To help dealerships establish a blog and consistently publish content centered around the community, DealerFire shared a trio of recommendations so stores can build stronger connections with customers.

DealerFire began by emphasizing that blog posts can be a powerful tool to communicate a dealership’s commitment to local causes and initiatives.

“Sharing stories and updates on charitable efforts and sponsorships allows potential customers to learn about the dealership’s values and fosters a sense of connection with those who share similar values,” the company said.

Next, DealerFire noted engaging blog previews of upcoming charity drives, sponsorships or volunteer opportunities can generate excitement and encourage participation within the community.

“Sharing this content on social media expands the dealership’s reach, raising awareness among potential customers who might not have known about the dealership’s involvement,” DealerFire said.

Furthermore, DealerFire pointed out that localized blog content focused on community events and initiatives can attract website visitors who are specifically interested in the dealership’s role within the community.

“Sharing event wrap-ups with photos and testimonials keeps the community engaged and builds a portfolio that showcases the dealership’s positive impact. This strategy allows the dealership to tell the story of their community involvement and the lasting difference they’re making,” DealerFire said.

“By leveraging a well-maintained blog, dealerships can cultivate deeper relationships with existing customers, attract new customers who share their values and solidify their position as a valued community partner,” the company went on to say.

To get more assistance with blogs or other parts of store advertising from DealerFire, call (888) 655-1435 or send a message to Contentleaders@solera.com.

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The dealership in Davie, Fla., was presented with the Honda President’s Elite Award for the 16th consecutive year, the most ever for a volume Honda dealer.

The award is based on the overall dealership performance, including volume, operational excellence, customer satisfaction and facility. President’s Award status is awarded to about 15% of Honda dealerships annually.

“These accolades are a testament to the commitment and dedication of our 400 associates, and I am so proud of all that they have accomplished as a great team,” Rick Case Automotive Group president and CEO Rita Case said in a news release. “I appreciate our loyal customers, and we look forward to earning this recognition next year.”

The dealership was recognized as the most awarded volume Honda dealer in American Honda history and the largest U.S. volume dealer in 2024 at a celebration led by Rita Case.

The attendees, which included 400 associates and 12 America Honda Motor Company executives from across the nation, were welcomed by the Cypress Bay High School marching band and dance team.

Case’s family has a long association with Honda. Her father was the first Honda dealer in the U.S. and her late husband Rick was the world’s largest Honda motorcycle dealer in the 1970s.

“I think I can safely say that the Rick Case Automotive Group has sold more Honda products than anyone in America,” Rita Case said.

Naderi acquires California Toyota store

Kevin Naderi has acquired Gosch Toyota in Hemet, Calif., from Gosch Auto Group, according to Kerrigan Advisors, which represented the seller in the transaction.

The dealership is located in the Hemet Auto Mall, an area developed in part by Jack Gosch, who founded Gosch Auto Group in 1964. The family-owned business continues to operate dealerships in Hemet and Temecula.

“In 1972, following the success we saw with our Ford dealership, we added Gosch Toyota to our group, and over the years we’ve created a long and successful relationship with Toyota,” said Marc Gosch, co-owner and Jack’s son, in a release. “While it is difficult to part with a dealership that has been a part of our family for decades, we are pleased to continue serving the Hemet community with our Ford, Chevrolet and Hyundai brands.”

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The Wisconsin-based dealership group, which operates more than 45 locations in the Midwest, has joined other Wisconsin Ford dealers in contributing $1 million toward the training of future automotive technicians through the Wisconsin Automobile and Truck Dealers Association Foundation.

Kunes is an active member in WATDA: CEO Gregg Kunes is a member of the WATDA board and many Kunes service technicians work directly with the foundation by offering training and mentorship.

One of Kunes’ techs — Russ Kellom, a service technician at Kunes Buick GMC of Stoughton (Wisc.) — was recently honored by General Motors with the designation of World Class GM Technician. To achieve that status, Kellom received extensive training in everything from engine repair to brakes to heating systems and aced his final exam in Dallas.

“We’re proud of Russ for achieving this gold medal of automotive service and are excited to offer his expertise to the Stoughton community,” Gregg Kunes said. “His commitment to continue growing in an ever-changing field keeps Kunes ahead of the curve.”

The dealer group is also offering first aid training to employees after one of its technicians, Christopher “Ty” Downing, suffered a fatal heart attack on the job last fall. Kunes has since installed AED defibrillators at all stores to honor Downing.

“While it’s unclear whether the presence of defibrillators would have saved Ty’s life, we want to equip our employees with the training and supplies they might need should a similar situation arise,” chief operating officer Scott Kunes said. “We hope Ty’s family will see this as something positive that came from their terrible loss.”

Kunes added that Downing’s colleagues responded quickly and did all the right things, calling 911 and offering CPR.

Firelands adds to its Ohio holdings

Firelands Auto Group, headed by Patrick O’Brien, has acquired two dealerships in Wooster, Ohio, from Dave Hill, according to Tim Lamb of Tim Lamb Group, which brokered the sale.

With the addition of Toyota of Wooster and Volkswagen of Wooster — now known as Firelands Toyota of Wooster and Firelands Volkswagen of Wooster — the Sandusky, Ohio-based dealership group now operates seven stores in the state, as well as a collision center.

The sale also includes an off-site body shop that will undergo renovations and be converted to additional service stalls and lifts. In all, the acquisitions cover three separate buildings and 26,000 square feet of facility space on three acres of land.

Hill, who acquired the dealerships in 2011, continues to operate a used vehicle dealership in Wadsworth, Ohio.

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The dealership software provider has established the Automotive Amplifiers Contest, open to individuals or groups of automotive dealership employees to highlight “inspirational and collaborative ideas” they’ve developed to advance the industry.

Entrants will compete in three categories: fixed operations, variable operations and community impact. Three finalists in each category will be selected to share their ideas at the annual Reynolds Retail Summit in August to vie for one of three $5,000 prize donations to the charity of their choice.

The nine finalists will have five minutes to show off their entries to the judges and attendees, with winners being selected and presented their awards during the event.

“The automotive industry is full of incredible people making a major difference at their dealerships and in their communities, all over the country,” Reynolds and Reynolds president Chris Walsh said in a news release. “We want to recognize and celebrate the individuals who are making those positive impacts and help them share their stories.”

All submitted contributions will be published this fall in a new Reynolds publication, Amplify Automotive Magazine. The nine finalists will receive a VIP ticket to the Reynolds Retail Summit: Amplify 2024, which includes flight, meals, accommodation and full access to the event.

Entries will be accepted through mid-July and will be judged by experts in the automotive field.

“If you are a dealership employee, or group of employees, this is your opportunity to show what you’ve done to amplify automotive at your dealership or in your community,” Walsh said. “We hope you seize this moment to inspire the industry.”

For more information and to submit a best practice, visit www.reyrey.com/amplifierscontest.

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Zeigler Auto Group and Hendrick Automotive Group were selected for Glassdoor’s inaugural list of Best-Led Companies, a new award that “honors employers with best-in-class leadership … based on what we know matters most to workers.”

The 50 businesses on the 2024 list were selected through Glassdoor’s ratings of CEO approval ratings, senior management ratings and senior leadership sentiment. The leadership approval ratings are determined based on the quantity, quality and consistency of reviews from March 1, 2023, to Feb. 29, 2024. Companies must have more than 1,000 employees and at least 100 ratings on CEO job performance and senior management to qualify.

Hendrick ranked 13th, while Zeigler was No. 30 on the list.

“This award to me is all about our amazing teams and leaders,” Zeigler Auto Group CEO and president Aaron Zeigler said in a news release. “We are fortunate to have a good group of strong leaders who are innovative and hard-working.”

Zeigler Auto Group has an overall 4.7-star rating among Glassdoor reviews, with a 96% “recommend to a friend” rating, based on 477 ratings at the time of publication. The Kalamazoo, Mich.-based company employs more than 2,000 and operates 35 franchise dealership locations, as well as a used-car store, three Byrider franchises, a massive powersports dealership/action park and more.

Zeigler was also among Glassdoor’s Best Places to Work for 2023 and 2024, and was cited by the Glassdoor Economic Research Center as sixth among the Top 10 U.S. Companies for Work-Life Balance.

Hendrick employs nearly 11,000 employees and operates 131 retail franchises in 13 states. It has an overall Glassdoor rating of 4.3 stars in more than 1,000 reviews, with 84% saying they’d recommend the company to a friend.

Glassdoor CEO Christian Sutherland-Wong said the new award “showcases those shining examples of companies where senior leadership is putting work-life and people first, according to the millions of ratings and insights provided by those who really know a company — employees.”

The full rankings are available here.

Howard Bentley Buick GMC earns 9th GM Dealer of the Year honor

Howard Bentley Buick GMC in Albertville, Ala., has been named a Dealer of the Year by General Motors for the ninth consecutive year.

The dealership, owned by Wayne Bentley and operated by general manager Taylor Bentley Conner, earned the award for outstanding performance in sales and providing an exceptional customer experience during 2023.

The annual award program honored just 22 of the 1,700 GMC dealers nationally.

“Our customers, employees and the local communities we serve are our biggest reward,” Wayne Bentley said. “We are proud of the recognition, and while we have evolved and grown, our unwavering commitment of providing service to exceed the customer’s expectation never goes away.

“We’ve created a dealership experience that is much more than transactional, and that has really made a difference. Thank you to my daughter, Taylor, for heading everything up at the dealership and to the entire team for such devoted work every single day.”

The third-generation family-owned and operated dealership has also been recognized for more than 20 years with the Buick and GMC Mark of Excellence awards.

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The purchase of the four Greenway of the Shoals stores in the Muscle Shoals area on the Tennessee River — Honda, Nissan and Chrysler Dodge Jeep Ram FIAT dealerships in Florence and a Toyota location in Tuscumbia — raises ZT’s total to 13 locations in Texas, Florida, Georgia and now Alabama.

The Honda and Nissan stores are ZT’s first with those brands.

“ZT Automotive’s growth aligns with our strategic vision to expand our presence across the Southeast and diligently build a portfolio in areas where we’re poised for success,” CEO Taseer Badar said. “Our commitment to delivering top-notch service and optimizing operational efficiency has consistently driven revenue growth and enhanced profitability throughout our automotive business.”

The dealerships, which are expected to generate more than $195 million in annual revenues, will be renamed Singing River Toyota, Singing River Honda, Singing River Nissan and Singing River Chrysler Dodge Jeep Ram FIAT, which ZT said a news release “pays homage to the region’s rich musical and recording studio legacy.”

President and operating partner Zeeshan Shaikh said the dealerships’ staff will remain in place.

Chief investment officer Sheheryar Shah said ZT Automotive is focused on continued growth.

“This acquisition emphasizes our commitment to creating value for our customers, investors and talented team,” he said. “We plan to continue acquiring top-quartile and cash-flowing dealerships where we can leverage our operating strength to enhance business operations and profitability.

“Our automotive portfolio continues to deliver strong returns, and we are confident that the Alabama acquisition will yield similar results.”

Greenway Automotive, which still owns 30 dealerships throughout the South, sold the Shoals stores to reallocate capital in order to acquire dealerships in larger markets, according to Haig Partners, which represented the seller in the transaction.

Everett Hellmuth (right) accepts the Corporate Leader Award from Central Union Mission president Joe Mettimano. Photo courtesy of Passport Auto Group.

Passport Auto president honored by local charity

Everett Hellmuth, president of Passport Auto Group, was presented the Corporate Leader Award for his commitment to helping those in need at Central Union Mission’s 140th Anniversary Gala last month in Washington, D.C.

Hellmuth and Passport Auto Group have sponsored Central Union Mission for almost 10 years, providing donations to assist with food, shelter and programs.

“Everett Hellmuth and Passport Auto Group are critical partners for the success of Central Union Mission,” mission president Joe Mettimano said. “Not only is he one of our most generous donors, providing substantial cash support and vehicle donations, he also is a strategic partner, providing jobs for people the mission assists through our various programs.

“Everett’s work not only benefits the mission, it benefits the entire DMV community.”

Hellmuth has supported and sponsored various charitable organizations since founding Passport Auto Group in 1991. The group currently operates nine locations in the D.C. area.

“It is humbling to receive this award,” Hellmuth said. “I am honored to be able to make a small difference at Central Union Mission. They are the true heroes, helping transform lives in our nation’s capital.”

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Along with recommendations to boost communications between stores and credit providers, Huertas also explained how dealers and lenders can avoid misunderstandings about Hispanic car buyers.

To enjoy this episode of the Auto Remarketing Podcast, listen through the window below.

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The companies said in a news release the two-way API integration will “mutually benefit dealer customers of both Fullpath and VinSolutions.”

Fullpath — among this year’s Emerging 8 honorees — said the integration will allow for the seamless transference of data between platforms, allowing Fullpath’s CDP to pull data from the CRM and enabling the automatic update of customer records to include activities tracked by the CDP in real time.

CDPs are designed to consolidate the data sources used by car dealers into one central location through APIs, the companies said, making data usable for gaining insight into shopper behavior and dealership operations.

Fullpath product manager Avigdor Rosensweig said the integration “will allow dealers to use the most relevant and up-to-date data and interactions to create an excellent, personalized experience for every engagement. We are grateful to VinSolutions for its dedication to innovation and building dealer success.”

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The collaboration aims to provide “seamless and convenient” vehicle pickup and delivery services for U.S. Genesis customers.

HopDrive specializes in on-demand vehicle delivery for dealerships, independent service centers and fleet management companies.

The company — which was among the 2022 Emerging 8 honorees — said it “streamlines the concierge vehicle pickup and delivery process” for service appointments, test drives, vehicle purchases and more through its portal, real-time monitoring of vehicle movements and professional driver network.

“At HopDrive, we are dedicated to providing innovative solutions that meet the evolving needs of the automotive industry,” CEO and co-founder Nick Mottas said. “Our partnership with Genesis will enable us to deliver a superior service experience to Genesis customers while also helping retailers enhance their operational efficiency.”

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Consumer demand for electric vehicles (EVs) is losing its juice.

For the first time since the study’s inception in 2021, J.D. Power said new-vehicle buyer consideration has dropped from the previous year. This year’s study revealed that 24% of shoppers say they are “very likely” to consider purchasing an EV, down from 26% a year ago, while the percentage of shoppers who say they are “overall likely” to consider purchasing an EV decreases to 58% from 61% in 2023.

“As the industry inches toward mass consumer adoption, the main roadblocks to getting consumers behind the wheel of an EV are the continued shortage of affordable vehicles, charging concerns and a lack of knowledge regarding the EV ownership proposition, including incentives,” said Stewart Stropp, executive director of EV intelligence at J.D. Power.

“As understanding of EV incentives rises, so does the likelihood of consideration,” Stropp continued in a news release. “However, approximately 40% of shoppers say they do not have a solid understanding of such incentives. Prioritizing initiatives and efforts to educate consumers about the EV proposition — including available incentives and how they work — is vital to accelerating market growth.”

Stropp indicated that other factors contributing to waning EV demand include:

—Lower year-over-year fuel prices

—Stubborn inflation and high interest rates

—Underwhelming growth in model availability.

“In previous years, the number of viable EVs that met shoppers’ needs increased substantially year over year,” Stropp said. “This year, it’s been more incremental. Several automakers have deferred EV launch and production plans and have shifted more focus toward hybrids and plug-in hybrids, so we’re seeing a lot of shoppers who still haven’t found an EV that checks all the boxes.”

Four other key findings from the 2024 study included:

—EV consideration drops among Gen Z and Gen Y shoppers: The lack of affordable EV models is affecting the two youngest buyer cohorts, Gen Z and Gen Y, with “very likely” consideration down 2 and 5 percentage points year over year, respectively.

Still, J.D. Power indicated 24% of Gen Z and 32% of Gen Y shoppers say they are “very likely” to consider an EV, the two highest ratios among all the generational cohorts.

—Top five reasons for EV rejection mostly related to charging: Among shoppers who say they are “somewhat unlikely” or “very unlikely” to consider an EV, J.D. Power said 52% cite a lack of charging station availability as a reason for rejection — the highest proportion in the study.

Researchers noted this figure has increased 3 percentage points year-over-year, a sign that concerns about public charging infrastructure are only getting worse.

Other reasons for rejection include purchase price, limited driving distance per charge, time required to charge and inability to charge at home or work, according to J.D. Power.

—Drivers with longer commutes less inclined to consider EVs: J.D. Power said previous studies noted that owners who drove more miles each day were more likely to consider an EV.

Now, with fuel prices coming down and charging anxiety on the rise, researchers discovered that trend has reversed.

Among shoppers whose daily commute is 46-60 minutes each way, J.D. Power found only 24% said they are “very likely” to consider an EV — down 13 percentage points from 2023.

—Role of pending vehicle influences consideration: Among shoppers who are looking to add another vehicle to their household, J.D. Power indicated 68% said they are “overall likely” to consider an EV.

Conversely, among those who will be relying solely on one vehicle for transportation, researchers determined only 47% said they are “overall likely” to consider an EV.

Without a second vehicle, J.D. Power acknowledged shoppers tend to be more critical of the logistics related to EV ownership.

The U.S. Electric Vehicle Consideration (EVC) Study is focused on gauging fully electric or battery electric vehicle shopper consideration, simply referred to as EVs in the study.

Study content included overall EV consideration by geography, demographics, vehicle experience and use, lifestyle and psychographics.

It also includes model-level consideration details such as “why buy” findings and analysis of reasons for EV rejection.

This year’s study measured responses from 8,179 consumers and was fielded from January through April.

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The report, titled Accelerating Allyship, highlights “actions and progress already underway, while looking forward to a road map of how we will continue to empower our entire network,” the company said in a news release.

“Nissan Americas’ DEI efforts bolster our heritage of always daring to do what others do not,” Nissan senior vice president and Nissan Americas chairperson Jérémie Papin said. “Five key principles — courage, transparency, equity, vulnerability and inclusivity — guide our actions as we work to build the Nissan and INFINITI brands.”

The report showed people of color represent 42% of the automaker’s current U.S. workforce, and 23% of its employees are women. It cited a number of awards recognizing Nissan Americas’ “workplace excellence”, including certification from Great Place to Work.

The company touted several employee benefits it added in 2023 to offer “equitable opportunities,” noting specifically an expanded paid parental leave that was used by nearly 400 Nissan employees last year.

Human resources staffer Laura Valdez said the paid time off was “vital to both my physical and mental health. Paid parental leave allowed me time to focus entirely on my newborn son without the stress of losing my salary during those special early months.”

To continue its drive toward diversity and “to prepare our business for the future,” the company said in a news release, “we use the DEI lens when approaching recruitment, mentorship and retention of employees.”

That begins with building awareness and interest in careers at Nissan among students through various initiatives that reach women in science, technology, engineering, arts and mathematics, partnerships with historically black colleges and universities, and collaboration with the Society of Hispanic Professional Engineers to connect with Hispanic engineering talent.

The report also cited the annual Nissan Ready program, in partnership with 100 Black Men of America. Nissan hosted 62 African American high school students from around the country for interactive career-building workshops, dynamic presentations and camaraderie.

Another program, The Driving Force, helps expose students from HBCUs to journalism and communications opportunities in the automotive sector.

Nissan’s work to champion DEI extends to its work with partners, including dealers and suppliers, to ensure that our entire business operations are inclusive and represent our customer base.

The report said Nissan’s Dealer Diversity Group is working to increase the company’s share of minority dealers, noting nearly 40% of Nissan customers and 33% of INFINITI clients have a multicultural background. Over the past two years, the report said, group’s recruiting, guidance, training and operational support has contributed to a 21.9% increase in minority dealers and a 35.7% jump in minority INFINITI retailers.

Nissan also highlighted various efforts to reach out to its diverse customer base, including Spanish-language ad campaigns, a partnership with Black Entertainment Television and initiatives in the LGBTQ+ community.

The full report is available here.

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The digital auto sales technology provider has launched ReviewSoda, an AI-powered review response platform for auto dealers designed to engage customers, build trust and foster loyalty.

ReviewSoda automates the review management process by sending customized invitations for feedback and responding to Google reviews in real time. The company said the platform addresses both positive and negative reviews, and the AI analyzes the context and tone of each review to make sure responses are unique, timely and tailored to eliminate generic, repetitive responses and enhance customer satisfaction.

“ReviewSoda empowers businesses to enhance their online reputation by actively engaging with customer reviews,” izmocars CEO Tej Soni said. “In a market in which consumer decisions are heavily influenced by online feedback, showing you genuinely care about your customers’ experiences can significantly boost trust and loyalty.”

izmocars said the platform automatically crafts and posts AI-generated responses to reviews with options for manual approval and customization, sends customized automated emails or texts inviting customers to review their experience, and provides detailed analytics with reports on review activity including number of reviews, average scores and customer engagement metrics.

izmocars is offering dealers a free trial of ReviewSoda, which is available now.

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The new locations in Boise, Idaho; Columbus, Ohio; Las Vegas; New York and Ottawa, raise the Enterprise Fleet Management network in the U.S. and Canada to 60. The company said the fleet management business grew by 12% in 2023 and expanded to 700,000 vehicles on lease in March 2024.

“Businesses, local municipalities and service providers are looking for every opportunity to save time, budget and resources,” Enterprise Fleet Management president Brice Adamson said in a news release. “With a focus on growing their core business, many are outsourcing operations such as fleet management.

“We are well-positioned to meet this growing demand with local hands-on fleet management services, backed by the infrastructure and expertise of one of the world’s top providers of mobility offerings, Enterprise Mobility.”

The company said the locations were strategically placed “to meet rising client demand and offer unique value” in its specific city. Several of the new locations were established to support clients previously serviced out of nearby cities, helping clients optimize their fleets.

Every Enterprise Fleet Management location includes a leadership team with a director of fleet management, fleet strategy manager and finance manager, who assists with fleet planning, vehicle remarketing, credit underwriting and fiduciary responsibilities.

“Thanks to Enterprise Mobility’s promote-from-within culture, many Enterprise Fleet Management team members, including our CEO, began their careers in the management trainee program,” Adamson said. “Throughout the program, trainees develop the essential skills required to manage a business while delivering exceptional customer service and building strong relationships with local business owners. As a result, leaders at Enterprise Fleet Management have gained unparalleled expertise in fleet management, cost savings, maintenance and efficiency, further enabling them to provide the best-in-class service as trusted advisors.”

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Recalls have skyrocketed in recent years as automotive technology becomes increasingly complex. In 2023, the National Highway Traffic Safety Administration issued more than 350 recalls affecting some 35 million vehicles nationwide.

iSeeCars took a close look at recalls in a study that analyzed NHTSA recall campaign data for vehicles from the past 10 model years to calculate a projected number of recalls for those models over an expected 30-year lifespan.

That analysis showed Porsche and Tesla as the car brands most likely to be recalled — by a wide margin.

Porsche’s recall issues center around two models — the electric Taycan and the Pamanera. The Taycan is at the top of the projected recall list with 70.7 recalls expected during a 30-year span, about 22 times the industry median of 3.2 projected recalls. The Panamera is fourth at 43.1.

Tesla has four vehicles among the top seven in projected recalls: the Model Y (66.9, second), Model 3 (60.7, third), Model S (38.5, sixth) and Model X (37.6 seventh). The top 10 also includes the Lucid Air (40.1, fifth), Lincoln Aviator (26.2, eighth), Genesis GV70 (22.3, ninth) and Kia Telluride (22.2, 10th).

That said, the majority of Tesla’s recalls are over-the-air recalls that can be addressed through remote software updates, which often take place at night while the car is parked. While OTA recalls still represent real safety concerns that need to be addressed, they are much less troublesome and time-consuming to have done.

Excluding OTA recalls, Tesla’s recall totals fall much closer to the industry median, with the Model Y at 11.4 expected recalls, the Model 3 at 8.6, the Model S at 6.7 and the Model X at 5.1, dropping them out of the top 25 among most projected recalls.

“Tesla is ahead of the industry in its ability to improve models through over-the-air updates,” iSeeCars executive analyst Karl Brauer said. “We’re seeing other automakers take this route by increasing their OTA capabilities in recent years. We expect all car manufacturers to eventually leverage OTA updates as effectively as Tesla.”

On the upside, Mercedes-Benz and Lexus are among the least recalled brands, but the model list is topped by the MINI Convertible, which boasts a truly miniscule projection of 0.2 recalls over a 30-year period.

Lexus has the next three vehicles on the list: the ES 300h, RX 450h, NX 300h and ES 250, all at 0.3. Mercedes offers three of the top 10 — the CLA, GLA and GLC in eighth, ninth and 10th, all at 0.4 — and eight of the top 25, one more than Lexus and the most of any brand.

“If you’re hoping to avoid recall hassles, you can significantly improve your odds by choosing the right model,” Brauer said. “A vehicle like the MINI Convertible or Lexus RX 450h has, literally, a fractional chance of being recalled even once, versus more than 60 projected recalls for the Porsche Taycan, Tesla Model Y and Tesla Model 3.

“Even the industry median of 3.2 lifetime recalls sounds much better than the approximately 15-plus projected recalls for all of the cars on the most recalled list.”

The complete report is available here.

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In this episode of the Auto Remarketing Podcast, Martin takes us through what’s happened during that span as well as what attendees can expect from the annual NIADA Convention, which is scheduled for June 17-20 in Las Vegas.

Listen to the conversation in the window below.

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Newport Fisker in Orange County and Fisker of San Jose have come on board with the electric vehicle manufacturer in California, along with Belford Fisker in Belford, N.J. The company said the new dealerships will soon be operational, authorized to sell vehicles, and listed on fiskerinc.com.

Fisker now has signed agreements with 15 dealer partner locations and distributorships in the U.S. and its territories as part of its shift from direct sales to a dealership model.

“Expanding our dealer presence in our home state of California is a priority for us, and customers can now see the all-electric Ocean SUV in person in both Southern California and the Bay Area,” a company spokesperson said. “Adding New Jersey to our East Coast dealer network, we now have an expanded dealer presence in New York state and New Jersey.”

Fisker also announced it has waived the $2,438 destination and handling fee on model year 2023 Fisker Ocean Extremes and Ultras in the U.S., and said the 2023 Sport trim level has sold out in the continental U.S.

The fee waiver follows large price cuts announced in March on all 2023 Ocean trim levels in the U.S., including MSRP reductions of $24,000 on the Extreme, $18,000 on the Ultra and $14,000 in the sport.

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The Rita and Rick Case Changemaker Award was established last year to be presented “annually in perpetuity” to an individual or organization that has made an impact, sets the tone, leads by example and inspires others to join the mission of the AHA.

Case pointed out that Jonathan DeLuca is also one of the American Heart Association’s regional board members.

“When he was chair from 2017 to 2018, the AHA had a record-breaking fundraising year, hitting the $1 million mark,” Case said in a news release. “The Frederick A. DeLuca Foundation is a valued supporter of the AHA’s mission, and Jonathan has played a crucial role in improving and ensuring the AHA is able to address important issues within the Broward County community.”

Rick Case Automotive said in a news release that the Frederick A. DeLuca Foundation, which was created by the late Subway co-founder in 1998, has been a changemaker by funding a number of AHA initiatives.

Those initiatives include Survivor Fashion Shows, in which survivors of cardiac and cerebrovascular events take to the runway to celebrate life; Healthy Families, a six-week culinary and nutrition education course for single-parent families; an ongoing strategy for clinics in three counties to offer specialized telemedicine support to patients experiencing hypertension; and the AHA’s Target Blood Pressure initiative, purchasing BP cuffs to distribute to patients to monitor their blood pressure.

Mercedes store offers gift cards to loyal service customers

Mercedes-Benz of Scottsdale has launched a new incentive program that awards American Express gift cards to customers who purchase vehicle services exceeding specified amounts.

The Arizona dealership said the limited-time offer aims to “enhance the customer service experience by providing tangible rewards for vehicle servicing at the Scottsdale location.”

The reward program, which the dealership said is designed to “give back to the customers who make Mercedes-Benz of Scottsdale their service center of choice,” is offering a $50 American Express Gift Card to customers who spend $800 or more on vehicle services. Those who spend $1,500 or more in services will receive a $100 American Express Gift Card.

To qualify, customers must present the offer at the time of write-up. The offer cannot be combined with other promotions, and taxes are not included in the total amount. The gift cards cannot be applied to previous services performed.

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The award honors the Bentley body shop that best demonstrates an unwavering devotion to quality, continued training and outstanding customer service, Holman said.

“This incredible achievement is a testament to the hard work, dedication and commitment to excellence demonstrated by our entire team,” Holman Lauderdale Collision Center director Steve Suppe said in a news release. “Our world-class technicians and service advisors give each vehicle an exceptional level of care to ensure it is returned to its owner in pristine condition.”

Holman said its Lauderdale Collision Center features the latest technology, equipment, premium materials and manufacturer-certified technicians to “uphold Bentley’s uncompromising repair standards.”

The Lauderdale Collision Center collaborates with nearby Holman Motorcars Fort Lauderdale to deliver “a carefully curated customer experience that aligns with Bentley’s renowned craftsmanship,” the company said.

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No, that’s not the setup to a joke.

It’s the question asked in a study conducted by sales software firm Foureyes, which looked at dealership data in the first quarter of 2024 to identify how many leads dealers received on average per new vehicle sold.

The answer, based on volume of leads generated per sold VIN in new 2023 and 2024 models: 3.5 leads per sale on average for U.S. dealerships.

“We published this data for dealers to use when it comes to their marketing, pricing and other inventory strategies,” Foureyes founder and CEO David Steinberg said in a news release. “It’s data dealers can directly apply to their decision-making and processes to gain a competitive jump.”

The study analyzed the lead-to-sale data to determine an “efficiency” metric among makes and models.

Among the 26 brands studied, Nissan was the most efficient, needing just 2.8 leads to make a sale, followed by Subaru (2.9), MINI (3.0) and Toyota (3.1). On the opposite end, Stellantis siblings Chrysler (5.4 leads per sale) and Dodge (5.2) were the least efficient, with Land Rover (5.2) and Audi (5.1) also averaging more than five leads to a sale.

Not surprisingly, a Nissan (the Sentra) led all models in efficiency at 2.0 leads per sale.  The Ford Edge and Kia Soul were right behind at 2.3, ahead of the Nissan Kicks, Nissan Altima and Kia Forte, all at 2.5.

The two least efficient models to sell in terms of leads per sale were electric vehicles, with the Volkswagen ID.4 on the bottom at 6.9, behind the Hyundai Ioniq 5 (6.2). Stellantis’ Jeep, Dodge and RAM, along with Kia, had multiple vehicles ranked among the 15 least efficient.

“While the study presents this make and model data as a measure of ‘efficiency,’ Foureyes recognizes multiple factors are actually in play here,” Steinberg said. “For example, are those vehicles actually harder to sell, or do some simply garner more attention because they’re desirable and innovative?

“In the end, we simply wanted to show dealers what they can generally expect for the average vehicle.”

The full report can be found here.

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The online used-vehicle retailer is working with the Professional Pickleball Association to lower the barrier of entry to the sport of pickleball for the millions of Americans who live with physical or cognitive limitations.

The event, scheduled for May 15, is being held in association with the PPA Tour’s Vizzy Atlanta Open, May 13-19 at Life Time Peachtree Corners.

This year, Carvana is also partnering with Special Olympics Georgia to champion Atlantans with intellectual disabilities and provide them with equipment to foster their ongoing inclusion in pickleball.

“We appreciate Carvana’s belief in the organization and our registered athletes,” Special Olympics Georgia CEO Georgia Milton-Sheats said. “We know our athletes will have an amazing and fun-filled day while learning more about the sport.”

The event invites all ages and skill levels to play, watch and learn about adaptive pickleball with pros and para-athletes alike. Participants will hear from able-bodied pros and pickleball para-athletes, including former Motocross athlete and spinal cord injury survivor Taylor Nichols.

Attendees will have the opportunity to participate in skills clinics and open play on six courts, and will have chances to win prizes including tickets to the Vizzy Atlanta Open, PPA Tour items and pickleball prize packs.

Carvana said it will announce the donation of two sports wheelchairs to a local organization during the event.

“With Carvana’s core value of ‘there are no sidelines’ at heart,” Carvana co-founder and chief brand officer Ryan Keeton said, “alongside the PPA Tour, we’re dedicated to breaking down barriers and making sports like pickleball fun and inclusive for everyone.”

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The rule, currently on hold pending a court challenge, would require drastic changes in many areas of dealership operations.

During the Summit, Levine joined Auto Remarketing associate editor Andrew Friedlander on the Auto Remarketing podcast to discuss those changes, other potential compliance issues and the upcoming Compliance Unleashed conference.

Listen to the conversation in the window below.

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Car Pros Kia Glendale and Car Pros Kia Moreno Valley have been named to Kia’s President’s Club, honoring the 50 dealerships among the brand’s network of 775 retailers that have achieved the highest overall sales volume and provided outstanding customer satisfaction.

Car Pros Kia Moreno Valley was selected to the President’s Club honors in 2023, while Car Pros Kia Glendale was recognized for the eighth time.

Kia North America and Kia America president and CEO Sean Yoon said in a news release: “2023 marked significant milestones in the continued evolution of the Kia brand in the United States, and on behalf of the Kia family, I would like to recognize and thank Matthew Phillips and the staff at Car Pros Kia Glendale and Car Pros Kia Moreno Valley for their commitment to exemplary sales performance and top-notch customer satisfaction.”

Car Pros said the Glendale dealership led the in new Kias sold and Kia electric vehicle sales in 2023. The company said all five of its Kia dealerships set sales records last year.

Car Pros Kia Glendale also ranked second in Kia certified pre-owned vehicle sales.

“We are incredibly honored to again be named to the Kia President’s Club,” Car Pros CEO Matthew Phillips said. “Last year was an exceptional year for Car Pros Kia and for our automotive group as a whole. Congratulations to the entire Car Pros team and thank you for your laser focus on educating our customers and providing them with exemplary service.”

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Pied Piper’s 2024 PSI Internet Lead Effectiveness Study, which measures responsiveness to internet leads coming though dealer websites, shows Napleton at the top of the list for the third consecutive year by a wide margin.

Napleton, which operates more than 80 dealerships in seven states, posted an internet lead effectiveness score of 87, up four points from the 2023 study and 10 points more than runner-up Berkshire Hathaway Automotive.

Herb Chambers Auto Group (76), Ken Garff Automotive Group (76) and Ganley Auto Group (74) completed the top five.

Pied Piper’s study measured responsiveness to internet leads submitted by mystery-shopper inquiries through the individual websites of all dealerships owned by 18 of the nation’s largest dealer groups. The study evaluated how the dealerships responded by email, telephone and text message over the next 24 hours, using more than 20 different measurements to create a total score ranging between 0 and 100.

In the 2024 study, 42% of dealerships scored above 80, which Pied Piper said shows a quick and thorough personal response. On the other hand, 18% scored below 40, failing to personally respond to website customers.

Pied Piper said 84% of Napleton’s dealerships topped the 80-poimt mark, while just 6% scored less than 40.

“Top performing dealerships focus on their behaviors, but they also carefully track what their website customers are really experiencing – which is often a surprise,” Pied Piper CEO Fran O’Hagan said in a news release. “Without that step, dealership reports can encourage employees to pretend to respond, with automated responses to quickly ‘stop the clock,’ instead of the personal replies needed by customers.”

Ganley was the most improved dealer group, raising its 2023 score by 13 points, followed by Serra Automotive, up 11 points to 72, which placed sixth.

Victory Automotive Group went backward, dropping by 10 points into a tie with Lithia Motors for last among the groups studied with 56 points. Morgan Auto Group (62) was down seven points and Penske Automotive Group (70) was down six points to fall from second last year to seventh.

The dealer group industry average ILE score rose one point to 66, four points better than the 2024 ILE average score for the overall auto industry, Pied Piper said. The study attributed the improvement to dealers responding quicker to online customers by phone and increased use of multiple communication channels — phone, email and text — to respond to customers.

Napleton improved not only in both those areas, but also in seeking to schedule an appointment and answering more questions by text.

Among the study’s results:

• Napleton, Herb Chambers and Serra dealerships emailed in response to a website customer’s question more than 75% of the time on average, while Lithia, Hendrick and Victory did so less than 50% of the time. The average among the dealer groups was 58%.

• Ken Garff, Napleton and Holman Automotive answered by text more than half the time, compared to the dealer group average of 36%. Serra Automotive, Herb Chambers AG, West Herr AG texted back less than 25% of the time.

• Napleton, Berkshire Hathaway, Ken Garff and Ganley led dealers in responding by phone call, each averaging more than 85%. West Herr Auto Group and Victory AG were below 50%, while the average for the groups was 69%

• The groups that “did both fast” — answering a customer’s question by email or text, and also phoning the customer, all within 30 minutes – more than 50% of the time were Napleton, Herb Chambers and Ganley. On the downside, Victory, Lithia Motors, AutoNation and Greenway Automotive managed it less than 25% of the time, well below the average of 34%.

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Rivian said the funds will also go toward improvements in public infrastructure and job training programs for Rivian’s workforce leading up to production of the R2 midsize SUV. The company will participate in several city improvement projects, it said, to demonstrate its ongoing commitment to investing in the Illinois economy and community.

“The support from the state will allow us to quickly bring our midsize SUV R2 to market and provide even greater consumer choice for EVs,” Rivian founder and CEO RJ Scaringe said in a news release. “Gov. [J.B.] Pritzker has always been a strong advocate for providing economic opportunities for Illinois residents and business owners alike. We look forward to continuing our close partnership and building on the success we have enjoyed.”

Pritzker thanked “our partners at Rivian” for having “doubled down on their investment in Illinois. Together, we’re taking a tremendous step forward for our electric vehicle ecosystem, for our economy and for our state. Each and every dollar invested in this market is a win for the working people of Illinois and brings us a step closer to meeting our ambitious climate goals.”

In March, Rivian announced it will begin production of the R2 in the Normal manufacturing facility. The existing plant in Normal will continue to produce R1S, R1T and commercial electric delivery vehicles as updates to the facility begin in the coming months.

Rivian said it has invested more than $2 billion in Normal, where it has manufactured more than 100,000 EVs since production began in 2021.

Javier Varela named new COO

Rivian has named Javier Varela as chief operations officer, focusing on optimizing operational efficiencies, including production of the R2.

Varela will begin his new role in August and will report directly to founder and CEO RJ Scaringe. He succeeds Frank Klein, who is stepping down after two years of leading the buildout of Rivian’s operations and scaling vehicle production of the EDV and R1 programs.

“Rivian’s commitment to pushing the industry forward with technologically advanced, highly innovative vehicles is something I’ve admired for a long time,” Varela said. “I’m looking forward to helping the company scale and continue to innovate as it rolls out R2 and its next generation of vehicles.”

Varela previously was COO and deputy CEO of Volvo Cars, leading the engineering, program management, manufacturing, supply chain and procurement organizations. He oversaw the company’s three main regions, including 14 industrial sites, engineering sites and tech hubs worldwide.

Rivian said Varela will be central to the company’s growth and profitability, overseeing operations including procurement, manufacturing, logistics and quality.

Scaringe praised Varela’s “strong background in engineering, program management and innovation and a proven track record of success across a range of operating environments” said he looks forward to Varela “bringing his deep experience in the automotive industry to Rivian, as we are focused on profitability, operational excellence and delivering R2 to customers as soon as possible.”

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The dealership group, which operates 10 locations in the Dallas-Fort Worth area, was founded May 5, 1924, when J.L. Huffines Sr. first opened Huffines Motor Company in Denton, Texas, selling Willys-Knight and Overland automobiles.

In honor of that event, the family-owned and operated business is venturing out to ask area residents to sing its “Huffines Has It!” jingle, which was introduced more than 30 years ago. Every time the jingle is sung, Huffines will donate $100 to the singer’s local charity of choice, including the Boys & Girls Clubs of Greater Dallas, Genesis Women’s Shelter, North Texas Food Bank, Salvation Army, Scottish Rite for Children and SPCA of North Texas.

“For the past 100 years, my family and I have been able to serve North Texas and become a household name to many,” company president and CEO Ray Huffines said in a news release. “Our longevity in this competitive industry reflects the trust and loyalty our customers and the community have placed in us, and we want to thank them for their ongoing support.

“Our family legacy started when cars were a new thing, and today we’re selling high-tech EVs, hybrids and gasoline-powered vehicles with features no one would have dreamed of 100 years ago. We can’t wait to see what the next hundred years will bring to this industry, our dealerships and the communities we serve.”

The Texas Historical Commission recognized Huffines’ milestone by presenting the company with the Texas Treasure Business Award, which was established by the Texas Senate in 2005, to honor businesses for their historic contributions to communities across the state.

Leadership of the business has been passed down from J.L. Huffines Sr., who accepted livestock and farm implements in trade for vehicles during the Great Depression, to his son J.L. Jr., who became a dealership owner at age 27 in 1950 after serving in the Army during World War II and expanded the business, to his son Ray, the current CEO.

A fourth-generation Huffines, Sam, now serves as general manager. The company, which employs more than 900 people, has won multiple J.D. Power Dealer of Excellence Awards and has been named Dallas’ Best Automobile Group Dealer by Consumers Choice.

Fairway Ford owner acquires GMC dealership

Bob Davis owner of Fairway Ford in Canfield, Ohio, has purchased Power GM, a Chevrolet GMC dealership in nearby Calcutta, Ohio, according to Performance Brokerage Services, which advised on the deal.

Power GM has been renamed Fairway Chevrolet GMC.

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J.D. Power pointed out that customers are finding it easier to do business with aftermarket service providers due to no-appointment drive-in service or a small number of days wait for an appointment.

Another research endeavor — the J.D. Power 2024 U.S. Customer Service Index (CSI) Study — showed that appointment wait times at franchised dealerships are at a record-high.

After experiencing year-over-year slumps last year, overall satisfaction rebounded across the three segments examined in the J.D. Power 2024 U.S. Aftermarket Service Index (ASI) Study.

Researchers said full-service maintenance and repair facilities posted the greatest improvement (rising 12 points on a 1,000-point scale), followed by tire replacement (up 5 points) and quick oil change (up 4 points).

J.D. Power indicated boosts in all three segments are largely driven by improved service advisor performance and courtesy, along with enhancements in service facilities and time to complete service.

“This is a key opportunity for aftermarket providers to not only compete with franchised dealers on price, but also to add customer value with a quicker and easier service experience,” said Leonard Martin, director of automotive retail at J.D. Power.

“Aftermarket service providers should continue to focus on service advisor performance, courtesy and creating a welcoming environment for customers who wait at the facility. In addition, technology utilization can inspire transparency, trust and strong advocacy for the service provider,” Martin continued in a news release.

The study, now in its fifth year, measured customer satisfaction with aftermarket service facilities, providing a numerical index ranking of the highest-performing facilities in the U.S. aftermarket.

Performance in three segments — full-service maintenance and repair, quick oil change and tire replacement — is based on the combined scores for seven factors that comprise the vehicle owner service experience. These factors are:

—Ease of scheduling/getting vehicle in for service

—Fairness of charges

—Service advisor courtesy

—Service advisor performance

—Service facility

—Time to complete service

—Quality of work

J.D. Power highlighted three key findings of the 2024 study:

Younger customers are harder to please

J.D. Power said Gen Z customers have lower satisfaction than do Gen Y customers with tire replacement (down 15 points) and full-service maintenance and repair providers (down 6 points). Service advisors are the key to turning this around.

“Younger customers are less likely to have a service provider with whom they are familiar, and they may need more guidance from advisors in order to build a trusting relationship,” Martin said. “This is an opportunity for aftermarket providers to create new long-time loyal customers when they have been provided with satisfying experiences.”

Photo/video documentation for recommended repairs

J.D. Power noted multi-point inspections (MPI) are routine, but fewer than one-fourth (23%) of customers receive any kind of accompanying photo or video documentation.

While doing so is more time-consuming for service staff, researchers found that providing photo/video evidence of recommended repairs has a significant payoff, especially for tire replacement providers.

Of the customers who receive an MPI with photo/video, 51% have the recommended work done. Without photo/video, only 24% of customers who receive an MPI have the work done.

Franchised dealerships more trustworthy in some areas

J.D. Power pointed out dealerships have a higher level of customer trust than do aftermarket service facilities.

For example, ratings by dealership customers for the use of technology to make service more efficient average 6.09 (on a 7-point scale), compared with ratings by tire replacement customers, which average 5.90.

Ratings by dealership customers for the ability to perform complex repairs on the vehicle average 6.12, while the average by customers of full-service maintenance and repair providers is 5.83.

Across each segment in the study, aftermarket service customers continue to find their provider easier to do business with (average of 6.26), while franchise dealer customers rate their service provider an average of 6.09.

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The electric vehicle manufacturer said it has signed agreements with six new dealer partners for dealerships in California, Missouri and Pennsylvania, and a distributorship in the U.S. territory of Guam.

Three of the new stores — LA Fisker and West Covina Fisker in Los Angeles County and Lumin Fisker in Sacramento — represent Fisker’s first California dealerships. They’re joined by Fisker of Kansas City (Mo.), NEPA Fisker of Forest City (Pa.), and Fisker Guam. The company said they “will soon be operational and listed on fiskerinc.com.”

“California is an exceptionally important market for us,” a Fisker spokesman said in a news release, “and our team has been working hard to sign dealer partners in the state. We are also very pleased to grow our national network as we add another key midwestern city — Kansas City — as well new locations in Pennsylvania and Guam.”

Fisker announced its “strategic shift” from direct sales to a dealer partnership model in January. With the new additions, Fisker now has 12 dealer partners with 16 locations in 11 states and Guam.

In March, Fisker reduced the manufacturer’s suggested retail price of model year 2023 Fisker Oceans in the U.S., with the MSRP of the Ocean Extreme trim falling from $61,499 to $37,499 – a massive $24,000 price drop. Fisker cut the MSRPs of the 2023 Ultra trim by $18,000 to $34,999 and the model by $14,000 to $24,999.

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The giant dealer group, which owns and operates 203 dealerships in the U.S. and U.K., now has a total credit facility of $2.5 billion with 20 financial institutions that will expire in March 2027 and can be expanded to $3 billion total availability.

The lenders in the syndicated facility include six manufacturer-affiliated finance companies — Mercedes-Benz Financial Services USA, Toyota Motor Credit, BMW Financial Services, American Honda Finance, VW Credit and Hyundai Capital America — 14 commercial banks, including U.S. Bank, Bank of America, JPMorgan Chase, Wells Fargo, PNC Bank, Comerica, Truist, TD Bank, Ally, NYCB Specialty Finance, Barclays, Amegy Bank, Santander and Bank of Oklahoma.

The syndication was arranged through U.S. Bank, JPMorgan Chase, BofA Securities, PNC Capital Markets and Wells Fargo Securities.

“The expanded revolving facility further strengthens Group 1’s balance sheet by locking in additional capacity of reasonably priced capital for vehicle financing and acquisition growth,” Group 1 senior vice president and chief financial officer Daniel McHenry said. “The commitments made by our lenders are a testament to the strong relationships we have established and we want to thank them for their continued support.”

Don Jacobs adds Acura to its brands

Don Jacobs Auto Group has added an Acura dealership to its portfolio with the acquisition of Courtesy Acura in Lexington, Ky., from Patti Swope and Jeff Wood of Tom Wood Auto Group, according to Performance Brokerage Services, which advised on the sale.

Courtesy Acura joins Honda, BMW and Volkswagen dealerships under the Don Jacobs umbrella. The group has operated dealerships in Lexington since 1970 and has received the BMW Center of Excellence Award, the Volkswagen Customer First Award and the Honda President’s Award.

“Sam Swope and Tom Wood started Courtesy Acura in 1985 and the dealership was passed down to their children. Patti Swope and Jeff Wood,” Don Jacobs said. “My dad became a Honda dealer in 1970, so it’s an honor for us to acquire the Acura store from the Swope-Wood families after all these years.”

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The connected carsharing marketplace announced its existing debt facility with Mudrick Capital Management has been expanded to provide the company with up to $50 million in additional capital.

Getaround said it drew down the first $20 million of that capital on Monday.

“Earlier this year we proactively transitioned our leadership team and began restructuring our operations to create what we believe is a long-term, sustainable business model in which we can confidently invest for profitable growth,” Getaround CEO Eduardo Iniguez said in a news relesae.

“Those initiatives, coupled with Mudrick Capital’s additional financial support, underscore our commitment to car owners and renters who use our carsharing platform to meet society’s evolving mobility needs.”

Mudrick Capital Management chief investment officer Jason Mudrick said he’s impressed by Getaround’s changes.

“As I work with Eduardo and the reconstituted management team on Getaround’s vision for the future, I’m increasingly confident in the company’s ability to execute against its strategic growth and profitability plans,” he said. “Getaround’s unique competitive advantages and significant untapped market opportunities inspire my continuing support for the business plan through 2024 and beyond.”

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Moving into to that role will be Dino Bernacchi, who is CMO of the retailer’s EchoPark Automotive used-car store program.

Richards joined Sonic in 2006 as vice president of retail strategy. She became CMO in 2014.

Bernacchi joined Sonic as EchoPark’s CMO in October 2021 and recently added responsibilities leading marketing for Sonic’s powersports division.

With this move, Bernacchi will lead marketing for Sonic’s franchise dealership business, EchoPark and Sonic Powersports.

“Rachel’s deep industry knowledge and forward-thinking approach have been instrumental in helping shape Sonic Automotive into what it is today and our ability to develop and maintain a world-class guest experience. We wish her the best as she embarks on an exciting new phase of life with her retirement,” Sonic chairman and CEO David Smith said in a news release.

“Dino hit the ground running when he joined our team in 2021, and we’re excited to see him bring that same enthusiasm and strategic vision to lead our franchise marketing operations,” Smith said.

Sonic president Jeff Dyke added: “Rachel’s strategic vision has made a tremendous impact on our company over the past 18 years, and she’s leaving our team well-positioned for continued marketing strategy execution and success. We are thrilled to have Dino serve as the CMO for our franchise marketing operations and leverage the same creativity and automotive industry knowledge he’s brought to our EchoPark and Powersports teams.”

Zeigler store moves, changes name

In other dealer group news, Zeigler Auto Group said last week that Zeigler Subaru of Merrillville is moving to 6000 Lincoln Highway in Indiana and is changing its name to Zeigler Subaru of Schererville.

The store will have a grand opening at 5 p.m. Monday. Subaru of America president and chief operating offer Jeff Walters is scheduled to attend as is dealer group president and CEO Aaron Zeigler.

“We are very excited to have our newest store in Schererville, one of the best places to live in Indiana. Zeigler Subaru of Schererville has a great location, a great staff, and a beautiful new showroom. We look forward to offering our customers the best service in the business and making this a highly successful store,” Zeigler said in a news release.

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The company announced its CARFAX Car Listings has been approved by General Motors for its in-Market Retail Turnkey program.

CARFAX said the designation means GM dealers, which includes the Chevrolet, Buick, GMC and Cadillac brands, can now use iMR Turnkey for CARFAX Car Listings.

In a news release, Daniel Ramsdell, executive manager of John Thornton Chevrolet in Lithia Springs, Ga., said the collaboration “means boosting our online visibility and tapping into the massive pool of over 25 million shoppers browsing CARFAX.com every month.”

Through the program, CARFAX said, consumers will be connected with dealerships and be able to select a GM new, used or certified pre-owned vehicle, with a CARFAX vehicle history report available on every used and CPO listing.

As a result, CARFAX vice president for dealer business Gregg Cleary said, “dealers will free up digital marketing budgets and time, allowing them to focus more on helping confident, ready-to-buy CARFAX consumers with their purchase.”

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According to a news release from Tim Lamb Group, the firm brokered the sale of Folsom Lake Chrysler Dodge Jeep Ram in Folsom, Calif., earlier this month back to its original owner, Fifth Wave Automotive Group.

Tim Lamb Group recapped that Fifth Wave president Carlos Hidalgo built the dealership in 2001, sold it in 2010 to York Capital, which then sold the property to Victory Automotive Group.

“I built Folsom Lake CDJR from the ground up back in 2001.  It was my first dealership, and I was sad to sell it, but the timing was right,” Hidalgo said in the news release.  “When Steve Corle with the Tim Lamb Group reached out with this opportunity, I knew I had to jump on it.  I have always liked the location and I know that the Bay area has become a truck market electrifying the rest of the world.”

The dealership will keep its name and staffing will include a mixture of current Victory Automotive employees as well as Fifth Wave employees, some of whom have been on staff since 2001.

Fifth Wave Automotive also owns Stockton Hyundai in Stockton, Calif., and San Leandro Chrysler Dodge Jeep Ram in Leandro, Calif.

“I was really looking for a store that would allow me to concentrate on trucks, and I believe I found it. I look forward to growing the brand even further, offering a bigger variety of vehicles, and concentrating more on trucks,” Hidalgo said. “This store was ranked No. 1 in volume sales for seven years in a row when I previously owned it, and my goal is to accomplish that again.”

Hidalgo plans to orchestrate a series of renovations during the next two years, expanding Folsom Lake CDJR by 9,000 square feet from its current 52,000 square-foot facility The new space will allow for additional service stalls and a new Jeep showroom on the property.

“There are a lot of unique characteristics of the building, and I think it will be fun to play with the architecture to create an updated design that will fit all of our growing inventory,” Hidalgo said.

Exec transition at Asbury

On Friday, Asbury announced that George Villasana, who currently is senior vice president, chief legal officer and secretary of the company, provided notice of his intention to retire after serving in that role for over 12 years.

Under the transition plan, Asbury said Villasana will continue to serve as in this role until June 30, and thereafter will serve as a special advisor to the company until his retirement on March 31.

The dealer group said Villasana announced his retirement to facilitate an orderly transition to his successor, who is expected to be announced following a comprehensive process to consider internal and external candidates.

“George has exhibited an unwavering commitment and dedication to Asbury and delivered exemplary service to Asbury. George has been instrumental in Asbury’s successful achievement of its transformational growth and other strategic objectives over the years. I am thankful that George has agreed to stay on as a special advisor through the first quarter of 2025,” Asbury president and chief executive officer David Hult in another news release.

Asbury chairman of the board Thomas Reddin added, “We are thankful to George for serving as the board’s trusted chief legal advisor over his 12 years of service. George’s integrity, experience and professionalism made him a very effective legal advisor to the company and the board.”

Reflecting on his upcoming retirement, Villasana said, “I am proud to have served as Asbury’s chief legal officer for over a decade. It has been rewarding to have contributed to Asbury’s growth and success during that time. I am honored and privileged to have led a stellar legal team and worked with the other outstanding teams across the company. I am optimistic about the future of Asbury and look forward to continuing to support the company.”

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The guarantee had been seven days, but CarMax extended it to 30 in January 2021, amid COVID-19 as “buying behaviors changed and consumers were spending more time online and less time at stores,” the company said.

“We regularly evaluate our offerings to ensure we are delivering the type of value and iconic experience all customers deserve,” CarMax said in the statement. “We identified that later return/exchange transactions falling within the 30-day MBG window led to experiential headwinds that impacted both customers and associates.

“As a result of these challenges, we decided to reduce the current 30-day Money-Back Guarantee policy to 10 days, effective May 12,” it said. “We are proud that our 10-day MBG remains an industry leader and continues to provide customers with peace of mind and the opportunity to fall in love with their vehicle or return it for any reason within 10 days. We are communicating this change to customers who are currently in the active shopping phase at our stores and on CarMax.com.”

The company said it would honor the 30-day guarantee (up to 1,500 miles) on vehicles purchased May 11 or earlier.

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The deal, which must be approved from the Financial Conduct Authority, is expected to close in the third quarter.

The Inchcape U.K. dealerships pulled in revenue of roughly $2.7 billion last year and include 54 locations throughout England and Wales representing Audi, BMW/MINI, Jaguar Land Rover, Lexus, Mercedes-Benz/smart, Porsche, Toyota, Volkswagen and Volkswagen Commercial Vehicles brands.

The stores combine to sell approximately 63,500 retail units and 24,000 corporate units annually.

The addition of these dealerships would bump Group 1’s U.K. footprint to 109 stores. Group 1’s combined U.S. and U.K. footprint would be at 256 stores.

“Group 1 has successfully operated in the U.K. since 2007 and we are extremely pleased to have this opportunity to grow in this important market.  Inchcape’s brand mix is outstanding,” Group 1 president and CEO Daryl Kenningham said in a news release.

“These new stores complement our geographic footprint in the East and South East of England and enable us to expand into new markets in the Central and North West regions of England and Wales,” Kenningham said. “Inchcape’s exceptional reputation has been built over 50 years in the retail business.  We look forward to welcoming our new teammates to the Group 1 family.”

Wolfe adds Montana stores

In other dealer M&A news, Wolfe Automotive Group has acquired Jim Taylor Motors in Fort Benton, Mont., according to a news release from Performance Brokerage Services.

Wolfe Automotive Group includes five dealerships in Alberta and two stores in the U.S.

Jim Taylor Motors, which sells new Ford, Chevrolet and GMC vehicles, will remain at its current location and will be renamed Wolfe Chevrolet GMC of Fort Benton and Wolfe Ford of Fort Benton.

Fisker’s new dealer partners

Elsewhere, Fisker said Monday it has lined up additional dealer partners. The electric vehicle maker had added Fisker Miami, its second partner in Florida and sixth in the U.S.

“Florida is an important EV market for Fisker, so we are excited that we can welcome Fisker Miami to our growing group of dealer partners,” a Fisker spokesperson said in a news release.

Fisker also lined up dealer partners in Hilleord, Denmark, and Innsbruck, Austria. The EV maker now has 12 dealer partners in Europe, located throughout Austria, Denmark, France, Germany, Norway and Switzerland.

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In a campaign that started Wednesday and runs through April 24, the online used-car retailer is offering a chance to win a Tesla Model 3 — delivered personally to the winner’s door by NRG squad member and Rocket League content creator Musty — in the Carvana Presents: NRG x Musty Tesla Giveaway.

Gaming fans can enter by following Carvana, NRG and Musty on social media and using this link for a chance to win.

Musty addressed his audience in a news release.

“Hey gamer! Super stoked to work with Carvana and NRG for something absolutely wild,” he said. “I can’t wait to hand over the keys to one lucky winner.

“Big thanks to Carvana and NRG for making this happen and giving back to our community. Let’s make some noise and spread the word — who knows, the winner could be you.”

This latest venture follows last year’s launch of The Carvana | NRG Combine in 2023, a three-day event in November that aimed to discover the next big Rocket League star. The winner won a $10,000 cash prize and a one-year content creator contract with NRG.

“We’re eager to deepen our connection with the dynamic e-sports community and NRG’s lineup of extraordinary talent,” Carvana co-founder and chief brand officer Ryan Keeton said. “Carvana and NRG share a commitment to breaking the mold and delivering unforgettable experiences, which is our goal with this partnership.”

NRG head of sales and brand partnerships Brandon Tortora said the giveaway takes the partnership between his company and Carvana “to new heights.”

“Our shared enthusiasm for delivering unforgettable experiences fuels this initiative,” he said. “Having Musty personally hand over a car to one fortunate fan exemplifies our commitment to crafting moments that merge the thrill of gaming with real-world excitement.”

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Next up in this series is a conversation with Joe Shaker, co-founder and CEO of TruVideo and owner of Shaker Auto Group.

Listen to the conversation in the window below and stay tuned for more from this series.

The post PODCAST: Dealer Entrepreneurs — Joe Shaker of TruVideo & Shaker Auto Group appeared first on Auto Remarketing.

Retail sales volume is on the way up – but revenue and profits were down slightly.

The used-vehicle retailing giant’s retail sales rose by 1.3% for the fiscal year, which ended Feb. 29, reaching 172,057 units. Revenues from those sales, on the other hand, dropped by 0.7% as prices fell by about $600 per unit, and the profit margin of $2,251 per retail unit showed a small decrease from what CarMax called a “historically strong” fourth quarter last year.

Overall, the company reported revenues of $5.6 billion, down 1.7% year-over-year, while the total gross profit of $586.2 million represented a 4.1% decline.

President and CEO Bill Nash said he’s “encouraged” by CarMax’s performance.

“We reported growth in total used unit sales and comps, delivered strong retail and wholesale gross profit per unit, continued to actively manage SG&A and grew CAF [CarMax Auto Finance] income significantly year-over-year,” he said.

“During fiscal 2024, we enhanced our omni-channel experience and capabilities by making it even easier for consumers and dealers to transact, and we leveraged data science, automation and AI to drive operating efficiencies across our stores, Customer Experience Centers and corporate office. Our focus and progress have made our foundation stronger than ever and we are positioned well for the future.”

The company said 14% of its retail sales were conducted online, and online transactions, including retail and wholesale unit sales, generated $1.7 billion — about 30% of net revenues.

While retail sales were up, wholesale sales fell by 4.0% to 115,546 units. Wholesale revenues were down 5.5%, and gross profit decreased by 9.4% as the margin fell to $1,120.

Inventory acquisition declined as well, down 10.8%, with 234,000 vehicles acquired from consumers and dealers. Some 213,000 were purchased from consumers, a 14.1% drop from the previous year, and 21,000 came through dealers, a 44.8% increase.

CarMax Auto Finance had a strong year, with income of $147.3 million, up 18.9%, which the company said was driven by a $26.4 million year-over-year decrease in the provision for loan losses and growth in CAF’s average managed receivables, which were partially offset by the decline in net interest margin percentage.

Other gross profit declined 14.5%, in large part resulting from a $16 million year-over-year reduction in profit sharing revenues, and a $4 million drop in service gross profit.

CarMax said it opened four stores in the Q4 of its 2024 fiscal year — two in metro New York and one in the Los Angeles and Chicago areas — as well as its first standalone reconditioning center in the Atlanta metro market. In the coming year, the company plans to add five retail locations and another recon center.

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Whether through in-person consultations or within the collaborative 20 Group space, those shared experiences offer profound insights into the daily triumphs and tribulations of dealers.

A recurring observation that stands out is the lack of awareness concerning crucial dealership metrics.

When we mention “numbers,” we’re referring to key performance indicators:  measurable indicators of performance over time for specific objectives. KPIs are instrumental in focusing on strategic and operational improvements, facilitating decision-making and directing attention to critical aspects of the business.

The reality is, as the saying goes, you don’t know what you don’t know, and ignorance can lurk where we least expect it. When consulting at a dealership, we’ll frequently inquire about older inventory or vehicle preparation time, and we’re often met with surprising responses like, “I don’t know,” or, “What do you mean?”

If dealers lack knowledge of those crucial numbers and how to assess them, how can they grasp their significance?

You don’t know what you don’t know!

Throughout our journey together, we’ll explore pivotal KPIs relevant to independent retail dealers. Let’s focus on the essential metric of aged inventory and its impact on dealership success.

Aged inventory, often referred to as frozen capital, represents vehicles that linger on the lot, resisting sale. They not only occupy valuable space but can hamper cash flow, put a burden on floorplans, demand discount pricing and adversely affect staff morale.

Whether a dealership has 2% or nearly 50% of its inventory on the lot more than 60 days, understanding the implications of aged inventory is crucial.

It starts with knowing your inventory. Physically touch each vehicle at least once a month. Have an inventory meeting with your staff or yourself each week and look at each vehicle.

Is there an issue with recon? Did you pay too much? Is it priced correctly within the market? Is it the right vehicle for your market?

Once you have addressed those questions, make a decision.

Turn rate is critical when discussing aged inventory. Turn rate is how many times a dealer’s inventory is sold and replaced within a year. A low turn rate can result in a variety of issues, impacting sales, profits and overall business health.

If a dealer keeps 50 units in stock and sells 300 per year, his turn rate is 6 (300/50=6). He turns over his inventory six times each year, or every 60 days.

It is not uncommon to see that number well above 6. Some dealers are at 12, turning their inventory every 30 days.

An analogy involving two restaurants illustrates the significance of turn rate.

If two restaurants have the same number of tables and identical menus, the one consistently turning over tables and accommodating new diners is likely to generate higher revenues.

Similarly, a high turn rate is essential for a dealership’s success.

Avoiding aged inventory involves factors such as the effectiveness of the buying process, timely corrections of mistakes, inventory suitability, pricing strategies and adjustments.

Failure to tackle aged inventory can lead to a decline in sales, profits and cash flow, all representing a serious financial challenge for the dealership.

To understand aged inventory and turn rates, two critical KPIs demand attention: time to line and holding costs.

Time to line signifies the duration from vehicle purchase to its prominent position on the front line — without excuses. For most independent dealers, controlling time to line is crucial for sustained success.

A duration exceeding 14 days raises concerns and necessitates a re-evaluation of the buying and/or recon process.

Holding costs are defined as the cost to hold a vehicle in inventory for one day, and it plays a pivotal role. The costs, which can range from $30 to $80 per day, are directly linked to aged inventory and time to line.

The longer a vehicle remains unsold, the more those costs compound, diminishing potential profits.

To calculate your holding costs, divide your monthly fixed expenses by current inventory, and divide again by 30. If your holding costs are $35 and your turn rate is 60 days, potential profits would diminish by $2,100 ($35 x 60) per unit. So, if I sell an SUV and make $3,000 on the front, but my holding costs are $2,100, I essentially made only $900.

Continuous monitoring of time to line, with a maximum target of 14 days, is essential to control those costs and ensure profitability as well as a greater turn rate.

Understanding and effectively managing all of those crucial KPIs – aged inventory, turn rate, time to line and holding costs – form the foundation for dealership success.

By keeping aged inventory under control — aiming initially for a 45-day turn — and monitoring time to line, dealerships can navigate the challenges posed by the automotive retail landscape.

The commitment to improvement, even if gradual, is paramount, as it ensures the sustained success and profitability of independent retail dealerships. Without a deep understanding of these numbers, dealerships risk finding themselves facing insurmountable challenges.

Howard Bullock is executive consultant for SmartGroups: 20 Groups Reimagined, a provider of 20 Groups for independent retail dealers.

The post COMMENTARY: Navigating dealership success through KPIs appeared first on Auto Remarketing.

Adding Kocourek Chrysler Dodge Jeep Ram of Stevens Point, Kocourek Honda of Stevens Point, Kocourek Chrysler Dodge Jeep Ram of Rhinelander and Kocourek Honda of Rhinelander lifts Dahl’s total to 10 locations in Wisconsin and Minnesota.

The dealership group, founded in 1911 and headed by fifth-generation leaders Andrew, Jansen and Tyler Dahl, also operates two body shops, two parts and accessories businesses and an auto museum.

Company president Andrew Dahl, a nominee for the 2023 Time Dealer of the Year award, has led the group’s recent expansion initiatives.

The dealerships will be renamed Dahl Chrysler Dodge Jeep Ram Stevens Point, Dahl Honda Stevens Point, Dahl Chrysler Dodge Jeep Ram Rhinelander and Dahl Honda Rhinelander.

Kocourek Automotive will continue to operate its five locations in Wausau, Wisc., which were not involved in the sale.

Car Pros Honda El Monte collects second Honda Masters Circle Award

For the second consecutive year, Car Pros Honda El Monte has received the Honda Masters Circle award from American Honda Motor Co., as one of the nation’s top 50 Honda dealerships in new vehicle sales performance for 2023.

The dealership is part of the Car Pros Automotive Group, which finished 2023 with a record $1.126 billion in sales last year, up from $1.031 billion in 2022.

Car Pros Honda El Monte also set a record in 2023 with 3,242 new Honda said, an almost 60% increase year-over-year. That ranked 24th nationally among Honda dealerships after finishing 40th in 2022.

“This award is a true testament to the values, hard work, dedication and determination of the team at Car Pros Honda El Monte,” Car Pros Automotive Group CEO Matthew Phillips said in a news release. “We are so proud to be one of the top 50 volume dealers in the nation and to have received this recognition for the second year in a row.”

Car Pros, which began as a small used car lot with two employees in 1995, now employs more than 700 employees at its nine dealerships in Western Washington and Southern California, selling more than 2,400 cars per month.

“It’s a great privilege to acknowledge Car Pros Honda El Monte as a Honda Masters Circle winner and top sales leader for 2023,” American Honda vice president of auto sales Mamadou Diallo said. “Thanks to the efforts of our incredible dealer partners to build enduring relationships with our customers, Honda sales increased over 31% last year.”

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Mach10 said Preisz will lead the marketing function including its branding and PR initiatives, as well as support the sales department in its efforts to develop new business opportunities.

“We are delighted Carsten has joined our team,” Mach10 president and CEO George Pero said in a news release. “Carsten brings deep and very relevant automotive industry and retail marketing experience to the table.

“He has demonstrated significant results and accomplishments in both start-up and established automotive businesses,” Pero continued. “His vast marketing expertise will prove to be invaluable as we continue to grow our sales of Mach10’s current advisory and service offerings as well as introduce new game-changing products in our ever-evolving industry.”

Preisz possesses wide-ranging experience in sales, marketing, branding, and PR from holding senior management and executive positions. Preisz’ career includes 18 years with luxury OEMs, including Rolls-Royce and Bentley.

One of the highlights of Preisz’ career thus far was the introduction of Dutch luxury and supercar brand Spyker in the Americas, for which he was responsible.

In his most recent role as chief marketing officer at Market Scan, Preisz’ contribution was instrumental in his previous employer being acquired by S&P Global.

“I am very excited about joining Mach10’s talented, and entrepreneurial minded team,” Preisz said. “Our industry is in flux following COVID-19. Most automotive retailers are striving to improve the performance of their operations during a time when consumer shopping habits have changed dramatically.

“Mach10 is uniquely positioned to partner with dealers to offer customized advisory and business management services designed to improve performance and profitability,” he went on to say.

The post Former OEM & Market Scan executive joins Mach10 appeared first on Auto Remarketing.

The dealership group, which operates 29 locations in Massachusetts, New York and New Hampshire, has opened a body shop it said is the largest in the Northeast and the largest dealer-owned collision center in the U.S.

MAG Collision Center in Shrewsbury, Mass., is a 75,000-square-foot facility with 40 repair bays that can accommodate any passenger or commercial vehicle, the company said. It also includes specialized zones for body repairs, paint prep, paint mixing, detailing and refinishing, as well as four downdraft-enabled paint booths and a separate paint system for fleet and commercial vehicles.

MAG said the facility represents a multimillion-dollar investment in auto repair that includes “next-generation equipment, materials and processes to truly optimize and modernize collision services.”

The MAG Collision Center is certified or pending certification with all of its dealership brands, including BMW, Audi, Porsche, Jaguar, Land Rover, Volvo and Ferrari, among others.

“Today is an important milestone, not just for McGovern Auto but also for every driver needing collision repairs or a fresh paint job,” CEO Matt McGovern said. “With considerable investment in infrastructure, technology, equipment and – most important – top talent, the MAG Collision Center raises the bar in terms of capacity, speed, quality and customer service. It also expands services for fleet and heavy-duty vehicles, including our own transport fleet.”

For fleet customers, the MAG Collision Center offers a dedicated 60-foot truck paint booth and prep deck to cater to heavy trucks, emergency vehicles, tractor trailers, dump trucks and equipment repair needs.

The center will also house McGovern Transport, McGovern’s transport and vehicle mobility division, and its fleet of 14 trucks.

MAG Collision Center general manager Brian D’Alesio said he plans to add to the collision center’s current staff of 30 employees, with 10 roles currently open for auto body technicians, paint technicians, estimators and customer service representatives.

Penske expands its retail operation into Australia

Penske Automotive Group has a new world to conquer. Well, a new continent, at least.

The automotive giant, which owns more than 500 dealerships worldwide, is bringing its retail automotive operations to Australia with the acquisition of two Porsche dealerships and a Ducati motorcycle store in Melbourne.

The company signed an agreement to acquire Porsche Centre Brighton, Porsche Centre Doncaster and Ducati Melbourne West. The Brighton dealership, about 20 minutes from central Melbourne, opened in March 2009. The Doncaster dealership is the newest official Porsche Centre, located in the northeast Melbourne suburbs.

“For more than 10 years, we have strategically built a diverse commercial vehicle and power systems business that operates across Australia and New Zealand, based on our commitment to strong customer service,” Penske head of international operations Randall Seymore said.

“With this acquisition we will leverage that existing infrastructure and our significant experience in the retail automotive industry to drive growth of the Porsche brand in Melbourne by building a relationship with Porsche enthusiasts through a focus on the customer experience.”

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