Report: Cadillac's EV Ambitions Creating Dealer Shakeup

Matt Posky
by Matt Posky
report cadillac s ev ambitions creating dealer shakeup

Cadillac’s instance that it be the first brand owned by General Motors to go entirely electric has resulted in a shrinking U.S. dealership network, though perhaps a healthier bottom line for GM in the long run. It may also foreshadow the trajectory of other brands committed themselves to EVs and give us a sense of what the dealer landscape might look like in a decade or two.

Over the last few years, American luxury brands have been attempting to grow in select markets they believe will bring in new, affluent customers by building experience centers that mimic high-end airport lounges. Cadillac even briefly moved its base of operations to New York City as a way to gain distance from its rustbelt background and ingratiate itself into high society. More recently, Lincoln introduced a Central Park-themed Navigator as both have been trying to lay down roots in parts of California after ceding a large share of the market to the competition decades earlier. But GM’s insistence that Cadillac become an all-electric brand (with Lincoln also targeting a glut of EV sales by 2026) seems as though it could create complications, even if the end result is a major victory.

According to Automotive News, Cadillac is losing stores in rural regions. Owners are concerned that the swift shift toward EVs won’t work for a customer base that has to cover more ground on a daily basis and lack access to robust charging networks. But the company’s strategy is apparently working for the metropolitan hubs it’s been focusing on.

From AN:

Cadillac is entering new luxury markets and reestablishing itself in crucial areas it had ceded to rivals — including Beverly Hills, Calif., where it hadn’t been since the 1980s, and its former home base of Manhattan, N.Y., where its only store closed last year. Some established Cadillac dealers are scooping up additional stores, while a few dealers are getting involved with the brand for the first time.

At least eight dealership groups have acquired Cadillac stores this year. Recent deals include acquisitions by Frank Kent Motor Co. and Ken Garff Automotive Group in Texas and by Ciocca Dealerships in Atlantic City, N.J. The purchases show confidence in Cadillac as it implements a plan to sell only electric vehicles by the end of the decade, even with the potential for low volumes to start.

“These are all 20-year decisions,” Mahmoud Samara, vice president of Cadillac North America, told Automotive News. “It is very satisfying to know that you have partners [who] can see 20, 30 years down the road, and they’re putting their money where their mouths are. They’re fully invested into the brand, invested into Cadillac.”

But thinking 20 years down the line ourselves makes us wonder what the dealership landscape will ultimately look like. The presumption is that EVs will be at least as capable as internal-combustion vehicles by 2040 and it’s one we’re inclined to agree with — provided the necessary action is taken to expand charging infrastructures and the additional strain to be placed on power grids. But that may also result in an interim period where electrics dominate urban landscapes as gas or diesel models remain king in rural environments. Brands pursuing universal electrification would effectively be splitting the market.

Then there are the associated costs with upgrading dealerships to adhere to the new EV strategy. General Motors is requiring retailers that wish to stay with the brand to invest an average of $200,000 on chargers, tooling, and staff training for electric vehicles — all of which are absolutely necessary if they’re to service and sell EVs.

This isn’t new, Cadillac’s previous dealer strategy ( Project Pinnacle) required loads of mandatory investments and was broadly unpopular among auto dealers. A lot of owners simply allowed themselves to be bought out. This time around stores literally have to invest if they’ve any hope of selling or servicing future vehicle lineups, however, with Automotive News reporting around 150 Cadillac dealers having accepted buyouts last fall. Prices were said to average between $300,000 and more than $500,000.

While that makes it sound like the current strategy is on track to be another debacle, Cadillac remains committed to retaking ground in metropolitan hubs and believes the market is coming around to electric cars. The same goes for dealers, some of whom are investing millions to retake facilities that went under (or allowed themselves to be bought out) over the last few years.

“The timing worked out really well for me because I can see the renaissance of the brand and the direction that they’re going,” said Jimmy Ellis, president of Jim Ellis Automotive Group in Atlanta.

His group already sold Chevy, Buick, and GMC products. But he said he only wanted to grab onto Cadillac after it had made a formal commitment to swap to EVs and introduced the new Lyriq crossover. He’s hardly alone in holding that opinion but there are reasons to be wary, as electric adoption remains in its infancy. Then again, if one could get in on the ground floor and be the only game in town as interest begins to swell, that would provide a decided sales advantage.

“Dealers are entrepreneurs, and they’re risk takers,” said Mark Johnson, president of buy-sell firm MD Johnson Inc. “For the majority of them, the risk has really worked out.”

We’ll have to see if these successful acquisitions translate into healthy sales. But those throwing their hat into the ring with Cadillac’s new strategy appear overwhelmingly optimistic as the doubters are forced to abandon ship.

[Image: Lerner Vadim/Shutterstock]

Matt Posky
Matt Posky

Consumer advocate tracking industry trends, regulation, and the bitter-sweet nature of modern automotive tech. Research focused and gut driven.

More by Matt Posky

Join the conversation
2 of 64 comments
  • Speedlaw Speedlaw on Sep 15, 2021

    Cadillac is the last remnant of the classic Detroit churn, new car every 3 years. While most of the world has moved on/can't afford/it's really wasteful to trade every 3, this allows Cadillac to make cars from the GM parts bin, warranty the losers, and they rinse and repeat every 3. Used Cadillac values tell the real story but from a dealer perspective it's still 1967. These buyers are dying off, but twas ever thus for the Standard of the Alleyway.

  • Jeff S Jeff S on Sep 16, 2021

    @speedlaw--The typical Cadillac buyer just like the Lincoln buyer died off 20 years ago or more. The Greatest Generation were the last big market for Cadillac. I am almost 70 and I have never owned a Cadillac and probably will never own one (I can afford almost any luxury vehicle) and I keep my vehicles an average of 12 years. Most baby boomers are not Cadillac buyers even those who could easily afford a Cadillac. Cadillac for the past 20 years has been chasing BMW but that has not worked out that well for Cadillac so now suvs and crossovers have been the main products which is true for Buick. Going EV might be the last hope for Cadillac to survive long term and even then Cadillac will never sell in the volume of its heydays but Cadillac has a chance to have a profitable niche if it does it right. Cadillac has a chance with the Lyriq if it doesn't get too much above the $59.999 base price which will make it competitive with Tesla's pricier vehicles and if Cadillac ups their interior quality.

  • ToolGuy "Mr. President, no government agency, no think tank, and no polling firm knows more about the automobile customer than us. We talk to customers every day. As retail automotive dealerships, we are agnostic as to what we sell. Our business is to provide customers with vehicles that meet the needs of their budgets and lifestyles.”• How many lies can you fit into one paragraph?
  • Spamvw Three on the tree, even Generation X would have a hard time stealing one of those.
  • ToolGuy This trend of cyan wheels needs to end NOW.
  • Kwik_Shift Interesting nugget(s) of EV follies.
  • SaulTigh I've said it before and I'll say it again...if you really cared about the environment you'd be encouraging everyone to drive a standard hybrid. Mature and reliable technology that uses less resources yet can still be conveniently driven cross country and use existing infrastructure.These young people have no concept of how far we've come. Cars were dirty, stinking things when I was a kid. They've never been cleaner. You hardly ever see a car smoking out the tail pipe or smell it running rich these days, even the most clapped out 20 year old POS. Hybrids are even cleaner.