#incentives

If you are in the market for a Toyota, then there is no rush to run to your dealer over the Easter weekend and to make any rash buying decisions. Toyota will extend its generous (or not so generous, depending on who’s doing the counting) incentives well into April.

We no longer have the dubious honor of leading this category. We’ve been down that road before, and we know it’s a dead end.

We didn’t listen to GM’s monthly sales call today, but it we had, we would have been even more likely to screw up the headline for Edmund’s incentive report [ed: for which we deeply apologize]. The cognitive dissonance between Susan Docherty’s triumphalist quote and Edmunds’ harsh version of reality left even Automotive News [sub] scratching its head. “GM says it avoided spiff frenzy — but Edmunds numbers beg to differ,” runs the shit-starting headline. Docherty claims that GM pays a mere $2,800 in incentives per vehicle, far short of Edmunds’ chart-topping $3,519 “true cost.” So what gives? Well, GM’s numbers do come from JD Power…

Edmunds has released its monthly “True Cost of Incentives” list, and GM tops the list, followed closely by Chrysler and Ford. Good thing Sergio…

Lavish cash on the hood of Japanese cars may help their U.S. sales (or soften the fall in Toyota’s case). The largess also “will put pressure on earnings,” says The Nikkei [sub].

Toyota, Nissan, Honda raised sales incentives in February to an average of 2,221 dollars per vehicle, up 11 percent from January.

If there are two words that can’t be left out of any discussion of 2010 auto sales numbers, they are “incentives” and “fleet.” With a fleet sales binge well underway, and Toyota recall-triggered incentive wars raging with no end in sight, the spring Truck month rituals have been bounteous. And with sales of full-sized trucks through February trending flat and fragmented, they had to be. But will they make a difference?

In addition to lowering prices on 2010 models, Saab is introducing $4k-$8k incentives on 2009 models, according to bankrate.com. Will that be enough to make…

The biggest storyline right now for America’s bailed-out automakers is how little they’ve been able to capitalize on Toyota’s stumbles. While Ford and Hyundai made hefty sales gains last month, both GM and Chrysler’s performances were distinctly unimproved by Toyota’s woes. And now that Toyota is launching major incentive packages to recover lost sales momentum, Detroit has no remaining incentive to not revert to the bad old practices of incentive dependence. With GM and Ford diving into the zero-percent war, Global Insight’s George Magliano tells Automotive News [sub]:

Incentives are going to be here into the third quarter. We’re not going to wean consumers off incentives any time soon. We’re stuck with it. They’re all jockeying for position… After clunkers everybody backed off incentives. Now they’re going to the whip again

GM earned some goodwill with dealers in recent weeks by reinstating over 600 dealers, most of them rural Cadillac stores. But as always, as soon as one grating issue in GM’s relations with its dealers is resolved, another one appears. Automotive News [sub] reports that GM is seeking five- and six-figure sums from what it terms “a very small” number of dealers who allegedly violated the terms of its Standards for Excellence Incentive program. This might be a relatively normal occurrence, if it weren’t made more complicated by GM’s recent bankruptcy. Because GM audited its dealers before bankruptcy, but didn’t act on the information until now, GM says that its penalties aren’t debatable, and that the normal audit process will not be available to dealers receiving the bills.

One of the arguments in favor of GM Chairman/CEO Ed Whitacre’s use of AT&T corporate jets is that “given the role he plays and the decisions that need to be made worldwide, you want this guy to be working 24/7.” But like so many of the “answers” we’re given about GM’s turnaround, this merely raises another question: besides learning such arcane auto-industry jargon as the term “segment,” what exactly is Ed Whitacre doing at GM? Thus far, the answer seems to be “firing executives,” as the last several months have seen a number of executive reshufflings at the RenCen. And though GM’s bailout left a number of GM lifers in positions they had mishandled prior to bankruptcy, the recent firings and re-orgs aren’t simply motivated by the desire to revitalize GM’s corporate culture. A look inside Whitacre’s reign of terror shows a more traditional GM impulse at play: the desire for quick spikes in volume.

Toyota and GM have both announced 0% financing on 2010 models, reports Automotive News . GM will offer the 60-month financing deal on 55 percent of its new…

Chrysler’s long-disfunctional “Five Star Dealer” program may be on its way out, reports Automotive News [sub], as a new Fiat-created dealer rewards program rolls out to a Chrysler dealer body that’s fighting for survival. The new program, which may still be merged with Five Star, addresses several longstanding dealer complaints about Five Star, perhaps the most important of which is third-party verification [to be done by the Swiss audit firm SGS Group]. Given the deep mistrust that exists between Chrysler dealers and the mothership, bringing in outside auditors to perform certification was probably a prerequisite (and brings the Chrysler program in line with Ford’s practice of independent dealer rewards program auditing). But the biggest change also helps explain why Chrysler employees will no longer judge dealerships: instead of a mere star rating system, now there’s money at stake.

Inventory management woes have played a huge role in the decline of America’s domestic automakers, but according to a lengthy piece in Automotive News…

Incentives are a tricky hand to play. On one hand, you can’t be mean in putting cash on hood, because you want to bring customers into your showroom. On the other hand, too much cash on hood, looks bad and in the long term, it’s proven to be bad for business. So, Edmunds’ January 2010 incentive figures for the United States [release via benzinga.com], were a very interesting read.

Fiat’s Sergio Marchionne looked like a pretty shrewd operator when he was able to snag a bailed-out Chrysler from the US government without paying a penny. Between that and the booming European sales on the back of government-funded scrappage schemes, Fiat pretty much spent 2009 proving that automakers should cater to governments almost as much as consumers. But as 2009 wound down, Fiat’s government affairs winning streak came to a halt as the Italian government started asking for a little quid for its quo, and it’s been going downhill from there. Now that Fiat wants to shut down its Sicilian Termini Imerese plant, and right-size Italian production, the love affair is officially over. “We are examining the possibility of renewing [consumer incentives],” Italian Prime Minister Silvio Berlusconi told reporters from Automotive News [sub]. “But Fiat does not seem interested in them.”

Back when GM was going through its recent bankruptcy bailout-related unpleasantness, Toyota’s Yasuhiko Ichihashi told the AP that “Toyota was only hoping for an overall recovery for the U.S. auto industry, including GM.” Months later, then-Toyota President Katsuaki Watanabe even suggested that “it’s not something we would bring up on our own, and we don’t know enough about the restructuring plan, [but] if some talk about supporting GM comes up, we would like to consider it earnestly.” Now that Toyota is in a spot of PR trouble over its unintended acceleration woes, you might expect that GM would show the same class and tact that Toyota did just months ago… but you’d be wrong.