Sames Auto Group is celebrating its 115th anniversary, an incredible milestone in any industry. On today’s episode of Inside Automotive, CEO Evelyn Sames discusses how she’s steering her family’s long-standing legacy through today’s challenging market.
Despite mounting industry pressures, Sames says business across the group remains steady. However, she is beginning to see signs of a slowdown, with rising auto loan delinquencies and more consumers opting for extended loan terms that keep them out of the market longer. Maintaining a diverse inventory that meets a wide range of customer needs has also become increasingly complex.
Used-vehicle sourcing remains one of the group’s biggest challenges. To address this, Sames Auto Group is expanding its sourcing strategies and becoming more proactive. The dealership incentivizes employees to acquire vehicles directly from consumers through “no purchase required” acquisition campaigns. Targeted outreach through direct mail, email and other marketing channels has also helped identify potential sellers, often leading to new sales opportunities.
The group is doubling down on sourcing from the service drive as well. When customers arrive for service appointments, the team is prepared with the vehicle’s appraisal value along with a curated list of models the customer may be interested in purchasing.
Although Texas is not a major electric vehicle market, Sames Auto Group saw a temporary uptick in EV sales driven largely by the expiration of federal incentives. Sames notes that demand was not organic, as affordability and available incentives were the dominant factors behind customer interest.
The company operates both Nissan and Stellantis franchises, two OEMs that have faced widely reported challenges. Sames emphasizes that every manufacturer experiences difficult periods and believes both brands are making meaningful progress as they invest in future product strategies. She remains optimistic about their long-term trajectory.
With the average age of vehicles on the road at an all-time high, Sames expects fixed operations to be a critical growth engine. The group is investing heavily in shop capacity, technicians and training to strengthen service departments across all stores.
Sames Auto Group is also focused on meeting customers wherever they choose to begin the buying process. With more shoppers starting online, the group is expanding its digital retailing capabilities to provide a more flexible and personalized experience.
"Our business is very personal... We're very much a people industry and we need to make sure things feel personal."
AI is another area of investment. The group is incorporating AI tools to streamline customer interactions and internal operations, while developing a formal policy to protect sensitive customer information and guide employee usage. Sames cautions that while AI can improve efficiency, it should never replace the personal connection that defines the dealership experience.
Looking ahead, her priorities include integrating AI responsibly and preserving the human element of automotive retail. She is also beginning succession planning as she prepares to pass the business to the sixth generation.
