Toyota, Mazda, Kia, and Nissan have begun to severely restrict dealers' work with automotive brokers in the US. Particularly strong pressure is currently being exerted in New Jersey, where brokerage schemes are formally prohibited by law. This refers to intermediaries who help clients buy or lease cars for a commission. In recent years, such services have become especially popular due to car shortages, complex dealer discounts, and opaque pricing.
Now the situation is changing dramatically. Toyota Financial Services, Lexus Financial Services, and Mazda Financial Services have warned dealers: they may refuse to finance deals if it turns out that a broker was involved. Moreover, dealerships risk receiving a demand for contract repurchase or even losing their dealer agreements.
It is particularly indicative of how widespread the problem has become. Some dealers claim that brokers already control up to half of sales in certain regions of the northeastern US. And industry associations speak of a serious blow to the profitability of official dealers.
The main conflict is about money and car distribution. Automakers provide dealers with bonuses, quotas, and priority deliveries depending on sales. Brokers effectively interfere with this system, helping to transfer cars between regions and circumvent manufacturer restrictions.
It is noteworthy that buyers themselves often perceive brokers as a more convenient alternative to traditional dealers. Intermediaries promise fixed prices, quick searches for rare cars, and no lengthy negotiations. But dealers and regulators believe that some brokers operate outside normal control and distort the market.