Dealer cuts mean deals for buyers

DETROIT (AP) — At 789 Chrysler lots across America sit 44,000 potential bargains, cars and trucks that are stuck between shell-shocked dealers and a troubled company that no longer wants their services.

The dealers have just a few weeks to sell the Chryslers, Dodges and Jeeps or risk losing thousands of dollars on them, giving people who want a car on the cheap a serious chance for a deal.

“You’ve got some very good negotiating power,” said Dave Champion, director of automobile testing for Consumer Reports magazine. “[Dealers are] really looking to shift this inventory. It’s just stacking up all around them.”

On Thursday, Chrysler LLC asked a New York bankruptcy court to end its franchise agreements with the dealers, casting them aside so the automaker can move forward as a new company with a leaner network of about 2,400 showrooms.

General Motors Corp. took a similar step Friday, giving notices to 1,100 dealers that it no longer wants them. On their lots sit 65,000 Chevrolets, Buicks, GMCs, Pontiacs and Cadillacs, but at GM, the dealers’ situation isn’t as dire.

GM isn’t in bankruptcy — at least not yet — so its dealers have more options to fight the move, which the company doesn’t plan to implement until October of 2010. They also have more time to sell the vehicles, plus GM’s dealer agreements also require the company to buy back cars and trucks that meet certain requirements on age and mileage.

Both automakers say they have too many dealers for too few sales.

But inside the 789 Chrysler showrooms to be cast aside, fear is starting to set in as dealers try to figure out what to do with expensive inventories that weren’t selling well even before the Auburn Hills, Mich., automaker entered bankruptcy protection last month.

Dealers borrow money to buy their inventories, then repay the loans and make a profit when the vehicles are sold. But Chrysler sales were down 46 percent the first four months of the year, so many dealers have been paying interest for months. Even if the vehicles are sold at cost, dealers still lose thousands in interest payments.

Chrysler doesn’t have the money to buy back the vehicles, said company spokeswoman Kathy Graham, but it also doesn’t want to leave dealers in a bind or see the inventory flood the market at bargain prices.

So it has signed a deal with GMAC Financial Services, Chrysler’s new finance company, to float loans to dealers that Chrysler plans to keep to take on the 789 dealers’ unsold inventory. The deal, though, doesn’t include about 4,000 2008 models still on the lots.

Remaining dealers likely will need to take the cars and trucks because all of Chrysler’s manufacturing plants have been shut down since it entered bankruptcy April 30, Graham said. Sales in May have been stronger than anticipated, so dealers will need to replenish inventories, she said.

Graham said dealers to be cut from the company will get Chrysler warranty reimbursement and sales incentives such as rebates and low-interest financing until June 9. But after that, they won’t be reimbursed for either.

That means the dealers have a big reason to get rid of the cars before their franchise agreements end. Incentives on some vehicles can run $6,000 or more, and without them, dealers who have been cut won’t be competitive with remaining dealers who can still offer the discounts.

Erich Merkle, an independent auto industry analyst in Grand Rapids, Mich., said he doubts that remaining Chrysler dealers will need more cars and trucks before June 9, so they’ll be reluctant to take on more metal.

“What’ll end up happening, if a dealer wants to stay in business, they’ll probably end up just selling it below cost just to get rid of it,” Merkle said. “You’ll probably be able to find Chrysler vehicles perhaps at under the dealer cost.”

Champion said that before walking into a dealership, it’s important to find out about incentives and holdbacks, which are payments the dealer gets when it sells a car.