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CPO Mastery: Optimizing Resale & Sustaining Value

This program equipped dealership staff with the mindset shift, inventory management skills, CPO processes, and sales tactics to strengthen resale value and sustain residuals while enhancing the desired premium customer experience.

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Certified Pre-Owned (CPO) Program

This Certified Pre-Owned (CPO) Program was developed to support the resale of off-lease vehicles and sustain residual values amid leasing expansion. This initiative provided comprehensive training for both dealership managers and frontline staff through a blended learning approach, combining web-based sessions with intensive in-market workshops. Training focused on inventory management, CPO processes, inspection standards, and sales tactics, ensuring dealership alignment with the OEM’s CPO objectives. By integrating role-specific training and real-world applications, the program strengthened the client’s leasing strategy while equipping dealerships to maximize resale value while delivering a premium customer experience.

Challenge

Provide comprehensive training on CPO program for both Management and Front-Line stakeholders

Components

  • Basic program knowledge delivered via self-study and digital learning solutions
  • Series of regional instructor-led events with unique structure (Managers in AM, Frontline in PM, with 2-hour overlap)
  • Leader’s Guide and Participant Materials
  • Train-the-trainer
  • Program facilitation
  • Quick Reference Guides for reinforcement

Result

Automotive client met or exceeded CPO sales targets and off-lease dealer acquisitions in year following the program

Driver grips the steering wheel, smiling, while a passenger sits beside her. Both wear seatbelts inside a moving car. Sunlight filters through the window, creating a cheerful atmosphere.

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