Full-Size Surprise: JMsolutions Finds High Returns in Truck-Friendly Markets
Auto dealer technology and service provider JMsolutions has released findings which show that pre-owned SUVs and trucks are earning excellent returns in traditionally "truck-friendly" markets.
DEERFIELD BEACH, Fla. — Auto dealer technology and service provider JMsolutions has released findings which show that pre-owned SUVs and trucks are earning excellent returns in traditionally "truck-friendly" markets. That means used-vehicle sales opportunities remain despite the nationwide downturn in new-SUV and -truck sales. For example, in Dallas, nine of the 11 most profitable used-vehicle models in August were full-size SUVs or large pickup trucks.
The data, based on nearly 62,000 vehicles retailed in the U.S. in August by dealers using JMsolutions' AAX used-vehicle inventory management system, also showed similar trends in other regions. The second most-profitable used vehicle in the Washington, D.C. market was the Chevy Trailblazer, with the Chevrolet Silverado 1500 and Dodge Ram 1500 respectfully rounding out the top 20 most profitable used vehicles. The Jeep Liberty held the No. 1 rank in used-vehicle profitability in the South Florida market.
"It's clear that dealers who continue to utilize AAX and follow our inventory management philosophy are maximizing margins and 'turns' in their stores when buying and selling vehicles," said Scot Eisenfelder, group vice president at JMsolutions. "The ability to adjust quickly and appropriately to the market is enabling dealers to reap the benefits on many vehicles that they may otherwise assume are losers. Rather than moving too far under the vehicle's book value and risk making the trade for a new vehicle, dealers are proactively using their store's AAX data to base buying and pricing decisions. This allows them to be more competitive on trades, winning more new-car deals."
More F&I

Why Your F&I PVR Is Misleading You
Here’s a handy checklist of the numbers to track in 2026 instead.
Read More →
Auto Consumer Anxiety Presents Opportunity
A survey of U.S. drivers found the majority are concerned about finances and the economy, but those fears make many ready to buy vehicle-protection products.
Read More →
Humble and Hungry: 12 Rules for an F&I Life
Dustin Gingerich, with a decade in the F&I business under his belt, shares his thoughts on leadership, building trust with customers, and the importance of learning and innovation.
Read More →
Focus on the Opening
F&I managers must learn as much as possible about their customers, starting before they walk into their offices. The bulk of today’s consumers expect that, and good results will follow.
Read More →
F&I Reaches for the Sky
The increasingly important profit center continued making gains in the first quarter, according to StoneEagle data, ancillary products proving more popular as consumers hold onto their buys longer.
Read More →
Timing the Market Can Hurt Long-Term Program Performance
For dealer-owned reinsurance entities, avoiding volatility entirely can mean falling behind inflation and missing market rebounds that drive long term surplus growth. Missing just a handful of strong market days can materially impact cumulative returns—an important reminder for long horizon trust and investment strategies.
Read More →
The 90/10 Rule
In this video, Ryan Ruff explains the rule that elite sales professionals use to turn ordinary conversations into unforgettable customer experiences.
Read More →
Your Office Is Talking
What’s the atmosphere saying about you to your customers? You can make minor adjustments and additions that transform your space into one that creates trust with the people on the other side of the desk.
Read More →
F&I Training Fundamentals
How can auto dealerships help F&I managers fulfill their vital role in the most effective ways? Industry expert Rick McCormick shares his insights on the best ways to train these professionals and help them maintain good habits.
Read More →
Not Just Any Tire Will Do
More consumers and businesses are opting for all-season options for various reasons as safety, sustainability and convenience push practical change.
Read More →