Episode Details

In this episode of the Used Car Dealer Podcast, Zach Klempf talks with Dan Ingle, President & COO of UsedCars.com, to discuss how affordability pressures are fueling a major shift from new to used vehicles and what dealers need to do to stay ahead in a tight inventory market. 

Drawing from his extensive automotive background, including leadership roles at Kelley Blue Book and AutoWeb, Dan shares practical strategies dealers can use heading into 2026. The conversation covers pricing vehicles to market, building consumer trust through stronger merchandising and vehicle history reports, and improving speed-to-lead and lead nurturing for shoppers transitioning from new to used. 

They also dive into inventory sourcing strategies across trade-ins, service drive, auctions, and direct-to-consumer channels, along with Dan’s perspective on growing used EV demand and how dealers can better merchandise and position EV inventory for today’s buyers. 

⏱️ Key Questions & Timestamps 

01:12 — Dan’s career journey (PeopleFirst → KBB/Cox → AutoWeb turnaround → UsedCars.com) 

03:39 — Why 1 in 3 shoppers are moving from new to used (affordability, rates, payments) 

04:54 — Where shoppers are landing: segments, trims, and the $15K “unicorn” hunt 

06:11 — Demand stays healthy… but confidence is down: need-based buying + what that signals 

08:03 — What the new-to-used migration means for dealer strategy in 2026 (used mix + positioning) 

09:52 — Dealer playbook: pricing to market, listing quality, VHR trust, and speed-to-lead/nurture 

12:17 — Inventory flow update: off-lease returns, upside-down equity, and tight day supply 

13:12 — Are we heading toward balance—or does affordability keep supply tight? 

13:51 — Sourcing strategy: auctions vs trade-ins vs service lane vs direct-to-consumer channels 

15:12 — Biggest inventory opportunity: late-model, clean, on-brand units (and why it matters) 

15:48 — Used EVs: interest trends, impressions, and what conversion looks like so far 

16:48 — Used EV buyer psychology: affordability tailwinds vs battery health concerns 

17:58 — How to sell used EVs: pricing, training, range, trust signals, battery health + warranties 

19:25 — Back half of 2026 outlook: merchandising opportunities + what Dan expects next 

20:40 — Rapid fire: underrated segment to stock now (3–5-year sedans) 

21:10 — Rapid fire: biggest dealer mistake right now (not “skating to where the puck is going”) 

21:51 — Rapid fire: surprising data point (mid-April EV impressions doubled) 

Learn more about Usedcars.com:  https://dealers.usedcars.com/?utm_source=used-car-dealer-podcast&utm_medium=podcast&utm_campaign=dan-ingle-interview&utm_content=youtube-description

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/affordability-challenges-inventory-trends-the-growing-shift-from-new-to-used-vehicles-with-dan-ingle-of-usedcars-com