Building a Buy Center: A Simple Guide for Dealerships with Tom Gregg

Setting up a car buy center can be a significant move for any dealership. Tom Gregg, an expert in the field, shares his insights on the key elements of building a successful buy center.

"Somebody who is working private sellers is often a different skill set than somebody that's buying from the auction. If a dealer is really looking to set up a buy center, it has a different human capital cost than somebody that's looking to buy three to five cars from the public."  

Tom Gregg, CEO 

What is a Car Buy Center?

A buy center is a specialized part of a dealership that's focused purely on acquiring pre-owned vehicles. This can be done through buying cars from private sellers or at auctions. The main objective is to maintain a steady flow of high-quality used cars that can be resold profitably. "It's crucial because it ensures you have a consistent inventory of vehicles to offer your customers, which can significantly boost your dealership's sales and profitability," says Tom.

Understanding the Human Capital Costs

When it comes to the human capital costs involved in setting up a buy center, Tom explains that these costs refer to the skill sets and staffing needs required to run a buy center effectively. Different skills are needed depending on whether you're dealing with private sellers or auctions. For example, working with private sellers requires skilled negotiators who can build trust and rapport. At auctions, you need staff who can make quick, informed decisions and recognize good value.

Staffing Requirements for a Buy Center

The size and scale of the buy center will dictate the number of staff needed. For smaller operations, you might start with a few dedicated staff members. For larger, full-scale buy centers, you may require a whole team. "The key is to ensure that you have the right mix of skills to handle all aspects of the buying process. Effective staffing means training your team to manage different buying scenarios efficiently," Tom notes.

Strategies for Buy Center Success 

To make a buy center successful, effective staffing is foundational. Having the right people in the right roles and providing them with the necessary training is crucial. Efficiency is also key. Streamlining processes to save time and reduce costs is essential. This means leveraging technology for inventory tracking, lead management, and communications. Tom emphasizes the importance of having a clear strategy. Setting specific goals for the number of cars to acquire and establishing metrics for evaluating the buy center's performance is vital.

Final Thoughts from Tom Gregg

"A well-planned buy center can serve as a cornerstone for your dealership's success," Tom says. By understanding and managing the human capital costs and ensuring you have an effective team in place, you can create a buy center that not only meets but exceeds your dealership's needs. It's about setting a solid foundation and building upon it with strategic actions and efficient operations.

Building a buy center is no small feat, but with Tom Gregg's insights, your dealership can navigate this complex process with confidence and clarity.

Ready to build your buy center? Contact us today for expert guidance and start boosting your dealership's profitability.