Who says times are bad? Despite discouraging news coming from Detroit and a market that is as competitive as ever, according to many dealers, revenues for the nation's top automotive dealer groups reached record levels in 2004, continuing the heady years experienced since the late 1990s.

Dealer groups on the Ward's Megadealer 100 reported total revenues of $123.8 billion in 2004 — up from $116.6 billion in 2003 and a considerable jump from $89 billion in 1999.

Fairly fast-paced acquisition strategies for the dealer groups, which have increased their dealership totals from 1,596 in 1999 to 2,078 in 2004, have fueled the revenue explosion.

The megadealers added 91 stores in 2004, led by Group 1 Automotive Inc.'s (ranked 5th) acquisition of 20 stores. The public groups expect to keep adding stores and revenues in 2005. United Auto Group CEO Roger Penske says the company will add $300 million in revenue this year with acquisitions.

Consolidation is not the only reason revenues are increasing. The Ward's Megadealer 100, which has ranked the top 100 dealer groups by total revenues for 18 years, reveals that individual dealerships are creating more revenue. In 1999, average revenue per store was $55 million rising to $59.6 million last year — up from $58.7 million in 2003.

Revenues from new-vehicle sales, finance and insurance departments and fixed operations each exceeded 2003 totals by more than $1.5 billion in 2004.

Despite record revenues, share of 2004 new-vehicle sales for the top 100 automotive dealer groups remained even with 2003 at 16.6%, according to data from the rankings.

Although their share of the new-vehicle market did not change, megadealers on the list did increase their new-vehicle sales by almost 30,000 units compared with 2003. Sales of new vehicles for the leading groups have stayed fairly consistent since 1999, hovering between 2.4 million and 2.8 million.

Dealers on the ranking expect the growth to continue. Cornelius Martin, (p. 17) says he has another 10 strong years left and is looking to increase his presence in fast-growing markets.

Meanwhile, Michigan dealer Joseph Serra (p.26) is adding three franchises and two new facilities this year. Long-time Ward's Megadealer 100 participant and former Ward's Dealer of the Year Bert Boeckmann reveals how his Galpin Motors continues to thrive despite Ford Motor Co.'s struggles (p. 30).

Megadealer Fast Facts

2,781,836 New units sold

1,866,285 used units sold

2,078 Dealerships

2,776 Franchises

Total revenue — Megadealer 100

$123.8 billion

Average Revenue per store

59.5 million

Average revenue per store — publicly owned:

$49.5 million

Average revenue per store — privately owned:

$69.1 million

Dealer Knew What He Wanted

One of 15 kids who grew up on a farm, he now runs 15 dealerships

By Cliff Banks

BOWLING GREEN, KY — Since his college days in the late 1960s, Cornelius Martin knew he wanted to be a car dealer. Now he's a megadealer, the head of one of the top dealership groups in the nation.

His company has exploded in size the last several years. Early in his life, Martin, an African American growing up on a farm, thought owning a garage and working on vehicles would be the best he could do. But working in a dealership cemented his love of the business and convinced him he could do more.

Today, Martin Management Group with annual revenues of $372.4 million, is No. 86th on the 18th annual Ward's Megadealer 100, the oldest and most comprehensive ranking of the country's top automotive dealer groups.

Martin's 15 dealerships combined to sell 16,556 vehicles in 2004.

Martin Management also runs several real estate and insurance ventures and owns Co-Mar Aviation, which oversees full-service, fixed-base operations for the Bowling Green airport.

Martin never thought his company would become so large.

His first love is cars, though. He was 14 and living on a tobacco farm in Greenville, KY when he and a brother (Martin is the youngest of 15 children) bought a 1957 Ford with the money they earned.

The brothers transformed the car into a tuner. “Of course, it wasn't like the kids do it today,” laughs Martin referring to eye-catching wheels, spoilers and assorted aftermarket accessories. The vehicle didn't last long. It was wrecked in a year.

In 1968, Martin started working at a General Motors dealership washing and fixing cars. He then attended Wright State University in Dayton, OH in 1969. He left after a year to work full time at the dealership.

In 1977, Bob Shannon, owner of the Dayton Shannon Buick Co. began recruiting Martin to be a service technician for him. By then, Martin had determined he wanted to own a dealership. He figured he could pull it off. But for an African American in the 1970s, owning a dealership was a bold and ambitious notion.

Martin, who was 29 years old at the time, told Shannon he wanted to be a car dealer, and that he would work for him if Shannon would help set him up over time to own a dealership.

Shannon agreed. For the next several years, Martin worked a methodical plan at the Buick dealership running the service department for three years and then selling cars for three years with the intent of learning the business.

Even with Shannon's mentorship, it was not easy. Not only did Martin have to overcome the challenges that come with being African American, he also had to deal with resentment of co-workers because of his deal with Shannon.

“The office politics were certainly an issue,” Martin says. “Sometimes, fellow employees didn't see the hard work or long hours, they only saw the results that came from that hard work.”

Martin stuck with it. By 1983 he graduated from General Motors Dealer Academy in Flint, MI and began looking for an opportunity. But he did not jump at the first opportunities presented and even turned down one in Buffalo, NY.

Instead, Martin meticulously studied the growth trends of several cities, narrowing his choices down to St. Louis and Bowling Green.

He settled on Bowling Green because of its low unemployment rate and the growing population. In April 1985, Martin purchased his first store, an Oldsmobile-Cadillac dealership that was averaging a modest 20 new-and used-vehicle sales a month.

Martin transformed the dealership through renovations, aggressive marketing and extended business hours. By 1990, he began building on that success and acquiring other dealerships.

In an interview at his office in the Martin Cadillac Kia dealership (he added the Kia franchise when GM eliminated the Oldsmobile brand) Martin answers questions thoughtfully.

He does not mention the challenges he encountered except when prodded. He handles those questions matter-of-factly. He believes it is more difficult to become a dealer today then when he bought his first store.

“Getting the financing to buy a dealership is so hard today,” he says. He used approximately $60,000 of his life savings along with $650,000 in capital from GM and banks to buy the original dealership.

Today, he notes, the personal investment can run in the millions of dollars to acquire a dealership. In fact, Martin has been stymied in attempts to get into some markets because of the huge investment required.

“Just too much money,” he says. Also: “Some markets are tougher politically to get into than others.”

Being flexible is part of his strategy. “When buying a store, you need a Plan A, a Plan B, and sometimes a Plan C,” he says. “Sometimes Plan C is deciding not to buy.”

Martin has branched out across the country with dealerships in California, Arizona, Ohio, Iowa and West Virginia.

Raising capital, hiring the right people and dealing with particular legal environments are some of the challenges he cites.

“How do you prevent possible lawsuits?” Martin asks. “Sometimes you're shooting in the dark. We're constantly monitoring our people and looking to hire the best. And we try to develop strong processes for our team.”

Martin never buys a dealership without doing his homework first. The store must be strong, even if it's poorly run.

He determines the health of the franchise, studies the long-term forecasts, demographics and growth trends of the area before investing. As with any successful businessperson, Martin's instincts are an asset.

For him, the health of the franchise is critical. “So much of a dealership's profitability depends on the franchise,” he says. “Performance of the manufacturer affects the profitability of the dealership.”

Revenue for his stores was down in 2004 from 2003, and that includes the return on investment, says Martin. Some of that is because of the troubles facing some of the domestic brands, specifically GM. Like other dealer groups, Martin is looking for more import opportunities to compensate. But there are few of those dealerships available.

He is excited about the Saturn brand, however. “Its future is bright,” he says.

There is a set process in place for when the Martin group acquires a dealership. Six vice presidents will take the operations and administration teams into the new store for a few days to introduce the group's processes for conducting business, otherwise known as the Martin Doctrine.

“We have strict controls and reporting processes,” says Martin. “There is a common policy manual that everyone has to follow from day one.”

Martin, 56, and his wife Gail have two children in college and one in high school. Martin is not sure if they will follow him into the business. “We'll look at it in the next 5-7 years,” he says. “Probably, we'll have them work for someone else to work their way up the ladder, and then bring them back here.”

As for himself, he says, “I figure I'm good for another 10 years at least.”

The Martin Franchise Portfolio
Martin Cadillac Bowling Green, KY
Martin Kia Bowling Green, KY
Martin Dodge, Jeep, Chrysler Bowling Green KY
Fairfield Ford Fairfield, OH
Planet Ford Centerville, OH
Saturn of Bowling Green Bowling Green, KY
Saturn of Charleston-Huntington Hurricane, WV
Saturn of Dayton North Dayton, OH
Saturn of Dayton South Dayton, OH
Saturn of Des Moines Des Moines, IA
Saturn of Ontario Ontario, CA
Saturn of Tempe Tempe, AZ
Martin Chevrolet Hurricane, WV
Martin Chevrolet Carlisle, OH
Thoroughbred Chevrolet Lexington, KY
Lincoln Mercury of Dayton Dayton, OH
Hurricane Hummer Hurricane, WV
Hurricane Saab Hurricane, WV
Rank Megadealer Group Name Executive(s) City State Franchises Dealerships New Revenue New Retail Units Fleet Revenue Fleet Units Used Retail Revenue Used Retail Units Wholesale Revenue Wholesale Units F&I Revenue Service Revenue Body Shop Revenue Parts & Acc. Revenue Total Units Total Revenue
1 AutoNation, Inc. Michael Jackson Fort Lauderdale FL 355 278 $11,891,600,000 410,621 NA 27,097 $3,520,100,000 239,999 $799,800,000 NA $618,500,000 $2,505,300,000 NA NA 650,620 $19,335,300,000
2 United Auto Group Roger S. Penske Bloomfield Hills NY 165 152 $5,683,400,000 178,012 $127,993,000 5,964 $2,127,500,000 88,700 $707,004,000 NA $231,800,000 $1,008,500,000 NA NA 266,712 $9,886,211,000
3 Sonic Automotive, Inc. O. Bruton Smith Charlotte NC 188 150 $4,492,251,000 151,479 NA 12,726 $1,187,753,000 68,039 $446,645,000 59,755 $190,152,000 $1,028,136,000 NA NA 279,273 $7,344,937,000
4 V.T., Inc. Cecil & Larry Van Tuyl Shawnee Mission KS 85 56 $3,281,029,414 121,389 $309,350,894 15,500 $990,023,506 67,425 $451,259,597 66,180 $230,292,674 $225,304,907 $76,159,186 $341,922,691 270,494 $5,905,342,869
5 Group 1 Automotive, Inc. Earl J. Hesterberg Houston TX 192 96 $3,348,875,000 117,971 NA NA $988,797,000 66,336 $359,247,000 49,372 $172,901,000 $565,213,000 NA NA 233,679 $5,435,033,000
6 Asbury Automotive Group Kenneth Gilman New York NY 139 100 $3,192,575,000 106,298 $69,134,000 4,583 $959,632,000 61,311 $326,729,000 NA $147,750,000 $605,315,000 NA NA 719,409 $5,301,135,000
7 Hendrick Automotive Group Jimmie C. Perkins Charlotte NC 65 49 $1,466,014,631 48,052 $77,927,379 9,258 $500,256,176 28,030 $247,516,429 30,850 $67,257,888 $139,223,693 $33,185,553 $209,661,504 127,344 $2,998,010,053
8 Lithia Motors, Inc. Sidney B. DeBoer Medford OR 171 87 $1,589,613,000 56,529 $8,592,000 1,386 $630,910,388 41,802 $124,912,408 23,137 $101,374,000 $290,386,000 NA NA 122,854 $2,745,787,796
9 Holman Enterprises Joseph S. Holman Pennsauken NJ 25 21 $618,562,460 17,461 $1,240,370,590 55,407 $184,355,025 10,162 $326,684,924 49,935 $10,848,414 $43,750,806 $7,919,136 $183,479,513 132,965 $2,615,970,868
10 Bill Heard Enterprises, Inc. William T. Heard Columbus GA 17 15 $1,431,840,000 51,016 NA NA $443,212,000 31,415 $145,129,000 24,188 $104,805,000 $72,123,000 $27,269,000 $204,516,000 106,619 $2,428,894,000
11 Larry H. Miller Group Larry H. Miller Sandy UT 41 39 $987,457,117 37,688 $97,394,798 4,435 $455,268,430 30,638 $305,623,100 34,909 $64,207,758 $80,197,540 $25,998,490 $126,413,927 107,670 $2,142,561,160
12 Burt Automotive Network Lloyd G. Chavez Centennial CO 10 8 $398,176,708 13,464 $1,196,073,931 57,536 $140,449,448 15,511 $62,581,444 6,783 $17,877,272 $29,513,137 $4,478,657 $38,549,930 86,511 $1,887,700,527
13 Staluppi Auto Group John Staluppi & John Staluppi, Jr. Riviera Beach FL 19 18 $1,247,317,000 53,478 NA NA $166,342,000 12,297 $56,367,000 12,101 $50,179,000 $55,327,000 $72,000 $50,892,000 77,876 $1,626,496,000
14 Fletcher Jones Fletcher Jones, Jr. Las Vegas NV 16 12 $863,578,542 18,984 $26,229,874 944 $268,835,717 7,634 $102,312,474 7,634 $25,772,456 $89,875,284 $23,947,361 $93,137,001 35,196 $1,493,688,709
15 Penske Automotive Group Greg Penske El Monte CA 8 6 NA 36,609 NA 6,801 NA 7,328 NA NA NA NA NA NA 50,738 $1,470,076,000
16 Marty Franich Auto Center Steven Franich Watsonville CA 6 2 $599,439,342 27,061 $733,937,736 32,878 $10,751,466 717 $847,898 181 $1,576,401 $2,582,875 $598,109 $4,036,738 60,922 $1,355,739,232
17 Wilson Automotive Group David W. Wilson Orange CA 5 12 $893,398,176 35,270 NA NA $214,296,122 12,430 $69,544,181 11,665 $48,659,511 $56,288,809 NA $63,990,592 59,365 $1,346,177,391
18 The Herb Chambers Companies Herbert G. Chambers Somerville MA 28 24 $637,991,889 22,702 NA NA $150,833,055 7,881 $105,418,062 14,928 $28,995,920 $65,015,508 $4,566,041 $63,198,334 52,913 $1,317,988,882
19 Planet Automotive Alan & Robert Potamkin Coral Gables FL 71 28 NA 27,866 NA 8,174 NA 13,521 NA NA NA NA NA NA 49,561 $1,278,284,000
20 Braman Automotive Group Norman Braman Miami FL 19 8 $694,176,754 18,712 NA NA $193,882,708 7,735 $102,830,684 7,211 $18,040,091 $54,480,517 $8,972,570 $72,383,812 33,658 $1,144,767,136
21 Jim Koons Automotive Companies James Koons Vienna VA 15 14 $303,474,000 11,577 NA NA $171,412,000 11,835 $55,656,000 9,862 $33,669,000 $52,262,000 $22,850,000 $71,788,000 49,149 $1,102,698,000
22 DarCars John Darvish Silver Spring MD 23 16 $604,858,893 23,961 $86,000,348 4,231 $152,459,695 11,589 $24,081,516 5,615 $27,031,128 $49,336,286 $30,648,671 $78,255,815 45,396 $1,052,672,352
23 Keyes Automotive Group Howard Keyes Van Nuys CA 9 9 $614,947,996 19,051 NA NA $179,525,588 7,692 $71,406,393 7,005 $40,452,756 $45,809,031 $5,876,986 $59,108,908 33,748 $1,017,127,658
24 Rosenthal Automotive Organization Robert M. Rosenthal Arlington VA 13 15 $644,930,515 22,912 $4,635,772 181 $157,742,196 9,611 $30,304,265 6,181 $25,939,471 $59,561,783 $13,750,605 $65,369,879 38,885 $1,002,234,486
25 Germain Motor Co. Robert Germain, Sr. Columbus OH 15 15 $558,392,820 17,888 $26,894,605 1,233 $174,096,613 10,749 $61,322,963 7,794 $16,882,187 $33,120,550 $6,651,018 $45,061,543 37,664 $922,422,299
26 The Suburban Collection David T. Fischer Troy MI 22 24 $631,393,034 22,389 $21,766,905 1,006 $102,064,945 6,823 $35,777,964 5,797 $16,252,098 $38,126,965 $15,667,626 $51,535,084 36,015 $912,584,621
27 Ray Catena Auto Group Raymond Catena Edison NJ 6 7 $696,504,166 14,932 NA NA $91,037,412 2,710 $36,627,545 2,385 $2,419,844 $31,504,552 NA $35,911,588 20,027 $894,005,107
28 Pohanka Automotive Group John Pohanka Marlowe Heights MD 13 13 $532,490,000 16,066 NA NA $171,297,000 6,991 $51,192,000 6,377 $15,017,000 $38,925,000 $24,262,000 $50,246,000 29,434 $883,429,000
29 Faulkner Organization Faulkner Family Trevose PA 43 25 $470,905,254 18,252 $60,613,139 2,542 $120,542,389 9,307 $51,111,829 9,583 $21,819,449 $42,671,677 $23,664,654 $65,022,717 39,684 $856,351,108
30 Ourisman Automotive Enterprises Mandell J. Ourisman Marlow Heights MD 17 15 $443,181,678 18,485 $98,657,911 2,933 $83,997,388 5,894 $32,434,198 5,489 $21,207,514 $43,676,145 $25,177,209 $80,705,115 32,801 $829,037,158
31 Sheehy Auto Stores Vincent A. Sheehy IV Fairfax VA 18 12 $405,442,659 15,020 $55,104,628 2,477 $118,829,321 8,010 $47,981,203 8,563 $17,970,530 $35,884,527 $4,094,986 $46,325,510 37,186 $818,277,568
32 Phil Long Dealerships Gerald Cimino Colorado Springs CO 19 17 $293,394,886 10,689 $20,301,837 772 $243,709,150 13,093 $73,080,770 9,963 $24,168,354 $32,331,739 $4,105,379 $39,952,572 37,368 $797,249,694
33 Buchanan Automotive Group Vernon Buchanan Sarasota FL 21 18 $408,770,492 16,160 NA NA $144,996,629 11,544 $63,675,543 9,598 $18,279,441 $30,187,860 $5,436,379 $36,631,553 39,911 $768,930,054
34 Serra Organization Joseph O. Serra Grand Blanc MI 23 23 $487,075,589 18,637 $2,771,727 112 $121,846,864 10,233 $46,892,334 5,610 $19,237,177 $30,499,083 $18,151,169 $37,176,980 34,592 $763,650,923
35 Bergstrom Automotive John F. Bergstrom Neenah WI 39 22 $407,660,862 14,439 $10,805,001 433 $163,043,769 11,891 $70,334,436 10,310 $19,209,010 $35,831,466 $8,673,202 $46,014,208 37,073 $761,571,954
36 Tuttle-Click Automotive Group R. H. Tuttle & J. H. Click, Jr. Irvine CA 18 14 $406,579,792 14,944 $23,599,797 1,138 $113,692,647 6,873 $56,649,066 8,634 $19,204,212 $29,785,831 $9,799,647 $60,908,564 33,109 $760,342,283
37 Ed Morse Automotive Group Edward J. Morse Fort Lauderdale FL 22 17 $443,370,684 15,537 NA NA $111,627,943 7,085 NA NA $23,007,135 $39,283,875 $10,463,969 $56,841,145 25,663 $759,412,032
38 Bob Rohrman Auto Group Robert V. Rohrman Lafayette IN 33 26 $452,975,793 17,576 NA NA $159,151,447 12,724 $26,894,442 5,170 $16,486,780 $34,991,091 $1,828,059 $40,212,980 35,470 $732,540,592
39 Galpin Automotive Group Herbert F. Boeckmann, II North Hills CA 9 6 $385,789,984 13,052 $26,135,177 1,104 $66,067,825 3,776 $56,532,879 7,008 $37,657,298 $25,514,062 NA $36,433,900 28,464 $727,964,490
40 Chapman Automotive Group Jerry B. Chapman Scottsdale AZ 11 10 $387,281,070 12,150 $13,020,562 481 $128,373,548 6,914 $55,629,127 6,733 $23,324,161 $32,843,942 $7,676,210 $54,030,480 26,278 $702,179,100
41 West Herr Automotive Group Scott Bieler, Brad Hafner Blasdell NY 22 16 $414,147,725 17,489 $19,193,826 790 $99,482,473 7,451 $84,562,710 13,791 $14,730,010 $25,180,555 $5,653,394 $37,971,380 39,521 $700,922,073
42 Victory Automotive Group Jeffrey Coppo Morristown NJ 13 17 $380,594,560 16,302 NA NA $127,520,614 8,880 $68,926,871 10,119 $20,371,697 $17,715,055 $1,335,400 $21,322,357 37,791 $688,039,702
43 Allen Samuels Auto Group Allen E. Samuels Waco TX 27 12 $337,546,065 12,286 $90,894,281 4,460 $87,447,066 6,651 $38,079,717 5,439 $21,240,979 $25,450,746 $14,437,511 $64,942,469 28,836 $680,038,834
44 Earnhardt's Auto Group Hal J. Earnhardt III Chandler AZ 10 8 $367,389,493 15,212 NA NA $162,879,814 10,541 $44,562,975 9,393 $12,879,113 $28,672,534 $6,170,173 NA 35,146 $665,620,455
45 Ferman Automotive Group James L. Ferman, Jr. Tampa FL 18 13 $324,729,000 12,371 $4,955,000 240 $95,312,000 5,783 $90,791,000 NA $14,517,000 $24,626,000 $12,162,000 $34,642,000 28,201 $632,704,000
46 McCombs Automotive Red McCombs, Chairman; Gary Woods, President San Antonio TX 8 8 $324,010,000 12,510 $32,620,000 1,436 $126,940,000 9,881 $26,907,000 5,238 $24,415,000 $22,081,000 $7,162,000 $36,963,000 29,065 $601,098,000
47 Hitchcock Automotive Resources Frederick E. Hitchcock, Jr. City of Industry CA 7 6 $336,315,283 12,571 NA NA $80,344,945 4,747 $31,165,964 3,718 $19,536,876 $25,383,924 $4,237,822 $33,911,126 23,505 $594,474,377
48 Hall Automotive Kenneth A. Hall Virginia Beach VA 23 16 $299,553,475 11,051 $26,465,300 1,165 $88,811,203 5,969 $25,896,000 6,392 $23,847,669 $26,658,173 $7,664,056 $35,074,150 26,601 $582,540,940
49 Wilde Automotive Group MaryAnne Wilde, Mark Wilde Waukesha WI 11 8 $265,153,560 9,733 $305,291 12 $144,122,198 9,674 $39,022,242 6,658 $14,133,490 $24,527,620 NA $22,738,256 29,144 $580,324,795
50 Ancira Enterprises, Inc. Ernesto Ancira, Jr. San Antonio TX 11 12 $230,709,139 8,894 $132,544,006 5,526 $96,562,137 5,174 $31,490,943 4,314 $21,604,902 $18,489,701 $2,985,344 $25,898,520 23,908 $560,284,692
51 Swope Auto Group Mr. S. G. Swope Louisville KY 18 24 $284,765,907 10,104 $11,070,841 561 $138,090,351 11,309 $53,413,949 8,407 $12,059,856 $25,575,349 $6,088,811 $29,024,619 30,381 $560,089,683
52 Mac Haik Automotive Mac Haik Houston TX 7 6 $315,676,832 10,832 $5,758,783 226 $113,014,857 7,298 $39,248,396 5,231 $17,792,269 $16,802,308 $12,320,884 $26,770,597 23,587 $547,384,926
53 Beck Auto Group William C. Beck Jr Charlotte NC 6 7 $326,886,974 11,249 NA NA $80,882,366 5,358 $41,951,854 4,524 $10,618,323 $26,624,066 $4,860,973 $50,811,123 21,131 $542,635,679
54 Deardoff Automotive Group R. Bruce Deardoff Melbourne FL 7 4 $153,125,000 4,488 $274,109,000 8,974 $38,327,000 2,231 $26,100,000 2,735 $5,810,000 $10,200,000 $3,097,000 $12,800,000 18,883 $536,226,000
55 Bommarito Automotive Group Frank J. Bommarito Ellisville MO 11 4 $199,683,240 7,422 $219,056,371 10,754 $43,458,525 2,920 $29,544,062 3,924 $8,148,796 $10,812,596 $3,954,739 $9,833,694 NA $524,492,023
56 Wolfe Automotive Group Jeffrey M. Wolfe Kansas City MO 19 16 $263,133,783 10,107 $2,049,420 98 $73,737,535 5,383 $36,702,951 7,268 $11,006,920 $24,818,879 $2,766,633 $28,042,706 26,490 $521,278,025
57 Jeff Wyler Automotive Family Jeffrey L. Wyler Cincinnati OH 32 10 $310,622,631 11,790 $47,595,106 2,446 $72,452,347 6,189 $25,154,521 4,860 $15,621,768 $16,980,001 $8,739,527 $22,779,474 25,285 $519,945,375
58 Holler Automotive Group Juliette A. Holler Winter Park FL 16 12 $235,690,351 9,103 $70,602,438 3,139 $56,312,568 3,577 $52,834,399 7,173 $10,003,389 $25,854,435 $4,202,598 $32,544,335 24,231 $518,222,453
59 Gunn Automotive Group Curtis C. Gunn, Jr. San Antonio TX 7 10 $312,821,345 11,426 NA NA $68,968,453 4,743 $51,331,263 6,519 $15,253,117 $17,506,418 $12,721,856 $21,945,187 23,304 $515,692,356
60 Ken Garff Automotvie Group Robert Garff & John K. Garff Salt Lake City UT 25 16 $219,796,675 7,415 $7,371,375 386 $102,840,124 6,315 $69,017,103 7,762 $13,850,739 $19,308,289 $10,481,817 $41,387,799 23,078 $512,892,529
61 Servco Pacific Inc. Mark Fukunaga Honolulu HI 9 9 $421,016,400 18,231 $6,261,900 459 $29,582,600 2,825 $2,808,200 959 $7,208,200 $14,242,500 $1,076,000 $19,574,100 22,825 $509,912,400
62 Ray Childress Automotive Group Raymond C. Childress Hempstead TX 7 3 $301,119,742 10,025 $76,493,046 3,470 $59,347,832 3,768 $41,347,748 4,734 $9,881,519 $10,121,350 $933,986 $9,961,290 21,997 $509,206,513
63 Toresco Enterprises Donald Toresco Springfield NJ 12 6 $287,828,097 10,761 $57,082,148 2,673 $55,404,502 4,144 $12,700,857 2,108 $12,849,944 $21,210,311 NA $18,696,233 21,480 $507,052,445
64 Rick Case Enterprises, Inc. Rick Case Ft. Lauderdale FL 13 7 $290,048,556 14,802 $1,447,208 85 $58,627,923 5,021 $33,588,701 5,987 $9,909,871 $22,635,085 NA $31,406,651 28,932 $506,279,276
65 The Boucher Group Gordon F. Boucher Greenfield WI 33 17 $250,287,078 9,564 $20,939,520 1,014 $127,260,558 9,104 $37,520,110 6,803 $9,015,999 $24,806,718 $6,005,578 $21,063,713 26,485 $496,899,274
66 Lupient Automotive Group James W. Lupient Minneapolis MN 28 19 $247,876,163 8,344 $39,757,737 3,116 $111,918,240 8,521 $9,566,556 2,101 $10,414,283 $24,891,284 $5,019,189 $37,336,924 22,082 $486,780,376
67 Piercey Automotive Group William R. Piercey Westminster CA 5 5 $276,038,642 11,892 NA NA $56,083,772 3,563 $23,786,046 3,527 $1,702,746 $22,583,950 $10,211,485 $19,368,997 21,431 $477,995,975
68 Lou Fusz Automotive Network Lou Fusz Jr. St. Louis MO 19 15 $266,931,629 10,577 $28,933,899 1,433 $97,121,842 7,664 $24,496,082 5,464 $8,738,851 $2,275,329 $928,880 $38,885,509 25,138 $468,312,021
69 Warnock Automotive Group Bethanie Warnock & Robert Warnock East Hanover NJ 8 6 $230,155,465 6,993 $120,680,276 5,698 $24,468,795 1,515 $16,637,882 2,062 $5,860,977 $16,079,645 $1,087,216 $28,323,684 17,028 $465,357,211
70 Huffines Auto Group J. L. & S. Ray Huffines Lewisville TX 13 6 $268,873,383 9,608 $20,096,184 1,004 $56,716,457 3,680 $32,887,820 4,524 $15,652,618 $19,366,971 $11,397,677 $35,794,564 18,816 $460,785,674
71 Kelley Automotive Group Tom Kelley Fort Wayne IN 7 9 $232,355,829 7,600 $7,943,482 363 $115,914,766 6,522 $32,659,633 4,725 $14,327,488 $19,114,423 $6,549,298 $29,931,387 19,210 $458,796,306
72 Ron Tonkin Dealerships Ron Tonkin Portland OR 19 19 $197,008,649 7,799 $6,464,382 298 $81,023,956 5,624 $35,318,811 4,967 $17,567,176 $17,788,185 $1,639,063 $60,017,617 20,483 $455,472,839
73 Bob Baker Auto Group Robert H. Baker San Diego CA 10 6 $207,933,601 7,877 $442,478 18 $68,889,908 4,047 $25,982,237 3,797 $11,425,985 $23,542,969 $4,972,401 $31,553,756 18,720 $443,949,212
74 Russ Darrow Group Russell M. Darrow, Jr. Menomonee Falls WI 27 19 $222,681,457 8,363 $18,217,110 1,067 $100,099,713 7,849 $42,962,073 6,789 $10,512,086 $16,787,796 $2,668,410 $19,999,237 24,068 $433,927,882
75 Gillman Companies Ramsay H. Gillman Houston TX 18 16 $197,088,463 8,552 $6,350,703 337 $37,937,660 3,421 $17,036,425 2,822 $8,749,446 $21,546,245 $5,145,245 $33,653,644 19,528 $423,657,831
76 Hansel Dealer Group Henry C. Hansel/ Stephen E. hansel Petaluma CA 16 7 $202,764,959 6,906 $1,692,927 71 $84,748,767 5,009 $33,348,836 3,853 $9,647,728 $23,763,896 $1,619,586 $29,357,546 17,129 $419,374,541
77 Cutter Automotive Team Nick Cutter Honolulu HI 16 9 $236,712,256 8,260 $9,773,900 470 $90,331,511 5,870 $12,649,860 2,200 $23,333,795 $14,681,830 NA $28,923,620 16,800 $416,406,772
78 Kenwood Dealer Group, Inc. Robert C. Reichert Cincinnati OH 12 12 NA 10,188 NA NA NA 9,588 NA NA NA NA NA NA 19,776 $416,358,755
79 Magnussen Dealership Group Bernard L. Magnussen Menlo Park CA 9 5 $252,394,218 8,803 NA NA $57,822,996 3,076 $12,437,939 1,499 $19,827,432 $24,007,927 $22,296,931 $26,409,889 13,370 $415,197,332
80 The Automotive Group, Inc. James Crowley Vista CA 10 6 $237,952,610 8,437 $9,786,655 408 $69,294,663 3,963 $33,547,031 4,125 $12,923,785 $20,085,395 $4,337,182 $15,888,539 16,933 $403,815,860
81 Lanphere Enterprises Robert Lanphere Beaverton OR 18 NA $243,605,237 15,561 NA NA $65,875,084 4,887 $18,178,512 3,001 $14,713,655 $20,861,735 $2,067,895 $29,150,973 23,449 $394,453,091
82 World Class Automotive Group Randall L. Reed Dallas TX 3 4 $218,339,207 7,889 $23,815,039 824 $112,972,326 5,199 NA NA $10,803,488 $17,210,395 $3,986,747 NA 13,912 $387,127,202
83 Balise Motor Sales Company James E. Balise, Jr. W. Springfield MA 14 13 $154,728,702 6,107 $8,599,039 418 $59,052,869 4,147 $37,122,098 7,367 $7,021,077 $19,292,561 $7,047,322 $21,011,469 20,936 $376,089,202
84 Dave Smith Motors Ken Smith Kellogg ID 8 2 $101,232,379 2,974 $1,458,997 50 $22,342,013 1,430 $10,802,750 1,533 $12,745,571 $5,610,531 NA $7,849,667 12,997 $375,596,313
85 Galloway Family of Dealerships Sam Galloway, Jr. Fort Myers FL 3 3 $214,859,261 7,743 $19,996,546 967 $69,040,110 4,522 $23,583,003 4,306 $8,575,907 $11,283,852 $3,220,266 $23,732,945 17,538 $374,291,890
86 Martin Automotive Group Cornelius Martin Bowling Green KY 21 15 $222,915,662 9,885 $22,278,498 1,069 $65,143,669 5,602 NA NA $14,987,151 $17,221,040 $5,729,269 $24,155,943 16,556 $372,431,232
87 Hertrich Family of Auto Dealerships Frederick W. Hertrich III Seaford DE 14 7 $193,175,765 6,930 $42,039,312 2,184 $71,091,797 4,910 $18,836,185 3,559 $11,282,840 $8,125,281 $1,636,583 $7,750,793 17,583 $353,938,556
88 AutoFocus, Inc. Denny Boyle/Jerry Brassfield Pleasanton CA 11 9 $221,110,105 9,657 NA NA $61,724,757 4,133 $10,650,647 1,858 $16,271,844 $18,200,638 $6,291,724 $17,086,921 15,648 $351,336,636
89 Noarus Auto Group Norris J. Bishton Los Angeles CA 4 5 $187,305,336 7,780 NA NA $74,177,908 4,479 $11,505,909 2,508 $15,161,618 $15,009,408 $1,426,333 $25,365,517 15,582 $348,063,931
90 Serra Automotive Group Anthony F. Serra Birmingham AL 17 17 $186,316,910 7,770 $4,519,639 258 $72,909,571 5,269 $30,140,255 7,432 $21,275,740 $8,870,161 $2,375,000 $13,823,407 20,729 $340,230,683
91 Day Automotive Group William E. Numrich Monroeville PA NA 14 $184,168,205 7,750 $32,311,916 1,304 $48,213,816 4,173 $18,372,210 3,929 $7,907,095 $11,921,163 $2,534,298 $15,886,274 17,968 $336,048,035
92 #1 Cochran Automotive Robert E. Cochran Monroeville PA 12 5 $185,363,900 7,344 $6,341,900 256 $33,428,700 2,246 $52,245,100 6,378 $10,798,300 $13,340,600 $5,966,100 $18,214,400 16,577 $333,108,860
93 Bachrodt Auto Group Lou Bachrodt III Pompano Beach FL 11 5 $187,568,068 6,787 $10,725,750 506 $55,858,137 4,322 $24,098,798 3,704 $13,467,646 $15,723,004 $3,177,561 $17,319,869 15,319 $327,938,833
94 Chapman Auto Group Roy V. Chapman, Jr. Horsham PA 5 7 $177,518,123 5,999 $9,161,114 511 $67,825,892 5,098 $25,479,672 4,106 $5,821,216 $15,311,316 $3,306,792 $20,256,840 15,714 $324,680,965
95 Gettel Automotive Group James Gettel Sarasota FL 9 6 $214,045,606 9,000 $879,640 47 $52,339,522 3,830 $20,422,695 4,138 $4,366,803 $12,270,180 $2,551,655 $17,478,551 17,015 $324,354,652
96 Kenny Ross Automotive Group James L. Ross North Huntingdon PA 4 4 $172,427,199 6,838 $11,068,162 NA $79,813,571 6,132 $19,470,290 6,132 $7,561,454 $10,896,374 $6,125,015 $14,836,659 19,102 $322,198,724
97 Towbin Automotive Group Dan & Carolynn Towbin Las Vegas NV 7 5 $145,093,440 3,625 NA NA $107,140,772 5,939 $30,680,464 1,890 $11,863,485 $10,162,645 $1,311,246 $14,029,889 11,454 $320,281,941
98 Beaman Automotive Group Lee A. Beaman Nashville TN 7 3 $135,561,018 5,512 $53,229,566 2,374 $50,366,433 3,206 $14,737,290 2,689 $7,290,322 $8,168,906 $3,492,262 $39,806,510 13,781 $312,652,307
99 Mike Shaw Auto Group Michael J. Shaw Denver CO 8 6 $178,923,399 6,133 $179,109,677 12 $69,556,254 4,461 $20,044,865 2,599 $11,358,612 $11,936,072 $2,048,161 $16,232,830 13,205 $310,286,471
100 Downtown L.A. Mtrs. Mercedes Benz Jeanette Shammas Los Angeles CA 7 4 $206,820,078 5,194 $3,755,496 113 $31,201,009 1,397 NA NA $9,769,430 $19,907,341 $3,438,585 $34,607,910 6,704 $309,499,849