Dealer Training Podcast

Vehicle Diagnostic Scanners

What Else Can You Do With a Dealer License?What can you do with a used motorvehicle license, well you can do a lot.Are you thinking about getting adealer license?Well, this little piece of paperdoes way more than just let you sell cars from a lot.I want to break down the powerfuland lucrative things you can do with a dealer license—and how it can turn intoa business with unlimited profits.At first I want to show you thebenefits of a dealers license and if you watch to the very end, I will show youhow to get licensed depending on where you live.https://dealerslicense.comNumber 1. You Sell Cars to thePublicIf you would like to start thatsmall car lot and sell vehicles locally you can certainly do that, the smalllot is truly the foundation of the industry. With a license, you can legallybuy vehicles at low wholesale prices and sell at retail prices—right from yourlot. That means more profit per sale. The average profit per sale normally runsaround two thousand one hundred dollars per vehicleNumber 2. Buy From Dealer-OnlyAuctionsYou will have access to exclusive dealeronly auctions like Manheim, Adesa, ACV AUCTIONS, CAR MAX Now has a dealerauction, Backlot Cars and a website called OVE.com, OVE, or Online VehicleExchange, OVE is Manheim's 24/7 online marketplace for licensed dealers. Itallows dealers to conduct business outside of traditional physical auctionlanes. OVE provides a platform for dealers, buy and sell vehicles nationwidewith several delivery options available to licensed dealers. No matter whatvehicle your customer needs, dealers can scan OVE, show the vehicle to thecustomer and hide the price, then buy any vehicle the customer is looking forand have it delivered within a couple of days. You will have access to vehiclesthe public never sees at prices the public can never get.3. Flip Cars Without LimitsMost states only let you sell 3 to5 vehicles a year without a license. Some states require you to obtain alicense even if you are selling 1 or 2 vehicles for a profit. But with yourdealer license? No limit. Buy, fix, and flip as many vehicles as you want. 4. Sell to Other Dealers(Wholesale)If you are not interested inretail , you can be come a wholesale only dealer, which tends to have lowerstartup costs. You can sell directly to otherlicensed dealers without dealing with the public. But I do want you to be awarethat a wholesale license only allows you to sell vehicles to other licenseddealers which can really limit your income opportunities.5. Export Vehicles InternationallyThere is a HUGE worldwide demandfor vehicles in other countries. Used cars are in demand all overthe world. With your license, you can buy at U.S. auctions and ship carsoverseas with very large profit margins.Africa  Toyota Corolla, Camry, Honda Accord, Ford F-150Eastern Europe has a huge demandfor  German and Japanese sedans, U.S. SUVsSouth America cant get enoughPickup trucks, diesel-powered vehiclesMiddle East   they need Full-size SUVs, luxury cars, salvage vehiclesCaribbean     Compact sedans, older SUVs, motorcycles6. Offer In-House FinancingYou can start a very lucrative buyhere pay here dealership, and I am aware of software that will run a buy herepay here dealership for you automatically.If you think about how a buy herepay here model works when you have a multitude of customers making payments toyou every month, it can create a very lucrative cash flow And you can sell the loans thatyou create every month to investors. Investors want to by your loans,especially the loans that you create for someone with bad credit. 7. Buy Vehicles Tax-FreeYou can legally buy vehicles toresell without paying sales tax. That helps your cash flow and gives you moreroom to negotiate deals. 8. Run an Online-Only DealershipIn many states, you don’t need abig car lot. Just a compliant business office. Some dealers sell entirelyonline and still make great money. Let me know if you have ever sold a caronline in the comments below. Some states will allow you to havea dealers license at your home but that is not the norm and will usually onlyapply to someone that lives in a rural area with lenient or no zoning laws. While it may seem tempting toavoid the expense of rent by operating online only or selling from home, payinga small monthly fee for a physical location brings real benefits that faroutweigh the cost.A small physical location whetherit is an office or office with one or two parking spaces allows you to meetlocal licensing requirements much more easily. And if you cannot meet licensingrequirements, you are missing out on a very lucrative industry that has manymore benefits than just selling on the lot. Even if you are going to run yourbusiness entirely online, you will still need to meet your local licensingrequirements which usually require some type of physical location away fromyour home.So whether you want to run aretail dealership, export worldwide, flip cars, or wholesale to otherdealers—your license is the key that unlocks it allhttps://dealerslicense.com

OVE Online Vehicle Exchange is Manheim's online market place for licensed motor vehicle dealers.

Dealer Trends 2025Hey there, dealers — and welcomeback to Dealer training podcast, the go-to podcast for used motor vehicleprofessionals who want to stay sharp, profitable, and ahead of the curve.I’m your host, Delus Johnson, andtoday we’re diving into the top used car dealer trends shaping our industry inJune 2025. Whether you’re running a small independent lot or managing a largeroperation, these trends can affect how you buy, sell, and scale yourdealership.Let’s get right into it.1. Inventory Sourcing Is Still aChallenge — But the Tools Are SmarterThe auction lanes are still leanin 2025, and dealer competition for quality vehicles remains intense. But thebright side? Inventory sourcing software has stepped up big time.Platforms like discountdealercenter.comnow offer smarter alerts, better VIN intelligence, and predictive analytics. Ifyou’re still manually scanning run lists without tech — you’re falling behind.Use your DMS or third-party tools to optimize what you're paying and how you’rebidding.2. Buy Here Pay Here (BHPH) IsExpanding AgainSubprime borrowers are growing dueto tightening bank lending policies. As interest rates stay high and creditstandards stiffen, Buy Here Pay Here dealers are seeing more walk-ins — andthey’re adjusting their terms accordingly.The key here is compliance andtech. If you're in BHPH, make sure you're using systems that automatedisclosures, collections, and reporting. Regulators are watching BHPH closelyin 2025. And I want every buy here pay here dealer to be aware the loans youcreate are very valuable and investors are purchasing buy here pay here loansat a level that I have never seen, so you can package the loans that youcreated last month into a package and easily sell those loan on the Agoramarket place, discountdealercenter.com will allow you to sell all your buy herepay here loans at top prices, once again that is discountdealercenter.com4. Trade-Ins Are More ImportantThan EverWith wholesale prices stabilizingand retail pricing softening, your margin on trades might be the best marginyou make.If you're not actively askingevery customer for a trade and agessively pursing purchasing vehilcs from folkswho don’t trade — you're missing a key opportunity. Use online appraisal tools,promote trade bonuses, and get creative with how you market your trade-inprogram.5. EVs and Hybrids Are SlowingDown in the Used MarketYou may have seen it on the lot:EVs are sitting longer.Used electric vehicles, especiallyearlier models with shorter range or outdated tech, are starting to depreciatefaster. Dealers should be cautious about EV pricing and only stock models withstrong resale history — like Teslas, Toyota hybrids, or newer Ford EVs.That said, don’t ignore the taxcredits and incentives available for used EV buyers — these can be powerfultools for marketing.6. Floorplan Costs Are Eating IntoMarginsWith interest rates holding steady,floorplan costs continue to squeeze used car dealers. This is especially hardfor smaller lots who rely heavily on credit lines.Smart dealers are shortening theiraverage days in inventory. I always recommend tyring ry to move cars within30–45 days max, and negotiate with your lender for flexible terms whenpossible.7. State-Level Legislation IsChanging FastMany states — including Georgia,New Mexico, Texas, and California — have passed new laws in 2025 that affectdealer operations.Some of these changes impact:Temporary tag issuanceSurety bond requirementsDealer license renewalsAnd even RV sales policiesMake sure you're plugged in to thelatest training content at dealerslicense.com8. Online Sales? Still a Mixed BagSome dealers are crushing it withonline-only platforms. Others are finding it’s more headache than help.The takeaway for June 2025? Hybridselling — online listings that drive in-person sales — is still the winningformula for most independents.Focus on your Google reviews,offer a fast response time online, and make sure every unit has high-qualityphotos, a vehicle history report, and optional financing or warranty offers.Discountdealercenter.com

This podcast shows how dealers can increase profits when selling electric vehicles.

Missouri allows you to obtain a dealer license at your home. This podcast shows you how.

This podcast talks about the impact of tariffs on used motor vehicle prices and parts.

The importance of maintaining compliance at any dealership is discussed in this podcast.

Texas Dealers will no longer issue Temporary Paper Permits, the will issue Metal Plates

Learn why it is a great time to start a dealership.https://dealerslicense.com

When it comes to having a dealers license, a vehiclediagnostic scanner can be a potential lifesaver. A vehicle diagnostic scanneris a computerized tool that retrieves information from a vehicle's electroniccontrol modules, which in turn can help you diagnose and repair potentialproblems before they occur. Scanners are also great for troubleshootingintermittent issues with a vehicle. With so many dealers investing in a vehicle diagnostic scanner, it’s no surprisethat this is one of the fastest growing technologies. If you haven’t alreadymade the switch to a scanner.Learn more at https://dealerslicense.com

The CARS Rule was initially scheduled to go into effect today, July 30, 2024.The CARS Rule will dramatically affect the operation of any dealership in the US in a negative way by requiring additional disclosures by dealers that are already in effect.It will add a burden to every dealer.This podcast explains why we need to contact our congress person to let them know dealers oppose the CARS Rule.Learn more at https://dealerslicense.com

California Dealer License Start-Up GuideComplete 6-Hour Pre-License Course (Online)This course covers all steps, including paperwork, required to apply for your license.Choose License LocationResidential: Allowed if zoned appropriately; typically only for wholesale licenses.Commercial: Ideal for retail licenses; offers higher profit potential and visibility.Obtain Dealer Surety Bond$50,000 Bond: For retail motor vehicle dealers and wholesale dealers selling 25+ vehicles/year.$10,000 Bond: For motorcycle dealers, lessors, and wholesale dealers selling fewer than 25 vehicles/year.Pricing depends on credit score; options are provided in the course.Live Scan Fingerprints & Resale PermitFingerprinting is required for all owners/partners. Instructions are included in the course.Register with Secretary of State & Obtain FEINRegister your business with the Secretary of State and get a Federal Employment Identification Number (FEIN). Instructions are provided in the course.Location InspectionYour location will be inspected to ensure it meets state requirements. Details on scheduling this are included in the course.Pass DMV ExamComplete a DMV exam to get your license. Sample questions are provided in the course.California Used Dealer License Benefits:Access to dealer auctions nationwide.Ability to purchase vehicles online or in person.Option to apply for an Auction Access ID card for easier auction access.Training includes how to legally charge document fees to increase profits.License Location Details:Residential: Only for wholesale dealers; check with local zoning officials for compliance.Commercial: Offers broader customer base and higher profit margins; typically involves higher visibility and drive-by traffic.Bond Requirements:Retail Dealers: $50,000 bond.Wholesale/Other Dealers: $10,000 bond or $50,000 depending on sales volume.The course provides guidance on finding the best bond rates.Additional Steps:Live Scan Fingerprints: All owners/partners must be fingerprinted.FEIN Registration: Obtain this from the IRS; instructions included in the course.Final Steps:Location Inspection: Ensure compliance with state requirements.DMV Exam: Complete and pass the exam to receive your license.For a comprehensive guide and to start your training, visit https://dealerslicense.com

Georgia Dealer License Start-Up GuideComplete a 4-Hour Pre-License ClassAttend a required 4-hour in-person pre-licensing class. Online courses are not permitted. Classes are available in various locations including Atlanta, Augusta, and Savannah. For schedules, visit georgiadealer.com.Set Up Your Business LocationEstablish a physical office or building, either with or without a lot depending on your license type:Used Motor Vehicle Dealer: Requires a lot.Used Motor Vehicle Dealer with Broker Endorsement: Does not require a lot but still needs an office.Ensure compliance with local zoning laws. Contact your city hall or courthouse for zoning information.Obtain Insurance and Dealer BondSecure insurance and a dealer surety bond before applying for your license. Insurance covers test-drive vehicles, while the bond protects against fraud. We provide guidance on finding affordable options in the training class.Get Sales Tax and Employer ID NumbersGeorgia Sales Tax Number: Allows you to charge Title Ad Valorem Tax on vehicles.Federal Employer ID Number: Required for tax purposes.We show you how to obtain these numbers at no cost in the training class.Register with Secretary of StateRegister your business with the Georgia Secretary of State. This step will be covered in detail during your dealer training class.Obtain a Local Business LicenseAcquire a local business license to operate legally within your city or county. This can be done online and will be explained in the training class.Register for FingerprintsComplete a fingerprint-based background check with the Georgia Bureau of Investigations. This is mandatory for all license holders. The presence of a criminal record does not automatically disqualify you.Once these steps are completed, submit your application packet to the Board of Used Motor Vehicle Dealers in Macon. Your license will allow you to purchase vehicles from dealer auctions across the U.S., Canada, Mexico, and beyond.For class enrollment and more information, visit https://dealerslicense.com(one person on a Georgia dealer license must be a Georgia resident)

A Vehicle History Report (VHR) is a detaileddocument that provides information about the history of a specific vehicle. Carfax is perhaps the mostwell-known vehicle history report provider. It aggregates data from thousandsof sources, including state DMVs, auto auctions, repair shops, and insurancecompanies. Carfax reports are comprehensive and widely trusted by consumers anddealers alike.Key Features:Accident History: Providesdetailed information about reported accidents and damage.Service Records: Lists maintenanceand service history if available.Title Information: Checks fortitle issues like salvaged or rebuilt titles.Ownership History: Shows thenumber of previous owners.Odometer Readings: Verifiesmileage to detect odometer rollback.Owned by Experian, AutoCheckoffers vehicle history reports similar to Carfax but may access differentdatabases and emphasize different aspects of a vehicle’s history.AutoCheckis a service that specializes in compiling and presenting comprehensive VehicleHistory Reports. AutoCheck reports draw data from multiple sources, includinggovernment agencies, insurance companies, dealer auctions, and servicefacilities. One thing that separates AutoCheck form other Vehicle History ReportProviders is that it complies more data directly from dealer auctions. So itcompiles more data about how many times a specific vehicle has been soldwholesale, you might find a specific vehicle has changed hands from a multitudeof dealers and that could be a buy you might want to avoid.Score: Provides a score based onthe vehicle's history, helping dealers quickly assess its condition.Auction Data: Includes informationfrom public auctions, dealer auctions,  and other wholesale transactions.Accident Data: Analyzes reportedaccidents and damage.OdometerCheck: Verifies mileage discrepancies.National Motor Vehicle Title Information SystemEstablished under the Anti CarTheft Act of 1992, its creation was in response to increasing concernsover vehicle theft and fraud across the United States. Prior to itsestablishment, there was no centralized system to effectively track vehicletitles and histories nationwide. This lack of transparency made it easier forcriminals to alter or counterfeit vehicle titles, which led to selling stolenvehicles or vehicles that have had their odometers fraudulently altered.The Anti Car Theft Act of 1992laid the groundwork for NMVTIS, mandating the creation of a national title databaseThis National Title database would provide crucial vehicle history informationto various stakeholders, including law enforcement agencies, consumers, andbusinesses involved in the sale and purchase of vehicles.Key Features:Title Information: Verifies thecurrent state of title and any previous brands (e.g., salvage, rebuilt).Odometer Readings: Checks forodometer discrepancies reported to NMVTIS.Theft Check: Indicates if thevehicle has been reported stolen.Learn more at https://dealerslicense.comOr start your free trial and get a $250 credit for Dealer Management Software that runs Vehicle History Reports for as little a $.25 apiece at:https://get.dealercenter.com/get-a-demo/automobile-dealer-training-association/

The importance of dealers reporting correct odometer information cannot be understated.This episode of the Dealer Training Podcast covers odometer information, such as the most recent odometer reporting requirements, odometer disclosure, and how to protect yourself against odometer fraud when buying vehicles to resell.Find much, much more information at https://dealerslicense.com

This podcast goes in depth into the premises and location requirements.You will need to know exactly what the Texas Department of Motor Vehicles will expect of you when you get your dealer licenseBy knowing your premises requirements you will know what to look for when you are searching for a location for your dealer license.You can take your official Texas Department of Motor Vehicle Dealer Pre-License Course at https://texasdealers.com

Find the best business entity for your dealerhip.

This podcast discusses the pros and cons of a retail dealer license versus a wholesale dealer license.

From the Texas Department of Motor Vehicles:The Department of Motor Vehicles recently received two separate reports of email-Fraud posing as TxDMV. Both of the emails appear to be sent from [email protected] using ‘TxDMV eLICENSING’ as the email account name.The email contained the following language:“Welcometo the Texas Department of Motor Vehicles (TxDMV.) webDEALER | eTag System ThewebDEALER|eTAG system is designed to make processing dealer tags fast and easyfor dealerships, pleasenote that you are required to provide additional information in order to continue to makeuse of the webDEALER | eTAG system and also to prevent your account from fraud.  Toaccess your account, please click on the link below to Update your profile”. As a securitymeasure we will be forcing a password reset on all webDealer accounts at 2:00 PMtoday, Thursday, February 16, 2023.  After 2:00 PM today, you will beprompted tochange yourpassword following your login to webDealer, or you can choose the forgot passwordlink toreset your webDealer password.Rememberthe following tips to protect yourself:Be wary of any emails that you weren’t expecting.  In cases where you canverify with the sender, do so by phone.Think before you click. Scammers depend on impulsive clickers.Be very cautious of those urgent deadlines – i.e. messages from the IRS,COVID-19, or your bank or credit card.Never enter your sensitive information in an untrusted site or pop-up window.Hover over the link with your mouse to see if the link points to a legitimateaddress.Do not reply to any suspicious emails!To report a suspicious TxDMV email or to verify if an TxDMV email islegitimate, please send the email to [email protected].

Find out about the newest updates to webDEALER for Texas Dealers.Find out more at https://texasdealers.com

Find out the latest dealer trends for February of 2023 on the Dealer Training Podcast.

Here are some dealer trends in February of 2023

This podcast covers the process of obtaining your Indiana Dealer License

This podcast shows you how to obtain an Idaho dealer license.

This podcast covers the process of how to obtain a Delaware Dealers License.

This podcast covers the process of obtaining a Connecticut Dealer License.

This episode talks about lawmakers that are hurting dealers.

This podcast talks about some dealers going to prison!

This is a recording of the Dealer Startup Livestream on December 18, 2022

Learn about Alabama dealer licensing requirements with this Alabama Dealer Training Podcast

Short podcast with overview of the economy.

This podcast discusses a wholesale dealer license vs a retail dealer license.

This podcast covers the entire startup process of obtaining a dealer license in California. Learn more at https://californiadealer.com

Learn about the Carvana stock crash and what valuable lessons small dealers can learn about Carvana's decline.

Find out many of the trends in 2023 for licensed motor vehicle dealers

Manheim has launched a great new app called Manheim Express which allows dealers to sell vehicles directly to other dealers, order 3rd party vehicle inspections, and Manheim will even buy the car from the dealer if it does not sell in 2 business days.Learn more at https://dealertraining.org

Find out the latest dealership trends in 2022 with Delus Johnson, Lead Instructor of the Automobile Dealer Training Association.

Beware of Additional Fees Charged by Dealer Training 

Learn how to flip vehicles for a profit without a dealer license.

Don't use your dealer license getting caught with a blank title.

Find out how to advertise legally as a dealer.

This podcast discusses the future of consignment sales and how companies like CARLOTZ are benefiting from this growing trend.

This livestream instructs dealers how to buy and sell vehicles including proven negotiation strategies.

This is the audio recording of the Dealer Profit Strategies LIVESTREAM that was conducted on youtube.It contains several profit strategies for dealers.

This podcast covers dealership trends on October of 2021. Find out where we have been, where we are, and where we are headed as dealers in 2021.

This podcast helps dealers learn where to purchase vehicles. You can purchase all your vehicles at dealer auctions, or find out other great resources to find vehicles for your dealer lot.

This podcast covers the types of Texas Dealer Licenses and also contains valuable contact information for the Texas Department of Motor Vehicles Dealer Licensing Section in Austin, TX.

Texas Dealers can learn about the State of Texas' dealer insurance requirements in this podcast.

Texas dealers that obtained a Texas dealer license for the first time after September 1, 2009 must take a one time 3-hour dealer license renewal course. You can learn more about the Texas Dealer Renewal course at https://texasdealers.com