For El Monte, Calif.-based Longo Lexus, which has ranked among the automaker’s top 10 stores for certified pre-owned sales the past two years and three of the last five, a key driver of success is training the dealership staff on the value of CPO.

“Especially Lexus — they have one of the best CPO programs around,” said James Nguyen, the store’s preowned manager. “So, we’re building value, and that’s one of those things that can help us sell the car much easier.”

That staff training starts with a philosophy that runs through Penske Motor Group, which ...

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