BUY CENTER TRAINING
BUILD A HIGH-
PERFORMING BUY CENTER
A private-party acquisition process perfected over the past 12 years, built to source vehicles you can’t get at auction, from customers you would have never met.
Vehicles purchased from private party sellers in 2025
“I could not be prouder of this amazing team of buyers!! We set out with a goal, and with some help (David J. Long), we were able to reach it!! 1010 vehicles purchased from private party sellers in 2025!! We are here and ready to make the car-selling process as safe and easy as ever!!”
Chris T. · iDriveCertified.com
Why leading dealer groups choose
DAVID J. LONG COACHING
12 Years in the Making
The “Buy Center” technologies have been perfected over the past 12 years and continue to evolve as this space becomes more competitive.
Customer-Friendly, Every Step
Each section of the process, every word track and technique has been developed to be associated and customer-friendly while producing industry-leading results.
A/B Tested by MIT MBAs
In the developmental stages of the process, every section, email, script, and word track was extensively A/B tested by two MBA students from MIT.
Results Beyond Expectations
Dealer groups that have embraced all aspects of the process have experienced results well beyond their expectations.
Thousands of Vehicles a Year
Some dealer groups are buying thousands of vehicles a year and have generated in excess of millions in additional company gross.
Inventory Auctions Can’t Supply
These private party purchase vehicles are units that could not be purchased at auction and, in most cases, are from customers they would have never met.
BEYOND THE SALES DEPARTMENT
The impact of installing a high-performing Buy Center goes well beyond the sales department.
What’s included
SERVICES PROVIDED
All Training Materials
Tracking Tools
Process Manuals
Purchase and Performance Logs
Phone Scripts
ROT Strategy Implementation
Word Tracks
Personalized Feedback and Performance Coaching
Inbound and Outbound Phone Process Training
50-Minute Weekly Strategy and Coaching Sessions
Auto or Vincue integration and Training for Buy Center Personnel
Proof, not promises
ACTUAL BUY CENTER RESULTS
Buy Center Performance
Scroll horizontally to view all figures →
| Bought | 169 | 212 | 241 | 164 | 193 | 184 | 232 | 279 |
|---|---|---|---|---|---|---|---|---|
| Sold | 169 | 212 | 241 | 162 | 192 | 174 | 189 | 52 |
| Left | 0 | 0 | 0 | 2 | 1 | 10 | 43 | 227 |
| Gross | $246,124.50 | $350,164.72 | $358,230.12 | $294,888.24 | $280,865.88 | $195,906.24 | $301,171.69 | $87,163.50 |
| + Finance and service profit | + Finance and service profit | + Finance and service profit | + Finance and service profit | |||||
| CTM | 84 | 84 | 85 | 85 | 84 | 81 | 84 | 84 |
| NCTM | 72 | 73 | 74 | 74 | 72 | 70 | 72 | 72 |
| MDS | 77 | 64 | 68 | 46 | 50 | 59 | 51 | 47 |
| ACV | $14,108.84 | $15,420.95 | $14,752.59 | $16,867.64 | $15,309.97 | $15,343.24 | $15,831.58 | $14,823.10 |