Electric vehicles have become a contentious topic in the automotive community as automakers, dealers and consumers share differing perspectives on the short and long term future of transportation. In an unexpected development, Texas has quickly become a hub not only for thousands of EV drivers but also for manufacturers such as Tesla, which operates a massive factory near the state’s capital. Although most buyers in the region are in no hurry to abandon their gas-powered cars, understanding why some Texans are making the switch to electric may help dealers learn how to drive demand in their own states.

John Luciano is the owner and president of Street Volkswagen in Amarillo, Texas. Throughout his retail automotive career, Luciano headed the Volkswagen National Dealer Association and became intimately familiar with the local car market and the pain points buyers in his community face at the dealership. On this episode of Inside Automotive, CBT News anchor Shyann Malone joins Luciano to gain more insight into how the electric vehicle segment is performing in his state.

Key takeaways

1. While electric vehicles are undeniably becoming more popular in Texas, opinions remain divided. Many drivers are truly enjoying their new EVs, while others remain determined to never switch from petrol.

2. Electric vehicles are often more affordable than buyers think. Luciano has successfully driven sales by promoting leases and offering to install chargers in customer homes.

3. Education is key to selling electric vehicles, not only in Texas but across the country. Dealers and their staff must be well acquainted with the models they sell to help buyers find the right model for their needs.

4. Affordability is a key issue to wider electric vehicle adoption. Luciano believes that automakers are currently trying to replicate the success Tesla has found in the luxury market when they should be focused on making their models cost-efficient for consumers.

5. While limited ranges are an obstacle to boosting electric vehicle demand, Luciano notes that many of his customers avoid “range anxiety” by reserving their gas-powered models for long-distance driving and relying on EVs for work commutes and other short trips.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post How Texas dealers are driving electric vehicle demand — John Luciano | Street Volkswagen appeared first on CBT News.

Dealers are seeing more inventory- meaning their lots are filling back up. In fact, the Matt Bowers Auto Group, based near New Orleans, Louisiana, has had several stores lead their markets in a new volume in May. On today’s Inside Automotive, we’re joined by Matt Bowers, Owner of Matt Bowers Auto Group, to discuss the new volume and other business happening for the group.

Bowers began selling cars, all while in law school. But, due to the opportunity he saw within the industry, he knew the industry was a better fit. Bowers states, “I worked, saw opportunities, and continued to progress.” The way Bowers sees it, if you perform at a high level, and you don’t remove yourself from conversations that don’t bring influence, and if you have the talent and mobility, then the right people will find you. The industry is mixed with trial and error, but if you can spot the opportunity and get into the right conversations, you’re headed in the right direction. 

Customer Experience

Growing up in the industry, Bowers was made to believe, “The facility should be used as the utility of the operating business.” But as the world continues to evolve, so has branding. In addition, “The revenue over the last few years has substantially grown. Therefore, dealers must have the best avenues to reach their customers,” asserts Bowers. In addition, the whole operation’s standards have risen. Therefore, he claims, “It would be best to make yourself and your dealership accessible through various channels to meet customers where they are.” 

Operations 

As it exists today, inventory is different. It’s different by OEM, market, and by model. Bowers notes, “Some models are readily available and some that customers prefer.” However, “It differs by brand.” The other part of inventory deals with pricing. Inventory fluctuates due to customers being unable to afford their car payments, and dealers can’t afford to keep the vehicles on the lots. But, if dealers represent a brand in a large metro market, they will support sending cars to customers where they live. Ultimately, Bowers asserts, “I am in a position where the OEMs are supplying me with a 60-day supply, but I’m also not seeing where I have too many cars.” For example, Bowers recently built a stand alone Jeep facility in Baton Rouge. It’s a part of an incredible investment in part of it’s reliability for the well-known brand. 

Electric vehicles

Bowers has met with several dealers; some want to promote EVs, while others are hesitant. This holds true from Southeast Louisiana to Metro Nashville and even the Florida Gulf. There isn’t enough demand. Bowers gives the following example: “I think we will be in demand one day, but as of right now, I was driving past a woman and her child on the interstate in Baton Rouge, but I couldn’t run and get them a gas canister to fill their tank; instead, the family had to wait for a tow truck just to get a charge.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post Enhancing your dealers’ brands to reach your customers where they are — Matt Bowers | Matt Bowers Auto Group appeared first on CBT News.

From mom-and-pop dealerships to larger auto groups, the changing retail automotive landscape has impacted businesses big and small. But how are dealers on the frontlines adapting to the transforming landscape? On this episode of CBT Now, host Shyann Malone is joined by Katie Bowman Coleman, president and owner of the Bowman Auto Group, to discuss her experiences in the industry and how her dealership has fared throughout the year.

Coleman began her retail automotive career after first working in fashion retail for several years after college. It only took a few months of work at her father’s dealership for her to realize that she had found her calling. Once she obtained her master’s degree in finance and went to dealer school, Coleman began rising in the industry ranks, ultimately taking leadership of the Bowman Auto Group.

For women interested in joining the retail automotive industry, Coleman urges them to start by finding flexible roles. Since many women are also caretakers, it can be challenging to manage both a family and a business. Companies that are willing to accommodate their employees’ personal lives can help relieve the stress of balancing multiple roles. Another crucial element to achieving long-term success in the dealership is finding a mentor to guide one throughout their career. Coleman notes that both of these elements were crucial to her own success and have become integral parts of her management style. “The better I can treat my employees, the better they’ll be able to treat our customers,” she notes.

Coleman notes that Bowman Auto Group has seen continued growth throughout 2023. The dealership has regularly placed among the top 20 Chevrolet storefronts and continues to see high sales in the Michigan market. Similar to other successful businesses in the retail automotive sector, Coleman has seen demand for vehicles increase, even as inventory lags behind pre-pandemic norms. “We could use more, but it’s a tough balance,” she explains. Bowman Auto Group has seen an average days’ supply of 10 to 15 days throughout 2023.

One of the biggest shifts to hit the retail automotive sector this year is the sudden rise of the electric vehicle segment. While EV purchases comprise a small minority of all car sales, the total has risen rapidly, driven by an avalanche of new models from legacy automakers and startups. Coleman notes that her dealership is fully in support of the technology. “I don’t feel it took a ton to really get ready and get our arms behind it,” she remarks. “It was just more saying yes and making sure that everyone was trained.” While most franchises only require their dealers to have one EV expert on hand, Coleman’s entire sales staff has been trained to sell battery-powered cars. Many of them have also purchased an electric vehicle for themselves since she offered to install home chargers for free.

Retail automotive is still a highly profitable sector, and as dealers look forward to a recovering economy, they can also expect to see new opportunities for growth. Bowman Auto Group expects to expand in the coming months, although Coleman notes that the business is likely to remain focused on the Michigan market. Nevertheless, she remarks: “I think I’m getting close to ready to take on a new challenge.”

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post The frontlines of retail automotive: what dealers are seeing — Katie Bowman Coleman | Bowman Auto Group appeared first on CBT News.

Automotive powerhouse Ken Garff Automotive Group, number nine of the top 150 dealership groups, recently expanded its portfolio on the islands of Hawaii. On this edition of Inside Automotive, we’re joined by the CEO of Ken Garff Automotive Group, Brett Hopkins, to tell us more about this acquisition and the state of his operations today.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

Hawaii

With 90 years in the business, the Ken Garff Automotive Group finally acquired stores in Hawaii. The groups’ acquisition occurred roughly a week before the fast-spreading devastating wildfires on the island of Maui, and destroyed most of the historic town of Lahaina. It’s important to note that all employees and dealerships are safe and helping with relief efforts. Ken Garff Automotive Group has an annual retreat they do in Hawaii for its staff and family; Hopkins says, “It’s a fun place to do business and a way to merge the mainland culture with the island culture.”

Operations

As things in the industry move forward, it’s different from how it used to be. Asserting that inventory is beginning to rise from historic industry lows is excellent news for giving customers and employees more choices. However, Hopkins argues, “Our grosses have softened by inventory returning, but it’s still a nice place to be.” He continues, “The industry has enjoyed not having to discount at all over the past few years. But, the silver lining of not having inventory is that people were holding onto their vehicles longer and needed to service them.” The Ken Garff Automotive Groups’ fixed ops had a great year, up almost 20%; the challenge they face now is hiring technicians.

Hopkins, on the other hand, thinks the franchise system is secure. He claims that “dealerships will remain the same despite OEMs threatening the franchise system by selling to customers directly.” Hopkins also appreciates that customers still rank the salesperson as the most crucial element of the purchasing process. Hopkins implies, “We think there will always be a need for us in the transaction process.” Ultimately, the economy is defying gravity since demand is still robust and hasn’t decreased despite the recent and ongoing volatility it has experienced.

The post How Ken Garff Auto Group is fusing its mainland culture with its Hawaii acquisitions — Brett Hopkins appeared first on CBT News.

For the better part of seven decades, the Courtesy Automotive Group, one of the top car dealers in the U.S., has been known for its innovative solutions and a strong commitment to creating an excellent working environment for its staff. On this episode of Inside Automotive, host Jim Fitzpatrick is joined by Scott Gruwell, CEO of Courtesy Automotive, to discuss the past, present and future of retail automotive.

The pandemic was a complicated time for car dealers. Throughout COVID, the automotive industry both struggled with and benefited from manufacturing constraints, which made it impossible to meet demand but heavily increased profit margins from sales for OEMs and retailers. While factory shutdowns and supply chain disruptions continue to keep the business’s recovery efforts in check, dealer inventories have started making notable headways. Gruwell reports that his stores are seeing 28 to 30 days’ supply on average, although the numbers are often higher for domestic brands. Although he estimates that the sweet spot for inventory is closer to 55 or 60 days, he clarifies that the tight supply of new vehicles has been a blessing for both dealers and OEMs. Looking into the future, Gruwell hopes that car manufacturers will continue with the slow ramp-up of production. “I really ask them to hold the line and be conservative on their inventory levels,” he remarks.

COVID has also heavily influenced another area of car sales: digital retailing. While internet-based car sales were present well before 2020, Gruwell notes that consumer interest in buying online has risen substantially in recent years. However, despite some car dealers expressing concerns that brick-and-mortar retail is approaching obsolescence, he believes there will continue to be demand for an in-store experience well into the future. A handful of buyers may prefer the convenience of shopping through a business’s website, but there will always be those who like to be guided through more challenging parts of the process, not to mention those who want to see and test their new vehicles before deciding on a purchase. Courtesy Automotive, he notes, allows customers to choose the experience that best suits their needs, making its business model secure despite shifts in buyer preference.

Electric vehicles started to see surging demand in 2023 and have recently hit a new era of relevance. Just this month, the CNCDA reported that Tesla had outsold every other brand in the state during July, even beating Toyota, the long-time frontrunner. “We are all in on EVs,” notes Gruwell, “but…we’re gonna go where the customer goes.” While Courtesy Automotive is seeing an influx of customers interested in battery-powered cars, there are many who will continue to rely on diesel and gas well into the future. The dealership group recommends that car dealers take a two-pronged approach, prioritizing either electric or petrol-powered cars based on consumer demand.

Pricing has remained the most unstable and troublesome aspect of the market since the onset of the COVID pandemic. Car dealers have seen new vehicle prices rise substantially over the last four years, posing challenges to buyers outside the premium segments. These difficulties were compounded in 2022 when the Federal Reserve began to increase interest rates in an attempt to combat rising inflation, a strategy which the bank has continued to employ in 2023.

While it is difficult to predict where prices will trend in the coming months, Gruwell notes that car dealers will ultimately land on their feet. “We’re entrepreneurs: we’re gonna figure it out and figure out a way to make that bottom line strong,” he comments. One potential solution to this affordability crisis is leasing, a system that has seen returning popularity in the post-pandemic car market. Courtesy Automotive has seen an increasing number of buyers turn to leases in 2023 and expects the option to become even more popular throughout the year until prices and rates come down. “I think leasing is gonna continue to really be the tool to get consumers in new vehicles,” concludes Gruwell.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post The halfway point: where car dealers see themselves in the next 6 months — Scott Gruwell | Courtesy Automotive Group appeared first on CBT News.

Dealers have found ways to adapt to today’s changing market conditions, like selling electric vehicles. On today’s Inside Automotive, we’re catching up with Jonathan Fowler, the President of Fowler Holding Company, to get an update on his dealer group, and we’ll also learn what the demand looks like in his markets today. 

When we last spoke with Fowler, he had just announced a collaboration with Mamva and the launch of “Lactation Pods.”.  According to Fowler, “I’m beyond grateful we got ahead of the traffic because this year, the pump act was enacted,” which clarifies that employers need to account for the time a work spends pumping during their shift towards minimum or overtime pay. Fowler adds, his dealer recently added two more lactation pods to their most recent Northern Colorado store. 

The Fowler Holding Company operates 11 distinct stores. Fowler claims, “The Colorado store was our 11th acquired and 5th in Colorado. As the industry evolves, I’m glad we have such an incredible team.” 2023 marks the 50th year Fowler Holdings Company has been in business. To put it into perspective, before COVID, they carried seven dealerships with roughly $100 to $120 million in new car inventory across those seven dealers. Currently, they have approximately $60 million across all 11 dealers regarding new vehicle inventory. Therefore, Fowler asserts, “We are returning to normal inventory levels, but it’s nowhere near the market level it once was. 

EV sentiment 

“In today’s market, I believe the interest in EVs will always be there. But the level of excitement, intrigue, and consumers coming in with questions is higher than ever, and the market reflects that,” claims Fowler. The industry is witnessing new car inventory of EVs going over 100 days, in comparison to ICE vehicles that have a far less turnaround due to regional, cultural, and political reasons. 

To illustrate, Fowler claims large cities, on a state and federal level, along the coast have pushed way harder and longer to obtain more EVs on their lots. Whereas, for cities in the Midwest, EVs don’t particularly make sense for them. However, we’re seeing the middle of the country forcing regulations on a state-to-state basis. According to Fowler, Oklahoma restrictions differ from those in Colorado, but the dealer group still hopes to grow by extending its reach and keeping the dealer-family environment.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post Adapting to the auto industry’s dynamic market — Jonathan Fowler | Fowler Holding Company appeared first on CBT News.

Despite the announcement of suspending operations at several EchoPark locations and delivery/buy centers, Sonic Automotive is yet again reporting all-time revenue records. On this episode of Inside Automotive, host Jim Fitzpatrick is joined by Jeff Dyke, president of Sonic Automotive, to discuss the company’s latest earnings call and offer a glimpse of where the car business is headed.

Although Sonic Automotive beat its revenue record for the period, the company’s net income declined 75% year-over-year. Dyke explains that the decrease is a result of the write-down the retailer took for the closure of the EchoPark locations. “We had to make those moves…because of what’s going on in the used car environment,” he remarks. Used car prices have normalized throughout most of 2023, which made it easier for Sonic Automotive to purchase inventory, although, unfortunately, not at a pace that allowed it to sustain the number of sites it operated at the time. In June, the company made the difficult decision to close eight storefronts and 14 delivery/buy centers.

However, Dyke notes that these locations only carried 14% of EchoPark’s total volume. The closures have ultimately freed up time and money for the remaining stores. “We’ve put ourselves in a position now where we’ve got a buy team that can buy the right amount of inventory for the remaining…25 stores that we have, and that’s going to make a big difference, and we’re already seeing that in July,” he reports.

Once the market levels out, Sonic Automotive intends to scale as rapidly as possible. “We’re not backing up…” comments Dyke. The retailer’s plans include both new locations and new markets, which will help boost the brand’s recognition and competitiveness. However, he warns that the timing of such moves will depend on how quickly the new and used car market recovers from the COVID pandemic. Presently, with prices falling once more for preowned cars and inventory remaining strained for all segments, Sonic Automotive is keeping a close watch for signs of stability.

The company’s profit margins on new cars declined slightly in the second quarter. However, Dyke explains that these reductions were offset by a 12% increase in sales volume. The return of inventory, while still leaving much to be desired, allowed many dealers to push sales to new heights during the period. Sonic Automotive especially benefitted from the return of imported vehicles. “We’re expecting a stronger new car volume second half of the year than we had first half of the year, as inventories begin to improve,” he continues.

Overall, the car market has made steady progress toward a new normal. Dyke predicts that the third and fourth quarters will provide a massive improvement over the first half of the year. “As that begins to happen, we can start talking about opening up some more stores and doing some things that were more pre-COVID normal than [they are] today,” he concludes.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post More inventory, more sales: analyzing the second quarter — Jeff Dyke | Sonic Automotive appeared first on CBT News.

On this episode of Inside Automotive, CBT News anchor Jim Fitzpatrick is joined by Bill Feinstein, President of Planet Honda in New Hampshire, General Manager of Planet Honda in New Jersey, and the Chairman of the Honda National Dealer Advisory Board.

Feinstein notes that Honda was hit especially hard by supply chain disruptions and other manufacturing issues following the COVID outbreak. However, the manufacturer has made significant progress in returning production to pre-pandemic levels. Inventory may take more time to make a full recovery, Feinstein explains, since demand is still too high for the automaker’s output capabilities.

Affordability continues to be an issue for many Americans. Not only are car prices are at all-time highs, but interest rates and insurance premiums have driven monthly payments through the roof. “It’s always gotta be a concern when your customers is strained,” remarks Feinstein, adding that he expects pricing to improve once more inventory returns. However, he anticipates vehicle expenses will remain inflated so long as the Federal Reserve keeps interest rates above what a majority of consumers can afford.

The use of alternative ownership methods, such as leasing, saw a significant downturn during the pandemic due to rate hikes. As automakers and dealers begin to tackle affordability, leases are likely to be one of the first areas to improve, as it would allow many consumers to return to the market earlier than otherwise. Contrary to the norm, Feinstein notes that his stores saw significantly more leasing over the last two years, as his sales team recommended the method to buyers unable to afford new vehicles.

Electric vehicles are a hot topic in the industry, despite the market’s hesitancy to give up the reliability of the internal combustion engine. The biggest obstacle to EV ownership is the nation’s outdated charging infrastructure. With many young people lacking the capital to install at-home chargers, dealers face an uphill battle in terms of sales. Instead, hybrids, Honda’s specialty, have become a major commodity in today’s car market, as they give drivers more flexibility. Feinstein notes he and many other dealers are anxiously awaiting the arrival of the automaker’s first fully electric contender, the Afeela sedan.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post How Honda is making progress on inventory, EVs and affordability — Bill Feinstein appeared first on CBT News.

While the industry collects itself in the aftermath of COVID, dealers are on the frontline tackling never-before-seen automotive trends. On this episode of Inside Automotive, host Jim Fitzpatrick is joined by Tim Bergstrom, CEO and president of Bergstrom Automotive, to discuss how the car business has changed and what he foresees in the future.

For better or worse, COVID has forever changed the industry landscape. Although the car business is slowly recovering from its ordeal, dealers are still struggling to find their footing in this post-pandemic economy. Bergstrom notes that retailers are now more subject to OEM decisions on inventory than they were before 2020. “We’re still not in control of what’s manufactured,” he explains. “The manufacturers are in charge of how much they build and where they ship them in the world…we’re at the mercy of where they send it.” This automotive trend has also affected consumers. Many vehicles take months to arrive, and shoppers who purchase a product on backorder are likely to feel nervous about their decision the longer they wait.

However, this is not to say that car dealers are not up to the task. Many storefronts have become more accommodating to car buyers as a result of the pandemic. To help customers feel more at ease, Bergstrom Automotive adjusted its policies to allow for seven-day, no questions asked returns. “It’s that added reminder that you can do it the right way…and it adds credence to how we do business,” he adds. This is an excellent example of how dealerships can differentiate themselves from each other and stay competitive, regardless of the automotive trends affecting their business. Since every dealer prioritizes customer service, storeowners must be creative in terms of developing new ways to engage with and benefit their clients. 

The pandemic also forced the automotive industry to adopt new forms of technology, with digital retailing becoming widespread. Dealers must now split their attention between their store’s online and in-store touchpoints. Although many consumers do prefer the convenience dealership websites can offer, Bergstrom cautions against prioritizing digital retail at the expense of brick-and-mortar stores. “We ultimately want to have the consumer drive the experience: we want them to purchase the way they want to,” he remarks. Rather than over or under compensating for this automotive trend, dealers should remain flexible, allowing customers to approach the car buying process in the manner which works best for them, whether in a showroom or on the internet. By letting their audience choose how they want to interact with their brand, dealers can feel more confident structuring their business models.

The COVID pandemic has also altered the relationship between vendors and OEMs. Car manufacturers have made aggressive pushes into the retail business in recent years, making franchisees increasingly anxious. Many retailers now believe that automotive brands are plotting to supplant third-party dealers with direct-to-consumer sales models. Bergstrom believes that the industry must evolve if it hopes to remain successful. But regardless of how the business looks in the future, he adds, it will always need the expertise and reach of dealers. “I can see the benefit of trying to, as a manufacturer, take care of their owners, and [talking] directly to them, but…there’s a lot of value in those boots on the ground that consistently help with the guest,” he explains. “I know very few brands that don’t have some sort of retailer network within it.” Ultimately, both sides of the industry must work together to care for their customers, regardless of the automotive trends affecting the car business.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post How Bergstrom Automotive is adapting to post-COVID industry trends — Tim Bergstrom appeared first on CBT News.

On today’s Executive Profile, we visited Mario Murgado, President and CEO of Murgado Automotive Group, at his brand new, state-of-the-art Cadillac dealership in Miami, Florida. Like many Cuban immigrants seeking political refuge in the 1960s, Mario came to the United States alone just five days before his fourth birthday. In 1981, he entered Miami’s Braman Imports and landed a job selling new Hondas. Over the next 12 years, he became president and managing partner at Braman Imports and Palm Beach Imports. And in 2001, he purchased ailing Honda and Pontiac GMC dealerships in downtown Miami and turned them into top national performers. The rest, as they say, is history. 

Humble Beginnings

Ten years ago, Fitzpatrick met Mario when he had four Miami-based franchise dealerships. Today, Murgado Automotive Group includes 24 stores across three states, but its impact exceeds the numbers. With his unwavering commitment to the auto industry, Mario has built a successful business empire and created a positive and engaging environment for his team. In addition to building a stellar dealership culture, Mario believes strongly in giving back to the community. He has led numerous charitable initiatives that meaningfully impact the communities he serves.

It’s imperative to note that Murgado began his dealership journey through his love and passion for cars, the business, and Cadillacs. Hence why his Ocean Cadillac store is also a museum. Murgado says, “I wanted to bring back the history and heritage of the Cadillac along with the Americano and others.” Therefore, Murgado’s dealership creates a space for a museum and customers to relax. The dealership displays vehicles from before World War II and after, highlighting the history of Cadillac and the evolution of muscle cars. Furthermore, the display of vehicles emphasizes that in 1945, GM owned 50% of the market, which was the first time women were present. Men had money, so during the roaring 1950s, the evolution of Americans’ might and power to rebuild allowed GM to generate one out of every two vehicles sold.

Growth of Murgado Automotive Group

When Murgado bought his first dealership, Brickell Honda, in 2001, the numbers would have displayed that it was a dead store back then. Murgado notes, “I bought it directly east of the Barman Honda store where I worked. We were selling 2% of what they were selling then; we sold 16 Hondas and six Pontiacs’ and GMCs. But today, I am blessed to have a group of leaders that sell 9,000 vehicles a year.

Additionally, Murgado says, “I had to chase my Ocean store from 2002, I would speak to the general manager once a month, and 12 years later, I acquired the building. Originally the plan was to relocate it by the water, but due to roadblocks, we are now located on I-95 where approximately 240,000 people drive past it daily.” He continues, “We are a walking, talking billboard for our community.” Today, the dealership’s museum and showroom are areas for clients who appreciate doing business with them, enjoy feeling safe with them, enjoy being in a clean environment, and enjoy being in a community that feels like a family. “I want them to feel comfortable, most importantly,” Murgado adds.

Furthermore, Murgado explains that he currently works with five generations. He has five different directions for doing business and five different requirements for each. Murgado must mirror what his customers do so his staff can reflect the market. He emphasizes that his success is measured based on his employees. He is flexible and pays attention to adjusting accordingly, which he urges the industry to evolve with the current changes.

"I think we're just going to have to...get off this thought that it's just going to be all EV, all the time, all over the U.S. I just don't see it going that way." — John Luciano

The post From car salesman to mega-dealer: Cuban-born Mario Murgado’s journey to unparalleled success appeared first on CBT News.