Education, information are keys to building value for CPO customers

It’s been almost 30 years since Lexus launched the industry’s first certified pre-owned program, during which CPO has grown into a strong and important sector of the used-vehicle market.

But after all those years, car dealers are still learning and finding better ways to sell customers on the CPO experience.

In a panel session during Used Car Week 2024 in Scottsdale, Ariz., titled “Best Practices from Best CPO Dealers,” moderator B. Miller of Cars Commerce asked four dealers to discuss what they’re doing at the dealership to give car shoppers confidence about buying a CPO vehicle ...