Chevrolet dealers are finding ways to thrive despite market uncertainties, from federal EV incentives to sourcing used vehicles. Andy Guelcher, President of Mohawk Chevrolet and Chairman of the Chevrolet National Dealer Council, joins us on the latest episode of Inside Automotive to share insights into how dealers are navigating today’s headwinds.
Mohawk Chevrolet has seen robust year-to-date performance, with new car sales nearly 40% higher than last year and used car sales up almost 30%. EV sales at the dealership are also up roughly 25%, driven in part by customers acting ahead of expiring federal credit cuts. Guelcher says that the key to sustaining momentum is strategically managing inventory and focusing on price points that meet customer affordability, particularly in the sub-$40,000 range.
“You’ve got to be very cautious, but certainly cautiously optimistic.”
He stresses that dealers must carefully balance EV adoption with used vehicles strategy. He asserts, “It shouldn’t be a deal prevention mechanism, right? You’ve got to still figure out how to put that deal together.”
Used car sourcing remains a priority with Mohawk leveraging service drive exchanges, digital acquisition campaigns, and GM programs like CarBravo, which enables dealers to attract cross-shoppers and feed new customers into their data systems for long-term engagement. Mobile services are another growth area, with the dealership deploying vans for light repairs and anticipating higher demand in the future.
Looking at the broader dealer network, Guelcher emphasized the need to improve legacy programs to prioritize the customer experience. “We really are starting to see where the opportunities lie, and we’re focused on what we can take away to make it the essence of a customer service-based program,” he said.
As Chevrolet dealers face changing EV infrastructure, incentives, and competitive pressures, Guelcher underscored that a focus on operational efficiency, inventory strategy, and exceptional customer service will determine long-term success.
