The noteworthy takeaways from July’s Automotive Ventures Intel Report

Lyle Ellerbee

Welcome to this episode of The Friday 5 with Steve Greenfield, Founder and CEO of Automotive Ventures, an vehicle technologies advisory company that allows entrepreneurs increase funds and increase the value of their providers.

July Automotive Ventures Intel Report

The July Automotive Ventures Intel Report is out, and I desired to recap two thematic locations that appear to be top rated of brain for dealerships, and are places that sellers ought to notably be targeted on monitoring. 

Automotive VenturesVery first up, it’s worthy of reflecting on the dimension of the franchise dealership footprint. NADA reports that there are 16,658 franchise dealer destinations in the U.S., though Urban Science reviews 18,230 bodily “rooftops”.

As direct marketing and much more of an Company Design are staying talked about with a lot more regularity in the news, a essential dilemma is if and how automakers will endeavor to lessen the quantity of bodily dealership places in the U.S.

Selected makes have overbuilt the variety of dealerships demanded, specially as a bigger proportion of people inevitably come to be cozy with acquiring their automobile sight unseen.

We can place this into stark contrast by comparing the domestic and import OEMs, in conditions of new vehicles bought per bodily locale. For illustration, very last 12 months GM dealers offered an regular of 290 new cars for each location, and Ford dealers offered on common 493 new motor vehicles per rooftop. 

This contrasts with the typical Honda keep marketing 1,401 new models for every shop, and Toyota dealerships selling on typical 1,884 models for every spot. Efficiencies aside, it’s no marvel that the normal Honda and Toyota keep transacts at a greater valuation than their domestic counterparts.

In terms of how a deliberate orchestration of shrinking the dealership footprint may participate in out, we have to have not seem any further more than how factors have performed out throughout the Cadillac brand name.

The range of Cadillac sellers in the U.S. has shrunk to 564, as when compared to 921 vendor spots just four yrs ago.

You may well remember that Cadillac demanded that dealers devote $200,000 to electrification enhancements: points like on-site car charging stations, new tooling, support updates, cosmetic enhancements, and schooling for gross sales and services staff members.

Dealers who opted not to update for the EV changeover were made available a buyout deal explained to have been an amount of money concerning $300,000 to nearly $1 million. Some dealers described very low purchaser interest in EV solutions, together with some sellers located in far more rural areas.

With the evolution towards EVs and immediate offering, it’s quite most likely that other automakers might follow fit to deliberately shrink their dealership footprint.

It is also incredibly likely that OEMs will really encourage larger, more powerful dealers to purchase weaker and far more distant outlets and function them as satellite areas.

We will be maintaining an eye on complete dealership depend, precisely throughout the legacy domestic brands, that have designed out a bodily dealership footprint that is currently too massive to guarantee solid dealership income into the long term. 


Subsequent up, but similar to this preceding subject matter, I needed to deliver a viewpoint on the advantages of dimension and scale for dealerships. 

A dilemma that I’m finding much more and more normally from tiny seller groups is “How big do I want to be to weather conditions all of the dynamics in the market place?” This problem is coming up a lot more routinely as the news cycle introduces far more uncertainty about the future. 

I have thought a ton about how very best to handle this query, and the reply isn’t automatically straightforward. Obtaining mentioned that, I think sellers must seem at this from a few distinctive perspectives: Expense Framework, Diversification, and OEM Influence.

In conditions of charge framework, the scale and dimension of the public groups do set them at an edge vs. the regular dealership. 10-15% of performance in offering, normal and administrative prices (generally referred to as SG&A) stream specifically by way of to the bottom line, and this effectiveness delivers the community groups with a lot more “dry powder” to acquire merchants (or buy back again shares). 

Another way to look at cost efficiencies is as a result of advertising and marketing costs. In 2021, Carvana used $479 million on promotion, which is 3-occasions more than CarGurus. CarMax spent $218 million, whilst Lithia invested $162 million. 

It is not unreasonable to venture that within a handful of years some of the huge vendor groups will commit far more than $1 billion per 12 months on promotion, which is form of astonishing when you assume about it. This will make it a lot harder for lesser dealerships to contend for shopper eyeballs. 

In parallel to holding a watchful eye on their charge constructions and working with sizing and scale to centralize and take away fees, dealers may glance to diversify across many OEM makes. Some of the automakers are shifting to aspects of an “Agency Model” at a more quickly pace than other individuals, and possessing a assorted portfolio of OEM manufacturers will permit dealers to the natural way hedge in opposition to any one particular OEM getting to be extra aggressive with direct revenue, centralizing inventory, and minimizing margin for each device marketed. 

Final, but not minimum, the much more locations you individual, and a lot more models bought for any offered OEM, the additional affect and voice you will have when it comes to the evolving retail design and staying prioritized for new motor vehicle allocations. 

The average dealership spot does not have a great deal leverage when in contrast to the size of the average automaker. But by developing by means of acquisition, small seller groups can grow to be mid-sized seller teams, which attain much more management and possibly a “seat at the table” in conversations with OEMs about how to form OEM/supplier procedures and influence the upcoming. 

I’ll continue on to think about how finest to reply this dilemma on “How large is big ample?”, specified all of the dynamics evolving in the industry. If you have particular feelings on this problem, please shoot me a note at I’d enjoy to focus on it with you.

Providers To Enjoy

Just about every week we highlight fascinating companies in the automotive technology area to retain an eye on. If you examine my month-to-month market Intel Report, I showcase a couple corporations each and every thirty day period, and we get the opportunity in this article on the Friday Five to share some of individuals organizations each and every week with you.

Right now, we have two businesses to view: Armatus by DealerUplift and Rolling Vitality Sources.

Armatus by DealerUplift

DealerUplift and its Armatus solution enable Dealers Maximize Their Annual Guarantee Components Gross Income by $80,000 – $100,000. 

Advanced point out statutes, producer protocols and pressures, gatekeepers, and limited internal assets are just a handful of of the troubles that make obtaining full retail guarantee reimbursement tricky for automotive dealerships.

Car dealers across the state have been pressured to “discount” their warranty components. When they are reimbursed, they typically only obtain a 40% markup or MSRP. Neither displays legitimate retail reimbursement charges.

Additional, laws in 49 states entitles automotive sellers to be reimbursed by suppliers for guarantee get the job done at retail, which is basically the dealer’s client “repair” rate.

The motive I like this corporation is that the benefit prop is kind of like picking up greenback bills that are just laying on the ground in a dealer’s support bays. For practically no incremental do the job from the dealership, the organization assures success and doesn’t demand the supplier right up until you see an ROI.

You can examine out Armatus/DealerUplift at

Rolling Vitality Resources

Rolling Power Assets will take a new technique to running electrical demand from customers from car or truck charging. 

They join right to EVs as a result of the vehicle’s native APIs, employing units that are already in position. 

Rolling Electrical power Resources can then control charging and watch battery condition-of-demand, regardless of wherever the buyer plugs in.

The reason that I enjoy this organization is that they provide electric powered utilities with good charging, demand from customers response, and electrical car or truck investigate methods for all automotive brand names, without getting to set up new components. They present persistent battery status checking, and their MyCharge experiences tell customers of their charging expenses and drive gratification.

You can look at out Rolling Power Means at


So that’s your weekly Friday 5, a speedy wrap-up of the big promotions in the automotive know-how place more than the past week.

If you’re an early-phase automotive technological innovation entrepreneur searching to increase funds, or an entrepreneur who is trying to make a decision irrespective of whether and when they need to elevate dollars or sell their enterprise, I’d appreciate to talk with you.

Thank you for tuning into CBT Information for this week’s Friday Five, and we’ll see you future week!

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