As dealership sales climb, margins slide

Lurking behind those strong second quarter earnings outcomes from five publicly-traded car dealer groups last week proved to be a disturbing tendency: gross margins on new-car revenue dropped at all five firms. "There's some thing happening there, while it is fantastic competition or other variables," mentioned Lithia Motors Inc. CEO Bryan DeBoer. Some car dealer group executives attributed more demanding competition, especially among mass market import manufacturers. Others mentioned changing consumer preferences and lower gas costs Still the others mentioned there was a-drive for quantity over gross profits, and they defended that tradeoff.
DeBoer: Quantity drive "worth the loss in gross profit."

DeBoer stated: "We however consider in the event that you can continue to generate topline quantity in automobiles, it is worth the loss in gross profit because quantity drives support sales and backend increases." Gross sales and gains typically increased, driven by higher new and used quantities and strong gains in frozen operations and finance and insurance. On a same-store basis, Lithia's new-car retail revenue increased 5.7%, topping the 3.3% increase in U.S. light-vehicle sales in the quarter, but the typical gross revenue per-vehicle retailed fell 5.6% to $2,124. DeBoer stated some car companies' incentive plans prompted some Lithia shops to relieve back on pricing to hit revenue goals and gain additional incentive cash. AutoNation Inc., Asbury Automotive Group and Group 1 Automotive Inc. all posted greater new-car revenue but reduce per-car gross revenue on these sales. They credited that gross profit pressure to shifting customer demands. "We are really hefty with Toyota, Honda, Nissan. They are more auto brands than truck manufacturers," Team 1 CEO Earl Hesterberg said in a conference-call. Together with the method of getting automobiles outstripping need, he added, "Everyone shoving us. I do not believe anybody enjoys it, but you possibly sell the automobile or you do not." Added Team 1 CFO John Rickel: "With F&I as successful as it's, you never need to miss that chance with the sale." At Team 1, F&I gross profit per new-vehicle retailed in the US increased 6.4% to $1,535. At AutoNation, "Our most distressed section is midsize cars due to the fall in gasoline costs. There is also been a change in consumer demand," CEO Mike Jackson told Automotive Information. "We are feeling the most stress with Nissan." On a same-store basis, gross revenue per new-vehicle retailed slid 5.3% at AutoNation to $1,905, fell one-tenth at Asbury to $1,865 and dropped 12-percent at Team 1's US shops to $1,551.

2nd quarter gains roundup

RevenueChangeNet profitChangeAsbury.69 billion12%.1 million14%AutoNation.22 billion9.10%5.1 million15%Group 1.73 billion8.60%.9 million20%Lithia billion63%.2 million34%Sonic.42 billion3%.8 million-45%Source: Business reports

"It is become a far more aggressive atmosphere," Asbury CEO Craig Monaghan told Automotive Information. "We have found pressure in the mid-line import marketplace. We attribute some of that to gasoline costs causing pressure on such marketplace."Monaghan additionally said Asbury has experienced some stress in the luxurious marketplace, which he credits to changing customer demands. At Sonic Automotive, gross profit per new-vehicle sold dropped 9.1% to $1,925. The bulk of that $192 drop was from revenue of Honda, Toyota and BMW automobiles, President Scott Smith told Automotive News. BMW makes up about 30% of Sonic's earnings, he explained. Toyota and Honda manufacturers really are a close second-to BMW thus, "if we do anything with these manufacturers, it is likely to change our figures," Smith said. Some of the decrease for anyone brands came from stock deficits. However, the automobile retailer also still back on its pricing to transfer quantity. "Our overall gross income is upward, but the typical per device is down. That is pushed by quantity. It is sort of the notion half a loaf of bread is much better than no loaf of bread," Smith stated. "You are attempting to sell a vehicle at a reduced rate, but perhaps your F&I and support rises. So instead of attempting to sell one-car at a $5,000 gain, you are attempting to sell two automobiles at a $3,000 gain."James B. Treece given to this report.

It's possible for you to reach Jamie LaReau at [email protected]. -- Follow Jamie on

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Vehicle Sales
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27.07.2015
ID:2558

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