NADA Convention
 
PLAY LIKE YOU'RE BEHIND

What dealers can do in good times to prepare for the bad

12:01 am U.S. ET | Feb. 2, 2015 | UPDATED: 2/3/15 9:04 pm ET - corrected
Amid forecasts of a sixth year of rising U.S. auto sales, dealers at the NADA convention said they were keenly aware of this industry's cycles. They're closely watching expenses and taking other steps to prepare for the next, inevitable downturn.
Q&A

Subaru: Invest in stores, take care of customers

12:01 am U.S. ET | Feb. 2, 2015
Tom Doll, president of Subaru of America, spoke with Staff Reporter Diana T. Kurylko during the NADA convention.

 
  
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MAKE MEETINGS

Toyota: 3 brands' 2015 U.S. sales to top 2.4 million

12:01 am U.S. ET | Feb. 2, 2015
Toyota Motor Sales expects to top 2.4 million in U.S.

MAKE MEETINGS

FCA US: Retail sales to rise 10%

12:01 am U.S. ET | Feb. 2, 2015
FCA US is targeting 10 percent growth in its U.S. retail sales for 2015 as new vehicles arrive in segments in which the automaker has no offerings.

MAKE MEETINGS

Audi bullish about another record year

12:01 am U.S. ET | Feb. 2, 2015
Despite few major vehicle launches coming up, Audi of America CEO Scott Keogh says the brand will post record U.S.

MAKE MEETINGS

Nissan wants to grow brand, customer satisfaction

12:01 am U.S. ET | Feb. 2, 2015
Nissan will push its dealers toward better customer satisfaction results this year, continuing their gains from 2013 and 2014.

MAKE MEETINGS

'Off script,' Caddy boss clears the air

12:01 am U.S. ET | Feb. 2, 2015
Last month, Cadillac President Johan de Nysschen said he has never had a bad make meeting at an NADA convention.

MAKE MEETINGS

Kia restructures as No. 2 sales exec departs

12:01 am U.S. ET | Feb. 2, 2015
Kia has restructured its U.S.

MAKE MEETINGS

Honda: New trucks will boost sales

12:01 am U.S. ET | Feb. 2, 2015
Honda Division expects to beat last year's 1 percent U.S. sales increase as it breathes new life into its truck lineup in 2015.

MAKE MEETINGS

Volvo dealers will get product details in March

12:01 am U.S. ET | Feb. 2, 2015
Volvo will detail the seven new products it will launch through 2017 at a March dealer meeting in Vail, Colo.

MAKE MEETINGS

Mazda's message: Service is profit key

12:01 am U.S. ET | Feb. 2, 2015
Mazda executives conveyed a simple message to the Japanese brand's dealers last week at the NADA convention: We need to work on fundamentals.

MAKE MEETINGS

Mini optimistic for a sales rebound in 2015

12:01 am U.S. ET | Feb. 2, 2015
Executives of Mini of the Americas told its U.S.

MAKE MEETINGS

M-B pushes dealers to lift customer experience

12:01 am U.S. ET | Feb. 2, 2015
Mercedes-Benz USA CEO Steve Cannon says the brand plans to prod dealers to improve sales processes even though Mercedes scored the top luxury-brand...

MAKE MEETINGS

U.S. Porsche execs eager to get more Macans to dealers

12:01 am U.S. ET | Feb. 2, 2015
Porsche is working to get more Macan midsize crossovers to U.S. dealers in 2015.

MAKE MEETINGS

BMW will keep improving buyer satisfaction

12:01 am U.S. ET | Feb. 2, 2015
BMW's top North American executive is asking the brand's dealers to continue improving their customers' dealership experience in 2015.

MAKE MEETINGS

Subaru execs want to increase U.S. throughput, not dealer total

12:01 am U.S. ET | Feb. 2, 2015
Subaru of America won't add dealers because it wants throughput per dealer to grow to 1,000 units annually.

MAKE MEETINGS

Acura: Redesigns and leasing to lift volume

12:01 am U.S. ET | Feb. 2, 2015
Acura dealers should prepare for an uptick in U.S. sales and service orders this year, executives told dealers at the NADA convention.

MAKE MEETINGS

Infiniti puts focus on marketing, profitability

12:01 am U.S. ET | Feb. 2, 2015
As Infiniti dealers hunker down for a year without new products, the factory is vowing to throw more support into helping them cope.

MAKE MEETINGS

VW execs confirm U.S. sales goal but soften on deadline

12:01 am U.S. ET | Feb. 2, 2015
After two years of declining U.S.

MAKE MEETINGS

Mitsubishi promises U.S. marketing support

12:01 am U.S. ET | Feb. 2, 2015
Mitsubishi pledges full marketing support for the stream of new models scheduled to begin coming to showrooms this summer.

MAKE MEETINGS

Ford goes after share, profits with an F series

12:01 am U.S. ET | Feb. 2, 2015
Ford division's market share slipped a full point in 2014, but its dealers generated record earnings for a third consecutive year, executives said.

MAKE MEETINGS

Hyundai has 'concrete' growth plan

12:01 am U.S. ET | Feb. 2, 2015
Hyundai Motor America CEO Dave Zuchowski gave dealers at the make meeting last week more details of his plan to get Hyundai back on the growth track...

MAKE MEETINGS

Chevy looks to end market share slide

12:01 am U.S. ET | Feb. 2, 2015
Chevrolet executives believe that the Trax small crossover and other lineup additions, along with a friendly environment for its revitalized truck...

MAKE MEETINGS

Lincoln is looking for elusive sales repeat

12:01 am U.S. ET | Feb. 2, 2015
Lincoln executives told dealers that the brand is in position to achieve something it hasn't done since the 1990s: Increase sales for two consecutive...

MAKE MEETINGS

Buick-GMC planting seeds for market-share growth

12:01 am U.S. ET | Feb. 2, 2015
A boost in production of the hot-selling Encore crossover should help Buick achieve a second straight year of market share gains, dealers were told...

NADA CONVENTION

A San Francisco treat

12:01 am U.S. ET | Feb. 2, 2015
NADA convention attendees spent their days in San Francisco in make meetings, seminars and scouring vendors' stands in the Moscone Center.

Soros is ready to move on auto dealerships

3:40 pm U.S. ET | Jan. 26, 2015
Wall Street powerhouse Soros Fund Management is ready to move on a deal to acquire auto dealerships, a representative of the fund said at a private...

Porsche works to deliver more Macans to U.S. dealerships

12:01 am U.S. ET | Jan. 26, 2015
Porsche is working to increase supplies of the new Macan midsize crossover to US dealers in 2015.

Mitsubishi Galant

Mitsubishi, Renault-Nissan midsize sedan project stalls

12:01 am U.S. ET | Jan. 25, 2015
A plan for the Renault-Nissan Alliance to supply Mitsubishi dealers with a midsize sedan has stalled, according to a senior U.S. Mitsubishi executive.

GM eager to squeeze more out of BDCs

11:00 am U.S. ET | Jan. 25, 2015
GM is using the Year of the Recall to reinforce the importance of operating a business development center, on both the sales and service sides of the...

Hyundai plans incentives, run-out packages for Elantra

12:01 am U.S. ET | Jan. 25, 2015
Hyundai is less than a year away from redesigning the Elantra compact car, its most popular US model.

Toyota sees sales boost from trucks, Tacoma

12:01 am U.S. ET | Jan. 25, 2015
Toyota Motor Sales plans to top 2.4 million in US sales this year across its Toyota, Lexus and Scion divisions, up from 2.37 million units last year.

George Soros' Wall Street fund shops for dealership groups

10:30 pm U.S. ET | Jan. 24, 2015
Wall Street fund Soros Fund Management wants to partner in, invest in or outright buy a large auto dealership group, according to four sources...

At Kia, the No. 2 sales exec for U.S. is out

3:45 pm U.S. ET | Jan. 24, 2015
A year after the last major shakeup at Kia Motors America, the Korean automaker's No. 2 U.S. sales executive parted ways with the company last week.

Volvo dealers embrace U.S. management shift

5:00 pm U.S. ET | Jan. 24, 2015
Dealers applaud the recent management change at Volvo Cars of North America and said having a senior executive from the home office in Sweden at the...

Buick, GMC, riding truck wave, aim for more share gain

8:00 pm U.S. ET | Jan. 24, 2015
Buick and GMC are out to gain U.S. market share again this year by riding momentum in truck and crossover sales.

VW dealers welcome profit-focused message

2:00 pm U.S. ET | Jan. 24, 2015
Volkswagen of America executives told dealers to expect a small uptick in U.S.

Honda bets on redesigned trucks to boost U.S. sales

3:30 pm U.S. ET | Jan. 24, 2015
Honda expects to beat last year's 1 percent U.S. sales increase as it breathes new life into its truck lineup in 2015.

BMW modernizes operations as sales rise

4:00 pm U.S. ET | Jan. 24, 2015
BMW is investing behind the scenes in North America to support its rising U.S. sales volume.

Cadillac chief strives to reassure anxious dealers

3:15 pm U.S. ET | Jan. 24, 2015
Cadillac President Johan de Nysschen sought to reassure dealers at the brand's make meeting that he isn't out to eliminate stores, though he offered...

Lincoln, counting on Black Label for conquests, to expand program to more states

4:00 pm U.S. ET | Jan. 24, 2015
Lincoln’s new Black Label program, which offers customized themes and an elite level of customer service, is helping the brand make conquest...

Ford dealers want U.S. market share back

2:15 pm U.S. ET | Jan. 24, 2015
Ford's new sales chiefs aim to recapture the 1 point of U.S. market share that the brand gave up in the past year.

Hot Subaru sets its sights on the Sunbelt

12:01 am U.S. ET | Jan. 24, 2015
Subaru, gunning for a seventh straight year of record U.S.

Mercedes to send U.S. dealers greater share of global output

4:00 pm U.S. ET | Jan. 24, 2015
Mercedes-Benz dealers will receive a greater share of the brand’s global production this year after experiencing tight supplies in 2014, U.S.

GM and Ally compete to grow F&I

12:34 pm U.S. ET | Jan. 24, 2015
GM is on a hiring binge to build a direct sales force for its branded F&I products as the company seeks a foothold in the competitive space.

Chevy banks on new models to end stretch of U.S. share loss

2:15 pm U.S. ET | Jan. 24, 2015
Chevrolet this year expects to snap its string of three straight years of US market share declines by capitalizing on its revitalized truck lineup,...

Mini dealers to keep popular customer satisfaction program; sales expected to return to '13 levels

2:30 pm U.S. ET | Jan. 24, 2015
Mini told its US dealers Saturday that the brand will continue its popular “Motorer Obsession” program that reimburses dealers when they...

Subaru dealers seek more cars even as growth slows

1:30 pm U.S. ET | Jan. 24, 2015
Subaru dealers told the factory they want more cars as the brand heads into what's promised to be another record year.

Quick question

7:00 pm U.S. ET | Jan. 24, 2015
What have you seen at the show that interests you?

Getting creative to get noticed at NADA

5:53 pm U.S. ET | Jan. 24, 2015
Big vendors can afford the big bucks.

Reputation.com managing online reputation for Ford dealers

6:52 pm U.S. ET | Jan. 24, 2015
Ford dealers have a new vendor for managing their reputation management and an opportunity, perhaps as early as this summer, to get discounted prices...

Q&A

Subaru urges dealers to invest in stores

5:37 pm U.S. ET | Jan. 24, 2015
With record U.S. sales for seven years in a row, Subaru has become an enviable brand.

Honda expects new HR-V compact crossover to help spur sales

6:37 pm U.S. ET | Jan. 24, 2015
Honda expects to beat last year's 1 percent U.S. sales increase as it breathes new life into its truck lineup in 2015.

Michelle Primm of Cascade Auto Group named Woman of the Year

5:52 pm U.S. ET | Jan. 24, 2015
Michelle Primm, managing partner of Cascade Auto Group in Cuyahoga Falls, Ohio, received the Barbara Cox Anthony Automotive Woman of the Year award...

NADA offers a dealers' guide to federal advertising rules

5:53 pm U.S. ET | Jan. 24, 2015
NADA announced a new Dealer Guide to Federal Advertising Requirements aimed at helping dealerships avoid trouble with the Federal Trade Commission,...

Quick question

5:53 pm U.S. ET | Jan. 24, 2015
Is the steady drumbeat of recalls spooking your customers?

ADAM KRAUSHAAR, HYUNDAI NATIONAL DEALER COUNCIL

New product, new marketing are key for Hyundai

2:00 pm U.S. ET | Jan. 24, 2015
From 2008 to 2011, fresh-looking Hyundai sedans arrived in U.S. showrooms, and Hyundai dealers were able to seize on the competition's struggles.

MIKE SULLIVAN, PORSCHE DEALER BOARD OF REGENTS

Riding Macan's strength, a 50,000 year is within sight

2:00 pm U.S. ET | Jan. 24, 2015
After five straight years of sales increases, dealers are looking for Porsche's U.S. leadership to remain careful about new goals.

BRAD SOWERS, CHEVROLET NATIONAL DEALER COUNCIL

High confidence in product after the Year of the Recall

2:00 pm U.S. ET | Jan. 24, 2015
Chevrolet dealers were put to the test in 2014, with about 70 recall campaigns that sent millions of vehicles through their service lanes.

DON HOBDEN, KIA NATIONAL DEALER COUNCIL

Kia dealers prepare for an off-lease blitz in 2015

2:00 pm U.S. ET | Jan. 24, 2015
Several years after Kia Motors America hit the gas on leasing to accelerate its growth, Kia dealers are readying their certified pre-owned programs...

JOHN IACONO, LEXUS NATIONAL DEALER ADVISORY COUNCIL

New products, strong margins delight Lexus dealers

2:00 pm U.S. ET | Jan. 24, 2015
Lexus expanded its lineup to 11 nameplates from nine last year with the new NX crossover, for which Lexus is targeting 40,000 sales in 2015, and the...

Quick question

12:01 am U.S. ET | Jan. 24, 2015
With gasoline prices down, are your customers ignoring miles per gallon ratings and hybrids in their purchase considerations?

BOB ALVINE, SUBARU NATIONAL DEALER ADVISORY BOARD

Subaru dealers focus on serving all those customers

2:00 pm U.S. ET | Jan. 24, 2015
It's a good time to be a Subaru dealer, says Bob Alvine, chairman of the Subaru National Dealer Advisory Board.

RYAN GREMORE, MITSUBISHI NATIONAL ADVISORY BOARD

Dealers: 'Product, product, product, we want product'

2:00 pm U.S. ET | Jan. 24, 2015
If anyone understands that it's darkest before the dawn, it's Mitsubishi dealers.

DAN MARKS, LINCOLN NATIONAL DEALER COUNCIL

McConaughey spots, MKC fuel Lincoln optimism

2:00 pm U.S. ET | Jan. 24, 2015
2014 not only halted Lincoln's three-year streak of declining sales, it produced the brand's biggest year-over-year gain since 1997.

Q&A WITH GREG MILLER | CEO, LARRY H. MILLER GROUP OF COS.

Miller learned from his dad and learned how to delegate

2:00 pm U.S. ET | Jan. 24, 2015
Greg Miller, 48, learned a lot about the car business from his father, Larry H. Miller. But he is a very different leader from his dad.

How to contain aluminum dust?

2:00 pm U.S. ET | Jan. 24, 2015
Curtains or walls? It's a big decision that Ford dealers with body shops face as they gear up to repair the 2015 aluminum-body F-150 pickup, arriving...

AutoNation aims to beef up service

2:00 pm U.S. ET | Jan. 24, 2015
AutoNation Inc.

GM tablet tool aims to lift service revenue

2:00 pm U.S. ET | Jan. 24, 2015
About 1,200 General Motors dealerships have begun using a tablet tool, part of a software program called Service Workbench, that lets service...

BEST PRACTICES

Cardinale group makeover flexes digital muscle

2:00 pm U.S. ET | Jan. 24, 2015
In 2008, the recession was raging, and dealer Joe Cardinale decided to make some changes.

Service lanes can become source of used-car inventory

2:00 pm U.S. ET | Jan. 24, 2015
Brian Benstock has found that his own service department is the best place to shop for used vehicles.

F&I departments need a farm team

2:00 pm U.S. ET | Jan. 24, 2015
The term “succession planning” is usually applied to dealer principals, but it can apply to F&I managers, too.

Finance managers found on showroom floor

2:00 pm U.S. ET | Jan. 24, 2015
After working as a sales representative for almost two years at Atlantic Hyundai in West Islip, N.Y.

Outsmart the fake pay stub

2:00 pm U.S. ET | Jan. 24, 2015
Missing pay stubs are pitfalls for finance and insurance managers.

BEST PRACTICES

A terrible wreck, but not a total loss

2:00 pm U.S. ET | Jan. 24, 2015
Most dealerships send totaled cars straight to the junkyard. White Bear Mitsubishi put one on display, and it has been reaping the rewards ever since.

BEST PRACTICES

Creative pairing: 2 dealers innovate as partners

2:00 pm U.S. ET | Jan. 24, 2015
After toiling to revitalize separate single-point dealerships in the Detroit area, two childhood friends merged and expanded operations to compete...

BEST PRACTICES

Urban-living trend a chance to branch out and up

2:00 pm U.S. ET | Jan. 24, 2015
Few dealers would get far offering a $2,500-a-month lease. Not on a car, anyway.

Loan application blasts could be a blow to dealers

2:00 pm U.S. ET | Jan. 24, 2015
Technology makes it easy for finance and insurance managers to blast credit applications across a wide spectrum of lenders, called shotgunning,...

BEST PRACTICES

Second-chance store lets staff shine

2:00 pm U.S. ET | Jan. 24, 2015
At AutoNation's Houston Mitsubishi store, General Manager Irfan Siddiqui has found top performers by hiring people who have struggled in their roles...

At Miami store, no more 'beat up' customers

2:00 pm U.S. ET | Jan. 24, 2015
F&I managers at Dadeland Dodge-Chrysler-Jeep in Miami are responsible for the gross profits from both vehicle sales and F&I and handle vehicle...

Shops use standard inspections to help boost repair orders

2:00 pm U.S. ET | Jan. 24, 2015
Over the past four years at Dublin Toyota in Dublin, Calif., the service department has increased its average customer-pay repair order by $105.

SERVICE MASTERS

Dealerships boost fixed-ops spending to fend off rivals, retain customers

2:00 pm U.S. ET | Jan. 24, 2015
Many dealerships are investing heavily in fixed operations.

Q&A WITH DAN FIELDS | PRESIDENT, FIELDS AUTO GROUP

Dealership group invests for 'nice, exciting, fun' stores

2:00 pm U.S. ET | Jan. 24, 2015
Merit Earl Fields was sales manager at Cadillac before becoming a Cadillac dealer on Chicago's North Shore in 1971.

FOILING FRAUD

Phony deals cost dealers reputation, vehicles and lenders

2:00 pm U.S. ET | Jan. 24, 2015
For employees in a dealership's finance and insurance office, spotting a potentially fraudulent deal is top priority.

Nissan targets improvements in dealer experience

4:15 pm U.S. ET | Jan. 23, 2015
Nissan will roll out a nationwide program this spring intended to boost its middle-of-the-road customer satisfaction scores on dealership experience.

Bush strikes a presidential tone

7:16 pm U.S. ET | Jan. 23, 2015
Before a friendly audience of a few thousand attendees packing a ballroom at the NADA convention Friday, Jeb Bush said the United States is "starved...

GM: Get succession plans set

7:19 pm U.S. ET | Jan. 23, 2015
General Motors has directed its field organizations to ask every GM dealer this year if he or she has a succession plan.

Acura to take NSX orders in summer

6:15 pm U.S. ET | Jan. 23, 2015
Acura will begin taking orders for its much-anticipated NSX sports car this summer, but it has not yet decided which dealers will carry it,...

Infiniti reasserts its USA imperative

6:45 pm U.S. ET | Jan. 23, 2015
Infiniti is reassuring its dealers that the United States remains at the center of its business plan despite an ongoing push to globalize the brand.