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| Statement |
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| So we're really pleased with the product sales that we've had, which has certainly helped keep our PRU numbers in line |
| Our four-day workweek benefits our customers by extending our hours of operation during the week and a return -- in return, leads to higher technician productivity in our shops |
| Our teams also delivered record quarterly adjusted diluted EPS from continuing operations of $12.07, an increase from the third quarter of 2022 |
| Our strong balance sheet will continue to allow for meaningful and balanced capital deployment |
| Also important to note, in a tough used vehicle environment, our used vehicle sales were up both year-over-year and sequentially and our gross margins were up year-over-year |
| So ability to leverage scale and ability to grow and leverage our SG&A base and drive more parts of service are all key benefits in that case |
| In addition, we saw strengthening in our CPO business to nearly 25% of our mix |
| Really impressed by the used vehicle performance |
| Our outstanding F&I team also achieved record quarterly revenues, capitalizing on the opportunities to sell products that are both good for our customers and good for their vehicles |
| We focus on the aftersales impact on the customer journey by increasing customer retention through more convenient service hours, training of our service advisers, selling service contracts with vehicle sales and improved customer relationship management software that allows us to provide targeted marketing to our customers |
| With this focus, our parts and service team continues to achieve record results, notching the tenth consecutive quarter of record revenues and an all-time quarterly high in gross profit |
| This approach continues to benefit our shareholders, allowing us to achieve all-time high in adjusted diluted earnings per common share from continuing operations in the third quarter |
| Record total quarterly revenues of $4.7 billion, an all-time quarterly revenues across all major lines of business |
| We saw strengthening throughout the quarter in our used vehicle margins |
| So the -- we were very pleased with the overall F&I business |
| The UK achieved record quarterly revenues, thanks to record used vehicle performance |
| And we get, I mean, you know this we -- just the advantage we have of being able to source things organically is just a real advantage for us |
| We continue to see signs of production improvement year-over-year by certain manufacturers as demonstrated by the near 10% increase in same-store new vehicle units sold |
| And so we're extremely fortunate to be able to do that |
| We believe this is a critical element to our growth story, which leverages our scale and proven integration capabilities, optimizes our rooftop performance and grows the company in a meaningful and incremental manner |
| So you've made good progress, obviously, on the portfolio optimization |
| And that certainly helps us feed our parts and service business, which, for us, we consider one of our real strengths and something we invest heavily in |
| And we're, I believe, leveraging that better today than we ever have |
| On a same-store basis, our used -- our US new vehicle unit sales were up nearly 12% |
| And we're responding with the right stock to be able to do that, and that's how we were able to preserve our gross margins |
| So we've had great partnerships |
| We believe these AI customers to be incremental, and expect this initiative to grow and generate more incremental service business in the future |
| Our recent acquisitions of Beck & Masten GMC and Kia dealerships as well as Estero Bay Chevrolet in Florida, serve as a reminder of the strength of this portfolio optimization approach |
| Daryl Kenningham John, one thing we do see is, as Pete mentioned, even though we're not -- we don't over rely on rate, when we do lose some attachment on financing, oftentimes, we're able to preserve some incrementality on the product sales |
| And I think that really helps us as new car dealers, obviously, give us an avenue to be able to rely on and support from them that they've stepped up with some additional programs and support as well |
| Statement |
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| And I think it continues to be the headwind with used car penetrations were down about 400 basis points year-over-year |
| Despite this increase in same-store units sold, we experienced vehicle delivery shortages from BMW, Mini and Volkswagen in the third quarter of 2023, limiting our upside potential for the quarter |
| The lack of vehicle deliveries from these manufacturers resulted in higher-than-anticipated SG&A as a percentage of gross profit, giving our staffing levels, assuming the sale of these vehicles |
| Those risks include, but are not limited to, risks associated with pricing, volume, inventory supply due to increased customer demand and reduced manufacturer production levels due to component shortages, conditions of markets and adverse developments in the global economy and resulting impacts on demand for new and used vehicles and related services |
| But I think that it's constraining sales in probably the import brands |
| We expect some continued pressure on finance penetration due to existing interest rates and slightly tighter lender requirements for some used vehicle buyers |
| During the third quarter, 30% of our new vehicle sales in the US were presales, down a bit from 33% in the prior quarter |
| David Whiston And staying on that topic, I mean, on the consumer side, though, they're really struggling |
| Our gross profit per unit sold of $2,367 only minimally declined on a same-store sequential basis |
| So we are seeing that the pricing is coming down some |
| We saw Stellantis coming down a little bit |
| You mentioned that they are tight and constraining your sales in the UK |
| Our turnover rate with technicians is down year-over-year |
| I think they've got some mix issues to deal with between EV and non-EV |
| Current adjusted SG&A as a percentage of gross profit of 61.4% continues to be down from 70.5% in pre-pandemic 2019 |
| I think the surprising -- I guess surprising -- maybe not so surprising thing about the inventories, Q3 over Q2, is they didn't change much on a day supply basis |
| I don't think it's unreasonable to think that, in the next quarter, we'll start to see more part shortage issues from the two brands you mentioned |
| Are they -- have you changed your mix in any way to make it worthwhile to them to pay up? Or are you just able to get better? Daryl Kenningham The ASPs are down a little bit, almost $2,000, I believe, year-over-year |
| The OEMs have been fairly responsive with being able to supply us, but I don't know that it's -- I think it will probably be a bigger issue for us in Q4 than it was in Q3, but I can't say it will be severe |
| Quality acquisitions are still more expensive and I think that the prices will continue to compress |
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