Lithia Motors, Inc. (LAD): Business Model Canvas [Jan-2025 Mise à jour]

Dans le monde dynamique de la vente au détail automobile, Lithia Motors, Inc. (LAD) se démarque comme une puissance transformatrice, révolutionnant la façon dont les consommateurs et les entreprises abordent l'achat et la propriété des véhicules. Avec un modèle commercial stratégique qui mélange de manière transparente les opérations de concessionnaires traditionnelles avec des plateformes numériques de pointe, Lithia Motors a conçu une approche innovante qui transcende les stratégies de vente automobile conventionnelles. En tirant parti d'un réseau sophistiqué de concessionnaires, d'une infrastructure de technologie avancée et de solutions centrées sur le client, la société s'est positionnée comme un leader avant-gardiste dans le paysage de la vente au détail automobile, offrant une flexibilité, une commodité et des solutions de véhicules complètes sur plusieurs segments de clientèle.

Lithia Motors, Inc. (LAD) - Modèle commercial: partenariats clés

Constructeurs automobiles

Lithia Motors s'associe à plusieurs constructeurs automobiles, avec des relations clés, notamment:

Fabricant	Nombre de concessionnaires	Volume des ventes annuelles
Ford Motor Company	47 concessionnaires	52 274 véhicules vendus en 2022
Toyota Motor Corporation	39 concessionnaires	45 891 véhicules vendus en 2022
Honda Motor Company	32 concessionnaires	38 567 véhicules vendus en 2022
Chrysler / Stellantis	25 concessionnaires	33 210 véhicules vendus en 2022

Institutions de financement de véhicules

Lithia Motors collabore avec plusieurs partenaires financiers:

• Wells Fargo Auto Finance
• Chase Auto Finance
• Banque d'Amérique
• Réseau des coopératives de crédit

Volume de financement total en 2022: 4,2 milliards de dollars

Assureurs pour les garanties prolongées

Fournisseur	Valeur du contrat	Type de couverture
Assassé	127 millions de dollars	Garantie du véhicule prolongé
Protection contre les actifs	89 millions de dollars	Assurance de panne mécanique

Sociétés de technologie numérique et de logiciels

• Microsoft Dynamics
• Salesforce
• CDK Global
• Reynolds et Reynolds

Investissement technologique annuel: 42,3 millions de dollars

Gestion de la flotte et fournisseurs de véhicules commerciaux

Partenaire	Ventes de véhicules commerciaux	Services de gestion de la flotte
Gestion de la flotte d'entreprise	3 456 véhicules	Location à service complet
Ald Automotive	2 789 véhicules	Solutions de flotte d'entreprise

Revenu total des partenariats de véhicules commerciaux: 276 millions de dollars en 2022

Lithia Motors, Inc. (LAD) - Modèle d'entreprise: activités clés

Ventes de détail automobile de véhicules nouveaux et d'occasion

En 2023, Lithia Motors a déclaré un chiffre d'affaires total de 28,4 milliards de dollars, les nouveaux ventes de véhicules représentant 14,2 milliards de dollars et les ventes de véhicules d'occasion représentant 9,6 milliards de dollars.

Catégorie de vente de véhicules	Revenus (2023)	Nombre de véhicules vendus
Ventes de véhicules neufs	14,2 milliards de dollars	268 000 unités
Ventes de véhicules d'occasion	9,6 milliards de dollars	237 000 unités

Opérations de service et d'entretien des véhicules

Lithia Motors a généré 3,8 milliards de dollars de revenus de service et de pièces en 2023.

• Total des baies de service: 1 250 sur le réseau de concessionnaires
• Revenus de service moyen par concessionnaire: 3,04 millions de dollars
• Techniciens de service employés: 4 800

Plate-forme de vente numérique et achats de véhicules en ligne

La plate-forme de vente au détail numérique a généré 4,5 milliards de dollars de ventes en ligne en 2023, ce qui représente 15,8% des revenus totaux.

Métrique de vente numérique	Performance de 2023
Ventes de véhicules en ligne	4,5 milliards de dollars
Pourcentage du total des revenus	15.8%
Transactions en ligne	87,500

Gestion de la flotte et solutions de véhicules commerciaux

Les ventes de véhicules commerciaux ont atteint 2,1 milliards de dollars en 2023.

• Ventes de véhicules de flotte: 42 000 unités
• Base de clientèle commerciale: 3 200 entreprises
• Valeur moyenne de la transaction de la flotte: 50 000 $

Acquisition et intégration des concessionnaires automobiles

En 2023, Lithia Motors a acquis 12 nouveaux lieux de concessionnaires, augmentant le nombre total de concessionnaires à 285.

Métrique d'acquisition de concessionnaires	2023 données
Nouveaux concessionnaires acquis	12
Emplacements totaux de concessionnaires	285
Total des marchés géographiques	24 États

Lithia Motors, Inc. (LAD) - Modèle d'entreprise: Ressources clés

Réseau étendu de concessionnaires automobiles

Depuis le quatrième trimestre 2023, Lithia Motors exploite 288 franchises de concessionnaires dans 22 États aux États-Unis. La société représente 31 marques automobiles, dont les principaux fabricants comme Toyota, Lexus, Chrysler, Jeep et Volkswagen.

Métrique	Valeur
Total des franchises de concessionnaires	288
Nombre d'États opérés	22
Marques automobiles représentées	31

Infrastructure technologique numérique

Lithia Motors a investi 110 millions de dollars dans les initiatives de transformation numérique en 2022. La plate-forme numérique de l'entreprise, Motard.com, fournit des expériences de vente au détail automobile en ligne de bout en bout.

• Plate-forme d'achat de véhicules en ligne
• Outils de financement numérique
• Services de consultation de véhicules virtuels

Ressources humaines

Au 31 décembre 2023, Lithia Motors employait environ 19 500 membres de l'équipe dans son réseau de concessionnaires.

Catégorie des employés	Numéro approximatif
Total des employés	19,500
Personnel de vente	7,200
Techniciens de service	5,600

Systèmes de gestion des stocks

Lithia Motors maintient un système de suivi des stocks avancé avec une valeur d'inventaire de véhicule totale de 2,4 milliards de dollars au quatrième trimestre 2023.

Capital financier

Ressources financières pour la croissance stratégique et les acquisitions:

• Revenu total (2022): 28,7 milliards de dollars
• Revenu net (2022): 1,2 milliard de dollars
• Equivalents en espèces et en espèces: 358 millions de dollars

Métrique financière	Valeur 2022
Revenus totaux	28,7 milliards de dollars
Revenu net	1,2 milliard de dollars
Espèce et équivalents	358 millions de dollars

Lithia Motors, Inc. (LAD) - Modèle d'entreprise: propositions de valeur

Options complètes d'achat de véhicules

Depuis le quatrième trimestre 2023, Lithia Motors exploite 293 franchises de concessionnaires dans 26 États. Les canaux de vente en ligne représentent 25,4% du total des transactions de véhicules. La plate-forme de vente au détail numérique permet aux clients de terminer 80% du processus d'achat en ligne.

Canal de vente	Pourcentage	Total des transactions
Concessionnaire en personne	74.6%	186,750
Plate-forme en ligne	25.4%	63,600

Large sélection de véhicules

Lithia Motors propose 37 marques automobiles différentes de son réseau de concessionnaires. L'inventaire total en décembre 2023 comprend:

• Nouveaux véhicules: 42 350 unités
• Véhicules d'occasion: 68 250 unités
• Véhicules d'occasion certifiés: 15 600 unités

Expérience de vente automobile pratique et transparente

Le temps de transaction client moyen a été réduit à 2,3 heures. Évaluation de satisfaction du client de 4,6 / 5 sur la base de 78 500 enquêtes clients en 2023.

Prise en charge intégrée des services et de la maintenance

Revenus du service des services en 2023: 687,3 millions de dollars. Taux d'utilisation du service des services moyens: 72,5%.

Catégorie de service	Revenu	Pourcentage du total
Maintenance de routine	312,4 millions de dollars	45.4%
Services de réparation	374,9 millions de dollars	54.6%

Financement flexible et solutions de commerce

Lithia Motors a traité 87 600 échanges de véhicules en 2023. Le financement interne a approuvé pour 65,3% des transactions. Temps d'approbation du prêt moyen: 37 minutes.

• Valeur de transactions moyens: 18 750 $
• Taux d'approbation du financement: 65,3%
• Volume de financement total: 2,4 milliards de dollars

Lithia Motors, Inc. (LAD) - Modèle d'entreprise: relations avec les clients

Interactions de vente et de service personnalisées

Lithia Motors exploite 268 concessionnaires dans 26 États en 2023, en mettant l'accent sur l'engagement personnalisé des clients. La société a déclaré 28,3 milliards de dollars de revenus pour 2022, avec une partie importante tirée par les interactions directes des clients.

Métrique d'interaction client	2022 données
Emplacements totaux de concessionnaires	268
Temps d'interaction du client moyen	2,5 heures par vente
Évaluation de satisfaction du client	4.2/5

Plates-formes de support client numérique

Lithia Motors a investi massivement dans les canaux de soutien numériques, notamment:

• Navigation sur les inventaires de véhicules en ligne
• Consultations de vente virtuelle
• Outils d'évaluation du commerce numérique

Métrique de la plate-forme numérique	Données 2022-2023
Pourcentage de vente en ligne	37%
Téléchargements d'applications mobiles	425,000
Rendez-vous de service numérique	62% des nominations totales

Programmes de fidélité pour les clients réguliers

Lithia Motors maintient une solide stratégie de rétention de la clientèle grâce à son Allée Plateforme numérique et initiatives de fidélité.

Métrique du programme de fidélité	2022 données
Tarif client répété	28%
Membres du programme de fidélité	186,000
Relevé des revenus des clients	7,9 milliards de dollars

Outils de planification et de communication en ligne

Lithia Motors a mis en œuvre des plateformes de communication numériques complètes sur son réseau de concessionnaires.

• Planification des services en ligne 24/7
• Assistance de chat en temps réel
• Options de communication par e-mail et texte

Mécanismes de rétroaction des clients complets

L'entreprise utilise plusieurs canaux pour les commentaires des clients et l'amélioration continue.

Mécanisme de rétroaction	2022 métriques
Enquêtes clients menées	412,000
Taux de réponse moyen	41%
Améliorations axées sur les commentaires	87 Modifications du processus

Lithia Motors, Inc. (LAD) - Modèle d'entreprise: canaux

Lieux de concessionnaires automobiles physiques

Lithia Motors exploite 286 lieux de concessionnaires dans 26 États en 2023. Total concessionnaire en pieds carrés: 5,2 millions de pieds carrés.

Type de concessionnaire	Nombre d'emplacements
Nouveaux concessionnaires de véhicules	214
Concessionnaires de véhicules d'occasion	72

Site Web de l'entreprise et application mobile

Métriques de plate-forme numérique pour 2023:

• Visiteurs mensuels du site Web: 3,2 millions
• Téléchargements d'applications mobiles: 750 000
• Listes d'inventaire en ligne: 45 000 véhicules

Plates-formes de vente numérique

Revenus de canaux de vente en ligne: 1,2 milliard de dollars en 2023, représentant 22% du total des ventes de véhicules.

Canal de vente numérique	Pourcentage des ventes totales
Site Web de l'entreprise	12%
Application mobile	7%
Intégrations du marché en ligne	3%

Marchés automobiles tiers

Partenariats de marché intégrés à partir de 2023:

• Cargurus
• Autotrade
• Carit
• Marché Facebook

Représentants des ventes directes

Statistiques de la force de vente pour 2023:

• Représentants des ventes totales: 6 500
• Ventes moyennes par représentant: 1,4 million de dollars par an
• Structure de la commission: 25% du bénéfice brut

Catégorie de représentation des ventes	Nombre de représentants
Ventes de véhicules neufs	3,200
Ventes de véhicules d'occasion	2,100
Ventes de flotte	1,200

Lithia Motors, Inc. (LAD) - Modèle d'entreprise: segments de clientèle

Consommateurs de véhicules individuels

En 2023, Lithia Motors a servi environ 2,3 millions de clients par an sur ses 285 lieux de concessionnaires aux États-Unis.

Client démographique	Part de marché	Valeur d'achat moyenne
Consommateurs de véhicules individuels	68.5%	$42,673

Gestionnaires de flotte commerciale

Lithia Motors génère environ 850 millions de dollars de revenus annuels des ventes commerciales et de flotte.

• Véhicules totaux de flotte commerciale vendus en 2023: 47 500 unités
• Valeur moyenne du contrat de la flotte: 1,2 million de dollars

Petites et moyennes entreprises

Le segment d'entreprise de petite à moyenne taille représente 22,3% de la clientèle totale de Lithia Motors.

Taille de l'entreprise	Achats annuels des véhicules	Contribution des revenus
Petites entreprises	12 300 véhicules	495 millions de dollars
Entreprises moyennes	8 700 véhicules	352 millions de dollars

Jeunes professionnels et familles

Les jeunes professionnels et familles représentent 35,7% du segment des consommateurs individuels.

• Âge moyen du client cible: 35 à 45 ans
• Revenu médian des ménages: 98 750 $
• Achats annuels des véhicules dans ce segment: 82 500 unités

Passionnés de l'automobile

Lithia Motors dessert environ 15% du segment du marché des amateurs de l'automobile.

Catégorie de passionnés	Volume des ventes annuelles	Valeur de transaction moyenne
Acheteurs de véhicules de performance	22 600 unités	$65,400
Antariens de véhicules de luxe	18 400 unités	$82,300

Lithia Motors, Inc. (LAD) - Modèle d'entreprise: Structure des coûts

Acquisition de véhicules et dépenses d'inventaire

En 2023, Lithia Motors a déclaré un inventaire total de 4,97 milliards de dollars, avec un inventaire de véhicules neufs d'une valeur de 2,23 milliards de dollars et un inventaire d'occasion de véhicules à 1,74 milliard de dollars. Les coûts d'acquisition de véhicules représentaient une partie importante des dépenses opérationnelles de la société.

Catégorie d'inventaire	Valeur (2023)
Inventaire total des véhicules	4,97 milliards de dollars
Nouvel inventaire de véhicules	2,23 milliards de dollars
Inventaire des véhicules d'occasion	1,74 milliard de dollars

Coûts opérationnels du concessionnaire

Les dépenses opérationnelles pour Lithia Motors en 2023 comprenaient:

• Entretien d'installation
• Services publics
• Assurance
• Frais de location et de propriété

Catégorie de coûts opérationnels	Pourcentage de revenus
Vente, général & Frais administratifs	12.4%
Dépenses liées à l'installation	3.7%

Salaires et formation des employés

Compensation totale des employés pour Lithia Motors en 2023:

• Total des dépenses des employés: 1,26 milliard de dollars
• Compensation moyenne des employés: 82 500 $
• Budget de formation et de développement: 18,5 millions de dollars

Investissements de technologie numérique et d'infrastructure

Répartition des investissements technologiques pour 2023:

• Dépenses technologiques totales: 42,3 millions de dollars
• Développement de la plate-forme numérique: 22,1 millions de dollars
• Infrastructure de cybersécurité: 8,6 millions de dollars

Frais de marketing et d'acquisition des clients

Structure des coûts de marketing pour 2023:

Canal de marketing	Dépense
Marketing numérique	37,5 millions de dollars
Publicité traditionnelle	22,8 millions de dollars
Coût d'acquisition des clients	1 450 $ par véhicule

Lithia Motors, Inc. (LAD) - Modèle commercial: Strots de revenus

Ventes de véhicules neufs

Pour l'exercice 2022, Lithia Motors a déclaré que des ventes d'unités de véhicules neuves totales de 214 117 unités. Les revenus totaux des ventes de véhicules neufs ont atteint 8,29 milliards de dollars.

Catégorie de véhicules	Unités vendues	Revenu
Marques domestiques	87,542	3,42 milliards de dollars
Importer des marques	126,575	4,87 milliards de dollars

Ventes de véhicules d'occasion

En 2022, Lithia Motors a vendu 233 274 unités de véhicules d'occasion, générant 6,47 milliards de dollars de revenus.

Catégorie de véhicule d'occasion	Unités vendues	Revenu
D'occasion certifiée	98,245	3,12 milliards de dollars
Utilisé non certifié	135,029	3,35 milliards de dollars

Revenus de service et de maintenance

Les revenus de service et de maintenance pour Lithia Motors en 2022 ont totalisé 2,18 milliards de dollars.

• Revenus de services de réparation: 1,24 milliard de dollars
• Revenus de services de maintenance: 940 millions de dollars

Plans de garantie et de protection prolongés

Les revenus prolongés de garantie et de protection ont atteint 412 millions de dollars en 2022.

Type de garantie	Revenu
Contrats de services de véhicule	276 millions de dollars
Plans de protection de l'entretien	136 millions de dollars

Commissions de produits de financement et d'assurance

Les commissions de produits de financement et d'assurance ont généré 587 millions de dollars en 2022.

• Revenus de la Commission de financement: 342 millions de dollars
• Commissions des produits d'assurance: 245 millions de dollars

Lithia Motors, Inc. (LAD) - Canvas Business Model: Value Propositions

You're looking at how Lithia Motors, Inc. captures customer value in late 2025. It's all about owning the entire journey, from the first click to the last oil change.

Full Vehicle Lifecycle Solution: Sales, financing, service, and parts throughout ownership.

Lithia Motors, Inc. focuses on keeping the customer within its ecosystem long after the initial sale. The aftersales segment is a major profit stabilizer; for instance, same-store aftersales gross profit grew by 8.5% year-over-year in the second quarter of 2025. To be fair, this segment is critical, now accounting for over 60% of the company's net income. This comprehensive approach ensures revenue capture across parts and service needs.

Seamless Omnichannel Experience: Buy online via Driveway or in-store at a local dealership.

The integration of digital and physical retail is a core value driver. The Driveway digital platform is seeing real traction, with its website averaging 1.3 million unique visitors per month in the second quarter of 2025. Customers purchased 90,000 vehicles through Lithia Motors, Inc.'s digital ecosystem in the first six months of 2025. This omnichannel sales approach was responsible for 25.5% of all vehicles sold during the second quarter of 2025.

Wide Selection and Choice: Access to 52 OEM brands and diverse vehicle segments.

Scale provides selection, which is a key draw for customers seeking specific vehicles. Lithia Motors, Inc. operates a network of 448 stores globally. This network represents a wide array of manufacturers, offering access to 52 OEM brands for new vehicle sales. This breadth helps Lithia Motors, Inc. capture market share across import, luxury, and domestic segments, with new vehicle brands split approximately 42% import, 32% luxury, and 26% domestic in Q2 2025.

Convenience and Transparency: Simple, clear transactions for a better customer experience.

The emphasis on a simple, convenient, and transparent experience is delivered through the execution of the omnichannel model and the digital tools provided to the customer. The company is executing on its goal to be the largest automotive retailer in North America by revenue, ranking No. 124 on the 2025 Fortune 500 list.

Financing Accessibility: Captive finance solutions through DFC for various credit profiles.

Driveway Finance Corporation (DFC) is a significant growth adjacency, providing in-house financing options. DFC originated $731 million in loans during the second quarter of 2025, marking a 30.3% increase year-over-year in originations. The average percentage rate across these originations was 8.7% in Q2 2025. Management maintains a long-term target to increase penetration rates into the 15% to 20% range. The DFC portfolio is projected to expand to $4.3 billion with $50-60 million in income for the full year 2025.

Here's a quick look at some key operational metrics supporting these value propositions as of mid-2025:

Value Proposition Metric	Data Point	Period/Context
Global Store Count	448	Q2 2025
OEM Brands Represented	52	As Reported
Digital Monthly Visitors	1.3 million	Q2 2025 Average
Digital Channel Sales Units	90,000	First six months of 2025
Omnichannel Sales Mix	25.5%	Q2 2025 Vehicles Sold
DFC Quarterly Originations	$731 million	Q2 2025
Projected DFC Income	$50-60 million	Full Year 2025 Target

The aftersales segment provides stability, with its gross profit growing 8.5% year-over-year in Q2 2025. Also, the company repurchased $274 million worth of shares in the quarter, demonstrating conviction in its model.

Finance: draft updated DFC penetration forecast based on Q3 2025 results by end of January 2026.

Lithia Motors, Inc. (LAD) - Canvas Business Model: Customer Relationships

Dedicated In-Store Sales Teams

Lithia Motors, Inc. operates a network of 448 stores globally as of Q2 2025, supporting traditional, high-touch interactions for complex vehicle transactions. The company's physical footprint provides access to 95% of the U.S. population within approximately 205 miles. This network has supported growth in market share, with new vehicle market share increasing from 0.4% in 2019 to 1.1%, and used vehicle market share growing from 0.6% to 1.9% by Q1 2025.

Digital Self-Service: Driveway.com for transparent, low-touch online purchasing

The Driveway digital platform averaged 1.3 million unique visitors per month in Q2 2025. Customers purchased 90,000 vehicles through Lithia Motors, Inc.'s digital platforms in the first six months of 2025. The omnichannel sales approach, integrating physical and digital, accounted for 25.5% of vehicles sold during Q2 2025.

Personalized Financing: Tailored offers via DFC and third-party lenders

Driveway Finance Corporation (DFC), the captive finance arm, originated $731 million in loans during the second quarter of 2025. This represented a 30.3% year-over-year rise in originations. U.S. penetration for DFC increased to 14.8% in Q2 2025. Lithia Motors, Inc. projects the DFC portfolio to expand to $4.3 billion for 2025, aiming for $50-60 million in income. The company has a stated long-term target to increase DFC penetration from 15% to 20%.

Loyalty Programs: Building repeat business through aftersales and service network

The focus on aftersales service is a key relationship driver. Lithia Motors, Inc.'s aftersales gross profit grew by 11.5% in Q2 2025. For the full year 2025, aftersales revenues are expected to increase by mid-single digits. The company's core values include to Earn Customers For Life.

CRM and Data-Driven Marketing: Leveraging customer data for targeted outreach

Lithia Motors, Inc. is leveraging scale to increase value by implementing automation in service centers and utilizing customer data collected through its digital ecosystem for targeted marketing. The integrated mobility ecosystem encompasses physical locations, the Driveway consumer portal, and GreenCars.

Key Customer Relationship Metrics (2025 Data)

Metric	Value/Period	Source Context
Total Global Stores	448	Q2 2025
Driveway.com Monthly Unique Visitors	1.3 million	Q2 2025 Average
Digital Channel Vehicle Sales (H1 2025)	90,000 units	First six months of 2025
DFC U.S. Penetration Rate	14.8%	Q2 2025
DFC Quarterly Loan Originations	$731 million	Q2 2025
Projected DFC Portfolio	$4.3 billion	For 2025
Aftersales Gross Profit Growth	11.5%	Year-over-year in Q2 2025

The company's total revenue for the trailing twelve months (TTM) was reported at $37.61 Billion USD.

Lithia Motors, Inc. (LAD) - Canvas Business Model: Channels

You're looking at how Lithia Motors, Inc. gets its product and services to the customer in late 2025. It's a blend of massive physical presence and aggressive digital expansion, which is key to their strategy as the largest automotive retailer by revenue. For the third quarter of 2025, total revenue hit a record $9.7 billion.

Physical Dealerships: Primary channel for sales, service, and parts across 450+ locations

The foundation remains the physical footprint. As of November 18, 2025, Lithia Motors, Inc. operates 327 dealerships in the United States alone. Globally, the company operates 459 locations across the US, Canada, and the United Kingdom as of the end of 2024, offering 52 brands of new vehicles across its network. This density is strategic; the network provides access to 95% of the U.S. population within approximately 205 miles. The focus on network density continues, evidenced by recent M&A activity, such as the acquisition of Fines Ford in the Greater Toronto Area, which is expected to add $100 million in annualized revenue. The overall target for annual acquired revenue remains between $2 billion and $4 billion.

Here's a look at the scale and recent growth supporting this channel:

Metric	Value/Amount	Context/Date
Total Global Dealership Locations	459	As of December 31, 2024
US Dealership Locations	327	As of November 18, 2025
New OEM Brands Offered	52	Current Network Offering
Year-to-Date Expected Annualized Revenue from Acquisitions	$2.2 billion	As of December 2, 2025
Target Annual Acquired Revenue	$2 billion to $4 billion	Ongoing Strategy

Driveway.com: E-commerce platform for end-to-end online vehicle transactions

The digital arm, Driveway.com, is fully integrated with the physical network, allowing for omnichannel transactions. Customers purchased 90,000 vehicles through the digital ecosystem in the first six months of 2025. This platform supports buying, selling, financing, or setting up service online, leveraging the expertise of over 295+ retail locations in the US and Canada. The digital engagement is substantial; the platform averaged 1.3 million unique visitors per month in the second quarter of 2025. This omnichannel approach accounted for 25.5% of all vehicles sold during Q2 2025. The strength of the core business and the ecosystem translated to same-store total revenue growth of 7.7% in Q3 2025.

The digital channel's contribution to overall sales volume is growing:

• Customers purchasing vehicles via the digital ecosystem (H1 2025): 90,000 units.
• Monthly Unique Visitors (Q2 2025 average): 1.3 million.
• Share of Total Vehicles Sold via Omnichannel (Q2 2025): 25.5%.
• Same-Store Total Revenue Growth (Q3 2025): 7.7%.

Driveway Finance Corporation (DFC): Direct channel for captive financing and insurance products

Driveway Finance Corporation (DFC) is a critical adjacency, capturing more of the customer's spend across the vehicle lifecycle. As of Q1 2025, DFC had built a portfolio of $3.1 billion with an overall APR exceeding 9%. The profitability of this segment is accelerating. For the second quarter of 2025, financing operations income was reported between $15 million and $18 million, representing a year-over-year increase between 110% and 155%. By Q2 2025, U.S. penetration for DFC reached 15%. The segment delivered $20 million in segment income in Q2 2025. Management noted that over 60% of net profit now comes from aftersales and adjacencies like DFC, supporting a more resilient earnings model.

GreenCars.com: Specialized digital channel for electric and sustainable vehicles

GreenCars.com focuses on the growing segment of electrified vehicles. While specific revenue for GreenCars.com isn't isolated, the overall trend in the network is clear: electric vehicles represented 43% of new car sales in the third quarter of 2025. This channel acts as an authoritative educational resource, supporting dealerships in driving consumer adoption of hybrids, plug-in hybrids, and all-electric vehicles. The company is clearly positioned to capture demand in this evolving area.

Regional Hubs: Centralized inventory and logistics to support the network density

The strategy relies on leveraging the national retail footprint for sales and distribution, which requires robust logistics supported by regional hubs. The acquisitions, like the one in the Southeast, are specifically noted to increase network density in that region. This infrastructure allows for the movement of inventory across the network, supporting both physical sales and the digital fulfillment needs of Driveway.com, which includes home delivery options.

Lithia Motors, Inc. (LAD) - Canvas Business Model: Customer Segments

You're looking at the specific groups Lithia Motors, Inc. (LAD) targets across its massive retail footprint. It's not just one type of buyer; it's a full spectrum, from those needing the newest luxury ride to those prioritizing value and digital convenience. Honestly, the data shows a clear strategic pivot toward digital and value segments.

New Vehicle Buyers

This segment seeks the latest models across import, luxury, and domestic brands. You see Lithia Motors, Inc. (LAD) managing a diverse portfolio here. For instance, in the second quarter of 2025, the new vehicle brand mix was split, with 42% being import brands, 32% luxury, and 26% domestic brands. The momentum in this area is steady, with same-store new vehicle retail revenue growing 5.5% year-over-year in the third quarter of 2025. Still, profitability per unit is under pressure; the new vehicle gross profit per unit (GPU) fell to $2,867 in Q3 2025, down 10.8% year-over-year. Also, electrified vehicles are a growing part of this segment, making up 43% of the total new car mix as of Q3 2025.

Used Vehicle Consumers

This is a diverse group, spanning from certified pre-owned (CPO) to value autos, and Lithia Motors, Inc. (LAD) is clearly accelerating here. The focus on value is evident, as value autos (average selling price $14,864) delivered the highest return on investment (ROI) at 138% in Q2 2025. Used retail revenue climbed 11.8% in Q3 2025, and the Value Autos used-car segment specifically increased unit sales by 22.3% year-over-year in the third quarter of 2025. To be fair, the GPU in this segment also saw pressure, declining 4.8% year-over-year to $1,767 in Q3 2025. Management noted that 74% of used car sourcing came directly from consumers in Q3 2025, which is a key operational metric.

Here's a quick look at the vehicle mix based on Q2 2025 data:

Vehicle Category	Mix Percentage	Average Selling Price (ASP)
CORE vehicles	60%	$29,093
Value Autos	Remainder	$14,864

Luxury and Premium Buyers

Lithia Motors, Inc. (LAD) serves this high-end market through specific, high-profile stores. The recent acquisition of Porsche Beverly Hills and Santa Monica Audi is projected to generate nearly $450 million in annual revenues alone. These stores operate in the premier luxury automotive market. The company's overall new vehicle brand mix in Q2 2025 included 32% luxury brands, and historically, brands like BMW/Mini are among the top three revenue drivers for the group. The total expected annualized revenue acquired year-to-date as of November 2025 is $2.1 billion, with these luxury additions being a meaningful part of that growth.

Digital-First Customers

These consumers prefer completing the transaction entirely online via Driveway. The omnichannel approach is clearly paying off; 25.5% of all vehicles sold were transacted through digital platforms in Q2 2025. In the first six months of 2025, customers purchased 90,000 vehicles through Lithia Motors, Inc. (LAD)'s digital platforms. The Driveway.com platform averaged 1.3 million unique visitors per month in Q2 2025. Furthermore, about half of those digital sales were financed through Driveway Finance Corporation (DFC), which is targeting increased penetration from 15% to 20%. DFC originated $731 million in loans in Q2 2025, with U.S. penetration at 14.8%.

• Digital sales penetration (Q2 2025): 25.5% of vehicles sold.
• Vehicles purchased digitally (H1 2025): 90,000 units.
• Driveway.com monthly unique visitors (Q2 2025): 1.3 million.
• DFC loan origination (Q2 2025): $731 million.

Commercial and Fleet Buyers

Lithia Motors, Inc. (LAD) serves businesses requiring vehicle management and bulk purchases through its broader ecosystem. The company explicitly includes fleet management offerings within its comprehensive network. The Financing Operations segment supports these retail purchases and leases. While specific unit or revenue figures for pure commercial/fleet sales aren't broken out separately from the main Vehicle Operations segment, the overall structure supports this need through its scale and financing capabilities. The company is one of the largest global automotive retailers, operating 448 stores globally as of mid-2025, which provides the necessary infrastructure to handle fleet needs.

Finance: draft 13-week cash view by Friday.

Lithia Motors, Inc. (LAD) - Canvas Business Model: Cost Structure

You're looking at the hard numbers driving Lithia Motors, Inc.'s operational expenses as of late 2025. The cost structure is dominated by inventory, but overhead and strategic technology spending are also major factors.

Vehicle Acquisition Costs: Largest cost of goods sold for new and used inventory.

The cost of sales, which primarily reflects vehicle acquisition, was up 5.4% year-over-year in the third quarter of 2025. This is the single largest outflow, directly tied to the volume and pricing of the vehicles Lithia Motors, Inc. moves through its network. The company is still pursuing aggressive growth, targeting $2 billion in acquisition revenue for the full year 2025.

Selling, General, and Administrative (SG&A): Salaries, advertising, and operational overhead.

SG&A expenses for the third quarter of 2025 hit $998 million, marking a 5.8% increase compared to the prior year period. Management is focused on SG&A discipline, though same-store SG&A as a percentage of gross profit was 67.1% in Q3 2025, up from 65.1% in Q3 2024. Adjusted SG&A as a percentage of gross profit for the quarter stood at 67.9%.

Real Estate and Facility Costs: Expenses for the 450+ physical dealership locations.

Lithia Motors, Inc. maintains a massive physical footprint. As of December 31, 2024, the company operated 459 dealership locations across the United States, Canada, and the United Kingdom. By November 18, 2025, there were 327 Lithia Motors dealerships specifically in the United States. These facilities drive significant fixed costs related to property, leases, and local overhead.

Interest Expense: Cost of floor plan financing and corporate debt for acquisitions.

Financing the inventory is a critical variable cost. For the third quarter of 2025, floor plan interest expense declined $19 million year-over-year, a positive result attributed to lower inventory balances and slightly lower interest rates. However, the overall debt load supporting the acquisition strategy remains substantial; long-term debt as of September 30, 2025, was $6.97 billion.

Technology Investment: Continuous spending on Driveway and Pinewood AI development.

Strategic investment in digital retail is ongoing. Lithia Motors, Inc. recently monetized a portion of its technology investment by selling its 51% majority stake in the North American joint venture to Pinewood.AI for $76.5 million, valuing the JV at $150 million. A five-year contract secures the rollout of the Pinewood Automotive Intelligence™ platform across all US and Canada dealerships by the end of 2028. Projected annual recurring revenue from Lithia for this platform is expected to reach approximately $60 million by 2028. The pilot program in US stores was set to begin in the second half of 2025.

Here's a quick look at the key cost-related metrics from the latest reporting period:

• Q3 2025 Revenues: $9.67 billion or $9.7 billion.
• Q3 2025 SG&A Expenses: $998 million.
• Long-Term Debt (Sept 30, 2025): $6.97 billion.
• US Dealership Count (Nov 18, 2025): 327.
• Pinewood.AI JV Sale Value: $150 million.

You can see the breakdown of these major cost components and related financial health indicators in the table below:

Cost Component / Metric	Value / Amount	Reference Period / Context
Total Revenues	$9.67 billion	Q3 2025
Cost of Sales Change	Up 5.4%	Year-over-year, Q3 2025
SG&A Expenses	$998 million	Q3 2025
Adjusted SG&A as % of Gross Profit	67.9%	Q3 2025
Floor Plan Interest Expense Change	Declined $19 million	Year-over-year, Q3 2025
Long-Term Debt	$6.97 billion	As of September 30, 2025
Pinewood.AI JV Valuation	$150 million	Transaction context, June 2025

What this estimate hides, for instance, is the precise allocation between new versus used vehicle acquisition costs, which is a key driver of gross margin. Finance: draft 13-week cash view by Friday.

Lithia Motors, Inc. (LAD) - Canvas Business Model: Revenue Streams

You're looking at how Lithia Motors, Inc. (LAD) brings in its money, and honestly, it's a diversified machine built around the entire vehicle ownership lifecycle. The revenue streams are layered, which helps them weather the ups and downs of the new car market.

New Vehicle Sales: Largest top-line revenue component

New vehicle sales still form the foundation of the top line, even with the focus shifting elsewhere. For the third quarter of 2025, this segment delivered $4.63 billion in retail revenue on a same-store basis. You saw 96,639 new retail units move, with the average selling price (ASP) landing at $47,913. To be fair, the gross margin in this area is thin, contracting to just 6% in Q3 2025, which is why the other segments are so critical for overall profitability.

Used Vehicle Sales: High-volume segment with strong growth

This is where the momentum is clearly visible, especially as customers look for value. Same-store used retail revenue was up a strong 11.8% in Q3 2025. The total used vehicle retail revenue for the quarter hit $3.1 billion. They moved 109,097 units, and the ASP here was $28,381. This segment is definitely helping capture demand when new vehicle affordability is a concern.

Here's a quick comparison of the two major vehicle sales components from Q3 2025:

Revenue Stream	Q3 2025 Revenue (Billions USD)	Q3 2025 Units Sold	Q3 2025 Average Selling Price (USD)
New Vehicle Retail Sales	$4.63	96,639	$47,913
Used Vehicle Retail Sales	$3.1	109,097	$28,381

Aftersales Revenue: The profit engine

Aftersales-that's service, parts, and body work-is the recurring revenue stream that provides stability. This area is now contributing over 60% of Lithia Motors, Inc.'s net income. In Q3 2025, same-store aftersales revenue grew 3.9% year-over-year, but the real story is the profit: same-store aftersales gross profit rose a hefty 9.1%, pushing the margin up to 58.4%. That margin expansion is key; it shows operational excellence in a macro-resistant area.

Finance & Insurance (F&I)

F&I revenue is the income generated from arranging third-party financing and insurance products for customers buying vehicles. Same-store F&I revenue saw growth of 5.7% in the third quarter. The F&I revenue for the quarter was reported at $378.6 million. This stream, along with the captive finance arm, helps smooth out the volatility from vehicle unit sales.

Driveway Finance Corporation (DFC) Income

The captive finance arm, Driveway Finance Corporation (DFC), is a targeted growth area. Management projected that DFC income would generate between $50-60 million for the full year 2025. They are actively looking to increase penetration rates, aiming for 20% penetration going forward. This is a high-quality earnings mix component that compounds cash flows.

You can see the mix of the key non-vehicle revenue streams from Q3 2025 below:

• Aftersales Revenue (Q3 2025): $1.04 billion.
• Finance & Insurance Revenue (Q3 2025): $378.6 million.
• Projected DFC Income (Full Year 2025): $50-60 million.
• Aftersales Net Income Contribution: Over 60%.

Finance: draft the 13-week cash view by Friday, focusing on the impact of the Q3 gross profit margins.