April Was the Peak. Now Comes the Slide. What Every Dealer Should Do With Used Inventory Right Now | NPA Market Update

April was the top. May confirmed it. Now we are heading into the slide that always bottoms out around August. The question is whether your used inventory is positioned for it. Mike Murray from National Powersport Auctions is back for our pre-owned market update, and this one matters because we are at the turning point in the season. We walk through the May data, compare it to where we were in April, and get into exactly what dealers should be doing right now with the bikes sitting on their lot. This conversation goes deeper than the numbers. Mike makes the case for why dealers are too fixated on book values, why the actual selling price tells a truer story, and how to think about a trade you take in today as a unit you might still own in September. **What we cover:** - Why April was the high water mark and what the slide into August actually looks like - How values can be up year over year and softening month to month at the same time - The book value problem: why dealers fixate on JD Power and why the real market often moves faster than the book - Why a clean late-model R6 can sell for thousands over a brand new one, and what that teaches about pricing to the market instead of the book - Where Black Book and NPA's own value guide fit into the picture - Why early June auctions in San Diego came in stronger than expected and what that says about dealer confidence - The fuel price wildcard and whether it is actually moving metric cruiser demand - Domestic cruisers: still the leader, but the price to book story versus the actual dollar story are very different - The $4,000 spread between a clean Harley and a rough one, and why condition and miles matter more than the book - Metric cruisers: why the small May uptick is probably a flash in the pan - Sport bikes: bouncing around the peak, why dealers who follow the niche are crushing it, and why you cannot have too many - MX cooling off and why product mix and cleanliness drive that number more than demand - ATV: the standout still climbing, and why used side by sides finally hit their stride - Side by side: the seasonal flattening, the regional differences, and why cabbed-out luxury units hold value - The inventory turn framework: the 0 to 30, 60, 90, and 120 day buckets and why Mike built them aggressive on purpose - The real cost of holding a unit: how a $10,000 bike costs around $356 a month and nearly $2,900 over 90 days once you add opportunity cost - Why an 18% gross over 12 months might actually be a 3% loss - Proactive pricing: how to get ahead of the softening market instead of chasing it down - The exit strategy: NPA Direct Buy, consignment, and why you should never wish a wholesale unit into a retail customer Watch on YouTube: ⁠https://youtube.com/@dealershipfixit?si=xGw636a89UUDAK20⁠ Connect with Mike Murray (NPA): ⁠[mmurray@npauctions.com](mailto:mmurray@npauctions.com) ⁠NPA Market Reports: ⁠https://www.npauctions.com/cp/npa-market-report⁠ Connect with Jacob: ⁠https://linkedin.com/in/jacob-b-berry⁠ Follow the Fixit Online: ⁠https://linktr.ee/dealershipfixit⁠ MotoHunt for Dealers: ⁠https://dealers.motohunt.com⁠