Will Auto Dealers Become an Endangered Species?
It's been the best of times for auto dealers since the recession.
Those that survived picked up business from those that didn't. They reorganized their operations to be leaner and more efficient. Auto sales soared 59 percent to 16.5 million last year from the 2010 low point, reports The Detroit News.
But reports from two different analysts say that dealers better start preparing for stormy, disruptive weather.
Looking several decades out, expect auto sales to plunge, Brian Johnson, an analyst at Barclays Research, recently told auto industry investors.
This will be caused by the rise of autonomous, or robotic, cars.
Looking forward 25 years, Johnson says about half of people will still purchase vehicles for driving in rural areas and for jobs that require driving. Everyone else — people who use vehicles purely as a means of transportation — will be sharing autonomous cars.
That would slash annual U.S. auto sales to 9.5 million.
"A historical precedent exists — horses once filled the many roles that cars fill today, but as the automobile came along, the population of horses dropped sharply," Johnson said.
He estimated that such a transition would force manufacturers "to shrink dramatically to survive," with General Motors and Ford slashing North American production by up to 68 percent and 58 percent, respectively. Such a reduction could turn thousands of auto dealerships into surplus real estate.
Meanwhile Adam Jonas of Morgan Stanley Research is telling investors to expect a massive consolidation among new and used car dealers and the service business.
"The U.S. auto retail pie is worth nearly $1 trillion split roughly 10,000 ways," Jonas said.
"Putting aside dealer franchise laws ... just given the technological changes we anticipate hitting the automotive industry, we think there could be some room for a bit of consolidation here," he said, predicting the business will fall to "as few as tens of groups in the future."
Much of this will come from people bypassing dealers.
"As consumers move from owning cars to sharing cars auto retailers will face fundamental changes to their place in the mobility ecosystem," Jonas said.
This will raise legal questions as dealers attempt to use the patchwork of state franchise laws to protect their turf.
Efforts by dealer groups in various states to limit Tesla Motors' move to bypass car dealers and sell its vehicles through company-owned stores is an early example of this tension
Other analysts are already pointing to the lawsuit filed earlier this month by the California New Car Dealers Association against TrueCar Inc., which operates a digital platform for car sales, as an example of dealers attempting to protect their business from technology-based interlopers.
"If a tech firm were to operate a fleet of say 10 million cars in a pay-by-the-mile or by-the-minute model, would such a business fall under the umbrella of current dealer franchise laws?" Jonas asked. "It's a gray area. But as this issue attracts broader scrutiny and analysis we expect the gray to become black-and-white rather quickly."
More Industry

Charger Network Growth Slows
Despite a projected increase in public EV chargers in 2026, charging infrastructure remains a top concern for consumers as the gap between the most and least EV-friendly places remains substantial.
Read More →
Lenders, Consumers Take on More Auto Loan Risk
September records loosened credit access the most in over a decade as buyers took advantage of the conditions to afford trading, though loan applications fell.
Read More →
Next-Gen Hybrids in Sight
Dealerships can expect to see revamped hybrids from Honda next year as the company rolls out a new system and model lineup.
Read More →
Gem State Stores Change Hands
A larger auto group founded in the industry’s early years sold two franchises to a neighbor group that's on a growth spurt.
Read More →
Charging In Motion
Honda has been researching wireless in-motion charging for electric vehicles since 2025, and new technology developments have put it a step closer to a final product.
Read More →
Twin Cities Stores Sell
Minnesota-based Walser Automotive Group made what it called the most significant acquisition in its history with a three-rooftop deal in Minneapolis.
Read More →
U.S. Auto Sales Still Below Prepandemic Levels
Mobility Global industry observers don’t expect the market to return to the higher volumes that became routine before Covid but to stay well below its potential.
Read More →
The Powertrain Shift
Electric-vehicle owners are backpedaling, according to new data, with product availability driving many to shift back to gas-powered engines.
Read More →
Achromatic Autos
The shades that dominate the U.S. car market don’t call attention to themselves, though grayscale may have plateaued after a 30-year upswing, research shows.
Read More →
Used-Vehicle Affordability Worsens
Listing prices in August defied seasonal trends, rising above $27,000 for the second time this year.
Read More →