This Week's Issue
Top stories from the October 15 issue
- SPECIAL REPORTS
Each of the individuals in Automotive News' seventh annual listing of 40 Under 40 in auto retailing earned their spot on the list by their real-world accomplishments. These individuals are certainly among the industry's standouts today -- and are poised to be tomorrow's leaders. We congratulate them and hope you will enjoy reading their stories.
Uses people and communication skills to improve fixed operations at Santa Margarita Ford and Toyota in California.
Bringing discipline to succession planning and family involvement
Set sales records at two dealerships before becoming director of variable operations for Mike Shaw Automotive Group
Beat Inver Grove Toyota's monthly F&I gross profit record by ,000 in May
Acquired the training, cash to partner with his mentor, then doubled sales at two stores
Felicity Callas, Krista Parise
Boosted sales and customer satisfaction as service advisers for Mercedes-Benz Manhattan
Moved her dealership's entire ad budget to digital, and saw net profits double.
Innovations, including an in-house auction and changes that sped trade-in reconditioning, paid off for Gault Auto Group
Doubled sales at an FCA dealership through consistent messages, strong customer service
Lou Fusz III
Used data to track core metrics, boosting parts margins
Fixed broken-down communications in the service and parts department
More than doubled the BMW of Sudbury's net profit between 2012 and 2016.
Coaches sales staff at Lexus store to raise volume and customer-satisfaction scores
Steered Toyota of Wausau to become a disciplined, price-transparent store, more than quadrupling profits
Turned an accessories program around, roughly doubling orders and revenue
Started Penske's vehicle exchange/lease retention department, which has spread to 10 other stores.
Emanuel Jones II
Drastically increased dealership profitability and sales
Growing revenue 20 percent at Michigan's largest Chevrolet retailer
Stepped in when other managers were fleeing one dealership
Doubled Internet sales close ratio by creating templates and eliminating leads that lacked customer contact info.
Oversaw more than 0 million in co-op advertising reimbursements in 2016, and helped launch AutoNation's brand extension strategy.
As Internet director, has overseen a tripling of the department's total gross
Grew sales nearly six-fold in a small Kentucky market by expanding the dealership's business development center.
Returned Champion Chevrolet of Avon in Indiana to the black while boosting sales
Became a powerhouse seller of certified pre-owned vehicles after once shunning used cars
Steered his Cadillac store to its best year ever in 2016 by empowering his staff to offer transparent prices and to show genuine customer care.
Online campaigns for Automotive Management Services Inc. have driven showroom traffic
Led service department to 151 percent gain in gross profit margin
Created Reineke Family Dealerships' marketing department
Launched a Facebook platform that increased the Ed Morse Automotive Group's reach to 1.7 million people per month.
Improved sales, reduced staff turnover at multiple Hendrick Automotive Group stores
Bought his first dealership at age 25, his second at 31.
Took five dealerships and within a year increased collective new and used unit volume 20 percent and raised their net profit
Worked his way up from lot attendant to overseeing all Pfaff pre-owned operations
Transitioned dealership to one-price model while boosting F&I
Set five monthly net-profit records for his VW store and maintained high customer-satisfaction scores in 2016
Used theater background to keep turnover low while boosting sales at the two dealerships
Kelly Webb Roberts
Guided her dealership group's expansion and quadrupling the group's revenues
Quadrupled new-vehicle unit sales and fixed-ops gross since taking over a newly purchased store
Improved sales and service results by developing a central customer database and automating email marketing
Increased sales in fixed ops by 80 percent in two years
Revitalized Kia in the market using promotions such as local concert sponsorships and electronics giveaways
Highest-rated BMW dealership in New York on DealerRater
Using creative events, among other marketing tools, to build customer relationships
Boosted revenue 45 percent as general manager of a Chevrolet dealership in Wisconsin
In first year as general manager, increased dealership's profits to a 10-year high and sales to a 20-year high
Since joining the dealership last fall, roughly doubled unit sales, raised F&I results and quickened used-vehicle turns, resulting in the store's swinging into the black
Converted four stores to no-haggle pricing while increasing sales, profits and customer satisfaction scores. In 2015, new and used combined sales were 12,177 vehicles for the six-store group, up 32 percent from 2014
Restructured the six-dealership group, sold stores, raised money to pay down debt
Turned store from underperformer to top-tier dealership
Launched Via Luxury Rentals, an affiliate that handles service loaners and rentals
Led his store to No. 1 in overall net profit among all Hendrick Automotive dealerships, the first time a domestic franchise had achieved that distinction
Expanded the group's franchises to eight from three since 2006 and boosted net profit 46 percent in 2015
Helped restructure how Penske sells finance and insurance products, resulting in gains in F&I gross profits
Shaped online strategies for multiple Canadian dealership groups and oversaw increases for key digital-performance indicators at Dilawri
Tripled the store's previous volume in the first year of ownership
Significantly raised market share and profitability
Built company from three dealerships to 20
Managing two dealerships and a hotel while serving as finance chairman of NADA's political action committee
Turning two stores that previously averaged about 580 retail units per year into stores that sell 1,200 per year
Increased Mills Auto Group's F&I income 31 percent
Boosted new- and used-vehicle sales since becoming general manager in July 2015, driving total net profit to 0,000 in the last half of that year, up from just ,000 in the first half
Switched to 100 percent digital advertising and targeted marketing in 2015. New-vehicle sales increased 22 percent from 2014, to 895 units
Turned two sales departments from net losses into net profits and tripled the net profit of a third department by instilling a "quick-turn mindset"
With no automotive or finance background and just three years in her position, Oribello is consistently the top special finance performer among her peers in the six-store Champion Automotive Group
Revamped the dealership's Internet business, which now accounts for more than half the store's total sales
Having the most profitable year ever in the history of the Lexus store in 2015
Led dealership to Berkshire Hathaway Automotive Honors title
Took over a Hyundai store in March 2015 and more than quadrupled monthly sales by year end
Turning around a troubled Buick-GMC dealership
Set up business development centers to drive sales
Rated No. 1 U.S. dealership by BMW of North America in 2015, based on 15 key performance indicators plus customer satisfaction score
In a smaller market, his store sold more new vehicles in 2015 than half of the Chrysler-Dodge-Jeep-Ram dealerships in the Houston area
Increased net profit 75 percent in three years at Toyota store ant took Nissan store from a 0,000 loss to a net profit of .4 million in his second year of running it
Instituted weekly staff meetings, which led to improved service customer satisfaction scores
Johnson City store landed on Automotive News' Best Dealerships To Work For list four years in row and, in 2015, was second in the state among Hyundai dealerships in total new-vehicle volume
After becoming part owner of the dealership in 2013, he grew sales volume 61 percent and tripled net profits.
Increased sales fivefold at Porsche of North Houston; helped expand luxury dealership group from one store to seven
Improved new-vehicle sales by more than 50 percent, contributing to the store's record profits in 2015
Founded Island Auto Group by acquiring and turning around 11 new- and used car dealerships.
Turned around two underperforming dealerships by focusing on employee job satisfaction.
Held new-car sales manager positions at stores in Montana and Missouri before returning to Fargo to build the Internet department at Corwin Chrysler-Dodge-Jeep-Ram
Overcame an ill-timed opening to become one of the region's top Toyota sellers
Nicole Robins Boukather
Built the dealership's Internet presence, which accounts for about 60% of the store's vehicle sales
Built the group's Internet department
Assembled a sales team that has helped boost sales volume and profits
Increased store F&I per-vehicle profit 20%
Nearly doubled net profit at a Pfaff Audi store
Service department net profit jumped 25% her first year in charge
Since Dave became managing partner/general manager of the store in August 2012, the dealership's gross profit and fixed-operations revenue each has increased 40%. Employee turnover dropped to 7% from 110%.
Landed a McLaren franchise
Richard Dimmitt Jr.
Sharp growth in high-end accessories and pre-owned business
Since he became general manager in 2011, every department in the dealership has achieved double- to triple-digit percentage growth.
Turning around a failing dealership by tripling sales and improving employee morale
Chairman of the Ford National Dealer Council
Took over a struggling Mitsubishi store at 24, turned it around and was named Mitsubishi's youngest ever dealer council chairman
Internet department has nearly tripled vehicle sales to 120 per month in the two years he's been in charge
The five stores he manages saw a 31% increase in net profit and a 15% increase in retail vehicles sold since he took over in January 2014.
Increasing the group's used-car sales
Implemented a high-throughput approach in an acquired store and saw sales surge
Led eight stores' F&I departments to record-breaking sales
Seth Knighton grew sales and revenues at Roberts Automotive Group. He also took customer satisfaction from worst-to-first in six months at its FCA dealership.
Grew wholesale parts business to sales of 5,000 a month with 24% gross profit in 2014 vs. 15% in 2010.
Improving customer satisfaction at the family Toyota and BMW stores
In 2014, two of the six dealerships Lam oversees finished in the top 30 of the National Honda Top 100 Volume dealers. DCH Paramus Honda finished fourth and DCH Academy Honda finished 28th.
BMW certification and 20% increase in sales with reduced overall expenses
As the group's longtime general sales manager, nearly doubled F&I income in five years
Raised himself from poverty to dealership leadership, with a vision to keep going
Improved Audi Tacoma's customer satisfaction from worst to best in the Seattle market in 2012 amid a dramatic fixed operations expansion; grew service department sales to 0,000 in a single month for first time ever in May 2014
Turned a low-performing store into the No. 17 Hyundai dealership in the U.S.
Rebuilding a third-generation dealership after the loss of its cornerstone Pontiac franchise
Profits soared 40 percent in 2014 to new store record
Cut costs while leading the store to record revenue and volume
Built up employee morale and dramatically increased vehicle sales and gross profits while cutting turnover
Highest customer satisfaction scores in southeast region for Buick-GMC stores, with 197.3 points out of 200.
Doubled the store's used-vehicle sales by cutting the time it takes to get a vehicle retail-ready and putting in a formal sales process
Department's customer service satisfaction ranking rose into the top fifth percentile in his Hyundai region from the bottom 25th and he helped oversee the building of a 28,000-square-foot dealership.
During the recession, bought 2010 Chevy castoffs from other dealers, helping to save the dealership from GM's chopping block.
POSITION: President, Crest Auto World, North Conway, N.H.
ACHIEVEMENT: Overhauled the store's digital operation, which led to a 22% sales volume increase in 2013
POSITION: Dealer principal, Precision Chrysler-Jeep-Dodge-Ram, Butler, N.J.
ACHIEVEMENT: Restored Chrysler dealership from near closure
POSITION: Dealer principal, Chevrolet of Montebello, Montebello, Calif.
ACHIEVEMENT: Increased combined new- and used-vehicle sales fivefold in the 4 years since buying his dealership at age 28
POSITION: Service and parts director, Mercedes-Benz of Gainesville, Fla.
ACHIEVEMENT: From the service department, boosted customer satisfaction, raised employee morale and installed a sense of teamwork
Thomas Roberson Jr.
POSITION: Service manager, Dreyer & Reinbold Mini, Indianapolis
ACHIEVEMENT: Took over a below-average service department in 2011 and turned it into the brand’s top performer while increasing gross revenue 25%
POSITION: Managing partner, Nissan of Cookeville, Cookeville, Tenn.
ACHIEVEMENT: Turned a store from loss to profit in 1 year, boosting vehicle sales from 67 a month to more than 200
POSITION: Business development center manager, DCH Auto Group, Temecula, Calif.
ACHIEVEMENT: Setting up a business development center to handle calls and appointments for 5 dealerships
POSITION: General Sales Manager, Brandon Honda, Tampa, Fla.
ACHIEVEMENT: Grew Honda sales and profits sharply in hotly contested Tampa market
POSITION: General manager, Land Rover San Diego
ACHIEVEMENT: Turned around an ailing store and focused on service for high-end customers
POSITION: Managing partner, Metro Honda and Metro Acura, Montclair, Calif.
ACHIEVEMENT: Implemented cost-cutting and morale-building strategies to pump up profits
Larry Pickett Sr.
POSITION: Sales manager, Fred Anderson Toyota, Raleigh, N.C.
ACHIEVEMENT: Has been a Mr. Fix-It, using analytics to improve store operations
POSITION: Managing partner, Koons of Silver Spring, Md.
ACHIEVEMENT: Turned the struggling Ford-Mazda dealership into the second-highest volume dealership in Jim Koons Automotive's 16-store network
POSITION: Dealer, NeSmith Chevrolet-Buick-GMC, Jesup, Ga.
ACHIEVEMENT: Implemented 1-price selling and more than doubled monthly vehicle sales at 2 family-owned dealerships
POSITION: General manager, Germain Nissan, Columbus, Ohio
ACHIEVEMENT: Turned around 8 years of losses at formerly "broken" dealership, achieving profitability in 2013
POSITION: Vice president of digital strategy, Larry H. Miller Dealerships, Salt Lake City
ACHIEVEMENT: Established digital marketing field managers at Chrysler's regional business centers, then instituted a similar program at Larry H. Miller Dealerships
POSITION: General sales manager, DePaula Chevrolet, Albany, N.Y.
ACHIEVEMENT: More than doubled the dealership's monthly used-vehicle sales to 130, has no used units more than 60 days old
POSITION: Assistant controller, Selma Auto Mall, Selma, Calif.
ACHIEVEMENT: Streamlined sales and F&I processes, which helped to raise the gross margin per transaction from about ,500 per vehicle to ,000
POSITION: Finance director, Duval Mazda, Jacksonville, Fla.
ACHIEVEMENT: Excelled in a variety of roles, especially F&I, and increased average F&I revenue per vehicle retailed to twice the average Mazda store's level
POSITION: General manager, Kunes Country of Elkhorn, Elkhorn, Wis.
ACHIEVEMENT: Helped double sales at 2 newly acquired stores, using lessons learned as a chef
POSITION: General manager, BMW Langley/Mini Langley, Langley, British Columbia
ACHIEVEMENT: Turned a profit at an Acura store that had lost money for 8 straight years, then took charge of building up an auto mall in suburban Vancouver
POSITION: Internet manager, Jenkins & Wynne (Ford-Lincoln-Honda), Clarksville, Tenn.
ACHIEVEMENT: Created the dealership's Internet department, which has helped boost sales about 18% each month since its start in 2004
POSITION: Vice president, Hoffman Ford, Harrisburg, Pa.
ACHIEVEMENT: Used technology upgrades to reinvigorate the service and parts operations
POSITION: Digital sales and marketing director, Garber Automotive Group, Saginaw, Mich.
ACHIEVEMENT: Eliminated third-party lead-buying at Garber's 4 Michigan stores and saved 0,000 while quadrupling leads from the group's Web sites
POSITION: General sales manager, Paragon Honda, New York
ACHIEVEMENT: Created a sales team to handle online leads; it has cut customer transaction time in half, boosted car sales and attracted younger employees
POSITION: Vice president, Gloucester Toyota, Gloucester, Va.
ACHIEVEMENT: Doubled the store's used-vehicle sales volume and improved the number of leads and contacts made by its Internet department
POSITION: General manager, Hendrick Chevrolet, Hoover, Ala.
ACHIEVEMENT: Named general manager of a newly purchased Chevrolet store in April after turning around a money-losing store in another market for Hendrick Automotive Group
POSITION: Sales manager/assistant director, Ricart Automotive Group's Ricart Used Car Factory, Columbus, Ohio
ACHIEVEMENT: In less than a year, doubled the store's monthly used-vehicle sales and gross profit
POSITION: Senior director of eCommerce, AutoNation Inc.
ACHIEVEMENT: Supercharged e-commerce sales at Toyota store before overseeing double-digit annual sales increases at AutoNation Direct
Jeronimo Esteve IV
POSITION: General manager, Headquarter Honda, Clermont, Fla., and Headquarter Hyundai, Sanford, Fla.
ACHIEVEMENT: Expanded the family business into suburban Orlando -- and into green operations
POSITION: Fixed operations director, Volvo of Savannah (Ga.), Savannah Mitsubishi and Premier Collision in Duluth, Ga., and Carolina Volvo in Bluffton, S.C.
ACHIEVEMENT: Boosted fixed-ops profits while driving a sharp improvement in customer-satisfaction scores
POSITION: General manager, Rice Toyota, Greensboro, N.C.
ACHIEVEMENT: Transformed the dealership's Internet marketing and social media strategies, improved vehicle and fixed-ops sales
POSITION: Finance manager, Timbrook Chevrolet, Keyser, W.Va.
ACHIEVEMENT: Maintaining finance and insurance revenue of more than ,200 per vehicle while sales volume tripled
POSITION: General manager, New Country Lexus of Westport (Conn.)
ACHIEVEMENT: Nearly doubled Lexus dealership sales in 1 year; grew Honda dealership to top 20 in sales
POSITION: General manager, Larry H. Miller Volkswagen, Lakewood, Colo.
ACHIEVEMENT: Led the store to new records for new- and used-vehicle sales while earning the store's second-best net profit on record
POSITION: General manager, Stateline Chrysler-Jeep-Dodge-Ram, Fort Mill, S.C.
ACHIEVEMENT: Guided dealership through recession without layoffs
POSITION: General manager, AutoNation Nissan Arapahoe, Centennial, Colo.
ACHIEVEMENT: Boosted new-car sales 61% in his first year while emphasizing employee job satisfaction
Age: 27, president, Buchanan Automotive Group, Sarasota, Fla.
Age: 34, general manager, Faulkner BMW, Lancaster, Pa.
Hieu Thanh Vo
Age: 31, senior sales manager, JM Lexus, Margate, Fla.
J.R. Toothman III
Age: 39, general manager, Toothman Ford Sales Inc., Grafton, W.Va.
Daniel C. Toomey
Age: 31, general manager, Advantage Hyundai, Hicksville, N.Y.
Age: 32, CFO, White Family Cos. Inc., Dayton, Ohio (19 dealerships in Ohio, Wyoming and South Dakota)
Age: 32, vice president, Spitzer Management, Elyria, Ohio
Age: 30, co-sales manager, Gorno Ford, Woodhaven, Mich.
Age: 39, general manager, Valley Honda, Staunton, Va.
Age: 33, general manager, Scott Volkswagen Inc., East Providence, R.I.
Age: 33, general manager, South Dallas Hyundai, Dallas, Texas
Age: 33, president, Hooman Automotive Group (Toyota-Nissan), Long Beach, Calif.
Age: 31, general sales manager, Nick Alexander Imports, Los Angeles
Age: 37, finance manager, Orange Motors, Albany, N.Y.
Age: 39, COO, Open Road Auto Group, Bridgewater, N.J.
Age: 35, general manager, Findlay Chevrolet, Las Vegas
Mark Mason Jr.
Age: 29, general manager, Lugoff Ford, Lugoff, S.C.
Age: 27, president, Martin Automotive Group, Bowling Green, Ky.
Age: 33, dealer principal, Jim Lupient Infiniti and Lupient Nissan, Golden Valley, Minn.
Age: 35, general manager, Lee Buick-GMC, Crestview, Fla.
Age: 29, sales manager, Duval Mazda, Jacksonville, Fla.
Age: 35, general manager, Lexus of Clearwater -- AutoNation, Clearwater, Fla.
Age: 37, general manager, Acura of Riverside, Riverside, Calif.
Age: 27, vice president, Harper Auto Square, Knoxville, Tenn.
Matthew C. Haiken
Age: 29, dealer principal, Prestige Imports Inc., East Hanover, N.J.
Age: 39, co-owner, Sterling Chevrolet, Sterling, Ill.
Age: 35, finance manager, Priority Toyota, Chesapeake, Va.
Age: 25, business manager, Signature Ford of Perry, Perry, Mich.
Fred Emich IV
Age: 31, managing partner, general manager, Emich Volkswagon, Denver
Age: 32, officer, Earnhardt Auto Centers, Chandler, Ariz.
Age: 27, dealer principal, Dyer Chevrolet and Dyer Mazda-Subaru, Vero Beach, Fla.
Age: 35, parts manager, BMW of Freehold, Freehold, N.J.
Age: 37, vice president, Darcars Automotive Group, Silver Springs, Md.
Peter Catanese III
Age: 32, parts Internet manager, Central Chrysler-Jeep-Dodge-Ram, Norwood, Mass.
Age: 35, general manager, Fremont Motor Scottsbluff, Scottsbluff, Neb.
Age: 39, CEO, Ballweg Family of Dealerships, Middleton, Wis.
Age: 39, general manager and shareholder, Murray Motor Imports, Denver
Age: 35, COO, Beyer Auto Group, Falls Church, Va.
Age: 29, president, Parks Chevrolet and Parks Mazda, Kernersville and High Point, N.C.
Age: 33, general manager, Cerritos Acura, Cerritos, Calif.Aston Martin BMW Mini Rolls Royce Daimler Mercedes-Benz Smart Fiat Chrysler Alfa Romeo Chrysler Dodge Ferrari Fiat Jeep Maserati Ram Ford Lincoln General Motors Buick Cadillac Chevrolet GMC Holden Honda Acura Hyundai Kia Mazda Mitsubishi Nissan Infiniti PSA Peugeot Citroen Opel Vauxhall Renault Subaru Suzuki Tata Jaguar Land Rover Tesla Toyota Lexus Volkswagen Audi Bentley Bugatti Lamborghini Porsche Seat Skoda Volvo Discontinued