3 crucial automotive industry developments that car dealers need to monitor


Welcome to this episode of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an car technological know-how advisory agency that aids business owners raise dollars and increase the value of their firms.

The information cycle carries on at a torrid tempo this 12 months, and this previous 7 days was no exception. It’s extraordinary just how substantially adjust is coming to the industry. If you blink, you may well miss significant news that likely impacts the franchise vendor model. 

This 7 days I want to recap a few crucial information goods that arrived across the wire in excess of the earlier 7 days – information that dealers need to mostly be targeted on monitoring. 

1. Buy/Market exercise

To start with up, there’s NO indicator that physical dealership invest in/provide activity will sluggish down whenever soon. 

Lithia Motors has been the most ravenous of the general public acquirers, intending to get to 500 rooftops and $50 billion in income in advance of they’ve designed out their planned footprint. Lithia’s aggressive pace of acquisitions has presented a ground for valuations in the sector. 

This 7 days, Lithia declared the order of 10 dealerships throughout southern Florida and Nevada, which will include $950 million pounds in expected annualized income.

So much, the U.S. dealership buy-sell industry is tracking at a comparable pace to a report-breaking 2021 very last calendar year was extensively deemed the most significant calendar year for keep acquisitions in historical past.

The range of dealerships that transformed hands in the 1st quarter of 2022 was identical to that of the 1st quarter of 2021.

In parallel, valuations proceed to bounce together at an all-time large. 

From my standpoint, valuations will not most likely get substantially higher than they are nowadays. When normal acquirers like Lithia have contented their appetite and crammed out their prepared footprint, valuations will possible regress in direction of historical degrees. 

High inflation and gasoline price ranges, very low shopper sentiment, climbing desire rates, and inventory marketplace declines might velocity us back to more normalized valuations. 

But for now, these report-high valuations are remaining applied to file-superior profits, generally attributable to a absence of new-vehicle source. Many dealers are taking the opportunity to translate these excess profits into acquiring additional actual physical retailers. 

Whilst the supplier principals I talk with normally focus on only beneath-executing suppliers exactly where they can justify having to pay sky-substantial valuations utilized to these inflated revenue. I imagine some buyers in this recent setting will inevitably really feel “Buyers Remorse” when valuations inevitably slide back to earth. 

2. Ford ends lease buyouts for EVs

Upcoming up this week is intriguing information from Ford Motor Organization, which announced that they have stopped allowing for consumers in most states to invest in their electrical vehicles at the finish of a lease, a coverage they say will assistance manage EV battery recycling.

For illustration, Ford Credit rating stated buyers who lease an F-150 Lightning, Mustang Mach-E, or E-Transit have to return the motor vehicle when the deal is up and can then renew their lease with a new car or truck if they pick.

Although Ford is communicating that this initiative is to assist reclaim the uncooked inputs into batteries, as rates have skyrocketed more than the previous year, I think there could be other dynamics at enjoy. 

We’re going to see a proliferation of new EV types more than the upcoming 18 months, and the OEMs will absolutely not be equipped to predict residual values on all of these autos properly. I believe that this will make it possible for Ford to control residual value possibility for new EV types that may well have risky pricing at the conclude of the expression. By controlling the employed auto provide, Ford can intently keep track of and affect the price tag of utilised pricing.

The two GM (with CarBravo) and Ford (with Blue Benefit) now manage their personal on the web utilised automobile internet sites. By controlling the off-lease volume, they can ensure that exclusive, desirable, made use of motor vehicles are only out there on their proprietary web pages. 

The Automakers have been observing new applied automobile dynamics, including that most automobiles are coming again at the conclusion of lease phrase with 1000’s of pounds of positive equity. Ford will effectively have a call option to participate economically in any vehicle coming back again with positive equity as an alternative of surrendering that financial gain to the purchaser or the vendor. 

It’s also likely that Ford realizes that battery and charging technologies will advance so swiftly that they may perhaps want the choice of eliminating employed EVs from the street, which may well not perform competitively vs . brand new versions becoming bought in the foreseeable future. 

Protecting against the shopper from getting capable to purchase the device at the conclude of their time period does make a lease truly feel a good deal more like a subscription solution. 

Let us think about broader implications of this go, anticipating that other OEMs will elect to follow the identical path. It will suggest considerably fewer off-lease cars obtainable to the automakers’ franchise supplier networks and impartial dealerships.

We’ll be observing to see which other automakers announce comparable ideas over the coming months. I expect we will see numerous some others abide by Ford’s lead. 

3. FTC cracks down on F&I departments

Final but not minimum this 7 days, The Federal Trade Fee has signaled that improved regulation may possibly be coming to seller F&I gains. 

This 7 days, the FTC proposed banning finance, insurance policy protection, and physical automobile insert-ons that quote-unquote “provide no benefit” and require expanded disclosure and consent on these kinds of optional solutions — such as a checklist of price ranges on the net.

The company is also thinking about cracking down on dealerships’ advertising related to the value of the motor vehicle alone.

An accompanying information launch repeatedly depicted actual physical additions and F&I items as “junk service fees.” However, the four commissioners supporting polices acknowledged in a independent assertion that “Not all add-ons offer no value.”

The FTC’s proposed polices consist of:

  • Bans on all products and solutions with no reward. 
  • Publishing a checklist of all optional insert-ons and their charges on the internet. 
  • Bans on deceptive pricing advertising.
  •  Disclosure and declining in creating of the “Cash Value devoid of Optional Include-ons.” 
  • “Express, Informed Consent” on F&I products and other insert-ons.

Due to the fact the CFPB was largely “de-fanged” in the course of the Trump administration, there hasn’t been substantially danger of regulators squeezing vendor finance and insurance policies earnings. 

We will be holding a close eye on this latest advancement and if the FTC, or any other governing administration entity, begins encroaching on and threatening dealership income centers. 

I instructed you the information cycle was fast paced this 7 days.

These problems ought to be monitored closely by dealerships and have wide implications for the franchise dealership model and ongoing profitability into the foreseeable future. 

Corporations To Look at 

Every 7 days we spotlight intriguing corporations in the automotive technology room to hold an eye on. If you read my monthly business Intel Report, I showcase a couple of companies just about every thirty day period, and we take the chance here on the Friday Five to share some of those companies just about every week with you.

These days, we have two businesses to enjoy: WrenchWay and Axion.


For as prolonged as I bear in mind, I have heard from dealerships that they’ve had problems recruiting and retaining technicians.

WrenchWay is a occupation-recruitment platform for each experts and services departments. It is modifying that dynamic by providing techs an insider’s see of dealerships’ operations, tools, fork out amounts, organization society and other pertinent info.

WrenchWay accomplishes this with its Top rated Store system. Dealerships spend a $150 month-to-month fee to be detailed as a Top Store, but the listing is considerably far more in-depth than a common career-board post. Sellers ought to include things like precise information and facts ahead of posts are accepted, which include fork out concentrations for professionals, office features presented (things like air conditioning and heating), and readily available tools.

In addition, the submitting will have to incorporate movies demonstrating what the shop appears to be like like and interviews with experts and set ops administration who discuss about what it is like to function in their outlets. This exclusive solution markets the dealership and the opportunity to a lot more than just the position-seeker. 

I adore this firm mainly because they are attempting to clear up just one of the most important ache points for dealers’ FixedOps departments – recruiting and retaining experts. The corporation was began because a dealership wanted support recruiting, and they wanted to carry technologies and course of action to make their attempts repeatable and scalable. 

You can look at out WrenchWay at www.WrenchWay.com.


Axion is an AI system & predictive digital featuring for engineers and QA management that permits customers to successfully mine by way of tons of unstructured info to derive insights to speed up car or truck progress proficiently. 

Axion’s mission is to empower engineering leaders with the finest conclusion intelligence system, to fortify choices to provide the greatest benefits.

Forward-contemplating engineering leaders across automotive, aerospace, and protection leverage Axion to speed up product or service growth, greatly enhance method planning & collaboration with suppliers, and improve good quality making use of Axion’s predictive AI-centered electronic system. Prospects include things like Boeing and the U.S. Air Pressure.

I love this organization simply because they can increase a user’s recent method to extremely swiftly and competently mine by tons of unstructured facts to derive insights. Axion offers very clear visibility into the upcoming effects of today’s selections and steps. 

Look at out Axion at www.AxionRay.com.


So that’s your weekly Friday 5, a speedy wrap-up of the large discounts in the automotive technology house about the earlier 7 days.

If you are an early-stage automotive technologies entrepreneur searching to raise money, or an entrepreneur who is seeking to make your mind up no matter whether and when they must increase income or market their business, I’d like to speak with you.

Thank you for tuning into CBT News for this week’s Friday Five, and we’ll see you up coming week!

Did you delight in this episode of the Friday 5? Make sure you share your views, reviews, or queries regarding this matter by submitting a letter to the editor here, or link with us at [email protected]

Be certain to adhere to us on Facebook, LinkedIn, and TikTok to keep up to day.

Though you are here, don’t neglect to subscribe to our email newsletter for all the most current car industry information from CBT News.



Source url