Nancy Dunham
(She/Her)
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Covers:
All aspects of car dealerships.
Principal Analyst, Retail — Wards Auto. People magazine reporter. Opinions my own.
Articles by Nancy Dunham
Bonus Episode: Dunne, Müller clash over keeping markets open to Chinese automakers
October 11, 2026 06:00 AM EDT Michael Dunne of Dunne Insights and Hildegard Müller of Germany’s VDA disagree about how to respond to China’s auto push. In this bonus episode, they debate open markets, tariffs and who benefits from a two-way street.
5 stories shaping Canadian auto this week: Nissan’s return, China’s dealer need, and more
Get the latest news and analysis, subscriber-only newsletters, first access to special offers and more.
Daily 5 report for Oct. 9: FTC drops Asbury case, but dealers aren’t off the hook
Welcome to the Daily 5 report for Friday, Oct. 9. The Federal Trade Commission’s withdrawal of its Asbury Automotive Group case doesn’t signal reduced dealership scrutiny. Its proposed Greenway Automotive settlement follows warning letters disclosed to 97 dealership groups in March. Sign up for the Daily 5 report here. Enforcement outlook: A compliance expert expects future FTC dealership cases to proceed in federal court.
North America production downtime – 10/12/26
North America car and truck assembly plant downtime for the current week
Customer Incentives - 10/12/26
National customer cash back and finance rate programs listed by automaker, brand and model; updated weekly
Dealership F&I income climbs to records in first half of 2026 even as product sales remain flat
Dealership finance and insurance offices generated record first-half revenue per vehicle even while selling roughly the same number of products per deal, according to new industry data. Get the latest news and analysis, subscriber-only newsletters, first access to special offers and more.
Dealership F&I profits hold firm in Q2 as vehicle margins tighten; JM&A expects strong second half for finance departments
Dealership finance and insurance profits remained resilient in the second quarter despite continued pressure on vehicle margins and consumer affordability, according to F&I product provider JM&A Group. Subscribe and get access to articles, videos, and more.
5 stories shaping Canadian auto this week: Brampton’s future; GM’s V-8s; more
Finance & Insurance Remote finance delivers results for Group 1 Automotive, Lithia Motors, other dealers Group 1 Automotive uses virtual F&I at 66 dealerships, and Lithia Motors has it in about a dozen stores. JM&A Group and Assurant say the concept is growing rapidly. By: John Huetter, Paige Hodder
11 Classic Vacation Spots That Are Worth Another Look
Galyna Andrushko / Shutterstock.com Planning a memorable vacation might be easier than you think. Here’s how: Focus on travel destinations that have fallen off the radar. While crowds today may be in search of trendier trips, these spots are delightful places to visit. The good news for travelers is that these choices can offer lower prices, more availability and attentive service. Here are some of our favorites. 1.
What dealers need to know ahead of sweeping changes to California’s vehicle-sales law
Ford Ford preps $25,000 hybrid utility, promises 4-door Mustang will start under $40,000 Ford is looking to address the growing affordability crisis and popularity of hybrid models with a new utility that starts around $25,000. By: Michael Martinez
Dealerships eye auto refinancing as loyalty tool, not just charge-back risk
As more consumers refinance auto loans to lower monthly payments, some F&I experts say dealerships should stop viewing the practice as a source of charge-backs and start treating it as another customer touchpoint.
Daily 5 report for Aug. 11: Ford disputes a dealership’s ownership swap. A judge lets the fight continue
A federal judge in Kentucky has cleared the way for Ford Motor Co. to keep pursuing a breach-of-contract lawsuit against Pure Country Ford, a Grayson dealership accused of transferring ownership stakes without the automaker’s consent. U.S. Chief District Judge David Bunning denied the dealership’s bid to end the case early.
How dealers can build profitable insurance agencies — and why patience matters
Dealerships looking to add insurance revenue should think beyond selling auto policies alongside vehicle sales.
F&I income at franchised dealerships hits record $1,769 per retail unit in Q2
Finance-and-insurance income at U.S. franchised dealerships reached a record in the second quarter, helping stores offset continued pressure on new- and used-vehicle margins, according to the latest Presidio-NCM Average Dealership Performance Benchmark.
F&I is winning over customers, but the process still needs work, study shows
Dealership finance offices are earning high marks from buyers, but CDK Global’s latest F&I study suggests the job isn’t finished.
Daily 5 report for July 21: Tariff volatility is the new baseline. Smart dealers are financing for it
Tariff volatility in 2026 isn’t just squeezing automotive supply chains — it’s forcing dealers to rethink their entire capital structure, from floorplan financing to how they fund acquisitions, equipment upgrades and day-to-day working capital.
North America car and truck assembly plant directory – 07/15/26
List of car and truck assembly plants in North America
Automotive News hires Jennifer Vuong as senior multimedia strategist
Jennifer Vuong returns to Automotive News as a senior multimedia strategist in Detroit. Vuong, 40, was previously host and producer of “First Shift” at the publication from 2011 to 2021 and was an intern from 2008 to 2011. She spent the last five years at supplier Forvia as a digital communications manager, leading social media strategy and multimedia storytelling across North America.
Why negative equity has become a crisis for dealership F&I managers
Consumers trading in upside-down vehicles now finance record monthly payments and interest costs, according to Edmunds’ Q2 Negative Equity Data Report.
Slate tests electric pickup market with subcompact just under $25,000
Honda reviving boxy Element in 2029 as a hybrid to battle Ford Bronco Sport Production of the new Element is slated to begin in the second quarter of 2029.
Five more dealership groups surpassed $100 million in F&I revenue in 2025 as affordability pressures reshaped sales strategies
Five dealership groups joined elite company by surpassing $100 million in finance and insurance revenue in 2025 despite dealing with rising vehicle costs pushing some buyers out of the market, according to the latest Automotive News data.
U.S. new vehicle registrations, Mar. & YTD 2026
Unit registrations of new cars and light trucks by nameplate in the U.S. listed alphabetically by brand and automaker for the current and previous year periods
All dealerships urged to take FTC warnings about deceptive pricing seriously as scrutiny ramps up
Automotive News' new tariff calculator shows how auto tariff rates change based on country of origin and the imported vehicles or parts. Available to All-Access subscribers.
Extended auto loans bring buyers back sooner — but with tougher equity gaps to bridge
Extended auto loan terms were expected to keep customers out of the market longer. Instead, they’re doing the opposite — accelerating return cycles and creating tougher deals for finance and insurance offices.
Michigan educator brings collision repair to elementary schools. Here’s why it matters
Collision repair instructor Jerry Weston Jr. is reaching students from ages 5 to 13 with an after-school pilot program in Flint, Mich., — starting years earlier than traditional vocational programs. The reason? Basic tool knowledge has collapsed.
Why technician videos are important for service departments
In service drives across the country, the most powerful selling tool may no longer be a service adviser’s explanation — it might be a technician’s smartphone.
Pohanka Automotive maps path from lube tech to $150,000 master technician
At Pohanka Automotive Group, technician retention begins with a piece of paper.
Mercedes aims for 2 million sales again on new, refreshed models
STUTTGART — Mercedes-Benz will launch 40 new or updated vehicles by 2027 and roll out software-driven technology across its lineup as CEO Ola Kallenius aims to lift annual sales back to two million vehicles by 2028 following years of decline.
Bonus Episode: MichAuto’s Glenn Stevens on bridge uncertainty
MichAuto Executive Director Glenn Stevens discusses the real-world impact of President Donald Trump’s threat to delay the Gordie Howe Bridge and what it means for cross-border investments.
New software prevents warranty claim fraud, speeds repair time
The car is on the lift. A warranty claim is called in. The technician is waiting. The customer is impatient.
We Tested Smart Locks to Find the Best Recommendations for Your Home
Photo: Glenda Taylor for Bob Vila We may earn revenue from the products available on this page and participate in affiliate programs. Learn More › Say goodbye to keys and hello to extra home security with one of today’s smart locks. It’s been a decade or so since smart locks began replacing traditional pin-and-tumbler locks on private homes, and increasingly sophisticated features have become the norm.
Why a Minnesota technical college welcomes dealership’s scraps
Mike Rudolph, left, an automotive instructor at Hennepin Technical College, says the donated engines and other parts from Walser Hyundai Brooklyn Park can help unlock state funds. Technician Aaron Abbott coordinates with the dealership’s service and parts department to make the donations happen.
Brand Loyalty Holds Despite Market Volatility
Despite tariff-related uncertainty and shifting consumer preferences, dealers who represent brands with strong reputations, such as Toyota, Honda and Ford continue to maintain loyal customer bases, according to the just-released J.D. Power 2025 U.S. Automotive Brand Loyalty Study. The study shows that while loyalty rates remain solid for some brands, changing market conditions have made it harder for automakers to keep customers from defecting to rivals.
Wait Times, Trust Gaps Threaten F&I Profits
At many dealerships, the Finance & Insurance office is where the final profits – and sometimes the final customer impressions – are made. But according to CDK Global’s 2025 F&I Shopper Study, longer wait times, growing buyer frustration, and slipping trust levels are now threatening what has long been one of the most lucrative parts of the sales process.
New Tech Trips Up Buyers
Dealers looking to better understand what today’s vehicle buyers love most about their cars can take a cue from the just-released 30th annual 2025 J.D. Power U.S. Automotive Performance, Execution and Layout (APEAL) Study. This year’s survey finds that overall owner satisfaction is at its highest level in five years. For auto retailers, the study offers a window into what drives emotional engagement – and where satisfaction falters – especially among tech-heavy new models.
Prices Hold Steady as Used and EV Sales Surge
Strong vehicle demand, flat pricing and a sprint for purchasing electric vehicles ahead of the end of federal incentives define the latest CarGurus Intelligence Report. U.S. auto dealers may have expected rising tariffs to put upward pressure on vehicle prices this summer. Instead, the recent CarGurus Intelligence Report shows that both new and used prices held steady while demand soared.
Studies, Reports Reveal Persistent Dealer Pain Points
Yes, dealers have put a lot of time and money into upgrading the car-buying experience. Digital retailing tools are now standard, sales processes are more transparent than they were a decade ago and many dealerships make ongoing staff training a priority. But new studies show there is still plenty of dissatisfaction out there. Although some pain points are standard, some regions carry greater dissatisfaction in key areas than others.
Lucid Accelerates Gravity SUV Production
Demand for Lucid’s new Gravity SUV is surpassing the present production rate and will guide the pace for deliveries during the remainder of 2025, with the battery-electric-vehicle builder going all-in on a steeper ramp up in builds, a new brand initiative and “asset-light” European growth, Lucid executives tell media during a Thursday briefing.
Negative Reviews Put Dealer Incentives at Risk
Summer may bring to mind relaxation, but for many car dealerships, this season now passing is anything but easy. Their operational challenges – and the customer frustrations that follow – are often reflected in online reviews. Those reviews don’t just cost dealerships sales, they also can jeopardize manufacturer relations. That may mean no supplies of “in-demand” cars, low or no performance bonuses or incentives, eligibility for pilot programs and more.
Genesis, Hyundai Extend Tech Leadership
Automakers’ investments in advanced in-vehicle technology pay off, with Genesis and Hyundai again topping J.D. Power’s 2025 U.S. Tech Experience Index (TXI) Study. Genesis ranks highest overall for innovation for the fifth consecutive year, while Hyundai leads mass-market brands for the sixth year in a row. Now in its 10th year, the TXI Study evaluates how effectively manufacturers bring new technologies to market – measuring adoption, execution, satisfaction and reported problems.
Chrysler Introduces “Van-Life” Concept
Who says the minivan is dead? Not Stellantis. The automaker's Chrysler brand has homed in on the trend toward vehicles that serve van-life adventurers with the introduction of the Pacifica Grizzly Peak. Chrysler says the concept redefines its crown jewel of the minivan segment by combining comfort and kid-friendly features with all-wheel drive, flat storage space and other adventure-ready elements. The Grizzly debuts Aug. 22-24 at Overland Expo Mountain West in Loveland, CO.
Dealers Drive August Momentum With July’s Richest Incentives
Dealers enter August with strong momentum as July delivers the highest incentive spend of 2025 and steady transaction prices that engage buyers. Pent-up demand – particularly from high-net-worth households – combined with targeted OEM incentives, gives retailers opportunities to move both luxury and electric-vehicle inventory, while brands like Jeep offer fresh value plays.
Dealers Who Stock Smart Can Boost Sales
Auto dealers are navigating a dynamic used-car market lately, with demand reaching a four-year high for July and prices holding steady despite rising inventories, according to the July 2025 CarGurus Intelligence Report. A key component for new opportunities is in the used market that some describe as a balancing act between high demand and tight supply of some of the most-wanted vehicles.
A Quietly Luxurious Leap Forward
NAPA COUNTY, CA – In a segment where each new 3-row CUV seems more refined and tech-forward than the last, the 2026 Hyundai Palisade manages to stand apart. So refined, in fact, that even buyers who don’t typically shop large crossovers may want to give it a closer look. It delivers premium comfort and technology at a mainstream price – an increasingly rare combination. Dealers are already receiving orders for the redesigned Palisade, which arrives in September at Hyundai’s U.S. stores.
Refinancing Offers Dealers a Smart Way to Re-engage Past Customers
Auto dealers have a fresh opportunity to boost customer retention, generate new leads and strengthen lender relationships – by proactively promoting auto loan refinancing. New research from TransUnion finds that nearly 18 million U.S. consumers are “in-the-money” for refinancing, meaning they’re currently paying above-average interest rates and could benefit from lower monthly payments through refinancing.
The One Attraction You Just Have to Visit in Each State
You’re ready to head off on your vacation, armed with a checklist of the “must-see” places. But each U.S. state has such an embarrassment of riches, it’s almost impossible to see everything that’s worthwhile. Don’t finalize your plans until you consider this list of both well-known and easy-to-miss sights to make sure your tour is complete.
Used EVs, Not Tax Credits, May Hold Key to Electric Growth
Auto dealers are entering the heart of summer facing a complex mix of market stagnation, margin compression and evolving EV dynamics. New data from Kelley Blue Book and parent company Cox Automotive show that while average transaction prices (ATPs) continue to rise modestly, so do costs – leaving retailers with fewer levers to pull as inventory grows and incentive strategies shift. In June, the new-vehicle ATP ticked up to $48,907, just 0.4% higher than May and 1.2% above year-ago levels.
Early July Shows Price Softness – Except for EVs and Trucks
Wholesale used-vehicle prices declined slightly in the first half of July, but don’t be surprised if that changes as consumers buy vehicles – especially electric vehicles – before some tax incentives fall away and proposed tariffs kick in. According to Cox Automotive, wholesale prices – adjusted for mix, mileage and seasonality –dipped 0.7% from June levels in the first 15 days of July.
Margins Tighten as Prices Diverge
New-vehicle prices crept higher in June, even as consumer affordability flatlined and the industry braced for a changing electrified-vehicle landscape shaped by new policy and evolving customer demand. Dealers are navigating what Cox Automotive Executive Analyst Erin Keating calls “the big squeeze,” with margins threatened as costs rise faster than what consumers are willing to pay.
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