Automobile Dealerships Industry Profile

The US automobile dealer industry includes about 45,000 new and used vehicle dealers with combined annual revenue of $600 billion. Major companies include AutoNation, Penske Automotive Group, Sonic Automotive, and CarMax. The industry is highly fragmented: the top 50 companies generate less than 15 percent of revenue.

COMPETITIVE LANDSCAPE

Consumer spending and interest rates drive demand. The profitability of individual companies depends on the volume and mix of cars and services sold. Large companies can offer a wider selection of cars and have advantages in marketing, purchasing, and finance. Small companies can compete effectively by offering superior customer service or serving a local market. The industry is capital-intensive: annual revenue per worker averages nearly $600,000.

For vehicle sales, auto dealers compete with private market sellers, who are increasingly using the Internet to bypass traditional retail channels. Companies compete with various retail outlets, such as oil change centers, tire stores, and independent service shops and chains, for service revenue.

PRODUCTS, OPERATIONS & TECHNOLOGY

New cars account for 50 percent of industry sales; used cars make up 30 percent. Other products and services include parts and accessories, financing plans, extended warranties, and insurance.

New car dealers have franchise agreements with car manufacturers, which give dealerships non-exclusive rights to sell certain brands of cars and offer related parts and services within a specified market area. Franchise agreements typically impose various requirements for operations, including inventory levels, working capital, sales practices, showrooms, ...