Shows
Inside Automotive with Jim Fitzpatrick, powered by CBT NewsColin Liss Shares Leadership Lessons from the NADA AcademyAffordability, employee expectations, and operational discipline are reshaping dealership management in today’s automotive market. On this episode of Inside Automotive, Colin Liss, General Manager of Green Mazda Lincoln and recent NADA Academy graduate, shares how his dealership is adapting to changing consumer behavior while maintaining stability and performance.Liss discusses how rising vehicle prices and higher monthly payments are forcing dealers to focus on value-driven selling, product fitment, and customer retention instead of relying heavily on incentives. He also explores how leadership strategies are evolving as dealerships navigate employee retention, work-life balance expectations, and changing workplace dy...
2026-04-2820 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMichael Dunne on China’s Auto Expansion and Pressure on Global OEMsChinese automakers and their potential entry into the U.S. market take center stage as global competition, tariffs, and shifting trade dynamics reshape the automotive landscape. Michael Dunne, CEO of Dunne Insights, joins Inside Automotive to break down why he believes direct Chinese auto sales in the U.S. are increasingly likely within the next three years.Michael Dunne outlines how Chinese automakers have rapidly scaled exports from roughly 1 million vehicles to around 10 million annually, now accounting for more than one-third of global production. While U.S. tariffs and regulatory barriers remain significant, indirect market entry and...
2026-04-2727 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow To Hit 280% Of New-Car GoalScott Simons, owner of Simons Chevrolet GMC, shares how he transformed an underperforming rural store into a top-performing operation in just a few months. By focusing on team alignment, disciplined inventory strategy, and expanded financing capabilities, Simons and his team achieved significant gains in sales, service, and parts performance.Operating in a small market with limited population and income constraints, Simons took a hands-on approach—meeting with every employee, implementing transparent performance tracking, and building a competitive, accountable culture. He also leveraged subprime financing, targeted marketing, and deep community involvement to drive demand and build trust. The co...
2026-04-2315 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsAre brokers distorting the dealership model?Paul Sansone Jr., owner of Sansone Jr’s Auto Group, examines the growing scrutiny surrounding automotive brokers and the impact on franchised dealerships. He discusses how broker activity is reshaping vehicle sales in certain markets and raising concerns around compliance, pricing integrity, and dealer agreements.Sansone outlines how state-level regulations—particularly in New Jersey—prohibit broker involvement, yet enforcement remains uneven across the industry. He explains why relying solely on OEM guidance is insufficient and highlights the operational and legal risks dealers face when engaging in broker-related transactions. The conversation also explores how widespread broker activity can distor...
2026-04-2124 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsRussell Richardson on turning social media into dealership salesRussell Richardson, founder of RFW Training, explains how dealerships can turn social media into a consistent driver of leads, sales, and recruitment. He outlines a shift away from chasing views toward building authentic connections that convert into real business outcomes.Richardson shares why organic, unscripted content often outperforms highly produced marketing, and how social platforms now act as a long-term follow-up system that keeps dealerships top of mind. He also highlights the growing role of social media in hiring, particularly within fixed operations, and emphasizes the importance of leadership involvement to drive adoption. With a structured, repeatable...
2026-04-2025 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsEV demand, oil prices, and policy shifts: what dealers need to knowRyan Kerrigan, Managing Director at Kerrigan Advisors, examines the current state of automotive retail, highlighting steady demand, macroeconomic pressures, and accelerating industry consolidation. He explains why dealership performance remains stable despite volatility tied to fuel prices, policy shifts, and global trade dynamics.Kerrigan breaks down how rising energy costs are influencing renewed interest in EVs, while regulatory changes are reshaping the national market landscape. He also discusses the growing role of geopolitical competition, particularly from Chinese automakers, and how that may impact global positioning. On the retail side, consolidation activity continues to gain momentum, with both public...
2026-04-1620 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMike Stanton pushes back on “middleman tax” claimsMike Stanton, CEO and President of the National Automobile Dealers Association, examines the debate סביב claims that franchised dealerships act as a “middleman tax” in vehicle pricing. He challenges recent findings from the International Center for Law & Economics, arguing that the analysis overlooks the operational realities of automotive retail and the value dealers provide.Stanton explains how dealerships manage inventory risk, integrate sales and service functions, and support consumers throughout the ownership lifecycle. He also highlights the scale of investment required to replicate the current franchise system and discusses ongoing tensions around direct-to-consumer models. The conversation further explores regulato...
2026-04-1516 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow dealers can stay compliant and competitive in 2026Namu Keys joins Inside Automotive to discuss how dealers can balance FTC compliance with competitive pricing strategies in an increasingly digital retail environment.Keys explains how fragmented pricing systems and conditional incentives create compliance risks, particularly as regulators focus on transparency and consistency. He outlines how digital retail tools, real-time inventory updates, and AI-driven workflows can help dealers present accurate “all-in” pricing while improving the customer experience. The conversation also explores how clear disclosures around add-ons and F&I products can reduce friction, build trust, and support stronger conversion rates in both online and in-store transactions. Chall...
2026-04-0708 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsNYIAS 2026 Insights with Lauren FixLauren Fix joins Inside Automotive to break down key takeaways from the 2026 New York International Auto Show (NYIAS), focusing on how affordability and consumer priorities shape the market. Fix analyzes award-winning vehicles, emerging trends, and the disconnect between automaker innovation and what buyers are actively seeking. She explores how automakers balance electrification, hybrid and traditional powertrains, while addressing rising vehicle prices and evolving consumer expectations. The discussion provides insights for dealers and industry stakeholders navigating a competitive, cost-conscious automotive landscape. Consumer priorities at NYIAS: affordability over advanced features Trends in hybrid, electric, and gasoline powertrain options Highlights from the W...
2026-04-0315 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsProtecting your dealership under FTC scrutinyShannon Robertson joins Inside Automotive to discuss the FTC’s recent warning letters to 97 auto groups and the implications for dealership compliance. Robertson outlines why transparent pricing, robust training, and adherence to federal and state regulations are critical in maintaining consumer trust and avoiding enforcement actions. She emphasizes that consistent online-to-in-store pricing, combined with documented processes and staff education, can protect dealerships while enhancing brand credibility. Overview of the FTC warning letters and their targets Importance of aligning online advertised prices with in-store quotes Dealer training strategies to ensure compliance across staff and departments How written processes and legal gui...
2026-04-0215 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsIllegal Car Brokers In New JerseyJake Lebowitz joins Inside Automotive to examine the rise of unlicensed auto brokers in New Jersey and the implications for dealers, consumers, and the franchise system.Lebowitz outlines how broker-driven transactions are reshaping competitive dynamics by introducing pricing models that operate outside traditional dealer frameworks. While brokers can drive short-term volume, they also create challenges around compliance, profitability, and long-term customer relationships. The conversation explores how this growing trend affects dealership performance, manufacturer incentives, and regulatory enforcement, as well as what steps may be needed to restore balance across the retail landscape. How unlicensed brokers operate a...
2026-03-3127 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsSen. Bernie Moreno on the Pressures Facing Auto Dealers TodayU.S. Senator Bernie Moreno, a former car dealer, joins Inside Automotive to discuss the economic, regulatory, and geopolitical pressures shaping today’s retail automotive landscape. Drawing on both industry and policy experience, Moreno offers perspective on how global conflict, affordability challenges, and evolving regulations are impacting dealers and consumers alike.The conversation explores the short-term effects of rising fuel prices tied to global instability, as well as longer-term risks such as potential memory chip shortages driven by AI demand. Moreno also outlines his views on trade policy, interest rates, and electrification, emphasizing the need for market-driven so...
2026-03-2613 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsFTC Cracks Down on Dealer Advertising — Seth Dobbs ExplainsSeth Dobbs, Partner and Co-Chair of the National Automotive Practice at Fox Rothschild, joins Inside Automotive to break down the Federal Trade Commission’s recent wave of warning letters sent to nearly 100 dealerships. The move signals a more aggressive stance on advertising compliance, with increased scrutiny on pricing transparency, vendor oversight, and consumer disclosures.Dobbs explains how the FTC is holding dealers accountable not only for their own advertising, but also for third-party vendors managing listings and marketing content. He outlines the potential financial and reputational risks tied to non-compliance, especially as state attorneys general ramp up pa...
2026-03-2517 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJeremy Robb on Tax Refund Season and Auto Demand in 2026Tax refund season, affordability pressures, and shifting inventory dynamics are shaping the automotive market in 2026. On this episode of Inside Automotive, Jeremy Robb breaks down the key economic forces influencing dealer performance and consumer behavior this year.Robb explains how rising tax refunds could extend the demand window for dealerships while affordability challenges continue to push more buyers—across income levels—toward used vehicles. He also explores the growing impact of off-lease EV supply, evolving lending conditions, and the early role of AI in dealership operations.With macroeconomic uncertainty still in play, Robb offe...
2026-03-2418 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsDavid Christ on Toyota’s electrification and dealer strategyDavid Christ joins Inside Automotive to discuss how Toyota navigates a rapidly evolving market, balancing affordability, dealer support, and electrification. Christ explains how lean inventories, diverse powertrains, and digital retail tools allow Toyota to maintain profitability and meet changing consumer expectations. He also outlines strategies for electrification, dealer profitability, and operational resilience in 2026 and beyond. Maintaining strong resale values and dealer margins through lean inventory and selective production Expanding electrification with hybrids, BEVs, plug-in hybrids, and hydrogen fuel cell vehicles Launching new BZ, CHR, and Highlander BEVs to meet urban and family buyer needs Supporting dealers with profitable leasing...
2026-03-2321 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJeff Dyke on EchoPark Growth and Used-Car StrategyPre-owned vehicle growth and operational flexibility are driving strong performance across dealership groups in 2026. On this episode of Inside Automotive, Jeff Dyke shares how the company is scaling its used-car strategy through EchoPark while navigating affordability pressures and shifting market dynamics.Dyke reflects on Sonic Automotive’s record-setting 2025 and explains how adapting inventory strategies—leveraging franchise stores, loaners, and fleet vehicles—has strengthened EchoPark’s performance. He also discusses brand-level trends across OEMs, the impact of rising vehicle prices, and why pre-owned demand is expected to grow if affordability challenges persist.With expansion plans un...
2026-03-1814 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsDaniel Pilger & Brian Traugott on used cars, fixed ops, and dealer profitsDaniel Pilger and Brian Traugott break down key trends shaping dealer performance, from used-vehicle dynamics to fixed ops profitability and luxury sales cycles.Drawing on recent public dealer earnings, the conversation highlights how shifting supply, affordability pressures, and margin compression are reshaping dealership strategy. Pilger and Traugott explain why used vehicles remain central to volume, how fixed operations are stabilizing profits, and what’s really happening in the luxury segment. They also emphasize the growing importance of disciplined execution, data-driven decision-making, and inventory management in a more normalized market environment. Why used vehicles now drive the maj...
2026-03-1808 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsAlex Casebeer & Phillip Cianni on building dealership culture that drives profitAlex Casebeer and Phillip Cianni discuss how employee engagement and customer-focused strategies are driving retention and profitability at Capitol Auto Group.In a market defined by shifting demand and margin pressure, the group is prioritizing culture, operational discipline, and service-driven growth over volume alone. Casebeer and Cianni explain how empowering employees, enhancing the customer experience, and leveraging fixed operations are helping sustain performance across multiple franchises. They also share how internal talent development and selective technology adoption are strengthening long-term stability. Building a culture where employees are treated as the top priority Empowering staff with autonomy to...
2026-03-1729 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow Matt McAlear Is Positioning Dodge for the FutureDodge is doubling down on performance, brand identity, and dealer engagement as it navigates electrification and market uncertainty. On this episode of Inside Automotive, Matt McAlear concludes a three-part series by outlining how the brand is positioning itself for the future while staying true to its roots.McAlear explains how Dodge is building on its muscle car legacy with next-generation vehicles that expand performance capabilities and appeal to a broader audience. He also addresses the impact of tariffs on production and pricing, the importance of dealer engagement, and how Dodge’s passionate customer community helps sh...
2026-03-1608 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMatt McAlear Explains Dodge’s Next-Gen Performance PlatformDodge is working to rebuild dealer confidence while redefining performance for a new generation of buyers. On this episode of Inside Automotive, Matt McAlear shares how the brand is resetting its dealer relationships and rolling out a flexible, multi-energy strategy to meet shifting consumer demand.McAlear explains how Dodge is balancing electrification with internal combustion options through a “freedom of choice” approach, giving dealers and customers greater flexibility. He also discusses the launch of Dodge’s next-generation performance platform, pricing strategy, and efforts to attract younger buyers while maintaining the brand’s core identity.With n...
2026-03-1212 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMatt McAlear Discusses Dodge’s Electrification and Performance StrategyDodge is redefining American performance in an era of electrification and evolving consumer expectations. On this episode of Inside Automotive, Matt McAlear discusses how the brand balances heritage, innovation, and performance to appeal to enthusiasts across generations. McAlear shares insights on Dodge’s evolving lineup, the role of flagship vehicles, and the company’s strategy for maintaining its identity as a bold, performance-driven brand.Listeners will hear how Dodge leverages its storied history while embracing modern technology, from the 710-horsepower Durango Hellcat to the fully electric Charger, and how brand identity guides marketing and product deve...
2026-03-1109 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsDavid Wright on People-First Leadership in Automotive RetailPeople-first leadership and community engagement are at the center of this conversation with David Wright, president of Dave Wright Nissan Subaru and the 2026 recipient of the TIME Dealer of the Year. On Inside Automotive, Wright reflects on his path in the automotive industry and how a culture-focused approach has helped his dealership achieve long-term success.Wright discusses building an engaged workforce, maintaining strong community ties, and navigating industry changes affecting dealerships today. His team’s emphasis on service, mentorship, and philanthropy has earned national recognition while strengthening local relationships and employee retention.Di...
2026-03-0514 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsTim Hovik on Navigating EV Sales Amid Industry ShiftsThe EV market is shifting as automakers recalibrate investments and production, and dealers must adapt to a new sales landscape. On this episode of Inside Automotive, Tim Hovik discusses how these changes affect dealerships, consumers, and the broader automotive economy. Hovik shares insights on EV sales trends, generational adoption patterns, and what the “second-generation” EV market could look like as incentives wind down and technology evolves.He explains how consumer behavior, charging infrastructure, and household vehicle strategies are shaping demand while highlighting the opportunities and challenges for dealers navigating a transitional market. Hovik also provides pers...
2026-03-0417 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMichael Brown’s Blueprint for Sustainable Dealership GrowthStrategic acquisitions, operational discipline, and leadership development are key drivers behind the growth of Empire Automotive Group, according to Michael Brown on this episode of Inside Automotive. Brown shares how his organization has expanded across the Northeast while maintaining a strong focus on culture, workforce development, and brand strategy.Drawing on early experience working alongside his father and later mentorship from industry leaders such as Roger Penske and John Stalupi, Brown explains how disciplined execution and thoughtful expansion have shaped Empire’s growth. He also discusses evolving manufacturer relationships, ma...
2026-03-0323 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJessica Caldwell on Negative Equity and Dealer Strategy in 2026Negative equity and shifting market dynamics are shaping dealer strategy in 2026, according to Jessica Caldwell, AVP of Insights at Edmunds, on this episode of Inside Automotive. While the share of trade-ins with negative equity isn’t at record highs, the average amount now exceeds $7,000—creating new pressures for lenders, dealers, and consumers.Caldwell explains how elevated transaction prices during the microchip shortage continue to impact loan structures and affordability. As lenders evaluate how much negative equity they are willing to finance, dealerships may need to adjust inventory, pricing conversations, and customer education strategies.Wh...
2026-02-1910 min