Dealers

Seminars tackle generation gap

12:01 am U.S. ET | April 6, 2015

Generation Y is projected to account for 40 percent of new-car purchases within the next five years. In June, Automotive News will launch a series of national seminars that will outline strategies focused on generational issues.... Read More »

FCA works on strategy to keep price-sensitive minivan buyers

12:01 am U.S. ET | April 6, 2015

Fiat Chrysler wants to retain buyers of sub-$25,000 minivans, despite the automaker's decision to drop its lower-priced Dodge Grand Caravan, says Chrysler brand chief Al Gardner.... Read More »

LETTER TO THE EDITOR

Give customers one price upfront

12:01 am U.S. ET | April 6, 2015

I have been a sales consultant at a one-price store for more than 21 years. We went to one price in the fall of 1993 and haven't looked back. We had always been a low-pressure, easygoing dealership before one price, so it was a good fit.... Read More »

Jeep, Subaru keep rolling in March

12:01 am U.S. ET | April 6, 2015

FCA US eked out its 60th straight monthly sales gain in March, with a 1.7 percent increase to 197,261. But the Jeep brand, a big reason for FCA's successful run, is not only still streaking but still racking up big monthly percentage gains.... Read More »

BMW takes the lead in luxury sales

12:01 am U.S. ET | April 6, 2015

BMW, Mercedes-Benz and Lexus were separated by just more than 1,300 sales in the first quarter. BMW was tops with sales of 78,492, Mercedes was second (78,156) and Lexus was third (77,180).... Read More »

Back to 2007 market share, but with one big difference

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

When its string of consecutive monthly year-over-year sales gains began in April 2010, what is now Fiat Chrysler was, literally, a different company.... Read More »

Big year shapes up for Jeep's global expansion

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

With the first Italian-made Jeep, the Renegade subcompact SUV, rolling into U.S. dealerships this month, brand head Mike Manley says global expansion will continue this year, with new plants in Brazil and China.... Read More »

LETTER TO THE EDITOR

The top 10: Where the action isn't

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

Your roundup of the top 150 dealership groups based in the U.S. was invaluable, and I don't doubt consolidation among dealerships is moving ahead.... Read More »

Penske tests Texas store's staffing program

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

Penske Automotive Group has been so impressed with a program started at its Toyota store in Round Rock, Texas, aimed at converting Internet leads into appointments and, ultimately, sales, that it is taking the idea to other dealerships in Texas.... Read More »

Dealer awards

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

The dealer featured this week is Harold Lucas, dealer at Lucas Chevrolet-Cadillac in Columbia, Tenn.... Read More »

LARRY P. VELLEQUETTE

Dealer profits riding on Wrangler decision

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

FCA's ultimate decision on Wrangler is likely to have an outsized impact on every dealership in the nation that sells Jeeps.... 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 »

LETTER TO THE EDITOR

An obsession with 3rd-party schemes

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

TrueCar is just another example of the opportunistic scheme of a vendor (albeit a very smart one) to leave the industry in a no-win predicament through its own sense of misplaced trust.... Read More »

EDITORIAL

Pickup leasing is lucrative but carries big risks

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

Lease rates for pickups are climbing as the workhorses add capabilities and features that rival those of more traditional luxury vehicles.... Read More »

Supplies tight before spring selling season

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

U.S. auto sales softened in a stormy final week of February, but automakers still started March with relatively tight stocks. The industry's 69-day supply on March 1 was below the 71-day average for that date over the previous decade. Stocks fell sharply from an 82-day supply on Feb. 1 despite the slower selling pace.... Read More »

Top luxury brands have luxury of growing lineups

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

When it comes to winning share in the ultracompetitive luxury car market, it helps to have more models on sale than your competitors. The 2014 sales champion, BMW, offered more models - 27 - than any of its competitors. Audi was second with 25, followed by Mercedes-Benz with 19, Lexus with 16 and Cadillac with 12.... Read More »

Fleet sales again outpace retail in Feb.

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

Fleet sales again rose faster than retail sales in February among the seven major automakers, continuing a surge that began in late 2014. Sales to fleets rose 7.6 percent from a year earlier, compared with a 4.2 percent increase in sales though dealerships.... Read More »

Dealers

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

Dealers featured this week include the Orange County Automobile Dealers Association and Larry Spradley and Carol Spradley of Spradley Chevrolet in Pueblo, Colo.... Read More »

Hellcat demand is unleashed on eBay

12:01 am U.S. ET | March 9, 2015

A quick check of eBay confirms how strong demand is for the SRT Hellcat versions of the Dodge Challenger and Charger.... Read More »

Ram expands CNG options

12:01 am U.S. ET | March 9, 2015

Ram will offer a less-expensive heavy-duty pickup powered by compressed natural gas. The CNG-fueled truck, originally engineered for fleet operators, is available now only in a four-door crew cab model with four-wheel drive and a long bed.... Read More »

Infiniti drives Nissan's win over Honda

12:01 am U.S. ET | March 9, 2015

Nissan North America outsold American Honda Motor Co. in the first two months of 2015 -- just as it did in January and February 2014.... Read More »

Lexus heats up luxury sales race

12:01 am U.S. ET | March 9, 2015

The U.S. luxury sales race is shaping up to be another barnburner in 2015 between Mercedes-Benz, BMW and Lexus.... Read More »

Porsche: New variants to boost Cayenne sales

12:01 am U.S. ET | March 9, 2015

Porsche Cayenne sales will rebound in 2015 as several variants of the freshened crossover go on sale, the brand's U.S. sales chief said. Cayenne sales dipped 12 percent in 2014 to 16,205 vehicles, from a peak of 18,507 in 2013. Porsche Cars North America CEO Detlev von Platen attributed the decline to fewer available vehicles because of the production changeover to the freshened version.... Read More »

Porsche's pricey special editions find frenzy of customers in U.S.

12:01 am U.S. ET | March 9, 2015

Porsche sold nearly one-third of its 918 Spyders in the U.S., making the country the largest market for the limited-edition supercar. And Porsche's U.S. sales chief expects a repeat of the U.S. as the top market when the special-edition Cayman GT4 sports car arrives this summer.... Read More »

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Special Video Report
Smart use of phones, sales teams lift Wash. stores

Smart use of phones, sales teams lift Wash. stores

Sales employees at Ford and Hyundai of Kirkland have tapped smartphones to show how customers are “buying a relationship” with the group. Mon., May 4
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