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GM restructuring plan reveals lost sales, high costs

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.

Either GM's management knew about these competitive disadvantages and has done nothing to reverse them or it didn't know they even existed. Either one is inexcusable and with its stock down 95% since 2000, GM's failure to fix these problems reinforces the sixth restructuring step I proposed -- replacing management.

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.

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Last updated: July 06, 2009: 10:12 AM

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