FI showroom red and grey logo
MenuMENU
SearchSEARCH

AutoNation Reports Higher Sales, Lower Margins

Significant retail discounts drove up both December and fourth-quarter new-vehicle sales for the nation’s largest dealer group, but they also cut into the group’s sales margins, AutoNation officials said this week.

by Staff
January 7, 2016
2 min to read


FORT LAUDERDALE, Fla. — AutoNation reported new-vehicle sales for December 2015 of 35,962 units, a 9% increase from the same period one year ago. The nation’s largest publicly traded dealer group said the increase was driven by significant retail discounts offered by manufactures, particularly in the premium luxury segment.

Despite the sales increase, AutoNation officials said the group expects to report a $250 to $350 drop in gross profit per vehicle retailed in the fourth quarter compared to last year.

Ad Loading...

“The fourth quarter industry sales environment was more push versus pull. As a consequence, we expect to report significant margin declines for the fourth quarter in both our new and used retail unit sales,” said Mike Jackson, the group’s chairman, CEO and president. “We have begun, and will continue through the first quarter, to take necessary steps to align our costs, inventory, and pricing strategy to adjust to the current market. In 2016, we expect industry new-vehicle unit sales will continue to exceed 17 million.”

On a same-store basis, retail new-vehicle unit sales last month increased 5% compared to December 2014. Sales were up 16%, 9%, and 2% for domestic, import, and premium luxury, respectively, on a year-over-year basis.

For the fourth quarter, vehicle sales were up 6% compared to the fourth quarter 2014. Vehicle sales were up 10%, 4%, and 4% for domestic, import, and premium luxury, respectively, on a year-over-year basis.

On a same-store basis, new-vehicle sales in the fourth quarter 2015 increased 3% compared to last year.

For the full year, the dealer group posted a 7% increase compared to 2014, with domestic vehicle sales was up 10%, imports up 3%, and premium luxury sales up 14% compared to 2014.

Ad Loading...

On a same-store basis, new-vehicle sales in 2015 increased 5% compared to 2014.

 

 

 

More F&I

Red toy car sitting on top of coins.
Auto Financeby Lauren LawrenceJune 24, 2026

Smaller Loans, Longer Terms

The youngest generation of car buyers is more likely to finance less expensive vehicles, more than half of generation Z consumers borrowing less than $25,000.

Read More →
Under the hood of a Toyota Prius EV Hybrid car.
F&Iby StaffJune 15, 2026

New Lifetime Battery F&I Product Meant to Drive Dealer Traffic

EFG Cos. offering is intended to create lifetime auto dealer engagement with customers.

Read More →
Several illustrations of question marks on a surface
F&IJune 10, 2026

The Psychology Behind Menus That Increase Add-On Sales

There is a science to crafting a menu that gives customers confidence in the choices presented, and moving the process outside the F&I office can further boost results.

Read More →
Ad Loading...
Man holding magnifying glass over sales volume paper.
F&IMay 29, 2026

Why Your F&I PVR Is Misleading You

Here’s a handy checklist of the numbers to track in 2026 instead.

Read More →
Photo of woman typing on a laptop as she sits on a couch
F&Iby Hannah MitchellMay 29, 2026

Auto Consumer Anxiety Presents Opportunity

A survey of U.S. drivers found the majority are concerned about finances and the economy, but those fears make many ready to buy vehicle-protection products.

Read More →
Dustin Gingerich standing on stage giving a presentation
F&Iby Lauren LawrenceMay 28, 2026

Humble and Hungry: 12 Rules for an F&I Life

Dustin Gingerich, with a decade in the F&I business under his belt, shares his thoughts on leadership, building trust with customers, and the importance of learning and innovation.

Read More →
Ad Loading...
Photo of businessman's hands resting on files on a desk
F&Iby John TabarMay 27, 2026

Focus on the Opening

F&I managers must learn as much as possible about their customers, starting before they walk into their offices. The bulk of today’s consumers expect that, and good results will follow.

Read More →
Photo of a three-seat vehicle back seat
F&Iby Hannah MitchellMay 22, 2026

F&I Reaches for the Sky

The increasingly important profit center continued making gains in the first quarter, according to StoneEagle data, ancillary products proving more popular as consumers hold onto their buys longer.

Read More →
Cover image for a BOK Financial report titled “Timing the market: How avoiding volatility entirely can hurt long-term reinsurance program performance.” The image shows several road construction barricades with flashing amber warning lights lined up in a nighttime work zone. Beneath the image, red text explains that avoiding volatility can mean falling behind inflation and missing market rebounds that drive long-term surplus growth. The BOK Financial logo appears at the bottom right.
SponsoredMay 8, 2026

What Market Timing Mistakes Mean for Your Reinsurance Program

When volatility hits, dealer-owned reinsurance programs face a familiar temptation: pull back and wait for calmer waters. New data from BOK Financial shows why that instinct can quietly cost you years of surplus growth.

Read More →
Ad Loading...
Ryan Ruff, The 90/10 Rule, Automotive Training Academy, Sales Series
F&IMay 6, 2026

The 90/10 Rule

In this video, Ryan Ruff explains the rule that elite sales professionals use to turn ordinary conversations into unforgettable customer experiences.

Read More →