Asbury Automotive Group

The business model is that of a scaled automotive dealership group combining physical franchises with digital retail. Value is created by aggregating demand for new and used vehicles, providing local showroom and test-drive access, and supporting the full vehicle ownership lifecycle through parts, maintenance, repair and collision services. The firm further enhances each transaction with embedded finance and insurance products and accessories.

Revenue is earned through gross margins on new and used vehicle sales, recurring and higher-margin revenue from parts, service and collision work, and commissions or spreads on F&I products, loans, warranties and insurance sold at point of sale. The Clicklane e-commerce platform functions as an internal channel that reduces friction in the purchase process, improves conversion and increases attach rates for F&I, accessories and insurance, thereby raising unit economics per customer rather than generating separate software licensing income.

Asbury Automotive Group is a large United States automotive retailer operating franchised new- and used-vehicle dealerships, parts and service operations, collision centres and related finance and insurance (F&I) sales. It also runs an in-house digital retailing platform, Clicklane, which enables end-to-end online vehicle purchasing, trade-in valuation, financing and accessory or insurance add-ons across its dealer network.

The company generates revenue primarily from vehicle sales, higher-margin parts and service work, collision repairs and commissions or margins on F&I products and accessories. Its direct customers are retail vehicle buyers and vehicle owners across the regions where its dealerships operate, with additional relationships to lenders, insurers and OEMs as partners in the sales and servicing ecosystem.