Nobody has clout like NADA's

Once again this year, the National Automobile Dealers Association put on a convention that was full of great things. The No. 1 topic of conversation during the convention -- and one that will continue throughout the year -- was the challenge of dealership-improvement programs.... Read More »

Sticks and carrots: Why furor over facilities won't go away

Martin NeSmith personifies the boiling point over manufacturer facility programs. NeSmith just built a Chevrolet-Buick-GMC store in Jesup, Ga., spending an extra $500,000 to comply with General Motors' Essential Brand Elements program. But with hefty volume-based payouts for complying and a shrinking dealer margin, he figures he had little choice.... Read More »

NADA chief: Fuel rules will shrink market

The proposal to increase federal fuel economy standards to 54.5 mpg by 2025 threatens to price millions of consumers out of the market, the 2012 chairman of the National Automobile Dealers Association said.... Read More »

Marchionne thanks dealers, demands more from them

Chrysler-Fiat CEO Sergio Marchionne struck a conciliatory tone with dealers here last week. He thanked them for Chrysler Group's success and acknowledged that automakers no longer had the power to dictate terms to their retailing partners.... Read More »

Buick: Loaners boost sales

General Motors wants Buick-GMC dealers to offer courtesy loaner vehicles and is considering new advertising standards as ways to move the brands up the premium scale, executives told dealers at the make meeting. GM is gunning for about 15 percent sales growth this year for both Buick and GMC, according to several dealers who attended the make meeting.... Read More »

Ford to help dealers renovate

Ford brand unveiled its Facilities of the Future program to dealers at the make meeting. Ford will offer dealers financial help to improve their stores in line with Ford's Trustmark Design standard. Ford was to have sent letters to dealers last week with details.... Read More »

Toyota refilling dealer stocks

After months of inventory shortages triggered by last year's earthquake, Toyota dealers should return to full volumes within a few weeks. Carl Swope, chairman of the Toyota National Dealer Advisory Council, said competitors have "misread" Toyota capacity levels stemming from parts shortages.... Read More »

Chevrolet targets 13% sales gain

General Motors, seeking to gain market share this year, is gunning for a 13 percent U.S. sales increase for Chevrolet. GM expects Chevrolet to increase its market share in 2012, executives told dealers at the make meeting. Last year Chevrolet's U.S. sales rose 14 percent.... Read More »

Acura aims for 180,000 sales in '12

After a year in which their sales were limited by a devastating earthquake in Japan, Acura dealers were told here that production of Acura vehicles is back to normal and the distribution pipeline should be full by March. But Acura has ambitious goals for sales and customer satisfaction in the coming year that will require dealers' involvement.... Read More »

Mercedes aims for 6% rise in sales

Mercedes-Benz USA executives didn't attend the make meeting, leaving their top manager in the western region to field dealer questions. With a change in CEO and the naming of two new vice presidents to fill vacancies, Mercedes-Benz is saving details of the new management team's plans for its April dealer meeting in Chicago.... Read More »

Cadillac sees retail sales rising, less fleet business

General Motors is seeking to increase Cadillac's retail sales about 13 percent this year as it prepares for its busiest product-launch schedule in many years. Cadillac executives have set a 156,000-unit U.S. retail sales target for this year, executives told dealers at the make meeting. That would be up about 13 percent from Cadillac's retail sales in 2011.... Read More »

Kia dealers expect 100,000 more units

Kia pledged to get its U.S. dealers 100,000 more units this year than last year to keep up the brand's momentum. An extra 100,000 sales would be about a 20 percent gain for Kia in 2012. The brand sold 485,492 vehicles in 2011, up 36 percent over the previous year.... Read More »

Mazda will boost marketing 25%

Mazda North American Operations will use the launch of its Skyactiv powertrain technology and the arrival of the new CX-5 crossover as the impetus to boost its marketing spending by 25 percent this year, executives told dealers at the make meeting.... Read More »

Nissan goal for 2012: 1.1 million

Nissan was the only major Japanese automaker whose U.S. sales were not hurt significantly by the March 11 earthquake. Now it is looking to add to its 2011 momentum with a 16 percent increase to 1.1 million units for the brand this year, executives told dealers at the make meeting. Nissan Division last broke the million-unit mark in 2006.... Read More »

BMW dealers told bonuses are safe

For dealers attending the BMW make meeting, it was all about listening to the new CEO talk about improving communications -- and assuring them no bonus programs will be cut. It was the calmest dealer meeting BMW has had in three or four years, said Damon Shelly, owner of Irvine BMW and Irvine Mini in Irvine, Calif., and Shelly BMW in Buena Park, Calif.... Read More »

Suzuki plans to refresh its lineup

Suzuki dealers need a refreshed product lineup and consistent supplies if they are to hit the automaker's goals of increasing sales in the United States by 20 percent in 2012, dealers were told during their make meeting.... Read More »

Chrysler dealers cheer Eastwood's pep talk

Chrysler Group dealers received a special early preview of the automaker's two-minute "Halftime in America" Super Bowl commercial during their make meeting. They predicted that the commercial, starring actor-director Clint Eastwood, might not move the metal but would do much to increase brand awareness.... Read More »

Audi wants to join CSI elite

Audi of America COO Mark Del Rosso challenged dealers here to keep making store and process improvements to raise Audi's customer satisfaction scores into the top three among luxury brands. Audi placed 10th last year among luxury carmakers on J.D. Power and Associates' U.S. Customer Service Index. The top three were Lexus, Jaguar and Cadillac.... Read More »

Infiniti bumps ad budget, offers local-area choices

Infiniti will spend more on advertising and give dealers a new menu of TV commercials for local markets, dealers were told at the make meeting. Also, the brand will broadcast numerous commercials for its new JX crossover during the NCAA basketball tournament in March.... Read More »

Lincoln's product show won't snub small stores

Lincoln will invite all its dealers to a Lincoln product show in Detroit in November, executives told dealers at the make meeting. That will be in sharp contrast to a meeting last month, to which only the owners of the roughly 325 Lincoln dealerships in the top 130 luxury markets were invited.... Read More »

Allocation system, SUV shortages rile Land Rover dealers

Dealers at the Land Rover meeting said vehicle allocation and balanced supply throughout the year are their biggest concerns, prompted in part by shortages of the new Range Rover Evoque compact SUV. The factory can't immediately resolve supply issues, executives said.... Read More »

Saab parts flow is top priority, dealers told

Tim Colbeck, president of Saab Cars North America, told about 25 dealers at the make meeting that the automaker will not contest a move by dealers to force it into Chapter 11 bankruptcy. "We're not going to fight the bankruptcy," Colbeck said. "Our No. 1 priority right now is insuring the flow of parts to North America."... Read More »

Porsche will review store capacity

Porsche Cars North America starts a four-city tour this month to talk with dealers about how they'll handle the coming wave of new products and whether they need to expand and modernize. Beginning Feb. 20, Porsche executives will visit dealers for one-on-one sessions to discuss store targets and facility plans, said COO Michael Bartsch.... Read More »

Volvo forms finance arm; dealers cheer

Volvo Cars of North America delighted dealers by announcing at the make meeting the launch of a captive finance arm with services beginning this year. A captive will increase sales, boost leasing rates and improve customer retention, Volvo executives say.... Read More »

Honda is fixing inventories now, the Civic in the fall

Honda will bring out a significant midcycle change to the Civic compact this fall, just 18 months after it was launched, executives said at the make meeting. The rapid change will arrive at about the same time as a redesigned Accord and is part of Honda's plan to increase sales by 24 percent this year.... Read More »

VW raises output for U.S., seeks more sales per store

Volkswagen plans to crank up production specifically for the United States 50 percent this year, executives told dealers at the make meeting. VW brand aims to boost U.S. sales about 45 percent, or by about 150,000 vehicles, in 2012, dealers at the meeting said. Last year VW brand's U.S. sales rose 26 percent to 324,402.... Read More »

Subaru boosts output, will target Sun Belt

Subaru inventories will be high enough to meet or exceed the brand's U.S. sales goal of 320,000 vehicles, executives told dealers at the make meeting. Subaru is increasing production. Initially it will target allocation of vehicles to dealers in the Sun Belt states, where the automaker would like to boost sales, said Tom Doll, Subaru of America Inc.'s COO.... Read More »

Mitsubishi predicts 100,000 sales by 2014

Mitsubishi Motors North America executives laid out plans to increase sales to 100,000 by 2014, said dealers who attended the make meeting. In an interview after the meeting, Yoichi Yokozawa, president of the North American unit, said the company also is on target to introduce its plug-in hybrid SUV in 2013, but said the vehicle's name has not been decided.... Read More »

More cars for Hyundai stores in '12

Three factors could bring more vehicles to hungry U.S. Hyundai dealers in 2012: new and redesigned models, manufacturing efficiency and a soft European market.... Read More »

Jaguar dealers applaud new U.S. ads, better Web site

Jaguar's new marketing campaign and U.S. Web site are driving more customers into showrooms, dealers said after their meeting. "Everybody recognizes that over the years there has been a lack of attention to the brand. The new ownership is addressing it.... Read More »

NADA's U.S. sales forecast is 'toward the top of the heap'

NADA is bullish on 2012, forecasting that U.S. light-vehicle sales could hit 13.95 million this year. Paul Taylor, NADA's chief economist, said several factors are helping to drive more showroom traffic, including stabilizing housing prices, pent-up demand among car buyers and a milder than anticipated recession in Europe.... Read More »

Batey: Chevrolet lures younger customers

Chevrolet is bringing in younger customers and luring buyers from non-General Motors brands, says Alan Batey, 49, vice president of sales and service. He says that will help dealers overcome a dearth of leasees coming back into the market.... Read More »

New AIADA chairman: We must prepare for battle

AIADA Chairman Ray Mungenast isn't as confident as others that 2012 will be a smooth year for manufacturers.... Read More »

Asbury CEO Monaghan: 'The industry is back'

Craig Monaghan smiles a lot these days. The CEO of Duluth, Ga.'s Asbury Automotive Group Inc., the sixth-largest dealership group in the country, sees rising auto sales, a recovering economy and growing profits for dealers. "The industry is back," Monaghan, 54, said during the convention.... Read More »

AutoTrader assembles car-shopping powerhouse

AutoTrader.com Inc. CEO Chip Perry has rapidly created a car-shopping behemoth. It helps 30 million consumers research vehicles every month and helps dealers sell to those consumers. Recently, AutoTrader acquired Kelley Blue Book, HomeNet Automotive, vAuto and VinSolutions, and is integrating and bundling their software and communications systems.... Read More »

Retailer: 8 projects, many challenges

Ron Redfern attended the NADA convention to spend money -- lots of it. His company, Summit Automotive Partners of Centennial, Colo., is spending $25 million during the next year to build or renovate eight dealerships.... Read More »

Dealers bullish on U.S. sales outlook, survey says

More than 75 percent of dealers expect their sales to increase by 10 percent or more this year, according to a survey released this week by Ally Financial.... Read More »

NADA's Underriner: 54.5 mpg fuel-economy proposal threatens sales

The proposal to increase federal fuel economy standards to 54.5 mpg by 2025 threatens to price millions of consumers out of the market, the incoming chairman of the National Automobile Dealers Association said Monday.... Read More »

Bush defends GM, Chrysler loans

Former President George W. Bush on Monday defended approving the bridge loans that kept General Motors and Chrysler Group alive during the 2008 U.S. financial crisis.... Read More »

Foreign automakers brace for battles as U.S. election looms

AIADA Chairman Ray Mungenast isn't as confident as others that 2012 will be a smooth year for manufacturers -- at least not in Washington.... Read More »

Saab dealers eye parts firm, press GM to cover warranties

About 25 dealers met with Saab Cars North America Monday to discuss the formation of a parts distribution company and the disposal of 2,200 new cars remaining in Saab's dealer inventory. The remaining Saab dealers are also asking General Motors to cover warranty repairs for 2010 and 2011 models.... Read More »

Nissan division aims for 1.1M U.S. sales in 2012, up 16%

Nissan Division, the one major Japanese brand whose sales were not greatly affected by the March earthquake, is looking to add to its 2011 momentum with a 16 percent increase in volume to 1.1 million units this year, executives told dealers today at the make meeting during the National Automobile Dealers Association convention here.... Read More »

NADA: Not a lot to argue about

In years past, National Automobile Dealers Association conventions have been a battleground over all sorts of issues. With most businesses slowly recovering from the financial disasters of the past few years, this year's NADA convention has seemed a lot less contentious.... Read More »

Farley: Ford dealers had 'most profitable year ever' in 2011

Ford Motor dealers racked up record profits in 2011, said Jim Farley, Ford's vice president of global marketing, sales and service.... Read More »

Honda pulls forward major changes to Civic to this fall

Honda will bring out a significant mid-cycle change to its embattled Civic compact this fall, just 18 months after it launched, a high-ranking executive told dealers here.... Read More »

Subaru promises adequate inventories

Subaru of America reassured dealers today that inventory will not be a problem in the future and that it will meet or exceed its U.S. sales goal of 320,000.... Read More »

The sizzling debate: Will renovation boost profits?

There's a car dealer in Michigan who has a dilemma: Some time ago the dealer made extensive renovations to his store. New fireplace, new tile, new paint scheme. The factory says anything older than five years needs a renovation.... Read More »

Mazda marketing gets 25% bump in 2012

Mazda North American Operations will use the launch of its Skyactiv powertrain technology and the arrival of the new CX-5 crossover as the impetus to boost marketing spending by 25 percent this year, executives told dealers.... Read More »

Kia dealers will get 100,000 more units

Kia promised dealers 100,000 more units this year than last year in an effort to keep up the brand's momentum. “It's a work in progress, but that's our goal,” said Tom Loveless, vice president of sales for Kia Motors America.... Read More »

Chrysler dealers stirred by Eastwood's Super Bowl pitch

A packed room of Chrysler Group dealers were described as “visibly emotional” and “misty-eyed” after watching a preview of the automaker's two-minute Super Bowl commercial Sunday morning during their make meeting led, unexpectedly, by Chrysler-Fiat CEO Sergio Marchionne.... Read More »

NADA will meet with automakers on renovation study

Officials from the National Automobile Dealers Association will meet with automakers to discuss the results of its long-awaited study on dealership renovation programs, but NADA has yet to decide on other steps, said outgoing Chairman Stephen Wade.... Read More »

GM: Chevy should gain market share in ’12

General Motors expects Chevrolet to gain market share for the second straight year as the brand rolls out a redesigned Malibu and other fresh entries. GM also told dealers it will launch a $349 lease promotion on the Chevy Volt this week in a bid to revive the plug-in hybrid’s sales.... Read More »

M-B opts to unveil strategy in April

Mercedes-Benz USA is riding high, even though it didn't win the 2011 U.S. luxury sales crown, and will unveil its new management team's strategy April 9-10 at a dealer meeting in Chicago. Steve Cannon, 50, who took the helm as CEO on Jan.... Read More »

Volvo establishes captive finance arm

Volvo Cars of North America is launching a captive finance arm, and services will begin this year. Bank of America will provide funding for Volvo Car Financial Services' financing products.... Read More »

Super fan

Dealer Dan Leahy of Boston Volvo cheers on the New England Patriots during the first half of the Super Bowl. Leahy watched the game Sunday at the Volvo reception at La Cave in the Wynn Las Vegas Hotel.... Read More »

Mazda merriment

Mazda's Jim O'Sullivan, left, chats with dealers Thomas Carey of Ramsey Mazda in Des Moines, Iowa, center, and Mike Hollingsworth of Hollingsworth Richards Mazda in Baton Rouge, La., during the Mazda reception Saturday in the Bellagio Las Vegas Tower Ballrooms.... Read More »

Question of the day

What have you learned at the convention?... Read More »

Asbury's Monaghan: 'The industry is back'

Craig Monaghan smiles a lot these days. The CEO of Duluth, Ga.'s Asbury Automotive Group Inc., the sixth-largest dealership group in the country, sees rising auto sales, a recovering economy and growing profits for dealers. "The industry is back," Monaghan said here Saturday. He spoke with Staff Reporter Amy Wilson.... Read More »

Winners are walking the exhibit floor

Who doesn't like winning stuff? Or getting it free when you buy a product or service that you need or were going to purchase anyway? Electronic gadgets, gift cards, a giant toolbox, even a motorcycle are among the prizes up for grabs if you're a dealer walking the exhibit floor at the NADA convention.... Read More »

Mitsubishi: 25% sales gain by '14

The president of Mitsubishi Motor Sales North America says the company is on target to introduce its first plug-in hybrid SUV in 2013, but said the name isn't certain. "We haven't decided to call it an Outlander or something else," Yoichi Yokozawa, said after the Mitsubishi make meeting Sunday.... Read More »

Autobytel: Better sales climate makes groups hungry for leads

A growing appetite for online leads has prompted large dealership groups to lift self-imposed caps they had on leads from Autobytel Inc., said Autobytel CEO Jeff Coats. "They'll take as many leads as we can send them" now, he said. He called it a sign of the improved sales environment.... Read More »

Tipping point

Creative Car Display Inc. of Hollywood, Fla., showed the company's Xtreme 45-degree car display, which allows dealers to display vehicles up to 12 feet high and does not require bases or anchors.... Read More »

Audi dealers are looking for another record sales year

Audi of America finished 2011 with its best U.S. sales year. But for 2012, Audi dealers are setting their sights even higher. They'll get some help with a full year of sales of the redesigned A6 and new A7, which went on sale last spring. Jack Hanania, outgoing president of the Audi National Dealer Council, spoke with Staff Reporter Christina Rogers.... Read More »

On the record

Quotes from Reid Bigland, head of U.S. sales for Chrysler Group and CEO of Dodge, and Mike Jackson, CEO of dealer marketing firm Jackson & Partners, Las Vegas... Read More »

Arizona dealer Hatch, wife killed in plane crash

Car dealer Gerald Hatch and his wife, Ruth, of Snowflake-Taylor, Ariz., were killed when their small plane crashed shortly after takeoff Saturday morning in eastern Arizona, according to an Associated Press report. Both were 66.... Read More »

Suzuki sales end sharp skid, but big questions remain

After seeing sales fall more than 75 percent from 2007 to 2010, American Suzuki Motor Corp. rebounded last year with an 11 percent sales increase. James Morrell, chairman of the Suzuki Dealer Advisory Board, says dealer profits are up and the brand has replaced poor performing dealers with people who are focused on the Suzuki brand.... Read More »

What's happening Monday

Schedule of events for Monday, Feb. 6... Read More »

Experian offers Velocity sales tool to dealers

Experian Automotive has begun selling Velocity, a Web-based program that analyzes local-market competitive data, to dealers. The program initially was pitched to automakers, and Volvo was the first to use it.... Read More »

ADP Dealer Services booth draws contingent from China

The ADP Dealer Services booth was a logical stop for a contingent of the China Automobile Dealers Association here. ADP Dealer Services provides dealer management software in China as well as North America.... Read More »

Acura dealers look forward to ample supply

Acura dealers, having weathered a troublesome 2011, head into 2012 armed with a fresh stock of inventory and eager for the arrival of two entry-level models in the spring. George D'Angelo, chairman of the Acura National Dealer Advisory Board, spoke with Staff Reporter Christina Rogers.... Read More »

With new product coming, Porsche dealers aim high

With the dark days of the 2009 recession behind them, Porsche dealers head into 2012 with renewed vigor and showrooms soon to be stocked with new arrivals, including the next-generation 911. Mike Sullivan, a member of the Porsche Board of Regents, spoke with Staff Reporter Christina Rogers.... Read More »

New products at hand, VW dealers gain momentum

Last year was a banner year for Volkswagen's U.S. dealers. Sales were up. Profitability climbed. And showrooms were busy, especially toward year end with the arrival of two redesigned staples: the mid-sized Passat and iconic Beetle. Will Trafton, chairman of the Volkswagen National Dealer Advisory Council, spoke with Staff Reporter Christina Rogers.... Read More »

For Kia dealers, 2011 'was just an all-around win'

Kia's success in 2011 made the rest of the industry look bad by comparison. Sales grew 36 percent in 2011 to 485,492 units in an industry that gained 10 percent over 2010. The brand also grabbed a 3.8 percent share of the U.S. market, up from 3.1 percent in 2010. Staff Reporter Ryan Beene spoke with Don Hobden, Kia National Dealer Council chairman.... Read More »

Smart dealers count on marketing support, new product

U.S. Smart dealers had their worst sales year in 2011, selling just 5,208 of the microcars. The challenges continue, but prospects are looking up for the Smart retailers who stuck with the brand through last year's transition of distribution rights from Penske Automotive Group to Mercedes-Benz USA. Joseph Agresta Jr.... Read More »

Old sales force is history at LAcarGUY

California megadealer Mike Sullivan started phasing out the conventional sales force nearly seven years ago. Gone are the familiar price haggling, the aggressive closers, the commission on gross profit. The sales staffers at Sullivan Automotive Group's 11 new-vehicle stores, also known as the LAcarGUY Family of Dealerships, are called "brand specialists."... Read More »

Honda dealers expect bigger inventories, new products

Of all the Japanese automakers, Honda Motor Co. appears to have been the hardest hit by the March earthquake in Japan and the flooding later in the year in Thailand that severely damaged the supplier network. Yet Honda dealers were able to get through 2011 by refocusing their efforts in certified pre-owned cars and in the service drive.... Read More »

Subprime rivalry bodes well for dealers

Subprime auto lending should continue to grow in 2012. But the big percentage gains that several major subprime lenders saw in 2011 aren't likely to be repeated, and that suggests competition in the segment will intensify. It could be good news for dealers if lenders are competing harder for their business.... Read More »

Mazda expects big push from Japanese rivals this year

Mazda grew less than the overall industry in 2011, but it was a pretty good year for the brand under the circumstances. Mazda was affected less by earthquake-related inventory shortages than competitors Honda and Toyota, helping it avoid massive sales declines in the months after the March earthquake.... Read More »

Hesterberg: Level of F&I paperwork is 'ridiculous'

State and federal regulations that mandate extra paperwork on F&I transactions have reached "ridiculous" proportions, says Earl Hesterberg, CEO of the Group 1 Automotive dealership group. Exhibit A: The tougher rules for "adverse action" notices that took effect in 2011.... Read More »

Top-selling Audi dealer got an early start

The top-selling Audi dealer in the United States is 23 years old -- and has been running the business since he was 19. Brett David took over Prestige Imports of Miami in 2007 after his father and automotive mentor, Irv David, died of a fourth heart attack at age 56. He almost didn't get the chance.... Read More »

At last, used cars drive profits for N.Y. dealer

Suzanne Cochrane, general manager of Helms Bros. Inc. in New York, struggled for years to sell 15 used vehicles a month at the company's Mercedes-Benz dealership. Then in 2009, inspired by a factory-backed program on how to make money on used vehicles, Cochrane made substantial changes to turn the ship around.... Read More »

A son's 2007 advice: Dump GM but keep Ford

Dave Wilson spent 26 years building Preston Automotive Group into an 11-brand, 10-store group. But in 2007, his 20-year-old college sophomore son came to him with an audacious suggestion: Dump Chevrolet, Buick, Pontiac and GMC. Get rid of Suzuki. Keep Mazda, Nissan and Hyundai. Focus on three stores selling Ford, Lincoln and Mercury.... Read More »

Indiana dealer's ads rescue school sports, art programs

Indiana auto dealer Ray Skillman was incensed. He had heard that his local school system was so strapped for funds that it was going to charge students a fee to play football. Forget that, he decided. Instead, he tapped the advertising budget for his dealership group.... Read More »

Marchionne: Industry can hit 54.5-mpg goal

Chrysler-Fiat CEO Sergio Marchionne said Saturday that the auto industry will need to meet proposed 54.5 mpg standards by 2025, and can do so despite NADA's opposition to the proposal.... Read More »

NADA study questions value of factory-driven dealership renovations

The National Automobile Dealers Association's long-awaited study of automakers' facility-renovation mandates concludes they cost too much, produce uncertain results and matter little to shoppers.... Read More »

Time magazine honors Mike Shaw as its 2012 dealer of the year

Mike Shaw is the 2012 Time Dealer of the Year. Shaw, 65, was scheduled to receive the honor here Saturday. He is dealer principal of Mike Shaw Chevrolet-Saab in Denver and owns six other dealerships in Colorado, Louisiana and Texas.... Read More »

If NADA is the bellwether, the auto industry's back

From a standing-room-only press conference for the Factory Image Program to a concourse crowded with attendees, when the doors opened Saturday there was little doubt about the state of this convention: NADA is back.... Read More »

NADA Chairman Wade addresses 'frustration' over facilities programs

Dealers are expressing “widespread frustration” over automaker requirements that force them to spend big on renovating their facilities but with little evidence of a payback, said Stephen Wade, in his farewell address as chairman of the National Automobile Dealers Association.... Read More »

TrueCar stops offering dealer prices online

TrueCar.com, the online vehicle shopping service, has stopped offering vehicle prices from dealers and promising big discounts. TrueCar shoppers now request price quotes from local dealers after they visit the TrueCar Web site. TrueCar also eliminated its "Best Local Price" feature.... Read More »

NADA forecasts nearly 14 million U.S. sales this year

NADA presented a bullish outlook for this year, forecasting that U.S. light-vehicle sales could hit 13.95 million. Paul Taylor, NADA's chief economist, said several factors are helping to drive more showroom traffic, including stabilizing housing prices, pent-up demand among car buyers and a milder-than-anticipated recession in Europe.... Read More »

New vehicle leasing rises to 20 percent of U.S. sales in 2011

New light-vehicle leasing increased in 2011 from a year earlier, to 20 percent of U.S. retail sales, according to the Manheim 2012 Used Car Market Report. That’s one percentage point higher than in 2010, according to the annual report released today at the convention.... Read More »

Manheim: Leasing increases in '11

New light-vehicle leasing increased in 2011 from a year earlier, to 20 percent of U.S. retail sales, according to the Manheim 2012 Used Car Market Report. That's one percentage point higher than in 2010, according to the annual report released Saturday here. The figures exclude sales and leases to fleets.... Read More »

Batey: Chevy lures younger buyers

Chevrolet is bringing in younger customers and attracting buyers from non-General Motors brands, says Alan Batey, vice president of sales and service. He says that will help dealers overcome a dearth of leasees coming back into the market. He spoke here with Staff Reporter Mike Colias.... Read More »

New look

Dealers visit the Toyota Image USA II prototype facility display at the Toyota stand Saturday. About 550 of Toyota’s 1,200 stores have completed the renovation with another 120 slated for this year. Some dealers have complained that the exterior portal is too expensive.... Read More »

Ford: Lincoln dealers agree to improve stores

More than half of the Lincoln dealers in the top 130 U.S. markets have agreed to improve their dealerships, according to Ford marketing chief Jim Farley.... Read More »

Ford honors dealers

Jim Farley, left, Ford Motor Co.'s marketing chief, presents an award to Gus Machado, a Florida Ford dealer, at Ford's Salute to Dealers celebration, which honors dealers who serve their communities. Machado, 77, has supported charities that benefit schools and cancer research. His two Dade County, Fla.... Read More »

Factory reps, dealer agree on renovations -- to a point

Dealers and the factory are not far apart on the need for dealership renovations, but the semantics can be a mile wide. A panel of three automaker representatives and the outgoing NADA chairman debated factory demands for dealership improvements during the J.D. Power International Automotive Roundtable.... Read More »

Used-car prices likely to rise 2%

Used-vehicle prices will rise on average about 2 percent byyear end, with prices peaking in April, Jonathan Banks, executive automotive analyst at NADA Used Car Guide, predicts. That's on top of a 3 percent average increase in 2011, he says.... Read More »

Saab dealers plan to meet with lawyers

A group of Saab dealers will meet with lawyers Sunday before what is likely Saab's final make meeting Monday. The dealers are grappling with issues surrounding the Swedish carmaker's bankruptcy.... Read More »

Chrysler Group sales boss sees 'room to grow'

Chrysler Group's head of U.S. sales said the automaker and its dealers have "plenty of room to grow." Reid Bigland, also CEO of Dodge brand, cited Chrysler's 11.1 percent market share in 2011 as a sign of its potential. Chrysler's market share was even lower on a retail-sales basis, excluding sales to fleets.... Read More »

VW dealers' profitability, sales per store on the rise

Profitability and throughput for Volkswagen Group of America dealers are improving, despite the fact that they are selling their highest-volume vehicles at lower prices. VW Group of America CEO Jonathan Browning said that 89 percent of the roughly 600 U.S. VW dealers are profitable.... Read More »

Infiniti will create regional ad associations

David Rosenberg became an Infiniti dealer five years ago, but it was far from his first brush with auto retailing. His father, Ira Rosenberg, had been successful with two Massachusetts dealerships, Ira Oldsmobile-Toyota and Ira Lexus. David became general manager in 1990.... Read More »

Buick-GMC's focus: Better customer experience

Buick-GMC dealers pulled through a relative product drought in 2011 with respectable sales gains. Now, they're gearing up for an expanded lineup. Mike Bowsher, co-chairman of Buick-GMC's National Dealer Council, spoke with Staff Reporter Mike Colias.... Read More »

Question of the day

What is the biggest personnel issue at your dealership?... Read More »

Despite earthquake, dealers had good year

Even an earthquake and tsunami in Japan couldn't stop Subaru of America from making 2011 its third consecutive year of record sales. Kirk Schneider, chairman of the Subaru National Dealer Advisory Board, was interviewed by Staff Reporter Diana T. Kurylko.... Read More »

Council chairman: Chevrolet's a renaissance brand

New cars and customer service are the watchwords for Chevrolet dealers in 2012. Steve Hurley, co-chairman of the Chevrolet National Dealer Council, spoke with Staff Reporter Mike Colias.... Read More »

NADA foundation launches safety grant program

The National Automobile Dealers Charitable Foundation is launching a grant program to help new-car dealers start or promote road safety initiatives in their communities.... Read More »

Volvo dealer: 'We need to be out of survival mode'

After six years of declining sales, Volvo dealers saw their prospects start to turn around last year. Sales soared 25 percent to 67,240 vehicles, but the momentum came to a halt at the end of 2011 as inventory dried up. Chip Ott, chairman of the Volvo Retail Advisory Board, spoke with reporter Amy Wilson.... Read More »

Mitsubishi's core models are rockin'; next step, the i

Mitsubishi shifted into overdrive last year, posting a 42 percent sales increase from 2010. Its gains were fueled in part by fleet sales of its aging Endeavor, Galant, Eclipse and Spyder vehicles, but sales of its core Lancer, Outlander and Outlander Sport vehicles were nearly all retail.... Read More »

Dealer rep: Cadillac must stand out as GM's luxury brand

This spring, Cadillac will launch the XTS, a large, front-wheel-drive sedan that will replace the recently phased-out DTS and STS sedans. By late summer, the rear-wheel-drive ATS compact arrives with a chance to become Cadillac's volume leader within a few years.... Read More »

Toyota is 'still the best brand in the industry'

Given the recall crisis, the Japanese earthquake and tsunami, Thai floods, the strong yen and the recession, Toyota and its dealers may wonder when they are going to catch a break. Carl Swope, Toyota's new dealer advisory council chairman, spoke with Staff Reporter Mark Rechtin.... Read More »

Hyundai dealers expect tight inventory this year

Last year, Scott Fink said it was an "awesome" year to be a Hyundai dealer. After 2011, another lone adjective summed it up for Fink: "outstanding." Superlatives aside, Hyundai churned out another banner year in 2011. Scott Fink, chairman of the Hyundai National Dealer Council, spoke with Staff Reporter Ryan Beene.... Read More »

Coda startup plans a mix of dealers, mall showcases

Startup automakers have been all over the map in retail strategy, ranging from company-owned stores to franchised dealers. Now Coda Automotive of Los Angeles is setting up a hybrid of the two as it begins selling its Sedan electric vehicle. CEO Phil Murtaugh says the company wants to open 40 franchised dealerships by the end of the year.... Read More »

A mall store works for a mainstream brand

After the giant Potamkin group opened a Hyundai showroom in a Sacramento shopping mall in December, it took only a month to sell enough new cars -- about 35 -- to cover the operation's small startup costs.... Read More »

The gospel of Joe Laham: Don't dicker about price

If there were a Church of No Haggle Pricing, Joe Laham would preach from the pulpit every week. Laham, a Massachusetts dealer, believes the old way of selling cars by haggling over price is a relic of the 1950s that can't survive the age of the Internet.... Read More »

Used-car manager? Maybe you don't need one

Cary Donovan says he realized five years ago that many new-car dealerships don't need used-car managers. So Donovan's employer, Sam Swope Auto Group in Louisville, Ky., eliminated the position at about half of its 15 dealerships.... Read More »

After Katrina, online sales save La. dealer's 2 stores

In 2005, Hurricane Katrina left Troy Duhon's Toyota and Honda stores in New Orleans under 8 feet of water. Today, the stores are surrounded by weed-choked lots and boarded-up buildings. The two dealerships turned to Internet leads to draw customers. All salespeople now are involved in Internet sales.... Read More »

What's happening Sunday

A roundup of events for Sunday, Feb. 5... Read More »

Manheim adds auctioneer to online sales

On Saturday, Manheim unveiled a new digital auction platform that combines the offsite advantages of an online auction of used vehicles with the expertise and emotional appeal of having an auctioneer.... Read More »

Hesterberg says TrueCar.com harms dealers

Group 1 Automotive CEO Earl Hesterberg believes TrueCar.com is harmful to dealers and automakers and questions the online shopping site's value to the industry.... Read More »

Krafcik: Capacity crimps Hyundai

Hyundai Motor America, which doubled the industry's 10 percent sales gain in 2011, will not see similar gains this year, its top executive said. Because of capacity constraints at its Alabama plant, Hyundai will be fortunate to match the industry's expected 8 percent gain to 13.8 million units, said John Krafcik, CEO of Hyundai Motor America.... Read More »

Power: Demand, new models to lift sales

A wave of fresh vehicles should combine with pent-up demand to drive U.S. vehicle sales higher this year and next, J.D. Power and Associates predicts. Automakers are expected to introduce 51 new or redesigned vehicles this year, the most in at least the past five years.... Read More »

TrueCar and Taj Mahals have everyone thinking

Scott Painter probably never imagined the day when his name would share the podium with gray tile or grout. But there they were Friday -- the oddest of bedfellows.... Read More »

Marchionne: Stores must have unified look

Sergio Marchionne, CEO of Chrysler-Fiat, is one of the few auto executives who seems to make news each time he opens his mouth. He has an enviable command of the smallest details of his business and a slew of people who report directly to him as Chrysler Group continues its recovery.... Read More »

Chrysler opens 17 dealerships in California

Peter Grady, Chrysler Group's vice president for network development and fleet, says he is making progress rebuilding dealerships and sales in California. The automaker dropped many dealerships in the state in the 2009 bankruptcy. He spoke with Staff Reporter Larry P. Vellequette.... Read More »

Many hot topics fill make meeting agenda

Dealers have a lot on their minds as they prepare for their make meetings Sunday and Monday. Among the issues: dealership facility requirements, advertising strategies, North American production plans and, of course, new products.... Read More »

Dealers take steps to boost data security

As dealerships share more information with outside companies via the Internet, Houston dealer Bruce Glascock has beefed up his data security.... Read More »

Question of the day

Does your captive finance company lean on you to sell its F&I products, such as service contracts?... Read More »

Glenn Mercer: Getting to the bottom of renovations

Ask auto retail experts about manufacturer-mandated store improvements and you will find no shortage of opinions, analyst Glenn Mercer said. But ask them to back their opinion with research and you'll find a shortage.... Read More »

50 dealers honored as Time award nominees

Fifty auto dealers have been nominated by automotive trade associations for the 2012 Time Dealer of the Year award. The nominees were announced by Time magazine and Ally Financial, this year's sponsor. The program honors franchised new-vehicle dealers for exceptional performance in their dealerships and distinguished community service.... Read More »

What's happening Saturday?

A roundup of events for Saturday, Feb. 4... Read More »

Industry executives weigh in on the issue

NADA will release a report this morning that it commissioned from independent analyst Glenn Mercer on whether automakers' facilities programs produce an acceptable return on investment. Ahead of the report's release, here are some industry executives' comments about the issue.... Read More »

Dealers can share all-star ideas

NADA University wants to hear from dealers who have turned their training into successful practices. Dealers may visit the NADA University booth in the main lobby of the Las Vegas Convention Center through Monday.... Read More »

Northwood pays tribute to dealers who aided education

Northwood University in Midland, Mich., will present seven Dealer Education Awards at a breakfast Sunday at Bally's Las Vegas.... Read More »

GM moves Small from fleet sales to head of U.S. dealer network

General Motors has named Brian Small general director of its U.S. dealer network. Small, 56, replaces Jim Bunnell, 56, who was named to a newly created position as head of the dealer network for GM Europe, GM said.... Read More »

Lincoln dealers upbeat about new products on horizon

Lincoln dealers are cautiously hopeful that the unveiling of the Lincoln MKZ Concept car at the Detroit auto show means that Ford Motor Co. is committed to turning its lagging luxury brand around this time. Bob Tasca Jr., chairman of the Lincoln National Dealer Council, talked with Staff Reporter Bradford Wernle.... Read More »

Nissan dealer: New-product 'arsenal is absolutely full'

Mike D'Amato became a Nissan dealer at what looked like a challenging moment. He opened for business as Nissan of North Olmsted, near Cleveland, in the summer of 2007, just as the industry was sliding into trouble. But D'Amato, now 50, was armed with a positive attitude. D'Amato spoke with Staff Reporter Lindsay Chappell.... Read More »

On the record

"It's the most unsexy corporate mantra ever." -- JOHN KRAFCIK, CEO of Hyundai Motor America, referring to the automaker's founding principles of "diligence, frugality and harmony"... Read More »

Ford dealers wonder: How do we top 2011?

For Ford dealers, 2012 is going to be a very big year indeed. Redesigned versions of the Escape crossover and Fusion mid-sized sedan will be introduced in the second half of the year, both featuring sleek new designs and loaded with technology. Collin Sewell, chairman of the Ford National Dealer Council, talked with Staff Reporter Bradford Wernle.... Read More »

New Chrysler Group leaders regain their dealers' trust

David Kelleher began selling cars when he was 24, shortly after finishing his undergraduate degree at the University of Pennsylvania. It wasn't his intended career path -- he had wanted to go to law school -- but the industry grabbed hold of him and never let go. Kelleher, chairman of the Chrysler National Dealer Council, spoke with Staff Reporter Larry P.... Read More »

Jaguar rep: Amid upheaval, dealers remain confident

Jaguar's sales have not rebounded with the rest of the auto industry. Its U.S. sales in 2011 dropped 8 percent to 12,276 units. But Jaguar's owner since 2008, Tata Motors Ltd. of India, has been restructuring and reorganizing the brand. Staff Reporter Arlena Sawyers spoke with Jeffrey Davis, chairman of the Jaguar Business Operations Council.... Read More »

BMW dealers need help with factory relations

MW beat Lexus in the race for the annual luxury crown last year. It's the first time BMW has been the top-selling luxury brand in the United States. That capped a year of major changes at BMW of North America. Damon Shelly, chairman of the BMW National Dealer Forum, was interviewed by Staff Reporter Diana T. Kurylko.... Read More »

Mercedes dealers' goal: Best-in-class profitability

Mercedes-Benz launched five vehicles last year, tried to beat BMW for the No. 1 luxury brand title, fired its CEO after alleging ethics violations and appointed the vice president of sales to take his place. Staff Reporter Diana T. Kurylko spoke with Michael Cantanucci, chairman of the Mercedes-Benz Dealer Board.... Read More »

At Lexus, enthusiasm about ample supply, new product

Lexus had been the top-selling luxury brand in the United States for a decade when the March earthquake struck Japan, crimping inventories and allowing BMW and Mercedes-Benz to pounce on the sales opportunity. Peter Hennessy, chairman of the Lexus dealer advisory council, spoke with Staff Reporter Mark Rechtin.... Read More »

Tight inventory is top concern for Land Rover dealers

A new compact SUV helped Land Rover finish U.S. sales up 20 percent. But dealers say sales could have been higher had there been more product. Staff Reporter Jamie LaReau spoke with Dan Muggli, chairman of the Land Rover Business Operations Council.... Read More »

For Lincoln, exclusive F&I products

Ford Motor Credit Co. is tailoring its F&I products for Lincoln customers. Ford Credit launched Lincoln Automotive Financial Services in November as part of a strategy to polish Lincoln's credentials as a luxury brand and gain a degree of separation from the Ford brand.... Read More »

Bergstroms' pledge: 'Treat everyone like guests'

The foundation of Bergstrom Automotive's empire in Wisconsin was forged early in the lives of John and Richard Bergstrom. Mom insisted that gracious hospitality included tidy and well-dressed sons.... Read More »

Lithia sweeps Shareholder Value retailer awards

Lithia Motors Inc. swept the retailer category at the 12th annual Global Automotive Shareholder Value Awards in January. The awards, developed jointly by Automotive News and PwC, recognize the best shareholder return for automotive manufacturers, suppliers and retailers.... Read More »

Benefits keep dealership's staff onboard

Paul Weller has sold trucks at the same dealership for 33 years. Colleague Pat Marshall has worked there 34 years; Venson Rickert, for 32. Sound unusual? It's not at Bayshore Ford Truck Sales in New Castle, Del.... Read More »

Contests draw attention to low-profile dealerships

In April, Chris Myers Nissan landed a new TV pitchman and about 1,500 new Facebook friends in one stroke.... Read More »

Ford honors dealers who made a difference in their communities

Ford Motor Co. has honored six dealers for dedication to their communities. Ford's Salute to Dealers, conducted under the guidance of Edsel Ford II, a member of Ford's board, was held here Friday.... Read More »

Do staff members like working at your store?

Is your dealership a great place to work? Automotive News wants to hear from you. Automotive News is working with Best Companies Group to identify dealerships that have excelled in creating quality workplaces.... Read More »

Mopar extras

Chrysler Group is introducing optional service area equipment for dealerships that highlight the automaker's Mopar parts brand. The equipment includes rolling sales racks, which can display accessories such as branded clothing, and a bar counter at which customers can sit and use computers to access the Internet while their vehicles are being serviced.... Read More »

Saab dealers will meet, probably for last time, at NADA

Saab dealers will meet in Las Vegas on Monday during the National Automobile Dealers Association convention for what is likely to be their last make meeting.... Read More »

How BMW got in the game

Regional BMW dealer groups bought time on network affiliates during the Super Bowl, a late effort that "just gained steam," says Dan Creed, 45, vice president of marketing for BMW of North America. He spoke here with Staff Reporter Diana T. Kurylko.... Read More »

Fed-up dealers: Stop nitpicking on store rules

When the factory rep is eyeballing the toilet paper in your dealership bathroom to make sure it's appropriately soft and cushy, it makes a dealer say, Hey, enough already. Dealers are butting heads with manufacturers over facility requirements that seem silly, intrusive or just outrageously expensive for the little payback that seems likely.... Read More »

Factories, dealers must resolve renovations issue

Dealers are tearing up tile to match the right color of gray. As dealers and manufacturers come together this week in Las Vegas for the National Automobile Dealers Association convention, it is important to focus on a contentious issue that continues to run through both camps: dealership facility requirements.... Read More »

Smiles and sparks: Make meeting forecasts

Most years, a glance at a brand's prior-year sales results will indicate what to expect at the NADA make meeting. If U.S. sales soared, the meeting usually will end with everyone smiling. If sales tanked, the automaker will try to soothe unhappy dealers with talk of coming new or freshened models, pumped-up incentives or both.... Read More »

Here are some of the social events scheduled during the NADA convention in Las Vegas

> Friday, Feb. 3 ... Read More »

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NADA will spring ahead in 2016

12:01 am U.S. ET | Jan. 23, 2012

Breaking with tradition, the National Automobile Dealers Association will move its annual convention in 2016 to April from its customary date in February, incoming NADA Chairman Bill Underriner said.... Read More »

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EDITORIAL

Oh, the places they'll go

12:01 am U.S. ET | Jan. 23, 2012

The National Automobile Dealers Association deserves praise for its determination to update and improve its annual convention -- especially the decision to move the event to April from its customary date in early February beginning in 2016.... Read More »

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FINAL ASSEMBLY

Big crowd heading for NADA parley

12:01 am U.S. ET | Nov. 14, 2011

Here's a positive economic indicator for the auto industry: Scheduled attendance for the National Automobile Dealers Association convention in Las Vegas in February is on track to surpass 20,000 for the first time since 2008. Back then, 23,901 people showed up for the big do in San Francisco.... Read More »

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Montana dealer William Underriner elected NADA's 2012 chairman

2:34 pm U.S. ET | Sept. 23, 2011

The National Automobile Dealers Association's board of directors has chosen William Underriner as the group's 2012 chairman. The board also elected David Westcott 2012 vice chairman, placing him in line for the 2013 chairmanship.... Read More »

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BRADFORD WERNLE

Stair-step plans had few fans at NADA meeting

12:01 am U.S. ET | Feb. 21, 2011

If there were two dirty words at the 2011 National Automobile Dealers Association convention in San Francisco this year, those expletives would be "stair steps."... Read More »

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