Inside the 9-Store Used Car Machine

How Kelly Automotive Group Runs Its Used Car Operation

At Kelly Automotive Group, used car operations aren’t scattered across rooftops.They’re unified.

Nine stores, 14 brands, 7 used car departments,  all managed through one central playbook.

The foundation is a consistent appraisal process. Every store uses the same tool, the same valuation method, and the same language when putting a number on a trade. That means a trade at Store A will be worth the same at Store B,  no confusion, no guesswork.

From there, the magic happens in inventory allocation.

Kelly Automotive built a strategy page that blends prior sales history, live market trends, and current inventory levels. The system shows exactly which stores need which vehicles and why.

If a Yukon sells in 20 days at a high gross in one store, the acquisition team immediately works to source another. The data confirms demand, the buyers simply act on it.

Recon, transportation, and acquisition are also centralized. That allows the group to move quickly, maintain quality, and eliminate the downtime that happens when each store tries to handle everything in isolation.

Why This Works

1. Consistency – One appraisal method keeps the entire group on the same page.
   

2. Speed – Centralized recon and transport mean cars get retail-ready faster.
   

3. Smarter Decisions – The “strategy page” ensures cars go where they’ll perform best, not just where they happen to land.

In short: fewer silos, more control, better turn.

How Dealers Can Start Doing Something Similar

You don’t need nine stores to run a system like this. You can start with just two and the benefits will compound as you grow.

Step 1 — Standardize Appraisals
Pick one appraisal tool and process. Train all managers to use it exactly the same way. This builds trust in valuations and prevents internal competition over trades.

Step 2 — Build a Central Inventory View
Even if you don’t have vAuto’s enterprise tools, you can create a shared spreadsheet or dashboard showing:

• Current inventory by store

• Days on lot

• Recent sales velocity

• Gross per model

Step 3 — Centralize Recon and Transport
Find one location (or one trusted vendor) to handle reconditioning for multiple stores.
Streamline transport scheduling so cars move fast and consistently.

Step 4 — Create a “Restock Play”
When a high-performing unit sells, the acquisition team is notified instantly to replace it. Make it part of your buyer’s daily routine.

Step 5 — Review Weekly
Hold a group-wide used car meeting to review turn, gross, and allocation decisions. Keep it short, data-driven, and action-focused.

The Takeaway

Most dealers leave inventory allocation to chance, hoping the right car lands at the right store. Kelly Automotive doesn’t hope. They measure, decide, and take action. In a multi-store used car operation, the group with the cleanest data and fastest moves wins.