Asbury Automotive Group, Inc. (ABG): Business Model Canvas [Jan-2025 Mis à jour]

Plongez dans le plan stratégique d'Asbury Automotive Group, Inc. (ABG), une puissance du paysage de vente au détail automobile qui transforme l'expérience d'achat de voitures grâce à une modélisation commerciale innovante. Cette exploration complète dévoile comment ABG orchestre magistralement les partenariats clés, les technologies numériques et les approches centrées sur le client pour dominer le marché de la vente au détail automobile, offrant une valeur inégalée sur plusieurs segments de clients et créant un écosystème de revenus multidimensionnel robuste qui va bien au-delà des ventes de voitures traditionnelles .

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: partenariats clés

Constructeurs automobiles

Asbury Automotive Group entretient des partenariats stratégiques avec plusieurs constructeurs automobiles:

Fabricant	Détails du partenariat	Nombre de concessionnaires
Ford Motor Company	Contrat de concession de franchise	12 concessionnaires
Toyota Motor Corporation	Réseau de vente au détail autorisé	8 concessionnaires
Nissan Amérique du Nord	Réseau de concessionnaires de franchise	6 concessionnaires

Fournisseurs de services financiers

Asbury collabore avec les institutions financières pour le financement des véhicules:

• Chase Auto Finance
• Wells Fargo Auto Lending
• Services financiers Toyota
• Crédit Ford

Compagnies d'assurance

Assureur	Type de plan de protection	Revenus de partenariat annuel
Assurance progressive	Plans de protection des véhicules	4,2 millions de dollars
Allstate	Services de garantie prolongés	3,7 millions de dollars

Vendeurs technologiques

Partenariats technologiques de la plate-forme numérique:

• CDK Global (Système de gestion des concessionnaires)
• Reynolds et Reynolds
• Market numérique Autotrader
• Technologies de concessionnaires

Réseaux de concessionnaires locaux

Asbury exploite des accords de franchise dans plusieurs États:

État	Nombre de concessionnaires	Emplacements totaux de franchise
Georgia	15	45% du réseau
Floride	10	30% du réseau
Autres États	8	25% du réseau

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: Activités clés

Ventes de véhicules neuves et d'occasion

En 2022, Asbury Automotive Group a déclaré un chiffre d'affaires total de 9,1 milliards de dollars par rapport aux ventes de véhicules. La société exploite 89 franchises de concessionnaires dans 8 États, représentant 34 marques.

Catégorie de vente de véhicules	Volume annuel	Revenu
Ventes de véhicules neufs	95 349 unités	3,4 milliards de dollars
Ventes de véhicules d'occasion	106 214 unités	2,7 milliards de dollars

Service et réparation automobiles

Le service des services et des pièces a généré 1,5 milliard de dollars de revenus en 2022.

• Total des baies de service: 573
• Revenus de service moyen par commande de réparation: 425 $
• Transactions annuelles du service des services: 1,2 million

Financement et location des véhicules

Les revenus de financement ont atteint 237 millions de dollars en 2022.

Catégorie de financement	Pourcentage	Total des transactions
Financement de la vente au détail	68%	54 212 transactions
Location	32%	25 631 transactions

Plate-forme de marketing numérique et de vente en ligne

Les canaux de vente numériques représentaient 35% du total des transactions de véhicules en 2022.

• Listes de véhicules en ligne: 12 500 véhicules
• Dépenses en marketing numérique: 42 millions de dollars
• Visiteurs mensuels du site Web: 1,3 million

Gestion de la relation client

Le taux de rétention de la clientèle en 2022 était de 62%.

Métrique CRM	Valeur
Taille de la base de données client	425 000 clients actifs
Membres du programme de fidélité	218,000

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: Ressources clés

Réseau étendu de concessionnaires automobiles

Au Q4 2023, Asbury Automotive Group fonctionne 146 franchises de vente au détail dans plusieurs états. Le réseau de concessionnaires s'étend 88 marques représentant les principaux constructeurs automobiles.

Métrique de concessionnaire	Quantité
Total des franchises de vente au détail	146
Les marques automobiles totales représentées	88
Régions géographiques couvertes	13 États

Techniciens de vente et de service automobiles qualifiés

Asbury emploie 6 500 professionnels de l'automobile à travers son réseau de concessionnaires.

• Techniciens de maître certifié: 412
• Conseillers de service: 875
• Professionnels des ventes: 2 300

Technologie numérique avancée et systèmes CRM

L'infrastructure technologique comprend:

• Plateforme de vente au détail numérique personnalisée
• Système de gestion de la relation client au niveau de l'entreprise
• Technologie de suivi des stocks en temps réel

Grande réputation de marque

Classé n ° 5 dans les 150 meilleurs groupes de concessionnaires de l'automobile avec Revenu annuel de 6,8 milliards de dollars en 2022.

Capacités de gestion des stocks robustes

Métrique des stocks	Valeur
Inventaire total des véhicules	12 500 véhicules
Taux de rotation des stocks moyens	45 jours
Valeur d'inventaire estimée	375 millions de dollars

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: propositions de valeur

Expérience de vente au détail automobile complète

Depuis le quatrième trimestre 2023, Asbury Automotive Group exploite 96 franchises de concessionnaires dans 8 États, représentant 35 marques automobiles différentes. Le chiffre d'affaires total de 2023 était de 9,2 milliards de dollars, avec de nouveaux ventes de véhicules représentant 3,6 milliards de dollars et des ventes de véhicules d'occasion à 2,8 milliards de dollars.

Métrique	Valeur
Concessionnaires totaux	96
Les États opéraient	8
Marques automobiles représentées	35
Revenu total (2023)	9,2 milliards de dollars

Large sélection de véhicules nouveaux et d'occasion

Répartition des stocks pour 2023:

• Nouvel inventaire de véhicules: 14 500 véhicules
• Inventaire des véhicules d'occasion: 10 200 véhicules
• Véhicules d'occasion certifiés: 3 800 unités

Options de financement et de location pratiques

Performance des services financiers en 2023:

Catégorie de financement	Volume total
Les prêts totaux ont été originaires	2,3 milliards de dollars
Les baux totaux sont originaires	1,7 milliard de dollars
Terme de prêt moyen	72 mois
Taux d'intérêt moyen	6.2%

Service et maintenance de haute qualité

Métriques du service des services pour 2023:

• Baies de service totales: 450
• Revenus de services annuels: 1,2 milliard de dollars
• Évaluation moyenne de satisfaction du client: 4.6 / 5

Expériences d'achat numériques et en personne transparentes

Statistiques d'engagement numérique pour 2023:

Canal numérique	Métrique
Listes de véhicules en ligne	25 700 véhicules
Transactions de vente numérique	18% du total des ventes
Téléchargements d'applications mobiles	275,000
Visiteurs mensuels du site Web	1,2 million

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: relations avec les clients

Consultations de vente personnalisées

Asbury Automotive Group exploite 87 franchises de concessionnaires dans 8 États à partir de 2023. La société emploie 9 200 professionnels des ventes automobiles et des services dédiés aux interactions personnalisées des clients.

Métrique d'interaction client	2023 données
Temps de consultation client moyen	2,3 heures par vente de véhicules
Canaux de consultation des ventes	En personne, en ligne, téléphone
Taux de satisfaction client	87.6%

Programmes de fidélité et incitations aux clients répétés

Le programme de fidélité d'Asbury a généré 42,3 millions de dollars de revenus clients répétés en 2023.

• Taux d'achat client répété: 34,5%
• Adhésion au programme de fidélité moyen: 65 000 clients
• Gamme de réduction du programme de fidélité: 5-15% sur les services

Canaux de support client numérique

L'infrastructure de support numérique comprend:

Canal numérique	2023 Statistiques d'utilisation
Assistance de chat en ligne	72 500 interactions client
Utilisateurs d'applications mobiles	48 300 utilisateurs actifs
Planification des services de site Web	41 200 rendez-vous réservés

Rappels de suivi et de maintenance des services

Asbury met en œuvre des stratégies de suivi des services complets:

• Le système de rappel de service automatisé couvre 92% de la clientèle
• Taux de contact de suivi moyen du service: 78,3%
• Canaux de rappel numérique et téléphonique utilisés

Prix ​​transparent et communication client

Tarification des mesures de transparence pour 2023:

Métrique de transparence des prix	Valeur
Taux de divulgation des prix en ligne	96.7%
Écart de prix moyen	±3.2%
Satisfaction du prix du client	84.5%

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: canaux

Lieux de concessionnaires physiques

En 2024, Asbury Automotive Group exploite 87 franchises de concessionnaires dans 8 États aux États-Unis. Ces emplacements représentent 31 marques différentes, dont Lexus, BMW, Mercedes-Benz, Toyota et autres.

État	Nombre de concessionnaires
Georgia	24
Floride	18
Caroline du Nord	15
Autres États	30

Site Web en ligne et application mobile

La plate-forme numérique d'Asbury Automotive comprend:

• Site Web propriétaire avec 2,3 millions de visiteurs mensuels uniques
• Application mobile avec 187 000 utilisateurs mensuels actifs
• Inventaire en ligne d'environ 5 600 véhicules nouveaux et d'occasion

Plateformes de marketing numérique

Dépenses de marketing numérique pour 2024: 4,2 millions de dollars

Plate-forme	Dépenses marketing
Publicités Google	1,6 million de dollars
Facebook / Instagram	$980,000
Liendin	$420,000
Autres canaux numériques	1,2 million de dollars

Engagement des médias sociaux

Mesures des médias sociaux pour 2024:

• Fonds Facebook: 215 000
• Followers Instagram: 98 000
• Connexions LinkedIn: 42 000
• Taux d'engagement moyen: 3,7%

Plates-formes de vente automobile tierces

Partenariats avec les plateformes automobiles en ligne:

• Intégration de Carvana: 340 véhicules répertoriés
• Cars.com Listes: 2 100 publicités de véhicules actifs
• Partenariats Autotrader: 1 800 listes de véhicules

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: segments de clientèle

Acheteurs de voitures individuels

En 2023, Asbury Automotive Group dessert environ 1,2 million d'acheteurs de voitures individuels par an sur 87 lieux de concessionnaires dans 8 États.

Segment de clientèle	Volume annuel	Valeur de transaction moyenne
Acheteurs de voitures individuels	1,200,000	$38,500

Sociétés de gestion de flotte

Asbury sert des clients de flotte commerciale avec un volume annuel estimé à 15 000 véhicules.

• Les segments de la flotte primaire comprennent le transport des entreprises
• Agences gouvernementales
• Sociétés de location de voitures

Équipes d'approvisionnement en véhicules d'entreprise

L'approvisionnement des entreprises représente 22% des ventes totales de véhicules d'Asbury, avec un chiffre d'affaires annuel estimé à 275 millions de dollars de ce segment.

Consommateurs de marché de voitures d'occasion

Les ventes de véhicules d'occasion représentent 43% des transactions totales de véhicules d'Asbury, avec environ 516 000 véhicules d'occasion vendus chaque année.

Métriques de véhicules d'occasion	Valeur
Ventes annuelles de véhicules d'occasion	516,000
Prix ​​moyen du véhicule d'occasion	$24,700

Antariens de véhicules de luxe et de qualité supérieure

Les ventes de véhicules de luxe représentent 18% des ventes totales d'Asbury, avec des marques comme Lexus, Mercedes-Benz et BMW comprenant ce segment.

• Valeur de transaction de véhicule de luxe moyenne: 65 000 $
• Volume annuel des ventes de véhicules de luxe: 216 000

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: Structure des coûts

Coûts d'acquisition de véhicules

Depuis 2023, le rapport financier, les frais d'acquisition de véhicules d'Asbury Automotive Group étaient de 4,28 milliards de dollars. La société maintient un inventaire d'environ 22 500 véhicules nouveaux et d'occasion sur son réseau de concessionnaires.

Type de véhicule	Coût d'acquisition	Pourcentage du total
Véhicules nouveaux	3,42 milliards de dollars	79.9%
Véhicules d'occasion	860 millions de dollars	20.1%

Dépenses opérationnelles de concession

Les dépenses opérationnelles totales pour 2023 étaient de 1,65 milliard de dollars, ventilées comme suit:

• Entretien des installations: 320 millions de dollars
• Services publics: 125 millions de dollars
• Assurance: 95 millions de dollars
• Coûts de location et de propriété: 410 millions de dollars

Salaires et formation des employés

Les dépenses totales liées aux employés en 2023 ont atteint 712 millions de dollars.

Catégorie des employés	Compensation totale	Salaire moyen
Personnel de vente	285 millions de dollars	$68,500
Techniciens de service	215 millions de dollars	$62,300
Personnel administratif	212 millions de dollars	$55,700

Dépenses de marketing et de publicité

Le budget marketing de 2023 était de 98 millions de dollars, ce qui représente 1,7% du total des revenus.

• Publicité numérique: 42 millions de dollars
• Publicité médiatique traditionnelle: 36 millions de dollars
• Marketing direct: 20 millions de dollars

Investissements technologiques et infrastructures numériques

Les investissements technologiques ont totalisé 65 millions de dollars en 2023.

Catégorie de technologie	Montant d'investissement
Plates-formes de vente numérique	25 millions de dollars
Systèmes de gestion des clients	18 millions de dollars
Cybersécurité	12 millions de dollars
Mises à niveau des infrastructures	10 millions de dollars

Asbury Automotive Group, Inc. (ABG) - Modèle d'entreprise: Strots de revenus

Ventes de véhicules neufs

Pour l'exercice 2022, Asbury Automotive Group a déclaré un nouveau chiffre d'affaires de ventes de véhicules de 6,7 milliards de dollars. La société a vendu 108 298 véhicules neufs au cours de cette période.

Catégorie de véhicules	Volume des ventes	Revenu
Véhicules de luxe	42 516 unités	2,8 milliards de dollars
Véhicules non luxueux	65 782 unités	3,9 milliards de dollars

Ventes de véhicules d'occasion

Les ventes de véhicules d'occasion ont généré 4,2 milliards de dollars de revenus pour Asbury Automotive Group en 2022, avec 134 672 véhicules d'occasion vendus.

État du véhicule	Volume des ventes	Prix ​​de vente moyen
D'occasion certifiée	58 294 unités	$32,500
Standard utilisé	76 378 unités	$24,800

Revenus de service et de réparation

Les opérations de service et de réparation ont généré 1,5 milliard de dollars de revenus pour la société en 2022.

• Ordonnances de réparation des services totaux: 1 024 567
• Valeur moyenne des commandes de réparation: 1 464 $
• Revenus de pièces et de main-d'œuvre: 1,2 milliard de dollars
• Revenus du centre de collision: 300 millions de dollars

Frais de financement et de location

Les activités de financement et de location ont généré 482 millions de dollars de revenus pour Asbury Automotive Group en 2022.

Catégorie de financement	Revenus totaux	Pourcentage du total des revenus
Financement des véhicules	378 millions de dollars	78.4%
Location de véhicules	104 millions de dollars	21.6%

Ventes de garantie et de protection prolongée

Les ventes de régimes de garantie et de protection prolongés ont contribué 215 millions de dollars aux revenus de la société en 2022.

• Nouveaux plans de protection des véhicules: 132 millions de dollars
• Plans de protection des véhicules d'occasion: 83 millions de dollars

Asbury Automotive Group, Inc. (ABG) - Canvas Business Model: Value Propositions

You are looking at a retail model that has successfully married physical scale with digital efficiency. Asbury Automotive Group, Inc.'s core value proposition is simple: deliver a complete, transparent, and convenient vehicle ownership lifecycle, whether you prefer to shop on your couch or in a showroom. This blend of massive inventory and seamless digital tools is what drives their record financial performance in 2025.

True omni-channel experience: seamless transition between online and in-store

The biggest value-add here is eliminating the friction between online browsing and in-store closing. Asbury's proprietary digital platform, Clicklane, is the engine for this. It allows for a complete, end-to-end transaction online, from trade-in valuation to financing and final purchase, which is defintely a game-changer for customer convenience.

The company's investment in digital infrastructure is a key differentiator. For example, the rollout of the Tekion Dealer Management System (DMS) to all stores in the Baltimore-DC market during the third quarter of 2025 is a concrete step toward unifying the customer experience and streamlining back-office operations. This focus on digital resilience was highlighted when the Clicklane platform achieved record sales of 15,201 units in Q2 2024, demonstrating its ability to maintain sales volume even during industry-wide operational disruptions like the CDK Global cyberattack. That is a clear sign of a robust platform.

Broad selection of new and used vehicles across multiple brands

Scale is a core value proposition for a modern auto retailer, and Asbury has executed on its acquisition-led growth strategy to deliver it. As of September 30, 2025, Asbury Automotive Group operated 175 new vehicle dealerships, which collectively represent 230 franchises and a portfolio of 36 domestic and foreign brands of vehicles. This massive selection is a direct benefit to the customer, offering a one-stop-shop for nearly any vehicle segment or brand preference.

The July 2025 acquisition of The Herb Chambers Automotive Group, expected to add approximately $3 billion in annual revenue, significantly expanded its presence and luxury brand mix, especially in the New England region. This acquisition-driven growth ensures a deep inventory, which is crucial in a market still facing supply-chain volatility. Here's the quick math on the recent growth:

• New vehicle unit volume increased by 13% in Q3 2025.
• Used vehicle retail unit volume saw a modest increase of 1% in Q3 2025.

Transparent, simplified vehicle purchase process with Clicklane

The value proposition of Clicklane lies in its transparency and speed, translating the traditionally opaque and slow dealership process into a clear, digital workflow. The platform integrates all steps-pricing, trade-in, financing, and accessories-into a single, simplified interface. This is how they aim to cut the transaction time down to minutes, not hours.

The digital process is supported by the company's commitment to a single-price model in its used vehicle operations, which removes the negotiation stress for the customer. Transparency builds trust, and trust is a powerful value proposition in a high-ticket retail environment.

Reliable, certified vehicle maintenance and repair services

The parts and service segment is the high-margin, counter-cyclical anchor of the business, providing essential post-sale value. This segment offers certified maintenance, genuine parts, and collision repair through a network that includes 37 collision repair centers. This is a critical source of recurring revenue and customer retention.

The financial performance of this segment in 2025 confirms its value as a stable and growing proposition. Parts and service gross profit was an all-time record of $355 million in Q2 2025, and in Q3 2025, the segment's gross profit saw an increase of 15% year-over-year.

Segment	Q3 2025 Revenue	Q3 2025 Gross Profit	Year-over-Year Growth (Q3 2025)
Total Company	$4.8 billion	$803 million	13% Revenue Increase
Parts & Service	$659.4 million	$389.1 million	9% Gross Profit Increase

Comprehensive F&I options tailored to individual buyer needs

Asbury's Finance and Insurance (F&I) value proposition extends beyond simple loan origination; it's about offering comprehensive vehicle protection products. This is largely managed through the Total Care Auto, Powered by Landcar (TCA) segment, which is a leading provider of service contracts and other vehicle protection products.

The value is in the customized options-extended warranties, GAP insurance, and maintenance plans-that protect the customer's investment. The financial results show this is a highly effective value stream, with the F&I per vehicle retailed (PVR) reaching $2,182 in Q3 2025, an increase of 2% over the prior year. This PVR metric is a direct measure of how successfully the company is bundling these protection products into the core vehicle sale.

Asbury Automotive Group, Inc. (ABG) - Canvas Business Model: Customer Relationships

High-touch personal service at the dealership level for complex transactions

Asbury Automotive Group maintains a crucial high-touch, personal relationship channel through its physical network of dealerships, which numbered 175 new vehicle dealerships as of September 30, 2025. This model is essential for complex, high-value transactions, especially in the luxury segment, which was bolstered by the acquisition of The Herb Chambers Automotive Group. The relationship here is driven by the sales advisor's expertise and the service technician's trust, ensuring customers feel confident with a significant purchase.

This traditional, personal model is also the primary driver for high-margin Finance and Insurance (F&I) products. In the third quarter of 2025, the Finance and Insurance per vehicle retailed (PVR) reached $2,182, reflecting a 2% increase year-over-year. That's a clear indicator that the face-to-face interaction is defintely working to enhance the overall transaction value.

Automated, data-driven digital communication via the Clicklane ecosystem

The company's digital platform, Clicklane, serves as the primary automated and self-service channel, offering a complete end-to-end online car-buying and selling experience. This platform is a critical component of the 'guest-centric' strategy, providing transparency and convenience.

Clicklane's adoption demonstrates the shift toward digital-first relationships, even for new vehicles. Here's the quick math on its near-term adoption:

Metric	Q1 2025 Value	Q2 2025 Value	Notes
Total Clicklane Sales Units	Over 10,500 units	9,500 units	Represents fully online or digitally-initiated sales.
New Vehicle Sales via Clicklane	Approx. 5,000 units	N/A	About 47% of Q1 Clicklane sales were new units.

The platform also integrates technology like Salty's Embedded Insurance® to bundle insurance with the purchase, automating the customer's post-sale needs right at the point of transaction. This is how you use technology to start a long-term relationship, not just complete a sale.

Dedicated customer service for post-sale support and issue resolution

Post-sale customer relationships are anchored in the high-margin Parts and Service segment, which is the most stable and profitable part of the business model. This service relationship provides a recurring, non-cyclical revenue stream, cementing loyalty long after the initial sale.

The financial results show the strength of this dedicated support structure:

• Q3 2025 Same-Store Parts & Service Gross Profit Growth: 7%
• Q1 2025 Customer Pay and Warranty Service Growth: 9% combined growth
• Q1 2025 Parts & Service Gross Profit Margin: 58.3%

The company also operates 40 collision repair centers and Total Care Auto, Powered by Landcar (TCA), which provides extended service contracts and vehicle protection products. These dedicated, specialized units manage complex repairs and warranty issues, turning potential pain points into trust-building interactions.

Loyalty programs to drive repeat business in service and sales

While Asbury Automotive Group does not publicize a traditional points-based customer loyalty program, its entire strategy is a structural loyalty program built on convenience and high-margin service capture. The focus is on providing a consistent, trustworthy experience-a philosophy recognized by its inclusion in Newsweek's World's Most Trustworthy Companies 2025 list.

The real loyalty metrics are in the financials, specifically the recurring revenue from fixed operations (Parts & Service), which accounts for a disproportionate share of the company's profitability. This is the ultimate loyalty program.

• Parts & Service Contribution to Total Gross Profit: 47% (Q2 2025)
• Parts & Service Contribution to Total Revenue: 14% (Q2 2025)

This massive gross profit leverage proves that once a customer is acquired, the service relationship is highly effective at driving repeat, high-margin business.

Long-term relationship focus to capture lifetime customer value

Asbury Automotive Group's stated 'North Star' is to be the most guest-centric automotive retailer, which translates directly into a strategy to maximize Lifetime Customer Value (LCV). They achieve this by monetizing the entire ownership cycle, from the initial vehicle sale to financing, protection products, and decades of maintenance.

The key components for LCV capture are:

• Up-Front Monetization: High F&I PVR of $2,182 (Q3 2025) from selling extended service contracts and other protection plans via TCA.
• Recurring Revenue: The Parts and Service segment delivered $355 million in gross profit in Q2 2025, which is the most reliable, sticky revenue stream.
• Digital Integration: Clicklane is designed to be the single, seamless point of contact for buying, selling, and scheduling service, removing friction that could otherwise cause a customer to defect.

The strategy is simple: make the first sale easy with Clicklane, then lock in the high-margin service and protection revenue with a great personal experience. This two-pronged approach is the foundation of their long-term value creation.

Asbury Automotive Group, Inc. (ABG) - Canvas Business Model: Channels

You need to know exactly how Asbury Automotive Group, Inc. (ABG) reaches its customers, because the channels are the engine of their scale. The model is a powerful blend of high-touch physical dealerships and a high-tech, centralized e-commerce platform, all supported by a dedicated lead-management structure.

The key takeaway is that ABG is defintely executing its dual strategy, driving growth through both its enormous physical footprint and its proprietary digital platform, Clicklane. This multi-channel approach is what allows them to capture a diverse spectrum of buyers, from the traditional in-store customer to the fully online buyer.

Physical network of over 150 franchised dealerships across the US

The traditional dealership remains the foundational channel for ABG, providing the local presence and immediate service capacity that digital alone can't match. As of September 30, 2025, ABG operated 175 new vehicle dealerships across the United States. This network represents 230 franchises and a diverse portfolio of 36 domestic and foreign brands. Here's the quick math: this physical scale is a massive competitive moat, giving them a huge volume advantage in new and used vehicle sales, plus a steady, high-margin revenue stream from their service bays.

These stores are not just sales floors; they are local hubs for the entire customer lifecycle. They handle everything from test drives and final paperwork to trade-ins and post-sale service. The sheer size of this network is a key factor in their trailing twelve-month revenue, which was $17.83 billion as of September 30, 2025.

The centralized Clicklane e-commerce platform for full online transactions

Clicklane is ABG's proprietary digital retail channel, designed to offer a complete, end-to-end online car buying experience (digital retailing). This platform allows you, the customer, to complete the entire transaction-from selecting a vehicle and obtaining financing to valuing a trade-in and scheduling home delivery-without ever stepping into a dealership.

This channel is a major strategic growth driver. ABG's 2025 plan projected Clicklane would add $7 billion in revenue by 2025, integrating the platform across all acquired dealerships to standardize the customer experience. This is a critical investment because it future-proofs the business against digital-native competitors and expands their geographic reach beyond the immediate vicinity of a physical store.

The platform's capabilities include:

• Full vehicle selection and inventory search.
• Online financing and payment calculation tools.
• Digital trade-in appraisal process.
• Scheduling for vehicle delivery or in-store pickup.

Dedicated business development centers (BDCs) for lead management

The Business Development Centers (BDCs) act as a centralized, high-efficiency channel for managing all inbound and outbound customer inquiries. Their primary role is to bridge the gap between digital interest and a physical or digital sale. BDC representatives are tasked with handling all leads that come in via phone, text, email, and chat.

The BDCs are not sales closers; they are appointment setters. They qualify leads, answer preliminary questions, and schedule appointments for the sales or service departments, ensuring no lead falls through the cracks. This centralized function is crucial for maximizing the conversion rate (converting an inquiry into a dealership visit or a Clicklane transaction) and maintaining accurate customer data in Customer Relationship Management (CRM) systems.

Manufacturer websites that direct traffic to ABG's local dealer pages

A significant, yet often overlooked, channel is the network of original equipment manufacturer (OEM) websites. ABG operates franchises for 36 domestic and foreign brands. When a customer searches for a specific new vehicle on a manufacturer's site (like Toyota or Mercedes-Benz), ABG's local dealerships appear as the official, authorized retailer in that geographic area.

This channel provides a high-quality, pre-qualified lead stream. The manufacturer spends billions on brand advertising and product awareness, and ABG captures the final, high-intent customer. This is essentially free, high-value marketing. It's a powerful, indirect channel that leverages the brand equity of the world's largest automakers.

Service centers for parts, maintenance, and warranty work

The service and parts centers are a vital, non-vehicle sales channel, providing a stable, high-margin revenue stream. This channel includes routine maintenance, major repairs, parts sales, and warranty work, and is supported by 40 collision repair centers as of September 30, 2025.

In the third quarter of 2025, this channel delivered strong results, with Parts and service revenue increasing by 11% and gross profit rising by 15% year-over-year. The same-store parts and service gross profit growth was 7%, which shows the underlying health and efficiency of this channel, independent of acquisitions. This is a great indicator of customer retention and loyalty post-sale.

Here is a summary of the primary channels and their most recent quantifiable impact:

Channel	Function	2025 Fiscal Year Data (Q3 2025 or most recent)
Physical Dealerships	New/Used Vehicle Sales, F&I, Customer Experience	175 new vehicle dealerships and 230 franchises operated as of 9/30/2025.
Clicklane Platform	Full Digital Retail (E-commerce)	Projected to add $7 billion in revenue by 2025 (Strategic Target).
Service Centers	Parts, Maintenance, Collision Repair	Parts and service gross profit increased by 15% in Q3 2025. 40 collision repair centers operated as of 9/30/2025.
BDCs (Business Development Centers)	Lead Management and Appointment Setting	Centralized handling of inbound sales/service inquiries (phone, text, chat) to maximize conversion.

What this estimate hides is the ongoing capital expenditure required to keep the physical dealerships modern and the Clicklane platform cutting-edge. Still, the numbers show the service channel is a reliable anchor, and the digital channel is positioned for aggressive growth.

Asbury Automotive Group, Inc. (ABG) - Canvas Business Model: Customer Segments

You're looking at Asbury Automotive Group, Inc. (ABG)'s customer base, and the key takeaway is that they are not a single-market retailer; they are a diversified portfolio targeting distinct, high-value segments, with a clear and accelerating shift toward the affluent buyer and the high-margin service customer. This segmentation is crucial because it drives their profitability, especially the parts and service side of the business.

Mass-market new and used vehicle buyers seeking convenience and transparency

This group represents the core volume of the business, focusing on the transactional sale of new and used vehicles across their dealership network. While the market is competitive, ABG's scale allows them to capture significant unit sales. In the third quarter of 2025 (Q3 2025), new vehicle unit volume increased by a strong 13%, driving new vehicle revenue up by 17% year-over-year. Used vehicle retail unit volume also saw a modest increase of 1%, with revenue growing by 7% in the same period. This shows a healthy demand across the board, which is defintely a good sign for near-term revenue stability.

Service customers requiring certified maintenance and collision repair

This is the most financially resilient customer segment, the one that provides consistent, high-margin revenue regardless of the cyclical nature of vehicle sales. The Parts and Service segment is a profit powerhouse for ABG. For the second quarter of 2025 (Q2 2025), their Parts & Service gross profit hit an all-time record of $355 million.

Here's the quick math: Parts and Service revenue only accounts for about 14% of total revenue, but it generates an outsized 47% of the total gross profit for the company. Their same-store Parts & Service gross profit margin was an impressive 58.8% in Q3 2025, up 7% year-over-year. They also operate 37 collision centers, which further diversifies their service-based revenue.

Affluent buyers of luxury and high-performance vehicle brands

ABG is strategically moving to serve a more affluent customer, who typically drives higher-margin sales and is less sensitive to economic shifts. This is a very smart move. Over 70% of the company's new-vehicle revenue already comes from luxury and import brands. The acquisition of The Herb Chambers Automotive Group, completed in July 2025, is the clearest signal of this focus, adding approximately $3 billion in annual revenue and boosting the luxury segment from 29% to 35% of their total brand portfolio. As of late 2025, Asbury Automotive Group operates 230 franchises representing 36 domestic and foreign brands.

Customer Segment Focus	Key 2025 Financial Metric (Q3/TTM)	Strategic Impact
Mass-Market Vehicle Buyers (New & Used)	Q3 2025 New Vehicle Revenue up 17%	Drives overall sales volume and market share.
Service & Repair Customers	Q3 2025 Same-Store Parts & Service Gross Profit up 7%	Provides consistent, high-margin, and recession-resistant revenue.
Affluent/Luxury Buyers	Luxury segment increased from 29% to 35% of portfolio post-Chambers acquisition	Elevates average transaction price and gross profit per unit.

Customers who prefer a fully digital, at-home vehicle buying experience

This segment is served by ABG's proprietary e-commerce platform, Clicklane (a digital retail platform that allows customers to complete the entire vehicle purchase process online). This is how they meet the demand for convenience and a seamless experience. The platform is gaining traction, demonstrating its potential to capture the digitally-native buyer. In Q2 2025 alone, the Clicklane platform facilitated 9,500 transactions. They are also investing heavily in the underlying technology, notably expanding the Tekion dealer management system (DMS) across more stores, like the full rollout in the Baltimore-DC market in Q3 2025, to make that digital experience seamless.

Small to mid-sized businesses for fleet and commercial vehicle needs

While a major component of any large dealership group, this segment is primarily served through the domestic and import brands within their 175 new vehicle dealerships. This customer focuses on total cost of ownership (TCO) and requires consistent service capacity for fleet maintenance. The large-scale Parts and Service operation, with its 58.8% gross profit margin in Q3 2025, is a strong value proposition for these commercial clients, ensuring minimal downtime for their vehicles.

Asbury Automotive Group, Inc. (ABG) - Canvas Business Model: Cost Structure

Asbury Automotive Group's cost structure is a classic volume-driven model, dominated by the cost of acquiring vehicle inventory. Honestly, the vast majority of your expense base is simply the price of the cars you sell, so managing inventory and financing costs is defintely the core challenge. The company's strategic growth, including the Herb Chambers acquisition in 2025, means these costs are scaling up quickly, but the focus remains on maintaining a tight Selling, General, and Administrative (SG&A) ratio.

Significant costs of goods sold (COGS) for vehicle inventory procurement

The single largest cost for Asbury Automotive Group is the Cost of Goods Sold (COGS), or what the company calls Cost of Revenue, which represents the direct cost of purchasing new and used vehicle inventory. This cost is massive and variable, fluctuating with wholesale auction prices, manufacturer pricing, and sales volume. For the first nine months of 2025, the total Cost of Revenue reached approximately $14.79 billion. To put that into perspective, in the third quarter of 2025 alone, the COGS was around $3.997 billion (calculated from $4.80 billion in revenue minus $803 million in gross profit).

This immense scale means even small changes in vehicle acquisition prices or inventory holding periods can dramatically impact the bottom line. The company's strategy hinges on high inventory turnover to mitigate the risk of depreciation and reduce floor plan interest costs.

High selling, general, and administrative (SG&A) expenses, including personnel

Selling, General, and Administrative (SG&A) expenses are the primary operating cost, reflecting the high personnel and marketing needs of a dealership network. This is essentially the cost of running the stores and selling the vehicles.

• Personnel costs are the largest component of SG&A, covering sales commissions, technician wages for the growing parts and service segment, and corporate overhead.
• The company actively manages this ratio: for the third quarter of 2025, the total company SG&A as a percentage of gross profit was 64.2%.
• On a same-store basis, this efficiency metric was slightly better at 63.6% for Q3 2025, showing management's focus on cost control within its existing operations.

For the first nine months of 2025, the total SG&A expense was reported at $1.935 billion.

Capital expenditures for dealership facility upgrades and maintenance

Capital expenditures (CapEx) are a necessary fixed cost to maintain the high-end appearance and functionality of the dealership facilities, which is crucial for luxury brands. This includes mandatory manufacturer-required facility upgrades and maintenance.

Management is guiding for estimated capital expenditures for the full year 2025 to be approximately $175 million. This investment is critical for upholding brand standards across the company's network of 175 new vehicle dealerships, especially following the acquisition of The Herb Chambers Automotive Group in 2025, which added 33 dealerships.

Technology development and maintenance costs for the Clicklane platform

The company is committed to its digital retail strategy, centered on the Clicklane platform, which requires ongoing investment. These costs are a mix of capitalised development and operational expenses.

• The costs are tied to maintaining and enhancing the Clicklane platform's end-to-end digital car-buying experience.
• New technology integration is also a factor: in the third quarter of 2025, Asbury incurred $2 million in pre-tax expenses related to the implementation of the Tekion dealer management system.

This is a strategic, non-core operating cost that is expected to drive long-term efficiency gains, but it creates short-term expense pressure.

Interest expense on floor plan financing and long-term debt

As a retailer of high-value inventory, Asbury relies heavily on floor plan financing (short-term loans to purchase vehicles) and long-term debt for acquisitions like the Herb Chambers deal. Rising interest rates in the 2025 environment directly impact these costs.

The cost of financing the vehicle inventory and corporate operations is a significant, highly variable expense. Here is a look at the interest expense for the first half of 2025:

Expense Category	Time Period	Amount (in millions)
Floor Plan Interest Expense	Q1 & Q2 2025 (6 Months)	$38.8
Other Interest Expense, net (Long-Term Debt)	Q1 & Q2 2025 (6 Months)	$83.7
Total Interest Expense (Q1 & Q2 2025)	6 Months	$122.5

Here's the quick math: The total interest expense for the first six months of 2025 was $122.5 million. Following the Herb Chambers acquisition, which was financed through borrowings under the existing senior credit facility and a new real estate facility, the transaction adjusted net leverage ratio stood at 3.2x at the end of Q3 2025.

Asbury Automotive Group, Inc. (ABG) - Canvas Business Model: Revenue Streams

The core takeaway for Asbury Automotive Group, Inc. (ABG) is that while vehicle sales drive the top-line revenue-totaling $17.83 billion on a Trailing Twelve Month basis as of Q3 2025-the true profit engine is the high-margin, sticky revenue from Parts and Service and Finance and Insurance (F&I). These two segments consistently deliver over 71% of the total gross profit, which is the number you defintely need to focus on.

Here's the quick math: F&I and Parts/Service are the profit engines, generating significantly higher gross profit per vehicle than the actual car sale. That's why ABG focuses so hard on retention and service capacity. Finance: draft a 13-week cash view by Friday, specifically modeling the interest rate sensitivity on your floor plan financing.

New vehicle sales (high volume, lower margin)

This segment is the volume leader and the largest contributor to total revenue, but operates on the thinnest margins. For the third quarter of 2025, new vehicle revenue surged by 17%, reflecting strong unit volume growth of 13%. This is a critical driver for customer acquisition and feeding the higher-margin service pipeline down the road. Still, the gross profit margin on new vehicles is typically the lowest in the business, which is why the focus is on volume and moving inventory efficiently.

Used vehicle sales (moderate volume, higher margin)

Used vehicle retail sales offer a better gross profit margin percentage than new vehicles, even if the total revenue contribution is smaller. In Q3 2025, used vehicle retail revenue grew by 7%, a solid performance that outpaced the modest 1% increase in unit volume, suggesting a favorable mix or pricing environment. The strategy here is maximizing gross profit per unit (GPU) through efficient sourcing and reconditioning.

High-margin finance and insurance (F&I) product sales

F&I is a powerhouse of profitability, essentially selling high-margin, non-physical products like extended warranties, service contracts, and GAP (Guaranteed Asset Protection) insurance. This revenue stream is measured by F&I Gross Profit Per Vehicle Retailed (PVR). For the third quarter of 2025, ABG's F&I PVR was $2,182, an increase of 2% year-over-year. This is pure profit leverage on every unit sold, new or used.

• Q1 2025 F&I Gross Profit: $174.0 million
• Q3 2025 F&I PVR: $2,182
• F&I and Parts/Service combined for over 71% of Q1 2025 total gross profit.

Parts and service revenue (stable, high-margin recurring income)

This is the most stable and highest-margin revenue stream, providing a recession-resistant foundation for the entire business. It includes repair work, maintenance, and parts sales. For the third quarter of 2025, Parts and Service revenue increased by 11%, leading to a 15% rise in gross profit, demonstrating significant operating leverage. The goal is to maximize customer retention and capture more of the vehicle's lifetime service value.

In Q1 2025 alone, Parts and Service generated $342.6 million in gross profit, making it the single largest gross profit contributor to the company. That's a massive buffer against cyclical swings in vehicle sales.

Wholesale vehicle sales and other ancillary income

Wholesale sales primarily involve selling trade-in vehicles that are not kept for retail, often through auctions. This is a low-margin, high-velocity stream designed to efficiently convert non-retail inventory into cash. Other ancillary income includes revenue from the Total Care Auto, Powered by Landcar (TCA) segment, which provides F&I products and services to third-party dealers. For the nine months ended September 30, 2025, the TCA segment generated $244.7 million in revenue from external customers. This diversification adds a small, scalable revenue stream outside the traditional dealership model.

To put the profit mix in perspective, look at the Q1 2025 gross profit breakdown. This clearly shows where the economic value is generated, despite the revenue mix being dominated by vehicle sales.

Revenue Stream	Q1 2025 Gross Profit (in millions)	% of Total Q1 2025 Gross Profit
Parts and Service	$342.6	47.3%
Finance and Insurance (F&I), net	$174.0	24.0%
New Vehicle Sales	$143.1	19.8%
Used Vehicle Retail Sales	$56.2	7.8%
Used Vehicle Wholesale Sales	$8.4	1.2%
Total Gross Profit	$724.2	100.0%