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Why Certified Matters: What’s Holding You Back From Fully Embracing CPO Vehicles
Certified Pre-Owned (CPO) isn’t just a checkbox. It’s one of the most powerful — and underutilized — tools in retail automotive today.
In this episode of Follow The Money (on The Get More Frank Show), Frank J Lopes sits down with Brian Miller of Cars Commerce to tackle the big questions most dealers avoid:
Why do so many dealerships treat CPO like an afterthought?
What’s really stopping sales managers from embracing certified inventory?
How can CPO become your biggest trust-builder, margin protector, and customer loyalty driver?
With 38% of shoppers considering CPO when searching for their next vehicle, the opportunity is massive — but only if your team knows how to educate buyers, merchandise CPO properly, and sell its value with confidence.
You’ll learn how to:
✅ Train salespeople to confidently present CPO benefits
✅ Merchandise certified vehicles online and on the lot for maximum impact
✅ Handle objections about price premiums with data and value
✅ Build customer trust and loyalty through transparency and consistency
If your dealership is still parking certified units in the back row or treating them as “just another used car,” you’re leaving gross and goodwill on the table.
👊 The Get More Frank Show is hosted by Frank J Lopes, President of Strong30 Automotive — the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.
View all episodes
By Frank J LopesCertified Pre-Owned (CPO) isn’t just a checkbox. It’s one of the most powerful — and underutilized — tools in retail automotive today.
In this episode of Follow The Money (on The Get More Frank Show), Frank J Lopes sits down with Brian Miller of Cars Commerce to tackle the big questions most dealers avoid:
Why do so many dealerships treat CPO like an afterthought?
What’s really stopping sales managers from embracing certified inventory?
How can CPO become your biggest trust-builder, margin protector, and customer loyalty driver?
With 38% of shoppers considering CPO when searching for their next vehicle, the opportunity is massive — but only if your team knows how to educate buyers, merchandise CPO properly, and sell its value with confidence.
You’ll learn how to:
✅ Train salespeople to confidently present CPO benefits
✅ Merchandise certified vehicles online and on the lot for maximum impact
✅ Handle objections about price premiums with data and value
✅ Build customer trust and loyalty through transparency and consistency
If your dealership is still parking certified units in the back row or treating them as “just another used car,” you’re leaving gross and goodwill on the table.
👊 The Get More Frank Show is hosted by Frank J Lopes, President of Strong30 Automotive — the company that provides the best marketing, advertising, strategy consulting, and sales training in retail automotive.