Wholesale sales slow? You’re not alone. It’s starting to feel a lot like 2020 in some parts departments: less foot traffic, quieter phones, and inventory gathering dust. But just like back then, what you do during a slowdown can determine whether you barely get by, or come out stronger than ever.
If you’re like most Parts Managers, you’ve built your wholesale business through years of relationships with local shops, dependable delivery drivers, and competitive pricing. But what happens when those shops aren’t ordering as much? What do you do when the calls stop coming in?
Why wholesale feels slow this year
No one issue is to blame. It’s a perfect storm of challenges facing dealerships and wholesale buyers alike:
- Economic uncertainty: Inflation and tighter consumer budgets have changed repair spending habits.
- Vehicle usage shifts: People are driving less, commuting less, and many fleets have downsized, which means fewer repairs and fewer parts needed.
- EV adoption: Fewer moving parts in electric vehicles mean less frequent part replacement. While EVs still make up a small share of total cars on the road, their rise is changing demand.
- Backlog from 2020–2022: Many shops stocked up during the pandemic and are now burning through inventory instead of reordering.
How to future-proof your parts department
Let’s take a page from dealerships that grew during the last slowdown (those that leaned into online parts sales). Online parts sales don’t rely on walk-ins or local shop relationships. Instead, they open your inventory to a nationwide audience and offer new ways to move parts, even in quiet times.
Here are four ways you can make that shift:
1. Sell parts online to expand beyond your ZIP code
Your wholesale business is limited by geography. But your online business is only limited by how easy you make it for customers to find and buy from you.
By putting your parts catalog online, you unlock a massive pool of DIYers, hobbyists, independent repair shops, and customers who may never walk into your store but still need the parts you have. Some are looking for price, others for speed. And many are simply looking for availability, especially with current supply challenges.
Platforms like RevolutionParts make it simple to get started, with tools built specifically for dealerships.
2. Target specific buyers with digital marketing
Just getting online isn’t enough. You’ll want to attract the right buyers, especially during slow periods.
That’s where targeted parts marketing comes in. With digital tools, you can:
- Promote hard-to-find parts to the people searching for them.
- Reconnect with past buyers through email marketing.
- Run seasonal promotions to move inventory tied to summer driving or winter prep.
- Highlight accessory bundles to boost average order size.
This doesn’t mean turning into a full-time marketer. RevolutionParts offers built-in marketing tools and managed services so you can stay focused on operations while experts drive traffic to your store.
3. Diversify your product mix
During slow times, the basics like brake pads, filters, and gaskets are just the tip of the iceberg when it comes to the online opportunity. Here’s your chance to experiment.
Look into listing:
- Obsolete inventory (there’s still demand if priced right).
- Accessories and appearance products (especially for DIYers).
- Parts for older or niche vehicles.
- Drop-ship products from partners to expand your catalog without expanding your shelves.
RevolutionParts helps you identify and automatically list inventory across marketplaces like eBay and Amazon, so you’re always expanding your reach.
4. Double down on relationships online and off
Even as you go digital, personal relationships still matter. In fact, this is a great time to reach out to your best wholesale clients:
- Ask what they’re seeing in their shops.
- Offer exclusive discounts or flexible delivery options.
- Introduce them to your online store for 24/7 ordering.
And don’t forget about new relationships. Online sales often start with a single transaction. By delivering a great experience, you can turn a one-time buyer into a repeat customer.
RevolutionParts makes it easy
If all this sounds like a lot, it doesn’t have to be. RevolutionParts is built for Parts Managers like you.
We’re not some generic eCommerce platform. We’re an automotive-first solution that helps dealerships:
- Instantly list inventory across your own branded store, marketplaces, and repair shop portals.
- Tap into the most accurate OEM catalog data available.
- Price competitively with automated pricing rules.
- Communicate with customers from a centralized inbox.
- Identify and move obsolete inventory.
- Leverage expert support and performance coaching every step of the way.
And our tools plug right into your DMS, so you don’t need to reinvent the wheel to get started.
Use slowdowns to set up your comeback
Slowdowns aren’t fun. But they’re not the end of the road either. In fact, they’re often the best time to rethink your parts strategy.
Dealerships that embraced eCommerce during 2020 didn’t just survive. They grew. They diversified revenue, reduced obsolescence, and built a more resilient business.
You can do the same.
If your wholesale sales are quiet, take the opportunity to explore digital. Future-proof your parts department. Tap into new demand. And keep your revenue flowing—no matter what the economy throws your way.
RevolutionParts helps Parts Managers like you turn quiet phones into online sales with tools built for dealerships.
