In the latest installment of the annual Power 300 issue of Auto Remarketing, we launched a new feature to spotlight just a few of the companies on the list. In a Q&A format, we go behind the scenes with some of the leading companies in the used-car space.

Next up in this series is Sam Liang, who was recently named senior manager of certified pre-owned at Infiniti USA.

Auto Remarketing: As you move into this role heading up Infiniti’s certified pre-owned division, what are some of your goals for the program?

Sam Liang: Our goal is to grow the program moving forward. Infiniti is moving from two regional sales offices to four regional sales offices, allowing us to provide more on-the-ground Infiniti field support to the retailers with their pre-owned business.

AR: We hear a lot about engaging and educating the consumer about CPO. How are Infiniti dealers working to boost CPO awareness and understanding with the consumer?

SL: The Infiniti retailer body has done a great job in training their sales staff as well as marketing the benefits of the Infiniti CPO program. Some of the benefits include the certification process and inspection, Carfax Buy Back Guarantee, and our clients only being able to buy an Infiniti CPO from one of our 208 Infiniti retailers nationwide.

AR: We see in our reports from Autodata Corp. that Infiniti just posted its best-ever month for CPO sales and that your year-to-date CPO sales through May are up more than 33 percent. What is driving this incredible year for you?

SL: The retailer body has been the most vocal and best advocate for the Infiniti CPO program. We’ve also worked internally to align our retailer and customer incentives to support the CPO business.

AR: Given your experience working as a dealer operations manager for Infiniti, can you tell us some of the top challenges dealers face in CPO and how some of the top ones overcome those hurdles?

SL: We always encourage retailers to make sure their vehicles are listed, as the highest correlation to CPO sales is CPO listings. We provide an exclusive partnership on the largest automotive websites to market the vehicles that leverages Infiniti’s digital advertising.

Other features in this special section include:
4 questions with NextGear’s Brian Geitner
4 questions with NADA Used Car Guide's Larry Dixon