Scary Market
“It is a scary market out there right now and has been for a while.”
An industry veteran consultant shared this with me this week.
Many regular Prime buyers are turning into subprime buyers.
Also, many subprime buyers are now BHPH customers.
He sees great opportunities for dealers selling vehicles priced at $15k and under.
However, the others are in a tough spot.
He feels repos will rise over the balance of the year.
Lenders will tighten their advances.
He expects a tough time for the next 9 to 12 months.
Things should improve by spring or summer of 2026.
This will depend on rates, inflation, and insurance.
Silver lining: Dealers who do a bit of everything are thriving.
They succeed best when they market consistently and efficiently.
There’s still money to be made.
In every market.
It takes:
Hustle
Grind
TALENT
How are you going to make it happen for your organization?
Recruiting isn’t Getting Easier
This. Just. In.
Recruiting is hard.
Recruiting talented sales pros in automotive finance and aftermarket are particularly challenging in this dynamic marketplace.
This is especially true for dealer relationships, territory growth, or leadership roles.
I’ve spent over two decades recruiting in this space, and I know what keeps you up at night:
Competitors poaching your top performers.
Open territories draining revenue.
Leaders who can manage reports but not results.
My process isn’t generic — it’s built for this industry.
I work with people who know the nuances of indirect lending, floorplan, F&I, digital, and dealer services — because they’ve lived it.
And when you’re trying to hit aggressive growth targets, you don’t have time to “see what’s out there.”
You need someone who already knows who’s good — and who’s available.
If that’s what you’re looking for in a recruiting partner, let’s connect.