ACV Dealer TEC Talks: NADA 2025 Featuring Kraig Quisenberry from ACV and Darrell Steed

Summary

Kraig Quisenberry from ACV spoke with Darrell Steed, the President at SmartWolf Consulting at NADA 2025. Steed emphasized the growing challenges and strategic shifts needed in used car acquisition due to ongoing vehicle scarcity and changing consumer behavior. He highlighted that dealers must rethink acquisition tactics, invest in dedicated buying centers, and prioritize third-party validation tools like ClearCar to start more transparent conversations with consumers. Steed also stressed the importance of training, consistent valuation strategies, and aligning compensation plans with activity-based KPIs rather than just results. With rising vehicle age and mileage, dealers must act now to build efficient acquisition and exit strategies to stay competitive in a tightening market. Watch the video here.