The Used Car Exit Strategy Dealers Ignore—And Why It’s Costing Them Millions (With Dealer Club Founder Joe Neiman)
What if the most overlooked lever in your dealership… is actually the one that determines your profitability?
We talk a lot about acquisition in this business. But what happens after the car hits your lot, and more importantly, how it exits, might be the difference between grinding harder or winning smarter.
In this episode of The David Spisak Show, I sit down with Joe Neiman, founder of Dealer Club and one of the sharpest minds in wholesale, to have an honest conversation about the side of the business most dealers don’t want to talk about… but absolutely should.
Joe takes us all the way back, flipping cars out of his parents’ driveway, selling on eBay in the early 2000s, building what would become ACV Auctions, and eventually launching Dealer Club with one bold idea: what if wholesale actually worked in the dealer’s favor?
And now, with Dealer Club officially part of the Cars Commerce ecosystem, that idea has evolved into something even bigger.
In this episode, we unpack:
Why exit strategy is the real profit lever in used cars
How reputation, not just price, drives wholesale value
The hidden costs of “reactionary wholesale” (and why it quietly destroys net)
What most auctions get wrong about buyers and sellers
How Dealer Club flips the script by paying dealers to sell cars
Why transparency and accountability create better outcomes for everyone
How Cars Commerce, AccuTrade, and Dealer Club finally close the inventory loop
There’s a moment in this conversation where wholesale clicks differently, where it stops being the ugly stepchild of the dealership and starts looking like the opportunity it’s always been.
If you’re serious about becoming a more disciplined, intentional, and profitable used car operator, especially in a tightening market, this is one of those episodes that will challenge how you think and change how you act.
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