As dealers confront mounting pressure from OEM incentive structures and online pricing transparency, Andy Wright, managing partner at Vinart Dealerships, shares his perspective on how the industry can protect profitability and restore consumer trust. On this episode of Inside Automotive, Wright reflects on Vinart’s 2025 performance and explains why he remains cautiously optimistic about 2026 amid shifting market dynamics.
Wright examines the challenges tied to stair-step incentive programs, describing how unpredictability complicates planning and undermines both dealer margins and the customer experience. He outlines a collaborative, objective-based alternative that brings dealers into the conversation earlier and aligns OEM goals with retail realities. The discussion also addresses conditional pricing on third-party marketplaces and the need for industry-led standards to prevent consumer confusion. Finally, Wright weighs in on growing direct-to-consumer efforts, including recent developments involving Scout Motors, and reinforces his belief in the long-term strength of the franchise model.
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