Overview
Sames Auto Group, in its 115th year, is navigating a cooling auto market with a service-first, data- and tech-informed strategy. In a Dec. 8, 2025 Inside Automotive interview, CEO Evelyn Sames outlined initiatives spanning used-vehicle sourcing, fixed-operations expansion, careful digital and AI adoption, and preparation for sixth-generation leadership.
Market context
Business remains steady but shows early signs of slowdown. Rising loan delinquencies and longer loan terms may extend replacement cycles and complicate inventory planning. Affordability pressures and shifting incentives are shaping what customers shop for and when, making broad-lineup management more complex.
Used-vehicle sourcing strategy
- Expand and move earlier in acquisition to secure vehicles before auctions, reducing dependence on high-cost lanes and improving pre-owned grosses.
- Incentivize staff to acquire vehicles directly from consumers through “no purchase required” campaigns to build inventory even when sellers aren’t replacing immediately.
- Targeted outreach (direct mail, email, other channels) to likely sellers, surfacing units that fit store needs and often sparking new sales opportunities.
- Double down on service drive sourcing: real-time appraisals and curated replacement options at service visits, leveraging trusted relationships and timing.
Retail and technology approach
- Expand digital retailing to let shoppers complete steps online (trade valuations, credit apps, payment estimates) while enabling seamless pivots in-store for a personalized experience.
- Adopt AI with clear guardrails to streamline responses and automate workflows, guided by a formal AI policy that protects sensitive customer data.
- Train teams to verify AI outputs, know when to use them, and escalate complex conversations—keeping technology as augmentation, not replacement.
EV demand and OEM outlook
EV demand in Texas remains tepid; a temporary uptick was largely incentive-driven rather than organic. The group continues to sell and service EVs with calibrated expectations. Despite challenges at Nissan and Stellantis, Sames is optimistic about long-term trajectories and is coordinating closely as new models and powertrains roll out.
Fixed operations as a growth engine
With vehicle age at record highs, fixed ops is central to growth. Investments in bays, technicians, and training target reduced backlogs, higher throughput, and steadier revenue when sales cycles lengthen.
Inventory and pricing management
Daily balancing includes aligning mixes and trims to affordability and ownership duration, monitoring lender trends and local demand, and coordinating sales and service to anticipate trades. A healthier pre-owned lineup provides more price points when new-vehicle affordability is pressured.
Culture, execution, and succession
Institutional knowledge, local relationships, and a service-forward culture remain advantages. Stores are empowered to make timely service-lane offers, respond quickly to online leads, and deliver a consistent, personal experience. Succession planning is underway to transition to the sixth generation with leadership development, knowledge transfer, and continuity of operating principles.
Near-term watch points
- Used-vehicle availability and sourcing efficiency
- Durability of EV incentives and demand in Texas
- Nissan and Stellantis product and pricing strategies
- Financing costs, loan durations, and their effects on replacement cycles
Bottom line
The playbook—proactive sourcing, expanded fixed ops, selective tech adoption, and personalization—aims to offset slower sales cadence and build resilience amid shifting incentives and rates. Priorities remain constant: meet customers where they are, protect their data, and maintain a personal touch.
