As the auto industry waits to see how proposed tariffs from Washington will play out, Toyota dealers Jim Henne and Joseph Robinson say they’ve seen this type of disruption before—and they’re ready. In today’s episode of Inside Automotive, they explain how their dealerships are applying COVID-era strategies, staying lean on inventory, and leveraging Toyota’s U.S. manufacturing footprint to navigate market uncertainty.
Performance Motors President Jim Henne likened the current tariff talk to the early days of the COVID-19 pandemic, noting that both events created a rush in consumer demand and spiked used vehicle prices. “We had the tariff rush in March,” Henne said, adding that his store responded by wholesaling late-model trades at high profit without inflating prices for customers. “We’re not gonna bury the customer,” he added, reaffirming a policy of no added markups or inflated used car prices.
Both Henne and Joseph Robinson, General Manager of Robinson Toyota, emphasized the importance of Toyota’s deep U.S. production base as a shield against tariff volatility. “Toyota is the number one American-made car nowadays,” Robinson noted. That domestic footprint, they agreed, puts Toyota in a strong position compared to other manufacturers who may rely more heavily on imports.
The pair also discussed the continued success of Toyota’s lean inventory model, which limits days’ supply and helps preserve vehicle value. Henne said his store ran for 19 straight months post-COVID without a single car on the lot, yet still delivered 100 units per month thanks to pipeline efficiency. Even now, their 30-day supply is considered high by recent standards.
While other OEMs are relying on heavy incentives—like $15,500 off some F-150s—to move overstocked vehicles, Toyota’s approach allows its cars to retain more value and keeps customers in a positive equity position. “That’s one of our biggest selling points,” Robinson said. “Toyota product holds its value… so when things like this do arise—because it’s going to happen again—our customers aren’t stuck in a vehicle that’s way upside down…”
On the used car front, both dealers shared aggressive acquisition strategies. Robinson’s team buys “anywhere and everywhere,” including auctions, rentals, and private sellers, to keep inventory moving through the service and F&I departments. Henne, meanwhile, recently hired a private-party acquisition manager and reinstated a vehicle exchange team that once converted 3% of service customers into trade-ins or sales.
While some see tariffs as a long-term threat, both Robinson and Henne believe it may be more short-term posturing. “Trump is a negotiator,” said Robinson. “He plays hardball… but if manufacturers start bringing production back, I think we’ll see those tariffs unwind.”
“Toyota is the number one American-made car nowadays—a lot of people don’t realize that.” – Joseph Robinson
“Toyota realized that during [COVID] they could still hit their volume targets without bearing dealers with 200 days’ supply of cars. And they said they were going to keep doing that.” Jim Henne
