Over the first 10 months of this year the TLX outsold all Acura cars during the same period last year (U.S. sales excluding SUVs). According to sales data from Automotive News, Acura sales were nearly 2:1 SUVs over cars during the same period in 2014. This made Acura the most lopsided of all luxury brands. Even Lexus, the leader in luxury SUV sales continues to sell slightly more cars than SUVs.
Fortunately Acura took decisive action with the TLX. It ranks among the top selling luxury vehicles in the U.S., and the SUV to car ratio for the brand is now closer to 1.5:1 on even stronger SUV sales than in 2014. That ratio continues to close and bring sales into balance with cars making up nearly 45% of Acura brand sales in the month of October.
One way Acura dealers can capitalize on TLX popularity is pulling sales from the service drive. Tools like CreditMiner allow dealers to pre-screen customers in the service drive to determine credit score and all loan information through a soft pull. The only information required is name, address, phone, and email. Determining which service customers have equity and good credit while in the store lays the ground floor for an efficient and effective sales process.
For many stores, the lack of car sales in 2014 had a minimal impact on the number of cars coming in for service today. Those customers never owned a TLX and many welcome the introduction to this hot selling model. The number of car owners coming in for service should continue to climb over the months and years ahead. Dealers perfecting the art of pulling sales from the service drive today hold the advantage tomorrow.