Automotive News - October 17, 2016 - Supplement - S37
OCTOBER 17, 2016 ❙ 37
Paul Miller BMW has a lease penetration rate of nearly 90 percent and tries to get customers out of leases early and into other new or used cars.
continued from previous page
stood at 38 days, down from 55 days on May
1, according to the Automotive News Data
Center.
"We've been much more diligent with our
inventory than other dealers," said Gruber.
The dealership has to be, he said, because
"most manufacturers are overproducing."
The dealership, part of Paul Miller Auto
Group in New York, sells around 1,800 new
and 1,300 used vehicles annually.
Gruber assesses his stock daily, checking
how many cars are in stock or on the way.
He tweaks the intake of cars to a manageable level, keeping his floorplanning costs
low.
On a monthly basis, he examines which vehicles are hot sellers to order more of them.
"We order the cars with the most common
equipment and do an analysis each month
to make sure we are hitting our target," Gruber said. "If we see an available option growing in popularity, then we adjust."
Paul Miller BMW's sales mix is weighted
heavily toward X-series crossovers and the 3and 5-series sedans. But, like Kelly BMW, it
struggles to sell diesels, electrics and hybrids. Gruber attributes that in part to lower
fuel prices right now.
Similar to Kelly BMW, Paul Miller BMW
has a lease penetration rate of nearly 90 percent. Gruber also is aggressive in trying to get
Electric cars, such as the i3, can be harder to sell. The stores keep a close eye on mix.
customers out of their leases early and into
new or used cars.
Gruber has to be aggressive. Tight inventory management is his edge.
"We probably have five [BMW] dealers in
the top 25 in America, all within a 25-mile radius," Gruber said. "That makes it a really
dense and competitive market." c
Table of Contents for the Digital Edition of Automotive News - October 17, 2016 - Supplement
Automotive News - October 17, 2016 - Supplement - Intro
Automotive News - October 17, 2016 - Supplement - S1
Automotive News - October 17, 2016 - Supplement - S2
Automotive News - October 17, 2016 - Supplement - S3
Automotive News - October 17, 2016 - Supplement - S4
Automotive News - October 17, 2016 - Supplement - S5
Automotive News - October 17, 2016 - Supplement - S6
Automotive News - October 17, 2016 - Supplement - S7
Automotive News - October 17, 2016 - Supplement - S8
Automotive News - October 17, 2016 - Supplement - S9
Automotive News - October 17, 2016 - Supplement - S10
Automotive News - October 17, 2016 - Supplement - S11
Automotive News - October 17, 2016 - Supplement - S12
Automotive News - October 17, 2016 - Supplement - S13
Automotive News - October 17, 2016 - Supplement - S14
Automotive News - October 17, 2016 - Supplement - S15
Automotive News - October 17, 2016 - Supplement - S16
Automotive News - October 17, 2016 - Supplement - S17
Automotive News - October 17, 2016 - Supplement - S18
Automotive News - October 17, 2016 - Supplement - S19
Automotive News - October 17, 2016 - Supplement - S20
Automotive News - October 17, 2016 - Supplement - S21
Automotive News - October 17, 2016 - Supplement - S22
Automotive News - October 17, 2016 - Supplement - S23
Automotive News - October 17, 2016 - Supplement - S24
Automotive News - October 17, 2016 - Supplement - S25
Automotive News - October 17, 2016 - Supplement - S26
Automotive News - October 17, 2016 - Supplement - S27
Automotive News - October 17, 2016 - Supplement - S28
Automotive News - October 17, 2016 - Supplement - S29
Automotive News - October 17, 2016 - Supplement - S30
Automotive News - October 17, 2016 - Supplement - S31
Automotive News - October 17, 2016 - Supplement - S32
Automotive News - October 17, 2016 - Supplement - S33
Automotive News - October 17, 2016 - Supplement - S34
Automotive News - October 17, 2016 - Supplement - S35
Automotive News - October 17, 2016 - Supplement - S36
Automotive News - October 17, 2016 - Supplement - S37
Automotive News - October 17, 2016 - Supplement - S38
Automotive News - October 17, 2016 - Supplement - S39
Automotive News - October 17, 2016 - Supplement - S40
Automotive News - October 17, 2016 - Supplement - S41
Automotive News - October 17, 2016 - Supplement - S42
Automotive News - October 17, 2016 - Supplement - S43
Automotive News - October 17, 2016 - Supplement - S44
Automotive News - October 17, 2016 - Supplement - S45
Automotive News - October 17, 2016 - Supplement - S46
Automotive News - October 17, 2016 - Supplement - S47
Automotive News - October 17, 2016 - Supplement - S48
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