General Motors Corp. (NYSE: GM) will need to assemble a compelling restructuring plan if it hopes to get the $12 billion it seeks from the U.S. Last week I proposed a six step plan -- part of which suggested GM should get rid of unprofitable lines such as the Saturn, Saab and Pontiac brands and dump their related dealerships. And it looks like GM is now considering just such steps.
But the sales declines and inefficiency of their related dealerships provide a startling look at just how poorly managed GM really is. Let's consider lost sales first -- Pontiac's fell 21% in 2008, compared with a 15% industry-wide decline through October; Saturn's sales tumbled 19%; and Saab's sales plunged 31% through October, according to Bloomberg News.
Along with these plunging sales figures, GM hosts some remarkably inefficient dealerships. Toyota Motor Corp.'s (NYSE: TM) dealers are as much as 10 times more productive than GM's. For example, Toyota, which includes the Scion brand, sold 1,071 cars at U.S. dealerships in 2007 compared with 274 at Saturn, 118 at Pontiac and 115 at Saab.
Peter Cohan is President of Peter S. Cohan & Associates. He also teaches management at Babson College and edits The Cohan Letter. He has no financial interest in the securities mentioned.











Reader Comments (Page 1 of 1)
11-27-2008 @ 4:22PM
Robert NYC said...
the one important question is whether or not the divisions spun off come attached with their pensions and helath care liabilities? If those divisions come free and clear they are going to be worth something and all that is left is the still huge mountain of legacy costs with less productive assets to fund them. Therefore, GM is doing nothing but creating a larger future disaster.
Only one real solution - bankruptcy, reorg and get rid of the legacy costs or this company will NEVER be competitive again.
11-27-2008 @ 5:34PM
Rick said...
So if it has been concluded that GM is "too big to fail", what happens in two years when they come back for more after they run low on cash once again?
If you can repeatedly run home to the government for repeated cash infusions to prop up your failed business model, then there is no motivation to change anything.
The unions also need to accept reality. The majority of UAW factory workers are HS graduates, and they are payed very well for that basic education + benefits and pension.
Corporate welfare is not what is needed.
11-27-2008 @ 6:53PM
Barrcuda said...
GM is welfare for rich white males. Enuf already.
11-27-2008 @ 7:11PM
Danny L. McDaniel said...
General Motors is a world wide enterprise and should have a fleet of jets to transport executive from Detroit to any point on the globe. GM competitors could glean alot of business information (aka, military intelligence) from who and what are traveling to where.
Right now, maybe the Big Three should move their manufacturing completely off-shore to China and Europe. It worked for television makers 30 years ago. All three could do it tmorrow if they think that is the only way to survive.
Could anyone imagine Congress getting into the car manufacturing business? Automobiles would have seven wheels that wouldn't be level with the ground; five headlights which only three work. Congress and federal money isn't the answer.
What the Big Three need is not a bailout, which is the financial equal to steroids. They need good policies and less dealerships. They also need to think big, bold, and bring in innovative and naive leadership.
The City of Detroit could use alot of the same too.
Danny L. McDaniel
Lafayette, Indiana
11-28-2008 @ 12:03AM
kent said...
We just lost our Chevy dealer recently and Lord knows who else. The nearest Chevy dealer to us is 75 miles from here. Humbug! I'll go to a service garage.
11-28-2008 @ 12:33AM
Kent said...
After reading Danny McDaniel's comment, I had to include my two-cents worth. I fully agree with his analysis about the future of our automotive industry. Both Japan and the U.S. are fast approaching that next step of our economic development that Peter Drucker called, "Post Industrial Economy". Both countries share the same inevitable fate that advanced countries enter into when their manufacturing landscape gradually disappears and heads off-shore to emerging economies in order to lower our manufacturing and environmental costs at home. Manufacturing will be replaced by information technology and intellectual property development which will be the next dynamic in maintaining our economic leadership for the future. The newly appointed Director of National Council of Economic Affairs under Barack's economic team, Larry Summers, is a proponent of this probable shift in our economy. We are already witnessing this trend by the products we buy at retail stores and the components we source at our factories that are by and large manufactured in China, S.E. Asia, and Mexico.
11-28-2008 @ 2:53AM
Gary said...
I worked for International Harversto for 14 years and they went bankrupt due to bad management Then I went to work for Gm for 21 years now there on the verge of bankrupcy due to a number of causes. One is bad management if you continue to build gas guzzlers for 20 years what do you expect. Ive also seen the presedent sign Nafta and thousnds of jobs leave the counrtry. Duhhhhhhhh? Congress in 1995 pass a tax law on all inventory causing thousands of companies to move overseas. Now the chineese are going to start selling their cars here in an already over crowded market. In 1974 we experienced the first oil embargo and we didnt drill for oil which would have solved the oil problem in five years. Wake up average america. we are now 10 trillion dollars in debt as far as Im concerned someone should be tried for treason. Our original forefathers wouldnt stand for the things that go on in America today. Nextt I beleive we will see the colapse of the dollar and bloodshed . Im shocked at what has taken place in my life of 57 years. Whats it gonna take for the average person to get pissed?????????
11-28-2008 @ 6:37AM
posstum123 said...
We hear that an alternative fuel would be, I'm guessing, 20 or so years in the future. Well, if the government had spurred investment in it during the first oil embargo, then we would have it today. But no, big oil didn't then and still doesn't want a replacement for their oil. They will pay congress whatever it takes to to keep their profits. The golden rule applies here and we the people just have to swallow.
11-28-2008 @ 8:51AM
Mary Brents said...
My husband worked for a company that was owned by GM. He was killed for a process comtrol that I invented that could save this small GM company 250,000.00 a month. GM wants the Union and the so called Union and GM sponsored retirement accounts bankruptcy. There is no money in them. They poisoned him and threatened me and our children. Check it out on the decication page at www.Marybrents.com The company he worked for now owns Delphi and took Bankruptcy. They changed names and employer idenification numbers every year or two that he worked in the same plant he was a production control manager. He was killed for what he knew and I will never stop trying to get something done about it.
11-28-2008 @ 9:29AM
sgentilejr said...
Sales are down also at Toyota, Nissan and at Honda and they are all cutting back on production. GM and Ford are in Bigger trouble because they both bought several foreign automares shares or the foreign companies outright such as Mazda (25% owned by Ford) Fiat (25% owned by GM, also Saab outright owned by GM and Volvo, Maseratti and Jaguar owned by Ford...they lost money on everyone of their foreign auto investments and GMAC lost tens of billion on mortgage loans they made just like the banks. Their problems have nothing to do with USA production or USA workers or salaries. Plus 10% of YOU guys are not paying your auto loans and 10%+ of the cars they sell have to be repossed.
11-28-2008 @ 2:13PM
art said...
One question the three a holes need to answer. Why did there not compent with toyota and honda.They are big enough to have it all a good small car and the gas sucking suv but instead there just kept pumping out suv's and hummers. Its either a back room deal made with toyota and honda or there feel there no better and do things there way. Either way
we the tax payer are going to pay.two new words I hate BAILOUT AND DEREGULATE every time I hear those words my ass hole hurts.
11-28-2008 @ 4:35PM
Langlie said...
I wonder if leasing is included in these numbers. GM recently discontinued leasing of their SAAB. I just turned in my last lease and am going to BMW for my next car as they still have a leasing program. My dealership told me leasing was a huge portion of their buisiness (Saab & Cadilac). Anyone know if leasing numbers were included in the sales report?
11-29-2008 @ 1:58AM
Louis J Serino said...
Instead of giving themseves big bonus's and flying around in corporate jets, the US automaker exec should do what the orientals do when they fail.
Fall on their swords!!!!!!!!
12-02-2008 @ 10:13AM
bob said...
I worked 30 yrs. for a large corp. We had yearly , quarter, monthly, weekly and daily plans. With micro mgt. we could squese the buffalo of the nickle!!!! I beleive in free enterprise and hait to so lost of product, But why have two lines making the same truck! Simple, protect the dealerships and drop to the GMC brand name to be sold in all dealers. Sorry to see the chev. line go, but thats business, and all dealers would have there truck line