IARA 2021 Supporters


IARA’s Certified Automotive Remarketer Program: CAR-13

UNIT:  Actual Sale Activities

COURSE:  CAR-13 Guidebooks and Pricing

Overall Module Purpose

The CAR candidate must be able to:

•    Recall and describe actual sales activities including dealer and auction selection, promotion, branding and certification, as well as the impact each has in the remarketing process.
•    Identify and describe how floor prices are established, if-bids are analyzed, and vehicle value is ascertained.
•    Recognize the value of vehicle representation/auctioneer in maximizing resale values as well as the decision criteria related to vehicle pooling vs. weekly selling.
•    Define, recognize and be able to knowledgeably describe industry guidebooks, their purpose, what they cover, how they are derived and how the information is utilized.

Course Purpose

•    To ensure that the student has a thorough understanding of:
The processes utilized by each of the primary guidebooks to determine vehicle values.
•    How guidebook statistics can be used to determine vehicle values and market performance.
•    How floor pricing is established.

Learning Objectives

At the completion of this module, participants will be able to:

•    Name each of the primary guidebook suppliers.
•    Explain the data acquisition methods of the major guidebooks.
•    Describe how book values are used for evaluation purposes.
•    Explain the factors that influence market value.
•    Identify the benefits of incorporating these factors into floor pricing decisions.
•    Describe the impact of incorrect floor pricing on overall success in the auction lane.

Return to CAR Program Overview


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