Gross Deception: A Tale of Shifting Markets, Shrinking Margins, and the New Truth of Used Car Profitability

A journey of discovering and correcting a hole in the used car universe.

Dale Pollak, innovator and leader of the automotive sales and management industry, will once again, have you rethinking how to manage the used car business. More than a how-to business book, Gross Deception is a story of finding a problem in the reliance on gross profit and the trials to create a solution. This thoughtfully written book not only shows you the trial and error of potential answers, but also how to apply the answer that culminated from years of work.

Referred to as ProfitTime, Dale's solution includes both the ''New Math of Used Vehicles'' and the ''Investment Score'' system, helping you to know the ROI and net profit potential of every vehicle.

With Dale's ProfitTime solution you will:
Invigorate your cash flow
Increase your sales volume
Introduce new metrics
Initiate value-based management
Identify market shifts

Through metric and methodology, Gross Deception will restructure how you view a car's time on the lot.

Dale Pollak was born into the car business. His father started as an independent used vehicle dealer before owning a Buick-American Motors-Jeep-Renault dealership. After graduating from the Kelley School of Business at Indiana University, Dale joined the family business, as he and his father opened Pollak Cadillac.

Years later, during the rise of the internet, Dale founded vAuto and led his company to become the premier inventory management solution provider for franchise and independent dealers. He also pioneered the Velocity Method of Management®, which has been adopted by thousands of dealers. With those successes under his belt, Dale and vAuto joined the family of Cox Automotive, where he now serves as executive vice president. At Cox, he drives innovation across multiple divisions to help dealers increase efficiencies, sales volumes, and profitability.