What Dealers Can Learn from the Auction Floor: Used Inventory Tips from NPA’s Mike Murray

There’s no way around it-used inventory is tough right now.

Prices are shifting. Reconditioning is slow. And some bikes are just… sitting.

In a recent throwback episode of the Dealership Fix-It Podcast, I sat down with Mike Murray, VP of Sales at National Powersports Auctions (NPA). Mike’s been with NPA for over 17 years and has seen the ups and downs of the powersports market from every angle.

We talked trends, aging inventory, turn policies, and what smart dealers are doing right now to stay ahead in a tough market.

Here’s what you need to know.

The Market Shifted-Are You Still Holding the Bag?

Mike broke down the used bike pricing curve in a way every GM and GSM should hear.

Prices skyrocketed in 2021 and early 2022. Some dealers overpaid, thinking they’d retail out of it fast. Now? The phones aren’t ringing like they used to, and floor plans are piling up.

The result: bikes bought 6+ months ago are now underwater. And many dealers are afraid to take the loss-even if it’s costing them more in the long run.

“If all it took to be a good sales manager was buying bikes and waiting, anyone could do it.”

Hard truth, but he’s right. You need a plan to manage your pre-owned inventory, not just park it.

90 Days Is the New Deadline

If a used bike has been sitting longer than 90 to 100 days, Mike says it’s time to make a move.

Yes, some service delays or weather patterns can buy you time-but not forever. The key is having a turn plan and sticking to it.

The best dealers he works with follow this rule:

• 30 days: Fresh inventory
  
  
• 60 days: Time to push it
  
  
• 90 days: It’s go time-sell, wholesale, or auction it
  
  

And if a unit’s already been reconditioned, priced, and marketed for 30 days and still hasn’t moved?

“You didn’t make a bad decision-until you decided to keep it.”

The Trade-In Process is Broken at Too Many Stores

We all say we want used bikes. But are we taking them in properly?

Mike sees a lot of dealers lose trades by saying the worst thing possible: “We’re not taking anything in right now.”

Even if it’s an oddball unit or something you don’t retail, take a look. Use NPA’s Direct Buy program or your internal tools to appraise it, and give the customer a fair shot at a deal.

Mike’s rule: “Say yes. Then figure it out.”

Retail Smarter: Don’t Let Bikes Have a Birthday

If you’ve got units still wearing balloon tags from a sale months ago, you’ve got a problem.

Letting bikes age on the floor hurts:

• Your sales team’s confidence
  
  
• Your cash flow
  
  
• Your ability to stock what sells
  
  

Mike shared the story of a dealer who sent aged units to auction, took the loss, and reinvested in fresher inventory. They sold quicker, made more margin, and rebalanced their floor.

Holding on out of emotion or “gut instinct” doesn’t work anymore. Use the data, trust the market, and move stale units before they turn into dead weight.

Auction Buyers Aren’t Just Big Groups

Think auctions are only for mega groups? Think again.

Mike says NPA has dealers of every size buying and selling-mom-and-pop shops grabbing 1 or 2 bikes a month, and 30-store groups running major moves.

Their transport services, online bidding, and pre-sale inspections level the playing field. And you don’t have to spend hours chasing Craigslist bikes or relying only on local trades.

If you’ve got holes in your inventory or bikes that just won’t move, this might be the move.

Want to Stay in the Game? Get Agile.

Mike closed the episode with a simple outlook: the dealers who win in the next 5–10 years will be the ones who stay agile.

• Turn inventory faster
  
  
• Say yes to more trade-ins
  
  
• Know when to cut losses
  
  
• Watch market trends closely
  
  
• Embrace electric and other evolving segments
  
  

And most importantly? Don’t wait for the OEM to solve your problems. Stay proactive. Own your local market. Get creative.

“Every VIN you don’t touch is money left on the table.”

Final Thought:
This episode was loaded with practical, field-tested advice from someone who’s helped thousands of dealers buy and sell smarter. Whether you’re drowning in aged units or trying to source inventory that actually moves, there’s something in here for you.

Want to hear the full conversation? Listen to this Dealership Fix-It Podcast episode featuring Mike Murray from National Powersports Auctions.