About this episode
Used cars deserve a clear strategy—but why do so many dealers still lack one? In “The Untapped Power of Used Cars,” Car Dealership Podcast host Maarten Bekkers speaks with Johan Verbois, founder of MA5, about used vehicle operations, remarketing, and residual value management. Drawing on a 35+ year automotive career, Johan explores the pressures reshaping the second-hand market, from EVs and European cultural differences to AI and new retail players.
Used Car Strategy: Experience, Focus, and Long-Term Thinking
Why do most dealers still lack a real used car strategy? That question anchors Maarten’s conversation with Johan Verbois, whose route into automotive began with a surprising detour from physiotherapy to dealership life. His 35+ year career includes experience at Toyota, Opel, Peugeot, and Mercedes, and he now leads MA5, an international consulting firm specializing in used vehicle operations, remarketing, and residual value management. The episode also explores what Johan learned at Toyota about focus, simplicity, and long-term thinking. For dealers and dealer-group managers, these themes offer a starting point for examining how deliberately they approach their used car business.
European Used Car Markets and the Challenge of Second-Hand EVs
Used car retail is not the same everywhere in Europe. Johan and Maarten explore cultural differences that affect how used vehicles are valued and sold, bringing a European perspective to a business dealers manage locally. They also discuss what EVs are doing to the second-hand market and why some dealers are afraid to touch them. For managers considering their approach to used electric vehicles, the conversation puts that hesitation alongside the wider question of used car strategy. Johan’s work in remarketing and residual value management, together with his role as a board member of CARA, the European Car Remarketing Association, provides context for these topics.
AI and New Retail Players in Automotive Retail
AI and new retail players are another part of the used car conversation, with Maarten and Johan discussing how they are changing the game faster than many realize. The episode brings these developments into a broader discussion of used vehicle operations rather than treating innovation as a separate subject. For dealer-group managers, the central question is how to think about a used car business while the surrounding market changes. Alongside the discussion of EVs and European cultural differences, this section offers another lens on automotive retail: what emerging technology and new market participants mean for the industry Johan has worked in for more than 35 years.
Key takeaways for dealers
- Revisit whether your dealership has a clear used car strategy.
- Consider cultural differences when looking at used vehicle valuation and sales across Europe.
- Examine your approach to second-hand EVs and the hesitation surrounding them.
- Keep AI and new retail players in view when discussing used car operations.
- Use focus, simplicity, and long-term thinking as prompts for reviewing your strategy.
Frequently asked questions
Who is Johan Verbois?
Johan Verbois is the founder of MA5, an international consulting firm specializing in used vehicle operations, remarketing, and residual value management. He has a 35+ year automotive career and is a board member of CARA, the European Car Remarketing Association.
What does this episode cover about used car strategy?
Maarten Bekkers and Johan Verbois explore why most dealers still lack a real used car strategy. They also discuss Johan’s lessons from Toyota about focus, simplicity, and long-term thinking.
Does the episode discuss the second-hand EV market?
Yes. The conversation explores what EVs are doing to the second-hand market and why some dealers are afraid to handle them.
How are AI and new retail players changing automotive retail?
The episode explores AI and new retail players as forces changing the industry faster than many realize. These developments are discussed alongside used car strategy, European market differences, and EVs.
