Dealers

BEST PRACTICES

Each generation learns to go its own way

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

If the Gates family has learned anything in 87 years of operating dealerships, it's that each generation must forge its own business plan.... Read More »

BMW wants 1,000 Geniuses in coming years

12:01 am U.S. ET | March 21, 2015

To date, BMW stores have a total of 500 product Geniuses -- customer advisers who explain features and do vehicle deliveries but don't sell cars. Peter Miles, vice president of sales channel development and customer relations, expects that number to grow to 750 by the end of the year and to 1,000 in coming years.... Read More »

Toronto dealers recruit staff by listing jobs, cars

12:01 am U.S. ET | March 21, 2015

Attacking a problem that plagues all dealerships, new-vehicle dealers in Ontario have launched a multipronged campaign to get more high school and college students to consider careers in auto retailing. Their latest effort: a website that combines the dealers' inventory listings with job listings.... Read More »

BMW settles dispute with FTC over Mini warranties

2:03 pm U.S. ET | March 19, 2015

BMW, hoping to avoid extending a dispute with U.S. regulators, has agreed to settle a complaint that its Mini division broke the federal law governing vehicle warranties.... Read More »

LINDSAY CHAPPELL

BLOG: India's Mahindra stills wants to sell in the U.S.

10:24 am U.S. ET | March 19, 2015

Pawan Goenka has not given up on the idea of entering the US auto market. The head of automotive operations for India's Mahindra & Mahindra, Goenka acknowledges that the company is “still in the middle of it” on the legal fallout from his first attempt at entering.... Read More »

GM stays strong in dealership-service satisfaction; Jaguar jumps to No. 1 in luxury

1:00 pm U.S. ET | March 18, 2015

General Motors again dominated the top rankings in customer satisfaction at dealership service departments, claiming three of the five highest-scored mainstream brands in a benchmark study released today by JD Power and Associates.... Read More »

Tesla free to sell cars in New Jersey as Christie signs bill

4:09 pm U.S. ET | March 18, 2015

Tesla Motors will be allowed to sell its electric cars straight to consumers in New Jersey, after Republican Governor Chris Christie signed a bill overhauling the state's dealership laws.... Read More »

LARRY P. VELLEQUETTE

BLOG: There is a ton of dealer profit riding on FCA's Wrangler decision

1:58 pm U.S. ET | March 18, 2015

Deep in the bowels of Fiat Chrysler headquarters in Auburn Hills -- or Turin, or London -- the automaker's brain trust is making its final call about what to do with the Wrangler plant in Toledo, Ohio.... Read More »

JIM HENRY

BLOG: Size of average tax refund makes a decent down payment

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

For anybody keeping track -- which is to say, anybody interested in subprime auto lending – U.S. tax refunds have fallen a bit more behind than they were a few weeks ago.... Read More »

GM dealers: Warranty, maintenance cuts could help F&I, hurt service

11:00 am U.S. ET | March 18, 2015

General Motors' dealers don't seem especially disturbed by the automaker's decision to scale back its powertrain warranty and free maintenance visits on Buick, Chevrolet and GMC vehicles. If anything, dealership executives say, the shorter powertrain warranties could make it easier to sell extended-service contracts.... Read More »

Q&A

Consistent F&I pricing key to compliance

11:00 am U.S. ET | March 18, 2015

As regulators scrutinize auto lending practices, companies in the F&I space have made compliance with state and federal rules a priority too.... Read More »

Dealers, lenders still angling over laws governing F&I tactics

11:00 am U.S. ET | March 18, 2015

Dealers and auto lenders are keeping a close eye on various dealer-backed state laws that seek to restrict what automakers’ captive finance companies can do to induce dealerships to sell F&I products backed by the factory or a specific vendor.... Read More »

Jump-starting car sales from the service lane

12:01 am U.S. ET | March 17, 2015

Mike Bowsher uses software at the service desk to help him jump-start the sales process at his stores. The owner of Carl Black Auto Group says once his staff got the hang of using the software tools, new- and used-vehicle sales across his four dealerships rose 700 to 800 vehicles per quarter.... Read More »

Stakes are high for Ally's new CEO

12:01 am U.S. ET | March 17, 2015

New Ally Financial CEO Jeffrey Brown must hit the ground running. Along with a sizable to-do list, he must deal with a shrinking share of business supported by incentives from former parent GM. The decline in GM business is a long-term trend and an obvious priority for Brown.... Read More »

RICHARD TRUETT

BLOG: Small utility vehicles' big payoff

11:30 am U.S. ET | March 17, 2015

Tiny crossovers and SUVs could be immune to America's long-standing love-hate relationship with small cars. We love 'em when gasoline is expensive and shun 'em when it's cheap. But gasoline is cheap right now, and the new crop of tiny SUVs and CUVs such as the Nissan Juke and Buick Encore is off to a fast start.... Read More »

Larry H. Miller Group CEO Greg Miller resigns

5:51 pm U.S. ET | March 16, 2015

Greg Miller, CEO of Utah's Larry H. Miller Group, is stepping down as the nation's 11th largest dealership group restructures. Miller, 48, is leaving to pursue personal interests, the company said. He has served as CEO for seven years.... Read More »

As GM trims warranties, will buyers even notice?

12:01 am U.S. ET | March 16, 2015

One dealer said "it really didn't work." An analyst called it a useful enticement to draw consumers to Chevrolet and GMC. Those were just some of the responses to General Motors' decision to scale back its generous powertrain warranties.... Read More »

Penske launches digital sales pilot

12:01 am U.S. ET | March 16, 2015

Penske Automotive Group is launching an online sales pilot program it calls "Preferred Purchase," which enables customers to handle much of a transaction online. The pilot this week will be available on the websites of five Florida stores and six Washington-area stores.... Read More »

Asbury plans to hire 200-400 technicians

11:04 am U.S. ET | March 16, 2015

Asbury Automotive Group says it will hire between 200 and 400 technicians during the next one to two years in a bid to meet potential growth opportunities in its parts-and-service business.... Read More »

Leases grease pickup sales

12:01 am U.S. ET | March 16, 2015

Pickups are beginning to emulate luxury vehicles, with their exclusive-sounding model names, fancy features such as vented seats, and $50,000 price tags. Here's another similarity: More customers are leasing them.... Read More »

Upheaval hits dealership group rankings

12:01 am U.S. ET | March 16, 2015

Consolidation is shaking up Automotive News' ranking of the largest dealership groups. After staying fairly stable for several years, the top 10 spots underwent several changes in the latest list, and 2015 promises more turmoil.... Read More »

Q&A, DON JENKINS

Tenn. group's key: Treat customers well

12:01 am U.S. ET | March 16, 2015

Dealer principal Don Jenkins, 65, spoke with Automotive News TV Managing Editor Leslie J. Allen and Staff Reporter Lindsay Chappell about some of the reasons behind his dealerships' success.... Read More »

Q&A, JOHN NGUYEN

An orphaned immigrant driven to win

12:01 am U.S. ET | March 16, 2015

It was fitting that this self-made man created his own name. John Nguyen was 12 when, after shuttling from one refugee camp to another, he arrived in the U.S. The rest, as they say, is his story.... Read More »

Buy-sell deals, blue sky soar

12:01 am U.S. ET | March 16, 2015

Buy-sell transactions surged last year, sending dealership values higher, especially for luxury brands.... Read More »

BEST PRACTICES

Food trucks give customers a taste of dealerships

12:01 am U.S. ET | March 16, 2015

Later this month, food trucks will appear in the parking lots of two Oklahoma car dealerships on Saturdays to feed employees and the public, for free.... Read More »

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A dealership of tomorrow built on yesterday's values

A dealership of tomorrow built on yesterday's values

A return policy inspired by Walmart. A talk-to-every (nearby) customer mandate. A no-cursing culture. These are just some of the hallmarks of Jenkins & Wynne Ford Lincoln Honda. Mon., March 23
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