Looking for ways to reduce wholesale losses and sell more used cars? Consider what Joe Parent did this year as used-car manager for the Tom Ahl Automotive Group in Lima, OH.

A couple of independent lots had opened down the street. “They were stealing some sales from us,” says Parent.

So the Ahl Group set up a nearby budget lot called Ahl Under 10. “We wanted to capitalize on Tom's strong reputation in town,” says Parent.

The Ahl family has sold cars in Lima since the 1960s.

All of the vehicles on the lot are priced under $10,000. “We'll get them on trade or at auction and recondition them the same way the independents do so we don't lose money on the deal,” Parent says. “We're averaging 53 sales a month. It has helped increase the service business and reduce our wholesale losses significantly.”