Toyota taps U.S. dealers' best practices for Latin America

12:01 am U.S. ET | Nov. 30, 2015

Inspired by Automotive News' dealership Best Practices series, Toyota challenged its Latin American dealers and distributors to brainstorm their own ways to improve. At an award ceremony in Tokyo recently, Toyota's Steve St. Angelo honored the top 10 of some 400 best practices that resulted.... Read More »

New CEO says TrueCar must change

12:01 am U.S. ET | Nov. 30, 2015

TrueCar's new CEO, Chip Perry, harbors no illusions about the task he'll face in stabilizing the company and rebuilding bridges with auto dealers.... Read More »

Cadillac to refocus incentives for dealers

12:01 am U.S. ET | Nov. 30, 2015

Cadillac is drafting a new retail incentive program that could significantly boost factory payments to dealers who invest in facilities, new technology and other elements to improve the customer experience.... Read More »


12:01 am U.S. ET | Nov. 30, 2015

Dan Hay, president of Jim Burke Ford in Bakersfield, Calif., receives... Read More »

Employees direct store's charitable giving

12:01 am U.S. ET | Nov. 30, 2015

At Patriot Subaru of Saco, Maine, employees direct the charitable giving program. They select organizations they want the dealership to support, and managers determine the amount to give based on the employee's involvement with the cause.... Read More »

RFJ Auto Partners expands Dave Smith dealership model

12:01 am U.S. ET | Nov. 30, 2015

New dealership group RFJ Partners is continuing to grow. With the purchase of a Nissan store in Spokane, Wash., RFJ is making the first expansion of its high-volume Dave Smith dealership brand and operating model.... Read More »

ADESA refocuses on physical auctions

12:01 am U.S. ET | Nov. 30, 2015

A few years ago, technology made online used-vehicle remarketing possible. Then the recession made it a necessity. But now that new- and used-vehicle volumes have fully recovered, auction giant ADESA is focusing again on its physical auctions, without ignoring its online operations.... Read More »


BLOG: On the road in Japan

12:01 am U.S. ET | Nov. 26, 2015

During a recent trip to Japan, I couldn’t entirely stop being an auto reporter. Here are some thoughts and observations from my first extended return to Japan in eight years.... Read More »

Car payment holidays hurt consumers, lender warns

11:00 am U.S. ET | Nov. 25, 2015

Consumer auto payment holidays aren't all they're cracked up to be. Though it can be a helpful bit of cash in the short-term, it will hurt borrowers financially in the long run, subprime lender Prestige Financial warns. For dealers, though, offering a payment delay makes sense close to the holiday, one dealer says. Retailers just need to be transparent about the consequences.... Read More »

Easy does it when selling F&I products

11:00 am U.S. ET | Nov. 25, 2015

Dealers, when selling F&I products, don’t count pressuring the customer as an effective sales technique. Too much pressure to buy F&I products leads to slightly lower close rates. And the type of presentation matters as dealers try to up their product sales, a study by J.D. Power found.... Read More »

U.S. House passes bill revoking CFPB auto lending guidance; Senate, Obama pose hurdles

12:01 am U.S. ET | Nov. 25, 2015

A bill that would limit the U.S. Consumer Financial Protection Bureau’s 2013 auto lending guidance passed the House of Representatives last week by a 332-96 vote. But the bill faces an uphill battle in the Senate and from President Obama.... Read More »

Chip Perry, TrueCar's new CEO, seeks to rebuild dealers' trust

11:00 am U.S. ET | Nov. 23, 2015

Chip Perry said his goal as the new CEO of TrueCar will be to win back the trust of auto dealers. Perry, 62, who helped build AutoTrader from a start-up venture into a $1 billion shopping site, was named CEO of TrueCar earlier today. He replaces Scott Painter, who announced his resignation as CEO in Augus... Read More »

VW sinks, Detroit 3 rise in buy-sell reports

12:01 am U.S. ET | Nov. 23, 2015

The value of a Volkswagen dealership, already dismal due to low sales in the U.S., has plummeted further following the diesel-emissions scandal, said two buy-sell advisory firms' reports released last week. But the reports gave domestic brand dealerships rising valuations due to low gasoline prices that have spurred truck sales.... Read More »

Nissan accuses store owned by ex-dealer council chair of fraud

12:01 am U.S. ET | Nov. 23, 2015

Nissan is suing a California dealership and several of its employees, alleging that they filed 3.74 million in improper warranty claims. The store is owned by Don Forman, the 2011 chairman of Nissan’s dealer council and a supporter of factory programs.... Read More »

GM turns to KBB website for targeted incentives

12:01 am U.S. ET | Nov. 23, 2015

General Motors is using Kelley Blue Book’s website to offer consumers targeted incentives, the latest sign that carmakers are keen to integrate their marketing efforts with third-party lead providers.... Read More »

Dealer's retirement shows trend

12:01 am U.S. ET | Nov. 23, 2015

A Michigan deal exemplifies a trend in the buy-sell market. While giant, multi-store deals by publicly traded retailers get most of the attention, a lot of buy-sells involve large, privately held dealership groups that are buying smaller groups owned by dealers who are ready to cash out and retire.... Read More »

Penske sticks with luxury with N.J. buy

12:01 am U.S. ET | Nov. 23, 2015

Penske Automotive Group has made another strategic acquisition, staying with premium luxury franchises, by buying New Jersey's Schneider Nelson Auto Group. The purchase covers stores selling Audi, Porsche, Jaguar and Land Rover.... Read More »


L.A.'s Galpin Motors fills an exhibit hall with its custom rides

12:01 am U.S. ET | Nov. 23, 2015

Galpin Motors uses a 26,000-square-foot exhibit space at the Los Angeles Convention Center to display its custom vehicles, showcase the many brands its 10 dealerships carry and catch the eyes of L.A. Auto Showgoers. And all the vehicles are for sale.... Read More »


12:01 am U.S. ET | Nov. 23, 2015

Dealers featured this week include Garson Rice, dealer principal of Rice Toyota in Greensboro, N.C.; and JP Miller, president of Paul Miller Mazda in Lexington, Ky.... Read More »

Titan gives Nissan dealers work-truck cred

12:01 am U.S. ET | Nov. 22, 2015

Nissan's U.S. dealers are undergoing training again to sell a big truck as output of the redesigned Nissan Titan begins in Mississippi.... Read More »

VW, under deadline, submits fix to 2.0-liter diesel emissions violations

7:45 pm U.S. ET | Nov. 20, 2015

The EPA and California air regulators received an initial proposal from Volkswagen, which faced a Friday deadline, to address emissions violations with the company's 2.0-liter diesel vehicles. Details about the fix were not released and VW officials were not immediately available for comment.... Read More »

Cox moves dealers to from VinSolutions

3:26 pm U.S. ET | Nov. 20, 2015

Dealers using the VinSolutions website will be transitioned to, Cox Automotive said today.... Read More »


BLOG: Pressure on XT5 to deliver amid Caddy's lineup quagmire

11:07 am U.S. ET | Nov. 20, 2015

Cadillac and its dealers are counting on the clean-slate redesign of the XT5 crossover to help the brand snap out of a sales funk before an influx of fresh product begins arriving in 2018.... Read More »


BLOG: A case for tracking customers' ownership status

11:45 am U.S. ET | Nov. 18, 2015

A bill to limit the Consumer Financial Protection Bureau’s 2013 auto lending guidance found overwhelming support in the House, but when it reaches the Senate, the story could change.... Read More »

U.S. House passes bill revoking CFPB auto lending guidance

5:55 pm U.S. ET | Nov. 18, 2015

A bill that would limit the CFPB's 2013 auto lending guidance passed the House of Representatives late Wednesday by a 332-96 vote. The bill still faces several hurdles before it could become law.... Read More »