Car Sales Show No Signs of Braking
Despite a lackluster economy, the U.S. auto industry remains a shining star, with 2003 sales expected to exceed 16 million vehicles, according to the Dayton Business Journal.
The average number of vehicles sold in a year is 14 million, said Jim Horvath, executive director of the Dayton Area Auto Dealers Association. "Anything over and above that is a plus," he said, according to the Business Journal.
This month, Paul Taylor, chief economist for the McLean, Va.-based National Automobile
Dealers Association (NADA), upped his 2003 sales estimates by 300,000 vehicles, from 16.3 million to 16.6 million, as buyers continue to flock to dealerships and drive away in new cars.
Locally, Horvath said auto sales are on pace for another record year. A big reason the auto industry continues to boom is manufacturers' incentives -- such as rebates and low or no-interest loans, the Business Journal said.
"A lot of people in the automobile business are just waiting for the bubble to burst," said Tim White (White Family Dealerships).
As car sales continue to rev up for local dealers, those in the industry remain cautious. "After you have a good year, then an all-time top year, you figure how much longer can this go on?," Horvath said. "You can't have a world record beater year after year, yet we're
in the middle of doing that."
More F&I

How AI-Powered Coaching Is Transforming F&I Performance
See how AI-powered coaching can turn F&I customer conversations into actionable insights that support compliance, performance and profitability
Read More →
Sell Value, Build Trust
In this video, Trent White explains why selling on value, not fear, builds lasting customer trust, reduces cancellations, and drives long-term success.
Read More →
F&I Sales Give Dealers First-Half Lift
Product business shored up total profits to avoid an overall revenue tanking as product penetrations held steady, StoneEagle reported.
Read More →
Targeted Training Drives Results
Today’s technology, instead of threatening F&I managers, can actually make them better, according to an industry veteran who’s watched market setbacks roil the unprepared.
Read More →
Double the Change, Double the Chance
When an F&I manager gets a customer refusal, it’s a wise move to tweak more than one thing in the product offering.
Read More →
Just Do It
F&I managers need training, but instead of resisting application or expecting perfection, they should improve by simply acting on what they learn.
Read More →
Dealer Lender Preferences Revealed
When lenders provide consistent, fast service, their overall satisfaction scores with dealers greatly improve, according to JD Power research.
Read More →
Leading with Purpose
In this video, Trent White explains how understanding your people’s 'why' is a key leadership responsibility of F&I professionals and how that mindset drives dealership engagement, trust and performance.
Read More →
Integrating Nontraditional F&I Products
The niche presents a strategic advantage for auto dealerships as they move to adapt to fast-changing consumer expectations in today’s market.
Read More →
Trust Is Personal
Technology, no matter how efficient, can’t replace what the human F&I manager can do, which is to bridge the divide between cyberspace and the in-store experience.
Read More →