ASBURY AUTOMOTIVE GROUP, Inc. (ABG): Modelo de negócios Canvas [Jan-2025 Atualizado]

Mergulhe no projeto estratégico do Asbury Automotive Group, Inc. (ABG), uma potência no cenário de varejo automotivo que transforma a experiência de compra de carros por meio de modelagem inovadora de negócios. Essa exploração abrangente revela como a ABG orquestra magistralmente parcerias-chave, tecnologias digitais e abordagens centradas no cliente para dominar o mercado de varejo automotivo, oferecendo valor incomparável em vários segmentos de clientes e criando um ecossistema robusto e multidimensional .

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: Parcerias -chave

Fabricantes automotivos

O Asbury Automotive Group mantém parcerias estratégicas com vários fabricantes automotivos:

Fabricante	Detalhes da parceria	Número de concessionárias
Ford Motor Company	Contrato de concessionária de franquia	12 concessionárias
Toyota Motor Corporation	Rede de varejo autorizada	8 concessionárias
Nissan América do Norte	Rede de concessionária de franquia	6 concessionárias

Provedores de serviços financeiros

Asbury colabora com instituições financeiras para financiamento de veículos:

• Chase Auto Finance
• Wells Fargo Auto empréstimo
• Toyota Financial Services
• Crédito Ford

Companhias de seguros

Provedor de seguros	Tipo de plano de proteção	Receita anual de parceria
Seguro progressivo	Planos de proteção de veículos	US $ 4,2 milhões
Allstate	Serviços de garantia estendida	US $ 3,7 milhões

Fornecedores de tecnologia

Parcerias de tecnologia de plataforma digital:

• CDK Global (Sistema de Gerenciamento de Revendedores)
• Reynolds e Reynolds
• Marketplace Digital Autotrader
• RevendedTrack Technologies

Redes de concessionária locais

Asbury opera acordos de franquia em vários estados:

Estado	Número de concessionárias	Locais totais de franquia
Georgia	15	45% da rede
Flórida	10	30% da rede
Outros estados	8	25% da rede

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: Atividades -chave

Vendas de veículos novos e usados

Em 2022, o Asbury Automotive Group registrou uma receita total de US $ 9,1 bilhões em vendas de veículos. A empresa opera 89 franquias de concessionárias em 8 estados, representando 34 marcas.

Categoria de vendas de veículos	Volume anual	Receita
Vendas de novos veículos	95.349 unidades	US $ 3,4 bilhões
Vendas de veículos usados	106.214 unidades	US $ 2,7 bilhões

Serviço e reparo automotivos

O Departamento de Serviços e Peças gerou US $ 1,5 bilhão em receita em 2022.

• Bays de serviço total: 573
• Receita média de serviço por ordem de reparo: US $ 425
• Transações anuais do Departamento de Serviços: 1,2 milhão

Financiamento e leasing de veículos

A receita de financiamento atingiu US $ 237 milhões em 2022.

Categoria de financiamento	Percentagem	Total de transações
Financiamento de varejo	68%	54.212 transações
Leasing	32%	25.631 transações

Plataformas de marketing digital e vendas on -line

Os canais de vendas digitais representaram 35% do total de transações de veículos em 2022.

• Listagens de veículos on -line: 12.500 veículos
• Gastes de marketing digital: US $ 42 milhões
• Website Visitantes mensais: 1,3 milhão

Gerenciamento de relacionamento com o cliente

A taxa de retenção de clientes em 2022 foi de 62%.

Métrica de CRM	Valor
Tamanho do banco de dados do cliente	425.000 clientes ativos
Membros do programa de fidelidade	218,000

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: Recursos -chave

Rede extensa de concessionárias automotivas

A partir do quarto trimestre 2023, o Asbury Automotive Group opera 146 franquias de varejo em vários estados. A rede de concessionárias se abrange 88 marcas representando os principais fabricantes de automóveis.

Métrica da concessionária	Quantidade
Total de franquias de varejo	146
Total de marcas automotivas representadas	88
Regiões geográficas cobertas	13 estados

Técnicos qualificados de vendas e serviços automotivos

Asbury emprega 6.500 profissionais automotivos em sua rede de concessionárias.

• Técnicos mestres certificados: 412
• Advisores de Serviço: 875
• Profissionais de vendas: 2.300

Tecnologia digital avançada e sistemas de CRM

A infraestrutura tecnológica inclui:

• Plataforma de varejo digital personalizado
• Sistema de gerenciamento de relacionamento com o cliente em nível corporativo
• Tecnologia de rastreamento de inventário em tempo real

Forte reputação da marca

Classificado como o 5º lugar nos 150 principais grupos de concessionária da Automotive News com Receita anual de US $ 6,8 bilhões em 2022.

Recursos robustos de gerenciamento de inventário

Métrica de inventário	Valor
Inventário total de veículos	12.500 veículos
Taxa média de rotatividade de inventário	45 dias
Valor estimado do inventário	US $ 375 milhões

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: proposições de valor

Experiência abrangente de varejo automotivo

A partir do quarto trimestre 2023, o Asbury Automotive Group opera 96 ​​franquias de concessionária em 8 estados, representando 35 marcas automotivas diferentes. A receita total de 2023 foi de US $ 9,2 bilhões, com novas vendas de veículos representando US $ 3,6 bilhões e as vendas de veículos usadas em US $ 2,8 bilhões.

Métrica	Valor
Total de concessionárias	96
Estados operados	8
Marcas automotivas representadas	35
Receita total (2023)	US $ 9,2 bilhões

Ampla seleção de veículos novos e usados

Aparecimento de inventário para 2023:

• Inventário de veículo novo: 14.500 veículos
• Inventário de veículos usados: 10.200 veículos
• Veículos de propriedade certificados: 3.800 unidades

Opções convenientes de financiamento e leasing

Desempenho de Serviços Financeiros em 2023:

Categoria de financiamento	Volume total
Empréstimos totais originados	US $ 2,3 bilhões
Os arrendamentos totais foram originários	US $ 1,7 bilhão
Termo médio de empréstimo	72 meses
Taxa de juros média	6.2%

Serviço e manutenção de alta qualidade

Métricas do Departamento de Serviços para 2023:

• Bays de serviço total: 450
• Receita anual de serviço: US $ 1,2 bilhão
• Classificação média de satisfação do cliente: 4.6/5

Experiências de compra digital e pessoal sem costura

Estatísticas de engajamento digital para 2023:

Canal digital	Métrica
Listagens de veículos on -line	25.700 veículos
Transações de vendas digitais	18% do total de vendas
Downloads de aplicativos móveis	275,000
Visitantes mensais do site	1,2 milhão

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: relacionamentos com o cliente

Consultas de vendas personalizadas

O Asbury Automotive Group opera 87 franquias de concessionárias em 8 estados a partir de 2023. A empresa emprega 9.200 profissionais de vendas e serviços automotivos dedicados a interações personalizadas de clientes.

Métrica de interação do cliente	2023 dados
Tempo médio de consulta ao cliente	2,3 horas por venda de veículo
Canais de consulta de vendas	Pessoalmente, online, telefone
Taxa de satisfação do cliente	87.6%

Programas de fidelidade e incentivos recorrentes ao cliente

O Programa de Fidelidade de Asbury gerou US $ 42,3 milhões em receita recorrente de clientes em 2023.

• Taxa de compra repetida do cliente: 34,5%
• Associação média do programa de fidelidade: 65.000 clientes
• Programa de fidelidade Faixa de desconto: 5-15% nos serviços

Canais de suporte ao cliente digital

A infraestrutura de suporte digital inclui:

Canal digital	2023 Estatísticas de uso
Suporte de bate -papo online	72.500 interações com os clientes
Usuários de aplicativos móveis	48.300 usuários ativos
Programação de serviço do site	41.200 compromissos reservados

Lembretes de acompanhamento e manutenção de serviço

Asbury implementa estratégias abrangentes de acompanhamento de serviços:

• O sistema de lembrete de serviço automatizado cobre 92% da base de clientes
• Taxa de contato médio de acompanhamento do serviço: 78,3%
• Canais de lembrete digital e telefônico utilizados

Preços transparentes e comunicação do cliente

Métricas de transparência de preços para 2023:

Preço Métrica de Transparência	Valor
Taxa de divulgação de preços online	96.7%
Variação média de preço	±3.2%
Satisfação do preço do cliente	84.5%

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: canais

Locais de concessionária física

A partir de 2024, o Asbury Automotive Group opera 87 franquias de concessionárias em 8 estados nos Estados Unidos. Esses locais representam 31 marcas diferentes, incluindo Lexus, BMW, Mercedes-Benz, Toyota e outros.

Estado	Número de concessionárias
Georgia	24
Flórida	18
Carolina do Norte	15
Outros estados	30

Site online e aplicativo móvel

A plataforma digital da Asbury Automotive inclui:

• Site proprietário com 2,3 milhões de visitantes mensais únicos
• Aplicativo móvel com 187.000 usuários mensais ativos
• Inventário online de aproximadamente 5.600 veículos novos e usados

Plataformas de marketing digital

Despesas de marketing digital para 2024: US $ 4,2 milhões

Plataforma	Gastos com marketing
Google anúncios	US $ 1,6 milhão
Facebook/Instagram	$980,000
LinkedIn	$420,000
Outros canais digitais	US $ 1,2 milhão

Engajamento da mídia social

Métricas de mídia social para 2024:

• Seguidores do Facebook: 215.000
• Seguidores do Instagram: 98.000
• Conexões do LinkedIn: 42.000
• Taxa de engajamento médio: 3,7%

Plataformas de vendas automotivas de terceiros

Parcerias com plataformas automotivas on -line:

• Integração do Carvana: 340 veículos listados
• Listagens de carros.com: 2.100 anúncios de veículos ativos
• Parcerias Autotrader: 1.800 listagens de veículos

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: segmentos de clientes

Compradores de carros individuais

A partir de 2023, o Asbury Automotive Group atende a aproximadamente 1,2 milhão de compradores de carros individuais anualmente em 87 locais de concessionária em 8 estados.

Segmento de clientes	Volume anual	Valor médio da transação
Compradores de carros individuais	1,200,000	$38,500

Empresas de gerenciamento de frota

Asbury atende clientes de frota comercial com um volume anual estimado de 15.000 veículos.

• Os segmentos de frota primária incluem transporte corporativo
• Agências governamentais
• Empresas de aluguel de carros

Equipes de compras de veículos corporativos

A aquisição corporativa representa 22% das vendas totais de veículos da Asbury, com uma receita anual estimada de US $ 275 milhões desse segmento.

Consumidores de mercado de carros usados

As vendas de veículos usadas constituem 43% das transações totais de veículos da Asbury, com aproximadamente 516.000 veículos usados ​​vendidos anualmente.

Métricas de veículo usadas	Valor
Vendas anuais de veículos usados	516,000
Preço médio de veículo usado	$24,700

Entusiastas de veículos de luxo e premium

As vendas de veículos de luxo representam 18% do total de vendas da Asbury, com marcas como Lexus, Mercedes-Benz e BMW compreendendo esse segmento.

• Valor médio de transação de veículos de luxo: $ 65.000
• Volume anual de vendas de veículos de luxo: 216.000

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: estrutura de custos

Custos de aquisição de veículos

A partir de 2023, o Relatório Financeiro, os custos de aquisição de veículos do ASBURY AUTOMOTIVE GROUP foram de US $ 4,28 bilhões. A empresa mantém um inventário de aproximadamente 22.500 veículos usados ​​e usados ​​em sua rede de concessionárias.

Tipo de veículo	Custo de aquisição	Porcentagem de total
Veículos novos	US $ 3,42 bilhões	79.9%
Veículos usados	US $ 860 milhões	20.1%

Despesas operacionais da concessionária

As despesas operacionais totais para 2023 foram de US $ 1,65 bilhão, divididas da seguinte forma:

• Manutenção da instalação: US $ 320 milhões
• Utilitários: US $ 125 milhões
• Seguro: US $ 95 milhões
• Custos de arrendamento e propriedade: US $ 410 milhões

Salários e treinamento de funcionários

As despesas totais relacionadas aos funcionários em 2023 atingiram US $ 712 milhões.

Categoria de funcionários	Compensação total	Salário médio
Pessoal de vendas	US $ 285 milhões	$68,500
Técnicos de serviço	US $ 215 milhões	$62,300
Equipe administrativo	US $ 212 milhões	$55,700

Despesas de marketing e publicidade

O orçamento de marketing para 2023 foi de US $ 98 milhões, representando 1,7% da receita total.

• Publicidade digital: US $ 42 milhões
• Publicidade tradicional da mídia: US $ 36 milhões
• Marketing direto: US $ 20 milhões

Investimentos de tecnologia e infraestrutura digital

Os investimentos em tecnologia totalizaram US $ 65 milhões em 2023.

Categoria de tecnologia	Valor do investimento
Plataformas de vendas digitais	US $ 25 milhões
Sistemas de gerenciamento de clientes	US $ 18 milhões
Segurança cibernética	US $ 12 milhões
Atualizações de infraestrutura	US $ 10 milhões

ASBURY AUTOMOTIVE GROUP, Inc. (ABG) - Modelo de negócios: fluxos de receita

Vendas de novos veículos

Para o ano fiscal de 2022, o Asbury Automotive Group registrou uma nova receita de vendas de veículos de US $ 6,7 bilhões. A empresa vendeu 108.298 novos veículos durante esse período.

Categoria de veículo	Volume de vendas	Receita
Veículos de luxo	42.516 unidades	US $ 2,8 bilhões
Veículos que não são de luxo	65.782 unidades	US $ 3,9 bilhões

Vendas de veículos usados

As vendas de veículos usadas geraram US $ 4,2 bilhões em receita para o ASBURY Automotive Group em 2022, com 134.672 veículos usados ​​vendidos.

Condição do veículo	Volume de vendas	Preço médio de venda
Certificado Tecido	58.294 unidades	$32,500
Padrão usado	76.378 unidades	$24,800

Receita de serviço e reparo

As operações de serviço e reparo geraram US $ 1,5 bilhão em receita para a empresa em 2022.

• Total de reparo de serviço Ordens: 1.024.567
• Valor médio da ordem de reparo: US $ 1.464
• Receita de peças e trabalho: US $ 1,2 bilhão
• Receita do Centro de Colisão: US $ 300 milhões

Taxas de financiamento e leasing

As atividades de financiamento e leasing geraram US $ 482 milhões em receita para o ASBURY Automotive Group em 2022.

Categoria de financiamento	Receita total	Porcentagem da receita total
Financiamento de veículos	US $ 378 milhões	78.4%
Leasing de veículos	US $ 104 milhões	21.6%

Vendas de Plano de Garantia e Proteção estendidos

As vendas do plano de garantia e proteção estendidas contribuíram com US $ 215 milhões para a receita da empresa em 2022.

• Planos de proteção de veículos novos: US $ 132 milhões
• Planos de proteção de veículos usados: US $ 83 milhões

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%