Login
Latest Blogs
Explore The Latest
Industry Updates
Explore recent industry updates, innovative ideas, and expert analysis designed to support informed decision-making.
Dealer Success Spotlight: Mohawk Honda
Greg Johnson, Mohawk Honda, on partnering with AutoHub
The numbers tell the story
Mohawk’s Challenge
Acquiring inventory another way, outside of costly, time-consuming auctions
Like most dealers, Mohawk Honda relied on wholesale auctions to fill gaps in used inventory, which required competing on price against other buyers for cars with no vehicle history and paying auction fees and transportation costs. Greg Johnson and his team knew there was a better source sitting right in front of them every day: their customers already in their service drive.
Prior to AutoHub, Mohawk Honda purchased roughly 20 to 30 vehicles per month from their service drive. However, without a structured and automated platform, their team was merely “skimming the surface” of what was possible rather than fully capitalizing on local inventory opportunities.
“The auction has its need, and you need to be able to buy some cars there. But the cars are right in our backyard, in our service drive, that we know we’ve serviced forever. Instead of going out and overpaying for a car, let’s get ’em right here.”
— Greg Johnson, Mohawk Honda
Opportunity with AutoHub
The Eureka Moment: Mohawk’s Service Drive Customers were an Untapped Goldmine
Once they connected the dots (a service drive full of known, well-maintained vehicles and owners already loyal to the dealership), Mohawk Honda partnered with AutoHub to scale their service-to-sales acquisition strategy into a reliable, repeatable revenue channel.
“You just put all the pieces together and it was like insanity for a minute — you’re like, ‘Oh my gosh, what are we doing? All the people were right here.’ Let’s just capitalize on all the deals that are right in front of us.”
— Greg Johnson, Mohawk Honda
Inventory Strategy
Know Your Customers and Target Vehicles
Rather than sourcing unfamiliar vehicles at auction, Mohawk built its used-car strategy around cars it already knows — ones it has serviced for years, sold new in many cases, and can vouch for. That history is now a selling point with customers, not just an internal efficiency.
Mohawk Honda also prioritized the inventory they most wanted to acquire, with clear, wide targeting parameters within AutoHub while deploying strategic pricing overrides for high-demand models:
- Broad criteria: Vehicles 2003 or newer, under 165,000 miles, and under $65,000.
- Custom overrides: Adding $1,000 to $1,500 extra for specific models in demand (e.g., 2023 Honda HR-Vs under 50k miles).
- Paying top dollar directly to local customers rather than handing margin over to auction houses.
“Every single car is homegrown. They come from here and customers love that, because we have the history, we know the car.”
— Greg Johnson, Mohawk Honda
Service Drive Operations & Workflows
Simple to set up, customizable to run
Mohawk Honda paired automated valuation tech with a high-touch customer relationship approach. Using AutoHub’s 10-minute appraisal delay, service advisors intercept appraisals to speak with customers in person before sending automated offers, switching to automated dispatches during busy rushes.
“It’s probably the most simple, easy-to-use tool. You set it up, you put the parameters in, and it does the work for you.”
— Greg Johnson, Mohawk Honda
“The customizable features are just awesome… it’s not one-size-fits-all where everybody gets the same appraisal. It’s customizable, which is awesome.”
— Greg Johnson, Mohawk Honda
Product Impact
A partner, not just a vendor
Beyond the product itself, Mohawk points to AutoHub’s support as a differentiator — responsive when issues come up, and willing to tell the dealership where it can improve rather than just agreeing with everything.
“You guys killed it when it comes to customer service. There are a lot of vendors where that’s an afterthought — they push the product, and if there’s an issue, it’s 48 hours to get it fixed. No — we’re on the now program, we need it now. And I love that you guys are on the now program as well.”
— Greg Johnson, Mohawk Honda
“I don’t want somebody that’s just going to yes us to death. Tell me where the opportunity is and tell me where I can get better. That’s what I love about the partnership with you guys.”
— Greg Johnson, Mohawk Honda
Measurable Results
From 20–30 cars a month to 70–85
Since deploying AutoHub and tightening up the internal process, Mohawk’s service-drive acquisition volume has more than doubled and grosses have moved with it. Additionally, 60% to 75% of their inventory is now “homegrown”—complete with known vehicle histories that build instant buyer trust.
“We were doing 20 or 30 cars a month from our service lane prior. Once we put AutoHub in and dialed in the process internally, we’re acquiring between 70 and 85 cars a month from the service drive, every single month. It’s probably one of our biggest wins of 2026 — our service-to-sales acquisition strategy, partnered with you guys.”
— Greg Johnson, Mohawk Honda
“That makes our grosses better too — we’ve seen a huge increase in gross. It’s almost doubled since we’ve adopted this strategy of acquiring cars internally.”
— Greg Johnson, Mohawk Honda
“You guys have fundamentally changed where we get our cars. Service drive is the future — that’s where the cars are coming from, saving us a ton of money, making us more money. It’s the right cars, the right mix, and we’re not going out and buying them. We’re right here.”
— Greg Johnson, Mohawk Honda
“Don’t hesitate one second. Every dealership is looking for quality used inventory, and everybody’s looking for it outside of their business when all the opportunities are walking right through your door every day. The business is right here — I promise you, your used car grosses will go up, you will sell more cars. You can thank me later.”
— Greg Johnson, Mohawk Honda
Learn how AutoHub can help you achieve success like Mohawk by powering your dealership’s inventory acquisition.
Share This Article
YouTube