to an $11,000 car.
Wholesale is up and turn is 35 days. So why is your lot losing money?
The three positive headlines in the April 2026 used car market (wholesale prices at 2022 highs, a vehicle shortage, and retail days to turn down to 35) are what Jasen Rice calls a false positive: retail active listings are as high as the last two years so there is no shortage, and 35 days is the average age of what is listed, not a sale rate, dragged down because aged cars on CarGurus fell from 713,000 to 530,000 during tax season while fresh auction cars poured in.
Your BDC is working 528 leads to sell 35 cars. Work the 59 that matter.
Stop working leads by lead age and start working them by whether the car is still in stock: in Jasen Rice's live example, a 50-car store had 528 leads over 60 days, but only 168 were on cars still in stock and only 59 of those had not been contacted in the last two days.
Aged inventory does not start at day 60. It starts in the middle bucket.
To clean up aged inventory, stop feeding it: get the 31-to-60-day middle bucket under 20% of your inventory and sell at least 5 points more out of that bucket than sits in it (for example, 18% of inventory in the bucket and 25% of sales coming out of it), which strangles off the cars bleeding into 60-plus while you pace out the units that are already aged.
Priced at 90% of market and still not selling? 90% of what?
If your used car is priced at 90% of market and still not selling, Jasen's answer is that you are 90% of an inflated number.
Why is your inventory "turn" going up while sales go down?
Two-week sale rate is the number of units you sold in the last 14 days divided by the units you have in stock, doubled to get a monthly pace.
Why does a used car that sits cost you $1,000 every two weeks?
Jasen's math: a used car that sits on your lot costs about $1,000 every two weeks.
You manage age buckets. What about the other five?
Bucket management means grouping your inventory, counting what you sold from each group in the last two weeks, doubling it for a monthly pace, and comparing that to what is in stock.
