Increasing digital demands are behind some dealers' decisions to exit the business. And their stores often are eagerly snapped up by dealership groups that see advantages in being bigger.
One reason why being bigger helps? To maximize use of digital sales tools.
This has been playing out among the nation's publicly traded new-vehicle retailers, namely Asbury Automotive Group and Lithia Motors, which led the pack last year in spending on dealership acquisitions. Both groups have outlined revenue goals for their companies and their in-house digital sales platforms — Clicklane at Asbury and Driveway at Lithia.
Lithia executives, for example, have said they intend to reach consumers across the country by making the group's inventory available online, enabling a nationwide presence without also having to have a physical dealership in every market.
One of Lithia's goals is to have a dealership within 100 miles of its customers, "allowing us to convenien…