Posts by Tricor Admin

Some dealerships experience a complete turnover of sales staff within 18 to 24 months, and therefore many newly hired staff haven’t been trained on their dealership compliance responsibilities. Pexels/Yaowaluck Promdee In ancient Rome, one of the legal maxims was, “Ignorantia juris non excusat,” or ignorance of the law is no excuse. This rule required that…

The new dealership is equipped with electric vehicles (EVs) with charging stations, certified Ford technicians, and cutting-edge tools and equipment.  Clement Auto Group Clement Auto Group in Wentzville, Mo., held a grand opening Nov. 21 for the first Ford dealership to feature the company’s Signature 2.0 customer-experience design. The new design represents a $45 million…

Masahiro Seri will assume oversight of Toyota North America’s production, engineering and manufacturing operations starting Jan. 1. Toyota’s North American subsidiary is about to get a new leader in a longtime company executive. Masahiro Seri replaces Takefumi Shiga, who’s filled the lead production, engineering and manufacturing role for nearly three years. Shiga is taking a “new leadership…

The sale marks the first Toyota and Lexus stores Dream Motor Group has acquired. Pinnacle Mergers & Acquisitions Luxury and performance-focused Dream Motor Group acquired two Alabama auto dealerships in a $151 million deal brokered by Pinnacle Mergers & Acquisitions. Toyota of Montgomery and Lexus of Montgomery were sold by Sutherlin Automotive Group, which has…

Many of the smaller dealers see the opportunity to exit the industry ‘with the wealth they accumulated during the pandemic,’ Kerrigan said. Pexels/John Guccione Auto dealerships’ ability to not only weather storms but emerge from them in better shape than before has made them all the more coveted by buyers in an accelerating industry consolidation.…

Backup crash-prevention systems led to the recall of more units than any other category, both in the third quarter and year to date.  Pexels/Erik McIean The volume of recalled vehicles jumped 25% in the third quarter, despite the number of recall events declining. Sedgwick data shows about 9.2 million units called back over the period,…

The acquired auto group represents 15 franchises across a dozen stores. Kerrigan Advisors A leading Louisiana auto group has been acquired by one of the biggest groups in the country, ending a nearly 40-year local family business run. The Baton Rouge-area All Star Automotive Group of 15 franchises across a dozen stores changed hands to…

There are ways to merge logic and the data already in your dealer management system. Pexels/Yan Krukau After decades in this business, I can tell you one thing with absolute certainty: The buzz around “there’s gold in your data” isn’t just hype. It’s real, and it’s finally hitting home for dealer principals and general managers…

Customers in Los Angeles, Seattle and Dallas can browse and buy Ford CPO vehicles within a 75-mile radius of their locations.  Ford certified preowned vehicles can now be bought on e-commerce giant Amazon as the second major automaker taps the site for sales. Hyundai joined the automotive marketplace last year. Now, customers in Los Angeles,…

The F&I office can serve as a cushion of sorts for consumers, helping them transfer risk and spread out the price of protecting one of their most expensive assets. Pexels/Kindel Media Closing out a topsy-turvy year still in the F&I saddle should give you a sense of accomplishment.  Yes, there have been plenty of big-spending…

Certified preowned auto sales spiked 8% within the greater used market last month.  Pexels/Vadutskevich Used-vehicle sales revived last month after a September plunge as consumers sought to minimize expense amid overall inflation. Deliveries among both franchised and independent dealers rose 3% month-over-month, up about 2% from a year earlier to 1.4 million units, Cox Automotive…

A new report finds that inaccurate payment quotes can lead to lost sales, reduced gross, and longer F&I times as dealers work to reconcile lender-approved terms. F&I and Showroom A new report by eLEND Solutions highlights how gaps between initial payment quotes provided by dealerships and lender-approved contract terms continue to erode sales, slow deal…

Three models between the Toyota and Lexus brands were recalled to catch any units with engine debris. Expanding on an earlier callback, Toyota recalled nearly 127,000 vehicles to address an engine issue that could cause stalling. The Tundra and Lexus models with V35A engines may contain debris left over from the production process that could…

Full-size pickups’ average transaction price hit a record in October, a key driver in continued high ATPs. Stellantis October’s new-vehicle average transaction price was flat after record peak in September as lack of affordability continued to weigh the market toward the well-off.  Cox Automotive calculated an ATP of $49,766, off less than half a percentage…

Nearly 40% of participants in a recent J.D. Power survey expressed interest in taking out policies at the dealership or through the automaker.  Pexels/Pixabay As automotive insurance rates keep creeping up, more consumers are shopping for less expensive policies than ever before or even foregoing coverage. Last year, in fact, the weighing of other carriers…

Pexels/Mohammad Danish There is an old joke about country and western songs. When the song is played backward the vocalist avoids divorce, gets his job back, and his runaway dog returns home.  However, in a recent case of a gospel singer/car dealer who apparently sang backward, he was sentenced to five years in federal prison for…

Loan access improved among all lender types, led by captive lenders. Pexels/RDNE Stock Project Automotive finance conditions were mixed in October, though overall credit access continued loosening that started last summer, Cox Automotive said. The company’s All-Loans Index inched up from 97.9 in September to 98.3, a 4% year-over-year increase. Still, approval rates fell 1.4…

The concept kei car has an extendable extra solar panel for when it’s parked for extra power generation, shade. Nissan has entered the quest for solar-powered cars with a concept mounted system it plans for a future commercial launch. The Japanese automaker follows several other major automakers in either adding solar panels as auxiliary power…

Long-term development of your employees at all levels will help you achieve lasting results.  Pexels/fauxels Investing in the growth of your team is not just a best practice but a strategic cornerstone that can significantly impact your dealership’s financial success and culture. Nonetheless, many dealer principals and managers may overlook the importance of consistent performance…

Part of the new Alfa Romeo-Maserati program involves accurate restoration of vintage vehicles. Stellantis Italian Stellantis brands Alfa Romeo and Maserati will work together on a joint venture to produce limited-edition models and custom cars, perform vintage vehicle restorations, and develop race car technology. The automakers said the initiative was already in operation at their…

Nearly 60% of service slots are booked by phone, but many consumers face challenges accomplishing the task. Pexels/Andrea Piacquadio There’s ample room for auto dealers to grow their service drive business, based on recently measured consumer demand and pain points. A CDK survey of over 2,000 vehicle owners shows that dealers are leaving things to…

Dealers can learn how their vehicle investment values have changed and how to adjust prices to maximize performance and ROI opportunity. Pexels/Maria Geller A critical question for dealers emerged in their used-vehicle departments over the course of recent months: As wholesale and retail prices rise overall, how can I be sure I’m pricing each vehicle…

Affordability, especially in the lower risk tiers, continues to threaten business, the average monthly new-vehicle loan payment rising 3% year-over-year to $769.  Pexels/Pixabay Third-quarter automotive lending showed continued signs of weakness in higher-risk segments and increased delinquency rates. TransUnion data show that all consumer lending, including in auto, reflects a widening chasm between the highest-risk…

Scott Karchunas, president of Protective’s Asset Protection Division, said the combination expands ‘what’s possible in F&I.’ Protective Asset Protection Protective Life Corp., a U.S. subsidiary of Dai-ichi Life Holdings, entered into an agreement to acquire Portfolio Holding Inc., or Portfolio, and its subsidiaries from Abry Partners. Portfolio provides reinsurance management services and finance and insurance…

For one thing, F&I managers with the ‘it’ factor are disciplined in process. Pexels/Vojtech Okenka According to usdictionary.com, “the it factor” refers to a quality or characteristic that makes someone special, attractive, appealing or successful.  Those who have “it” weren’t born with it. No, they have developed the it factor over time. The following are…

Telltale signs of the problem include increased wind noise or rattle noises when the moonroof is open. Ford recalled 175,000 vehicles because a part on their moonroofs can detach and cause a traffic hazard. The Detroit-area automaker has gotten more than 300 warranty claims over the issue since 2021. It said it’s unaware of any…

Dealers have a healthy amount of skepticism when it comes to AI, though, 74% concerned about factual accuracy and 60% about data and algorithms, Cox found. Pexels/Lex Photography Though all-too-frequent references to artificial intelligence nowadays may make many people’s eyes glaze over upon mention of it, car dealers recognize it’s not going away, and most…

Two of the pieces are called chronographs for their stopwatch function.  Mercedes customers can keep up with time between driving trips from a selection of wristwatches the automaker recently unveiled. The three Swiss-made timepiece designs, available at Mercedes dealerships around the world, “are a perfect reflection of the brand identity of Mercedes-AMG vehicles,” the German…

More than a third of generation Z respondents, the most of any cohort, said they’d recommend working in the industry, though just 26% of all respondents said they would. Pexels/ThisIsEngineering Auto dealers can take heart that auto retail employees’ job satisfaction appears to be on the upswing, but there’s still much room for improvement to…

Mancuso says that though it’s tempting to let the manufacturer do the heavy lifting, that approach is a branding mistake. Pexels/Pixabay “When the factory drives up to your store, they see their name on the sign. When you drive up, you see yours.” – Jim Mancuso, Mancuso Chevrolet, 1973 With manufacturers spending billions on advertising,…

Tesla has been losing ground in the EV market-leading state for two years now. Tesla keeps losing in its former home state. The electric-vehicle maker’s third-quarter sales in California fell 9% for a total of two consecutive years of declines in the country’s EV adoption leader, according to data compiled by the California New Car…

As the holiday period starts next month, the typical seasonal upsurge in leases is expected to be off. Pexels/InstaWalli U.S. October new-vehicle sales are unsurprisingly off due to the end of federal electric-vehicle tax incentives. J.D. Power forecasts about 1.1 million units in retail sales, down 6% year-over-year, largely due to the EV sales bonanza…

An idiot shooting up a classroom full of kids. A football player driving drunk and killing his girlfriend in a crash. Depressing headlines cause one to pause and ponder the question: “Where’s your moral compass?”  After recent conversations I’ve had with colleagues, dealers and finance sources, the same question can be asked of people in…

Asking open-ended questions helps you in the F&I office to unveil customers’ needs and therefore connect with them more successfully. Pexels/Leeloo The First In the world of F&I, it’s easy for managers to believe they know their customers well—especially when they’re repeat buyers or even personal friends. Familiarity feels comfortable, but comfort often leads to…

The recall affects 2015 to 2017 Mustangs. Ford recalled more than 330,000 Mustangs due to an issue that can lead to seat belt failure. The recall affects 2015 to 2017 Mustangs. The cars’ front seat safety belts may experience corroded anchor pretensior cables that can weaken the cable or cause it to break off in…

The Honda store was renamed to reflect its now owner’s brand. Pinnacle Mergers & Acquisitions A southern Oklahoma dealership recently changed hands between two auto groups in the state. The transaction, brokered by Pinnacle Mergers & Acquisitions on the part of seller, resulted in a name change for the Honda store in Ardmore, near the…

Register for Allstate’s FREE webinar on Oct. 21 Cold in-store visits don’t have to be intimidating. In this must-attend webinar from Allstate, you’ll get proven strategies, scripts, and actionable tactics to walk in with confidence and walk out with the next meeting secured.  Peter Chafetz, National Training Director, Allstate Dealer Services, will share insider tips…

Multiple factors are weighing on the used-vehicle market as a whole, Kerrigan Advisors reports. Pexels/Pixabay Based on the biggest public auto retailers’ performance, the industry’s year has so far proved uneven, but on the front end of the fourth quarter there’s reason for optimism, save for one problem area, according to Kerrigan Advisers analysts.  The…

The average owed on the under-water trade-ins in the third quarter was $6,905, a historical record. Pexels/Mikhail Nilov As Americans with deep pockets pumped up September new-vehicle sales, raising transaction prices to record highs, a different story played out among highly leveraged consumers pushing growing debt burden into the future. Third-quarter statistics compiled by auto…

A 1959 Vespa 400 recently on display at a micro cars exhibit in California  Hannah Mitchell I recently checked out a microcars exhibit at the Lyon Air Museum next to John Wayne Airport in Santa Ana, Calif. I’ve always wanted a vintage car, so this was right up my alley, and the collection of tiny…

The highest percentage of U.S. fraud scheme instances came in account takeovers at 31%. Pexels/RDNE Stock Project U.S. businesses are taking a 10% hit to their revenue due to fraud losses, recent research shows. The average impact in the past year, which surpassed global company losses of 8%, totaled $114 billion, based on a survey…

California continued to lead the U.S. in electric-vehicle adoption last year with about 29% of the country’s new-EV sales market, and adoption wasn’t reserved to the more populous coastal regions. A report by London-based EV data provider Rho Motion shows nationwide EV penetration at a comparatively low 10% last year.  Though California represents 11% of…

One industry watcher says it’s time for auto dealers to refocus on subprime consumers, especially for used vehicles. Pexels/Katie Harp Squeezed from every direction, many automotive consumers are finding themselves on precarious footing, shut out of credit access, deep in negative equity on existing loans, or stretching thin to force barely palatable payments. Auto dealers…

When U.S. auto consumers are in the market for a different power train than their current models, they’re more likely to switch brands for the change-up. In fact, loyalty to power train type is significantly greater than brand loyalty, S&P Global Mobility says it found. Of households shopping for a new vehicle, 74% stick with…

Protective Asset Protection’s new appearance-protection program offers interior and exterior coverage options, including ceramic and graphene coatings, designed to help dealers protect vehicle value and appearance. F&I and Showroom Protective Asset Protection has expanded its paint-and-fabric product into a full appearance-protection program, offering dealers and customers broader coverage for both interior and exterior vehicle surfaces.…

Toyota’s Sequoia has the best chance of any studied vehicle to last 250,000 miles, iSeeCars.com’s research. The auto brand whose models best stand the test of time – and wear and tear – comes as no surprise. World best-seller Toyota outsteers all competitors in terms of lineup longevity, with the longest-lasting model in the Sequoia…

The days of static financial planning are long gone. Instead, this task should be ongoing. Pexels/Karolina Grabowska The automotive industry is no stranger to change, from evolving consumer preferences to technological advancements. However, a less predictable yet equally impactful force is ever-shifting tax legislation. The recent “One Big Beautiful Bill Act,” or OBBBA, signed into…

Honda’s U.S. division partnered with Sony Group Corp. to create the Afeela auto brand. A Honda joint venture that’s made a luxury electric car opened a temporary “studio” in Silicon Valley. The Afeela brand pop-up in San Jose will operate for six months, according to Sony Honda Mobility of America, the venture between Honda’s U.S.…

The new owner of the former McKenna Subaru in Huntington Beach plans to double its parts and service department, hire more than 75 people. McKenna Automotive Group A small Southeast-based automotive group bought a Southern California Subaru dealership with the goal of making it the best-selling U.S. store for the Japanese brand. Sutherlin Automotive Group…

Dealers would better protect themselves from legal minefields by adopting more of a lawyer mindset when considering the various regulations they’re bound to. Pexels/RDNE Stock Project I had the pleasure of addressing a 20 Group recently regarding the current legal culture. The exasperation of the assembled dealers was palpable, as it normally is when dealer…

September 26, 2025 It’s a good idea to ensure deals are set up well by getting involved in the process early, starting with sales meetings, says Trent White with the Automotive Training Academy by Assurant.

Making customers feel special and valued can help dealerships build lasting relationships and stand out in a crowded marketplace.  Pixabay/Tumisu Retention and loyalty are essential in the automotive industry today as they never have been.  The digital transformation has brought a wave of competition to auto dealerships. It’s now easy for consumers to buy a…

No instrument panel warnings alert drivers that a detachment has or is about to happen. Pexels/Julissa Helmuth Ford recalled more than 115,000 F-series pickups because part of the steering column in the trucks can detach, compromising steering control. The automaker reported that it’s unaware of any crashes or injuries connected to the flaw but has…

Toyota scored the highest mass-market car brand loyalty for the fourth straight year, according to J.D. Power’s research, with a 62% rate. Automotive brand loyalty is taking some hits this year, another market watcher has observed. J.D. Power’s research, based on vehicle sale data from September 2024 through last month, determined an average 49% loyalty…

Before you worry about the clock, focus on eliminating why the clock runs: manual data entry, redundant clicks, and guesswork on product pricing.  Pexels/Jeshoots F&I managers across the U.S. have the same desire: “Getting that menu out in under a minute.” It sounds simple—until you’re staring at an uncooperative dealer management system, incomplete deal data,…

Most auto dealer F&I metrics rose in the second quarter, according to StoneEagle data. StoneEagle Finance-and-insurance product sales are helping shore up auto dealership revenues as consumer affordability and trade tariff challenges threaten front-end profits. Though average front-end dealer gross profit in June totaled $695 per vehicle, down 26% since January and 40% from the…

Consistent, intentional effort—not gimmicks—leads to results. Pexels/Bich Tran “A goal without a plan is just a wish.” – Antoine de Saint-Exupéry An alarming trend has emerged in today’s “success culture.” Many people set out with ambitious goals—perhaps to be the best “closer” or to learn the perfect sales script that will influence customers. However, the…

No vehicle registrations, voter registrations or property ownership are among major warning signs of synthetic IDs, while 100% of such files show no open bankruptcies, TransUnion says. Pexels/Markus Winkler As synthetic identity fraud grows, new research shows ways to help spot it. Synthetic identities are created by combining real information, such as a Social Security…

The rise of fraudsters manipulating images and text of loan documents is posing a significant threat to auto dealers and their customers. InformedIQ In recent years, while artificial intelligence has empowered dealers and lenders to enhance their businesses, it has also provided fraudsters with sophisticated tools to perpetrate financial fraud.    One of the most…

Thirty-eight states, Washington, D.C., and Puerto Rico saw fatality decreases, one state was flat, and 11 saw traffic death increases. Pexels/Taras Makarenko U.S. road deaths fell in the first half of the year by 8%, even as Americans clocked more miles. The decrease continued a decline that started last year after a pandemic-era surge. The…

Hyundai and Kia models continue to have an outsize presence among the 10 most stolen vehicles in the U.S. Vehicle theft continues to fall from the spike that erupted during the pandemic, heading down toward pre-Covid levels. Thefts fell 23% year-over-year in the first six months of 2025 to slightly more than 334,000, according to…

The auto industry is no exception to the penalties and violations we’re seeing all around us.  Pexels/Anna Shvets Fines, fines, everywhere the fines … Oh wait, that is supposed to be “Sign, sign, everywhere a sign,” from the 1970 hit “Signs” by Five Man Electrical Band. The song was later covered by Tesla – the…

Pexels/Kindel Media Electric-vehicle sales rose globally in August, juiced from different directions as U.S. government incentives wind down on one end and European Union emissions curbs inspire adoption on the other. EV deliveries increased 5% over July and 15% year-over-year to 1.7 million units, according to Rho Motion data. The EU has aimed to bar…

The Nissan Murano is among the 2025 vehicles getting high quality and satisfaction scores among polled drivers for their media features. Though problems with vehicle media have fallen slightly, infotainment features continue to bedevil the average driver. Responding to J.D. Power’s latest auto media quality and satisfaction poll, drivers noted two fewer problems per 100…

Jerry Lacour and Jim Ziegler made lasting marks on the auto sector that they devoted their careers to, and many colleagues have looked to them as examples of the right way to do business. Pexels/Jan Van Bizar The greater auto retail industry recently lost two heavyweights in products developer Jerry Lacour and F&I training leader…

Spectrum Automotive chose the date of the first Model T’s production for the national industry holiday. Spectrum Automotive Holdings secured a national holiday recognizing the greater automotive industry, choosing Oct. 1 for the observance because that date in 1908, the first Model T was produced from Henry Ford’s now famous assembly line. The company says…

  IIHS has a goal of cutting U.S. road deaths by 30% by 2030. Pexels/Erik McIean Driver impairment-detection technologies will be added to vehicle safety criteria of a major ratings group this decade. The Insurance Institute for Highway Safety told representatives of Mothers Against Drunk Driving that it plans to add the criterion by 2030,…

Average full-coverage auto insurance policies will jump 7% by the end of 2025, Insurify predicts. Pexels/Pixabay Car insurance shopping surged last year as a record number of drivers sought better terms. Insurify data show 45% of auto insurance policy holders researched other carriers in an effort to bring down their costs, making for the highest shopping…

The automotive industry, long dominated by men, is undergoing a significant transformation. As diversity and inclusion become central to business strategies, the landscape is shifting to harness the strengths of female and diverse professionals. This evolution isn’t just a matter of social progress; it’s a business imperative. In this article, we’ll explore actionable strategies and…

EV sales spiked more this year once the new administration made clear tax credits were on the chopping block. Pexels/Kindel Media Consumers in the market for an electric vehicle with the help of a tax break are running out of time. The federal tax credit of up to $7,500 for new EVs expires Oct. 1.…

Problem software entered production in July 2021 and was removed from production late last month. Chrysler recalled nearly 92,000 hybrid SUVs over the potential for drive power loss. An estimated 1% of the 2022 to 2026 Jeep Grand Cherokees have a software error in their hybrid control processors. The issue can cause a battery pack…

AAA says 26% of passengers 0 to 3 who are killed in auto crashes are unrestrained. Pixabay/Pexels AAA research of five-year crash statistics found that child car safety and booster seat use drops almost 10% between ages 3 and 4, though the nonprofit says most children aren’t secure with a seat belt alone until 10…

Carfax also noted a surge in do-not-drive recalls over the past year, up 65% to 725,000. Pexels/jae p The number of U.S. vehicles with outstanding recall repairs has fallen over the past year, according to data compiled by Carfax, which credits an awareness campaign it’s conducted with automakers. The approximately four million-vehicle drop, or 7%,…

Ingenuity is a valuable tool in the F&I office. Pexels/Polina Tankilevitch I was recently asked to share any recent innovations that I was aware of in F&I, an interesting question that got me thinking.  A simple definition of innovation could be creating something new and unique. Which begs the question: What is completely new and…

The budget-based close is about showing customers how unprotected ownership can destroy a budget. Pexels/Kaboompics.com Today in F&I, one truth is becoming increasingly clear: The payment matters more than ever. We’re operating in a market where inflation has reshaped the financial realities of our customers. From rising interest rates to skyrocketing repair costs, consumers are…

The study found auto dealers can improve on convenience, personalization and stress reduction, especially for the youngest buyers and for used-vehicle consumers. Pixabay/Anrita 1705 A study Cox Automotive conducted last year found both progress and room for improvement in the car-buying process. The poll of about 750 new-vehicle buyers and 350 used-vehicle buyers who purchased…

The instrument panel software in question was introduced into production last summer and was removed from production in late July.  More than 350,000 Ford pickups have been recalled to fix a software problem that can cause instrument panel display failure. The Detroit-area automaker said the entire recalled population of trucks has the problem and require…

Dealers who actively engage in compliance efforts produce some measure of goodwill.  Pexels/Tima Miroshnichenko There was a Sunday morning television news program several years ago featuring a franchised car dealer who was going out of business in a small town. The town council expressed deep concern about this dealership’s closing and wanted to allocate tax…

Genesis rated highest both overall and among premium brands in the J.D. Power study of auto tech innovation. Pexels/Daniel Andraski Many auto consumers end up frustrated with increasingly sophisticated vehicle technologies, but artificial intelligence promises to simplify their experience with controls by anticipating their needs, J.D. Power says. The data provider’s 10th annual Tech Experience…

Association President Brian Maas says direct sales are ‘stripping vital consumer protections.’ California New Car Dealers Association California auto dealers filed a lawsuit against Honda’s U.S. division and Sony Honda Mobility, saying their Afeela brand vehicle sales violate state franchise law. The action follows a cease-and-desist letter filed by the California New Car Dealers Association…

Shopping for auto insurance rose 18% in the second quarter, double the bump among home insurance shoppers. Pexels/Jonathan Cooper Auto insurance policy holders appear to be getting less loyal as premiums increase, new data show. A TransUnion survey found that 42% of shoppers in the segment switched insurers in the past year and a half,…

Some consumers might say their cars’ seats aren’t fit for a dog – too complicated, uncomfortable and the like, the survey found. Pexels/Erik McIean Car seating is a bit of a pain in the you know what, according to recently polled auto consumers. As vehicles get more and more sophisticated, basic features such as seat…

Paint the picture, and put that customer in it. Then hand the customer the solution.  Pexels/Anna Shvets It’s a sweltering Friday in Houston. It’s 5:30 p.m., 100 degrees outside, and traffic is crawling on the 610 Loop. You’re in the far-left lane, AC blasting, windows rolled up, just trying to get home. Suddenly, five cars…

Tires are the new oil change in the F&I office. Pexels/Mike Bird A good friend, also in the auto industry, recently purchased a new electric vehicle from a well-known European brand. As someone familiar with dealerships, he was curious to see what the F&I department would pitch him. But what it did pitch surprised him.…

Ford was in the top five among brands for both new and used EV sales in July. U.S. electric-vehicle sales rose sharply in July as consumers moved to lock in expiring tax credits. Deliveries of both new and used EVs spiked, eating into days’ supply and nearly hitting a record for new EVs, Cox Automotive…

Severe weather has also pushed up insurance rates, the Insurify report said. Pexels/Mike Bird Just as the cost of car insurance had started to stabilize after post-pandemic rate increases, trade tariffs threaten to drive them back up, according to an Insurify forecast. The insurance comparison-shopping website expects the average cost of full coverage to rise…

Today 64% of vehicles sold in China – a market now double the size of the U.S. – are manufactured and sold by domestic Chinese brands, up from 36% in 2020.   Pexels/Aditya Agarwal China is rapidly redefining the global automotive industry, and potentially the U.S. market. It’s the largest auto retail market in the world,…

Mitsubishi is taking a page from luxury auto brands in a push to build its North American sales. The Japanese automaker will open its first “sales gallery” in a Nashville-area shopping center in the first quarter. It’s the first of an unspecified number of what amount to extensions of existing dealerships in high-traffic areas. Mitsubishi…

Though Tesla chargers rank highest for satisfaction despite a score decline this year, developing automaker charging networks are catching up, the report indicates. Pexels/Kindel Media Public electric-vehicle chargers are becoming more reliable despite waning federal government support, though EV drivers are less satisfied with the experience due to cost and payment factors. An annual J.D.…

The Conference of Automotive Remarketing annual event known as CAR will return to itsfounding audience roots in 2026, representing the voice and interests of business owners, fleetmanagers, and the engaged fleet vehicle ecosystem. “We have heard from fleet managers and business owners of all fleet sizes who want us toreturn CAR as a forum to…

The Federal Trade Commission’s Red Flags Rule requires dealers to conduct an annual assessment of the sufficiency and efficacy of their identity theft-prevention programs.  Pexels/RDNE Stock Project Synthetic ID fraud is a form of identity theft in which the victims are the finance source and potentially the dealer if the finance source requires a buyback…

Ford CEO Jim Farley said the new manufacturing system’s first product will be a $30,000 midsize pickup in 2027, ‘roughly the same as the Model T when adjusted for inflation.’ Ford revealed a new assembly line innovation for electric vehicles as the “Model T moment” it’s been teasing. The three-branch “tree” assembly structure to debut…

The ATP, MSRP and incentives all hit their highest points of the year so far in July, Cox Automotive said. Pexels/Vadutskevich New-vehicle prices are ticking up, and so are incentives as brands and auto dealers work to juice sales in an inflated market. July’s average transaction price was up 1.5% year-over-year to $48,841, Cox Automotive…

In today’s competitive F&I landscape, the most successful agents aren’t winging it. They’re leveraging proven, purpose-built systems that combine smart strategy, creative outreach, and consistent follow-through. When you have a process you trust, prospecting stops feeling overwhelming — and starts generating real results.  Download our whitepaper, Step-by-Step: Building A Powerful F&I Prospecting System, to discover…

In today’s market, closing every viable lead is more important than ever. But when a shopper leaves your pipeline and buys elsewhere, it’s not always clear what went wrong or how to fix it. This whitepaper breaks down three key ways to use defection data to clean up your CRM, improve your follow-up strategy, and…

August 6, 2025 Service contracts essentially amount to emergency funds for unforeseen repairs, a reality that can help you have a productive conversation with customers who say, “No, thank you” because they’re “self-insured.”

Customers must be given a compelling reason to say yes. Pexels/RDNE Stock Project Oftentimes, F&I is seen as a numbers game—how many products are presented, how many are accepted, and how much profit is generated. But beneath those numbers is something far more human: the customer’s decision-making moment.  F&I has never been just about presenting…

Preproduction peek at the ‘Quail Silver’ limited edition of the 2026 Corvette ZR1X General Motors The new Corvette will come with an eye-popping price for a domestic sports car. General Motors announced pricing for the 2026 ZR1X, plus a limited-edition version, calling it the model’s “most advanced” iteration and “a true American hypercar.” Even the…

The states with the most water-damaged cars are led by Florida, with an estimated 82,000, Texas with 63,000, and Kentucky with 32,000, Carfax estimates.  Pexels/Gabriel Hohol Up to 45,000 vehicles have been damaged in the early stages of the hurricane season, according to Carfax estimates. The vehicle data provider, including a vehicle history report, offers…

New-vehicle registrations in Europe were flat during the first six months of 2025 at 6.8 million units. Pexels/Ashley Fontana Chinese automakers gained market share in Europe in the first half of the year as the continent’s overall new-vehicle market contracted. The group of brands nearly doubled market share year-over-year to a record 5%, according to…

Oversize American cars aren’t typically in demand overseas, AutoForecast Solutions’ outlook pointed out. Meanwhile, higher import duties could price some entry-level model imports out of the U.S. market. Pexels/Julien Goettelmann An August assessment of U.S. trade tariff effects and outlook for the auto market depicts a rough road ahead. The AutoForecast Solutions analysis looks at…

Customers’ instinct for risk aversion should make their stop in the F&I office productive, as well as fun, McCormick told EFI Conference participants. Like a good salesman – and he used to sell F&I products – training expert Rick McCormick knows the value of a good prompt. At this year’s Ethical F&I Managers Conference, he…

Edmunds calculated the average monthly payment for borrowers who rolled negative equity into a new-car loan at $915 in the second quarter, the highest it’s ever observed for the category.  Pexels/Pixabay A tale of two types of automotive loan consumers has been shaping up as car price inflation and high interest rates combine to stretch…

A franchised auto dealership was recognized in all three auto-repair awards categories. Pexels/Artem Podrez Several franchised auto dealerships won awards for service excellence from AAA. The AAA-approved auto-repair providers honors followed a review of submitted nominations by a panel of experts from the organization. “These outstanding partners have consistently achieved high member satisfaction, provided excellent…

DOWC earned its fifth straight Dealers’ Choice Award for Reinsurance & Participation, as voted on by dealers nationwide. Photo: DOWC DOWC has earned national recognition for the fifth year in a row, receiving the 2025 Dealers’ Choice Award in the Reinsurance & Participation category. The award highlights the company’s continued work in providing dealers with…

Five finalists will present their best practices at Amplify 2025, with winners earning a $5,000 charity donation and industry recognition. Photo: Reynolds and Reynolds The Reynolds and Reynolds Co. has announced five finalists in its 2025 Automotive Amplifiers Contest. Finalists will present their best practices at Amplify 2025 in Dallas on Aug. 19. “With so…

iA American Warranty Group secured seven Dealers’ Choice Awards in 2025, including top honors for training, reinsurance, and DealerWizard digital solutions. iA American Warranty Group (iA American) received seven Dealers’ Choice Awards this year, ranking among the top companies recognized by auto retailers. Awards Breakdown The company was recognized in the following categories: Special Finance…

An IONNA EV charging station opened at a Daytona Beach, Fla. Wawa location this month in what the joint venture says is the first of many in the U.S. RLA Technologies A joint venture of eight major automakers said it’s established more than 3,000 public electric-vehicle chargers in its quest to have 30,000 operating across…

Ford recalled about 30,000 F-150 Lightning pickups in the spring due to a potential production error that could have caused steering loss. The recall was meant to address all units made before an improved tooling design was introduced. Ford trained a positive light on its frequent vehicle recalls in a statement promoting an emphasis on…

Jim Ziegler made a significant mark on the industry he built his career on. Debbie Ziegler To know Jim Ziegler was to know a man who had found success in life and love and never let go. He thought he was taking a break from a successful career as a Jacksonville, Fla.-based disc jockey and…

Leading automotive businesses use intelligent data strategies to unify customer insights, anticipate needs, and deliver hyper-personalized interactions across the vehicle ownership lifecycle. Pexels/Lukas The automotive sales industry is undergoing a significant transformation driven by evolving customer expectations and advancements in intelligent data management. Today’s consumers expect the same level of personalization from their dealership or…

The Prologue, along with the Acura ZDX, can now be charged at Tesla Supercharger ports with a company-approved adapter. Honda has issued an electric-vehicle charger adapter that enables its consumers to power up their rides at Tesla Supercharger ports. The Japanese automaker is the latest manufacturer to open up the most expansive U.S. EV charging…

Tesla’s 2025 Model Y, along with the 2025 Volvo XC90, won IIHS’ top safety award. A Tesla and a Volvo earned the Insurance Institute for Highway Safety’s highest award. Midsize SUVs Model Y and XC90 plug-in hybrid SUV won the Top Safety Pick+.  In its latest round of testing, the nonprofit group assessed about half…

Five F&I veterans were inducted into the Hall of Fame this year, including one posthumously. Guests of Bobit Business Media’s 2025 Agent Summit and the co-located Ethical F&I Managers Conference honored this year’s class of the F&I Hall of Fame.  APCO Holdings CEO Tony Wanderon, who developed and co-sponsored the Hall of Fame program in…

Volvo says some U.S. technicians have worked on every one of its models since it landed in America in September 1955. Swedish automaker Volvo is celebrating 70 years of selling vehicles in the U.S. with an ad campaign highlighting American retailers, employees and customers. The brand was introduced to American consumers in 1955 with delivery…

The Optiq will be available with center consoles made with an optional veneer composed of equal parts recycled newsprint and tulip wood. Cadillac is working to attract more younger buyers with a newsworthy design innovation in the compact electric crossover SUV Optiq. The General Motors luxury brand has incorporated center consoles made from old newsprint…

GMC bested mass-market competitors when it comes to its website’s usability. Automaker websites tend to be slowpokes, according to a sizeable share of consumers who’ve visited them. A J.D. Power survey of nearly 12,000 new-vehicle shoppers found about a third of consumer experiences on mass-market brands’ websites and 38% on premium brands’ sites scored low…

The NHTSA estimates that about 1,000 of more than 11,000 units recalled in June have still not been repaired via an over-the-air download.  Pexels/Erik McIean An urgent brake-failure warning has been issued for recalled vehicles that still haven’t been repaired. The warning involves about 1,000 units of particular 2020 to 2026 Volvo plug-in hybrids and…

Marking the store sale are, left to right, Bob, Lynda and Joe Chapman and Al, Mike and Christina Coughlin. Coughlin Automotive The family that established what’s now Ohio’s oldest Ford dealership has sold the store after four generations of business. The Columbus-area Bob Chapman Ford opened in Marysville in 1913, the year Henry Ford introduced…

The problem is when not-so-good days between the F&I and sales offices become the norm.  Pexels/energepic.com What happens when sales and F&I are out of sync, not aligned or just don’t get along? The answer is, nothing good!  I was recently working with a large group of F&I managers, and almost every one of them…

With demand failing to meet plentiful supply, used-EV values are declining. Pexels/César Baciero Though many auto industry watchers are bracing for tanking electric-vehicle demand when federal EV tax credits expire in October, consumer appetite actually started to plateau last year and will likely fall from there, according to a new report. The turning point began…

The most dangerous driving city of Boston’s average annual full-coverage insurance cost with a crash on the driver’s record is $3,540. Pexels/Vlad Deep The densely populated cities of both U.S. coasts, with their congested streets, tend to have the most dangerous roads, based on an Allstate analysis of 2022 and 2023 crash damage insurance claims…

June saw the continued presence of overly stretched borrowers. RDNE Stock Project Automotive credit availability increased slightly in June, according to Cox Automotive analysts, though lender movements were conservative in the face of highly leveraged borrowing in an inflated market in tariff limbo. Cox’s Dealertrack Credit Availability Index kept ticking up, its All-Loans Index rising…

Due to little overseas appetite for oversize vehicles, Ford and General Motors have scaled back overseas operations, compounding the trade imbalance, the report says. Pexels/Julien Goettelmann The U.S. trade imbalance when it comes to vehicles runs deeper than tariffs alone, according to a new report that also points to domestic automakers catering to the big-is-better…

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Employers must dig into chronic-condition data to determine whether investments in wellness programs, direct primary care, or other targeted solutions will deliver better results. Pixabay/This_is_Engineering When someone asks me what I do for a living, I like to paint a vivid picture. I roll up to my office in a well-worn pickup truck and help…

Exact repairs will hinge on the vehicle’s engine type. Nissan recalled about 444,000 vehicles due to a flaw that could cause their engines to fail. The Japanese automaker pinpointed engine bearing failures potentially stemming from manufacturing defects in the bearings or supporting components. The problem could lead to gradual engine failure. It estimates that just…

July 2, 2025 Trying this new tack releases pressure from the time-crunched customer while allowing you both to accomplish his or her most pressing goals. Just a couple of quick questions is all it takes.

Cox dropped its full-year sales forecast from 16.3 million units to a potential low of 15.6 million. Pexels/Kelly At midyear Cox Automotive revised down its original 2025 auto sales forecasts as analysts expect U.S. trade tariffs and high interest rates to dampen demand. Cox lowered estimates to ranges in the uncertain atmosphere of U.S. trade…

The average financed new-vehicle amount in the second quarter was $42,388, a record high and up 2% quarter-over-quarter and 4% year-over-year. Pexels/Karolina Grabowska Second-quarter data show auto consumers stretched every which way but loose to squeeze a new car into their budgets. The  quarter, which included the closing gasps of tariff-dodging buys, in fact brought…

Where federal agencies may be pulling back on regulation, the are still states and local governments to keep in mind. Pexels/Markus Winkler Entropy is the tendency toward disorder.  A corporate disruptor can refer to someone who challenges the status quo within an organization, upending current practices and priorities. It’s obvious that President Donald Trump is…

On average, today’s vehicles contain 40 separate wiring harnesses, a fact that can help customers understand the importance of building in protection. Pexels/Anna Shvets To stay sharp in F&I, training must be a daily habit – like brushing your teeth.  One of my favorite F&I managers puts it best: “If you’re not growing, you’re dying.”…

The dealer should understand each red-flag alert on a consumer-vetting report and address it appropriately. Pexels/Dave Garcia Statistics show that the Federal Trade Commission received more than 1.1 million complaints of identity theft in 2024, a 9.5% increase over 2023.  The FTC is the governing body that oversees the Red Flags Rule. The rule states…

Average used car prices are up 1% this month to $18,234, though they’re down year-over-year by the same rate, Carfax reported. Pexels/Richard Taveira Used-vehicle prices are on the rise as supply remains constrained, pickup truck prices surging the most this month. A Carfax report shows the average used truck price has spiked almost $1,100 in…

Vehicle design can increase fatality risk in various ways, including higher front ends in higher-speed crashes and those with blunt front ends, IIHS has found. Pexels/Sarmad Mughal A new vehicle safety analysis method shows that some top-selling vehicles’ blind spots have expanded significantly over the past quarter-century. The Insurance Institute for Highway Safety compared the…

Learn why top-performing F&I agents focus on strategy over quick wins. Get insights to refine your approach and drive real results in our latest white paper — It’s a Marathon, Not a Sprint: A Fresh Take on F&I Prospecting. You will learn:  Why strategic prospecting helps set the stage for next-level sales performance How to…

More than half of Hyundai’s some 900 U.S. dealerships have finished upgrades, the automaker says. Hyundai said many of its U.S. dealerships are completing major store renovations in what it describes as an effort to improve customers’ shopping experience. The South Korean automaker said more than half of the dealers, or over 450, have voluntarily…

With digital deal jackets, dealerships can centralize all critical documents related to a car deal without the need for physical storage.  Pexels/Kindel Media Today’s leading auto retailers widely recognize the significance of digital deal jackets in their operations. The comprehensive electronic records have transformed legacy dealership processes, covering all aspects of vehicle sales. However, just…

The top three companies that exceeded each category’s average score were awarded first-place Diamond, second-place Platinum, and third-place Gold honors. The publishers of Bobit’s Dealer Group, home to Auto Dealer Today, Agent Entrepreneur, F&I and Showroom, and Providers & Administrators magazines have announced the winners of the 2025 Dealers’ Choice Awards. Now in its 21st year, the…

The material was developed by a Swiss company that BMW owns a stake in. BMW says it’s developed a renewable vehicle material derived from flax in efforts to make its production more sustainable. The fiber, created in collaboration with Swiss clean-technology company Bcomp, has been under development for several years, said BMW, which owns a…

The recall affects 2021 to 2025 Mach-Es. Ford recalled nearly 200,000 Mustang Mach-Es due to risk of back-seat occupants being locked inside when the vehicle battery charge has dropped to a low level. The recall affects 2021 to 2025 Mach-Es. When the driver or front-seat passenger gets out of the electric SUV and shuts the…

AuditF&I is a real-time compliance monitoring tool that helps dealerships spot trends, address risks early, and meet federal audit requirements with added human oversight. Mosaic Compliance Services Mosaic Compliance Services has launched AuditF&I, a new continuous-monitoring solution for U.S. auto, RV, motorcycle, power sports and marine dealerships. The announcement follows the merger of Mosaic with…

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Tesla swept the top four spots on the American-made index, led by the Model 3. Pexels/Makara Heng Just one U.S.-based auto brand made the top 10 of Cars.com’s 20th annual American-Made Index. Texas-based Tesla took all four of the top positions on the list of 99 models determined by the automotive classifieds website to be…

The international report says the global EV industry improved technology, including faster charging speed, longer driving ranges, and less energy consumption. Pexels/Kindel Media Chinese automaker BYD surpassed Tesla in worldwide electric-vehicle sales for the first time as it increased sales 25% last year, according to a new report that shows China made more than half…

Understanding personality types unlocks deeper connections, better conversations, and ultimately, smarter sales. Pexels/Gustavo Fring We are in the people business. Whether we are in sales, service or support, the more we understand people, their motivations, their preferences, their behaviors, the better our relationships become, both personally and professionally. Nowhere is this truer than in the…

Hyundai arm said it expects the crash-prevention technology to be on the market soon.  Hyundai Mobis says it’s developed a technology that can prevent rear-end collisions. The innovation, currently designed for highway driving only, links rear-side radar sensors and front vehicle cameras with Hyundai’s driver-assist technology, Smart Cruise Control, to warn drivers of vehicles approaching…

Credit availability increased in most channels, especially for used vehicles, Cox said.  Auto credit access continued its gradual loosening in May, though high interest rates and growing negative equity pose risk for both lenders and consumers. Cox Automotive’s analysis of the month’s auto credit conditions depicted a market balancing act in an environment of tempered…

The Hyundai Elantra is one of six 2025-model vehicles to win IIHS’ highest rating and safety award. Half a dozen 2025-model vehicles have snagged high safety ratings, while several others failed to attain awards status. The Insurance Institute for Highway Safety bestowed it highest nod, the Top Safety Pick+ to models by four brands while…

The guide is designed to help the automotive sector not only survive natural disasters but help their communities weather them. Disasters disrupt every part of a dealership—including finance and insurance. The Disaster Preparation & Response Guide helps F&I teams stay ahead with customer communication tools, insurance claim workflow tips, and technology recommendations for fast, compliant…

Reynolds President and acting CEO Chris Walsh says Amplify keynote panelists will address what ‘dealerships can and need to do to help their employees move faster and sell more.’ Reynolds and Reynolds The Reynolds and Reynolds Co. announced the keynote speakers and workshop details for its upcoming Reynolds Retail Summit: Amplify 2025. This year’s keynote…

Banks’ share of auto financing grew year-over-year from 25% to 27%, while captives’ share fell from 31% to 30%. Pexels/Sora Shimazaki Auto loan delinquencies stopped growing in the first quarter, according to Experian data. The period also saw banks regain market share after losing ground to captives following the pandemic. Thirty-day loan delinquencies held about…

Volvo said its new seat belt design dramatically improves on the three-point design it debuted in 1959. Pexels/Mario Amé Volvo, known for its vehicle safety enhancements, said it’s introducing an innovative seat belt design that adapts to the wearer. The restraint, scheduled to debut in Volvo’s 2026 EX60 electric SUV, uses interior and exterior sensors…

The two surveys found different levels of consumer concern about public charger availability. Pexels/Kindel Media Consumer demand for electric vehicles is being tempered by anti-green Trump administration policies, but the question is by how much. Two recent surveys provide significantly different readings on the EV demand pulse.  While a J.D. Power poll found 24% of…

Ford will raise prices this year on models made in Mexico due to U.S. tariffs on imports. An automotive industry outlook paints a dim picture of business for the year as a result of U.S. trade tariffs. The AutoForecast Solutions prediction predicts light-vehicle sales will fall for the first time since 2022 due to uncertainty…

The ‘leak’ of skipping finding out what each customer really wants and needs costs sales. Pexels/Kritsada Seekham There’s an invisible leak in many F&I offices—and it’s costing big. The issue? The push to sell products often comes before establishing whether the customer even needs them. Identifying and plugging this leak by focusing on what customers…

Finance managers today need to be in constant motion—walking the floor, checking in with the sales desk, and making rounds in the service department.  Pexels/Lukas Gone are the days when the finance manager could sit back in the office and summon customers with the press of a loudspeaker button.  Today’s consumers are pressed for time,…

In 2023, there were 31 per 100 million vehicle miles traveled, compared to one passenger-car occupant fatality, according to the NHTSA. Pexels/Quintin Gellar The number of motorcyclists killed on American roads rose in the most recent full year for which data is available, and fatalities among the youngest riders spiked sharply. Motorcyclist deaths rose 1%…

Hyundai’s mobile EV application, MyHyundai with Bluelink, again topped mass-market brands in J.D. Power’s user survey. Electric-vehicle drivers tend to put high value on mobile applications that control their cars from outside, but many find most apps don’t make the grade. From a spring survey of nearly 2,000 U.S. EV owners, J.D. Power found that…

Pexels/May Guo All four figures on Mount Rushmore, known as America’s Shrine of Democracy, supported tariffs. Does that mean that the United States of America should endorse tariffs in 2025? The debate regarding tariffs, with most economists disparaging them and a minority supporting, recalls an anecdote: An economist is passing a ranch and notices a…

When someone believes in a product or service, he or she usually speaks with enthusiasm and positivity when describing it or recommending it.  Pexels/Lukas Are you a believer? Do you believe in your products, or do you just sell them? It’s a fair question.  Here is another question that will help you to find out:…

Tesla increased its new-EV U.S. market share in April by about four percentage points and topped used sales. Pexels/Kindel Media Sales of new electric vehicles dipped in April while used EV deliveries moved in the opposite direction as shoppers looked for deals. The new-EV market decline wasn’t across the board, as some brands actually experienced significant…

The recall affects 2022 to 2025 Tundras and Tundra Hybrids. Toyota recalled more than 443,000 Tundra pickups over potential backup light failure. Moisture can enter the reverse  light assemblies of 2022 to 2025 Tundra and Tundra Hybrid trucks, potentially causing the lights to fail. Toyota is unsure how many units in the vehicle population have…

The ultimate goal is that the deal jacket is the dealer’s best defense witness. Pexels/Jeshoots When I started gvo3 & Associates a quarter-century ago, it was one of two auto-compliance companies. Rob Cohen did great work in California with DMV regulations and advertising reviews. gvo3 focused on bank fraud, deceptive practices, and forms audits. The…

2024 contest winners and judges pose for a photo Reynolds and Reynolds The Reynolds and Reynolds Co. will once again hold its annual Automotive Amplifiers Contest at the Reynolds Retail Sumit: Amplify, with the goal of recognizing the most innovative ideas and best practices in automotive retail. “Every year, it amazes me how many creative…

Even with price normalization, consumers are set to spend about $54 billion on new vehicles this month, up 7% year-over-year and a record for May. Pexels/Skylar Kang The tariff sales rush appears to have slowed this month as federal trade policy waxes and wanes and significant price pops have yet to emerge. J.D. Power’s May…

Cox’s market outlook index fell from 58 to 45 as dealers considered how near-term conditions might develop. Franchised dealers’ expectations alone fell five points to 56. Pexels/Tom Fisk Auto dealers’ market outlook took a hit in Cox Automotive’s latest sentiment index as more foresee weakened business after two quarters on the upswing. Though franchised dealers…

Farabaugh being congratulated on the Time Dealer of the Year award by his youngest son, Daniel. Ron Bland Photography In a practical sense, Ray Farabaugh took after his dad, who worked as a systems controller for what was the precursor of the former US Airways. Among many other duties, systems controllers decide whether airliners will…

It seems wise to lean on dealer associations now as many dealerships did during the pandemic.  Pexels/Mikhail Nilov As the auto industry absorbed news of 25% tariffs on vehicle and auto parts imports this spring, I quickly thought of the strong network of dealer associations across the country. As I write this column after President…

Walsh has been with Reynolds his entire 38-year career, most recently serving as the company’s president. Reynolds and Reynolds The Reynolds and Reynolds Co. announced Chris Walsh has been appointed acting CEO. Former CEO Tommy Barras is no longer with the company. Walsh has been with Reynolds for the entirety of his 38-year career, most recently…

Another automaker has run afoul of the California New Car Dealers Association, which accuses it of illegally selling vehicles direct. The high-end electric Afeela brand, a joint venture established between American Honda Motor and Sony Honda Mobility in 2022, is open to buyers in California for an estimated mid-2026 delivery time frame. The CNCDA, which…

Days’ supply was up by two days as April came to a close. Pexels/Engin Akyurt Used-vehicle sales waned in April after jumping on the combination spring “bounce” and trade tariff-induced surge. The 1.6 million units in U.S. retail sales by franchised and independent auto dealers made for a 4% month-over-month dip, but that was still…

Annual observance will be marked on May 19. Spectrum Automotive Holdings In a new annual observance to recognize auto retailers’ contributions to the industry, Spectrum Automotive Holdings has designated May 19 as National Automotive Dealer Day. The company registered the observance to recognize the economic and cultural contributions of auto dealers. It encouraged industry professionals…

Electrical systems were the leading cause of recalls in the quarter by both the number of recalls and affected units. Pexels/Daniel Andraski The lowest number of vehicles was recalled in the first quarter than in any quarter in more than a decade, and the quarter also saw the second lowest recall event total in almost…

While income growth held steady for the month, it wasn’t enough to offset about a 3% increase in the average new-vehicle price, along with a dip in incentives. Pexels/Erik McIean Affordability of new vehicles dipped in April after improving over the first quarter. Cox Automotive blamed U.S. trade tariffs for pulling conditions back down after…

Offering affordable payments tied to consumer pay cycles is more than a strategic advantage—it’s a necessity.  Pexels/Jonathan Borba As the automotive industry evolves, so do the financial challenges faced by both consumers and dealers. Rising vehicle prices and elevated interest rates have pushed monthly car payments to record highs, creating significant affordability barriers for many…

Ron Reahard, founder and president of F&I training firm Reahard & Associates Reahard & Associates Reahard & Associates Inc. today announced the release of the latest version of F&I Insight, the premier F&I transaction recording and review service designed for F&I professionals to improve training, ensure compliance, protect dealerships and increase profits. Today dealers need…

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A bright spot came in a yield spread decrease of 54 basis points, pointing to lower interest rates for borrowers. Pixabay/Raten Kauf Though automotive loan approval rates rose slightly in April, overall credit access was flat and consumer stress signals increased. Cox Automotive observed a 20 basis-point bump in loan approval rates month-over-month. The subprime…

Some of the first-quarter EV sales surge came in consumers getting ahead of any trade tariff push on vehicle prices. Pexels/Tom Fisk As the Trump administration and congressional Republicans target electric-vehicle subsidies, consumers have a potentially fading chance to  get deals, just as EV prices have come in line with gas-powered models. House Republicans proposed…

Younger buyers like to be invited into a sales process, not be subjected to one.  Pexels/Hamann La The fundamentals of F&I haven’t changed a lot over the years.  F&I managers still need to have a high degree of emotional intelligence, enabling them to read customers quickly. They need to have sales skills and be excellent…

VMenu was deisigned to help F&I managers present products and services intuitively. Virtual F&I unveiled vMenu to help F&I managers optimize the vehicle-buying process by presenting products and services intuitively. Dealerships can leverage the offering to elevate customer interaction, delivering an interactive experience designed to boost transparency, reduce discrepancies, and ensure full control over the…

May 1, 2025 It’s essential for the customer to understand how a feature would help them. Wehman explains in this video how you can inform them most effectively.

A customer should never leave the store without noting the dealer’s commitment to ethics and compliance. Pexels/Mikhail Nilov I spent much of my time prosecuting Florida dealers during my tenure working for the Florida attorney general’s office. For various reasons, I became the point of contact for the entire state, and almost all complaints came…

It’s essential to recognize that not all products are suitable for inclusion in reinsurance programs.  Pexels/Artem Podrez Navigating the complexities of reinsurance and wealth management can be overwhelming, especially when your primary focus as a dealer is ensuring that your F&I products align with your financial objectives. The decisions you make regarding these products directly…

Fifty-seven percent of consumers shopped around for auto insurance in the first quarter, the highest rate in decades, J.D. Power said.  Pexels/Kindel Media As more consumers shop for auto insurance, despite rates falling as 2024 progressed, a growing number say they’re interested in embedded policies from auto dealers or automakers. The J.D. Power research, conducted…

Industry forecasters have said at least part of trade tariff cost would be passed on to consumers.  Pexels/Jakub Zerdzicki After nearly two months of back-and-forth U.S. trade policy moves, the domestic auto industry got partial relief Tuesday, some of the tariffs in play being removed from the sector or reduced. A 25% tariff on imported…

Company CEO Matthew Edmonds says one click gives buyers a ‘competitively priced insurance policy.’  In The Car Whether they buy from a dealership or build a car on an OEM’s website, one important metric for new-car buyers has become the total cost of ownership. Shopping online or at dealerships, buyers can get the exact cost…

New Lincoln-only dealership offers an elegant setting for shoppers. Holman opened a Lincoln-only dealership in the Delaware Valley area of New Jersey, saying the store is part of its strategy of premium facilities with “elevated” sales and service. The addition makes 60 stores among 34 brands in nine states for one of the biggest privately…

Dealerships must refine their financing strategies to balance consumer needs with dealership profitability. Pexels/John Guccione The automotive industry is undergoing a seismic shift in how vehicles are financed.  With car buyers facing rising interest rates, longer loan terms, and a growing desire for flexibility, dealers must rethink their financing structures to align with evolving customer…

The five F&I manager types start with the rookie, who is of course in a learning phase. Pexels/Kaboompics.com As I began my 17th year in the automotive industry, I spent some time reflecting on my career as an F&I manager. Now that I’m on the consulting and income-development side of the business, I see common…

A customer may not have needed a VSC on a 2019 model, but in 2025, we live in a different financial landscape.  Pexels/Alena Darmel Over the past year, I have traveled the country training F&I professionals on the importance of delivering a seamless customer experience. The key to this process is to help customers see…

The Tesla Model S had the biggest price decrease in March, when used-vehicle prices in general rose for the first time in more than two years. Pexels/HRK Gallery With U.S. trade tariffs likely pushing up both new- and used-vehicle prices, the used segment will be a focus for dealers trying to shore up profits and…

By embracing trends and adapting sales and service processes, dealerships can stay ahead of the competition. Pexels/Tima Miroshnichenko  The past five years have been a roller coaster for auto dealerships in the U.S. A pandemic, supply chain disruptions, shifting consumer preferences, and economic volatility have collectively forced dealers to rapidly adjust in order to thrive.…

General Motors surpassed Ford in U.S. EV sales in the last half of 2024 to take the No. 2 spot behind market leader Tesla, according to Electrick.  Pixabay/Joenomias Chevrolet is surpassing competitors when it comes to U.S. electric-vehicle sales growth, according to energy news site Electrek. The General Motors brand is leading the Detroit automaker…

The Nissan Armada is one of four models that earned top safety ratings from the Insurance Institute for Highway Safety. Three brands picked up vehicle safety awards after acing testing based on updated standards. Audi, General Motors and Nissan took home the honors for 2025 models from the nonprofit Insurance Institute for Highway Safety. Audi’s…

Automakers will need to absorb at least some of the tariff costs, including deciding whether to maintain lower-margin but highly tariffed models, J.D. Power predicts. Pexels/Adrian Gambet With the obvious caveat that the U.S. economy is challenging to predict right now, a new forecast at least tries to pin down what the auto industry could…

The Chrysler Halcyon concept car is one of three company vehicles on display at the New York auto show to illustrate the automaker’s past, present and future. Stellantis North America Chrysler, now known as Stellantis North America and one of the “big three” Detroit-area automakers, is kicking off its centennial celebration. The company is showcasing…

An estimated 14 states and Washington, D.C., saw traffic death increases last year. Pexels/Kaique Rocha U.S. traffic deaths fell last year for the first time since the 2020 pandemic-era surge began, though fatalities were still well above levels recorded a decade ago. The 4% decrease still resulted in a sobering number of people who died…

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First-quarter EV sales in North America rose 16% to half a million, though tariffs and tax break elimination would curb growth. Pexels/Kindel Media Global electric-vehicle sales jumped in the first quarter, though market analysts expect the growth to slacken as a trade war and reduced incentives are poised to dampen sales. EV deliveries surged 29%…

Menus help auto dealers as both a selling tool and a compliance tool. Pexels/Mikhail Nilov When I started writing articles many years ago, a highly respected mentor told me I must grab the interest of my audience by telling a story. Whether the story is personal, funny or a life lesson, readers gravitate toward writers…

Suite of products aimed to transform how dealerships operate, engage with customers, and drive sales. AiAuto, a provider of artificial intelligence-driven technology for the automotive industry, launched a suite of products designed to transform how dealerships operate, engage with customers, and drive sales. With a focus on innovation and real-time customer experiences, the company aims…

The culture a business cultivates with its employees will inevitably ripple outside its walls. Pexels/Antoni Shkraba Auto dealers and automakers recently contributed millions of dollars and other resources to help out with Los Angeles wildfire relief efforts. The philanthropy didn’t surprise me, as I’ve seen the industry’s generosity in action throughout the few short years…

Market watchers expect continued healthy sales in the short term as dealers sell existing stock and consumers buy before the tariff effect takes hold, but they foresee the duties cutting demand as prices exceed already inflated levels. Pexels/Kelly Though President Donald Trump paused reciprocal trade tariffs for 90 days against trading partners across the world,…

Though more consumers could borrow for a new vehicle, many may be paying more. Pexels/Sora Shimazaki Auto credit access reached a more than two-year high in March as approval rates increased and conditions loosened among all channels. Cox Automotive’s All-Loans Index rose 3% year-over-year to 96.4 as approval rates increased by 150 basis points. Several…

New all-digital phone application technology is making a potential purchase a riskless reality for all parties.  Pexels/George Dolgikh In the U.S. and abroad, this fact is evident: Cars today are just too darn expensive. It’s hard to believe that just a short time ago, coming off very little to no inventory availability in prior years,…

The DCA program is designed to recognize auto dealers’ favorite vendors, suppliers and finance partners. Bobit Business Media, home to Auto Dealer Today, F&I and Showroom, Agent Entrepreneur, and Providers & Administrators, announced today that voting is now open for the 21st annual Dealers’ Choice Awards, or DCAs. The DCA program is designed to recognize auto dealers’ favorite…