Shows
Inside Automotive with Jim Fitzpatrick, powered by CBT NewsGlenn Lundy on Building Momentum in the First QuarterGlenn Lundy, automotive leadership coach and founder of the 800% Elite Automotive Club, joins Inside Automotive to share practical strategies for helping dealerships start the year with clarity, focus, and momentum. Lundy outlines why simplifying processes is often the first step toward stronger execution and how leaders can build consistency by committing to clear 90-day priorities. He explains the relationship between accountability and alignment, and why many well-intentioned plans fail without a strong foundation of expectations.Lundy also challenges outdated sales benchmarks, arguing that today’s technology, marketing reach, and training investments demand a higher standard of performance. He...
2026-01-0728 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJoe Laham Breaks Down Scout Motors’ Impact on VW and Audi DealersPremier Companies President Joe Laham joins Inside Automotive to discuss his group’s recent acquisition of a BMW dealership in Northern California and what it signals about brand confidence, market risk, and long-term strategy. Laham explains why California—despite regulatory pressure and dealer exits—still represents a compelling opportunity, particularly given BMW’s product mix and EV strength. He also shares candid concerns about Volkswagen-backed Scout Motors and its implications for franchise dealers, fixed operations, and technician retention.Drawing from Premier Companies’ multi-brand experience, Laham outlines why he believes direct-to-consumer efforts tied to legacy automakers differ fundamentally from indep...
2026-01-0521 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMichael Dunne on China’s Expanding Grip on Global Auto MarketsChina’s rapid rise as a global automotive powerhouse is reshaping competitive dynamics worldwide. On this episode of Inside Automotive, Michael Dunne, CEO of Dunne Insights and host of Driving with Dunne, analyzes how the surge in Chinese vehicle exports is impacting automakers, dealers, and suppliers as the industry approaches 2026. Dunne explains how China has gone from a marginal exporter to a dominant force in just five years, outlines where Chinese brands are gaining traction, and assesses which global manufacturers face the greatest pressure. He also explores why affordability and improving quality are driving adoption abroad, how trade policy is...
2026-01-0222 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsDon Hall on What Dealers Should Expect in 2026As the industry looks toward 2026, Don Hall, president and CEO of the Virginia Automobile Dealers Association, joins Inside Automotive to help dealers put market conditions and legislative priorities into context. Hall shares why Virginia’s vehicle sales remain a bright spot, with fleet purchases from businesses and government agencies playing a significant role in supporting overall volume. He reflects on how shifts in federal EV policy have affected demand, why hybrids continue to gain traction, and why consumer choice—not mandates—should guide powertrain adoption. The conversation also addresses rising inventory levels, margin pressure from volume-driven OEM strate...
2025-12-3022 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsFred Emich IV on Why the Scout Motors Ruling Is a Wake-Up CallColorado’s approval of Scout Motors’ dealer license has raised new concerns about franchise protections and manufacturer-owned retail models. On this episode of Inside Automotive, Fred Emich IV, managing partner at Emich Automotive and chairman of the Volkswagen National Dealer Council, explains why the ruling is a wake-up call for dealers and OEMs nationwide. Emich breaks down how legal gray areas around affiliated entities and same-line manufacturing allowed the decision to move forward, and why similar interpretations could surface in other states. He also discusses the impact on Volkswagen dealers, the broader implications for the franchise system, and...
2025-12-2418 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMike Stanton and Don Hall on the Scout Motors Dealer LicenseColorado’s approval of Scout Motors’ dealer license has intensified concerns around direct-to-consumer sales and the future of the franchise system. On this special episode of Inside Automotive, Mike Stanton, CEO and President of NADA, and Don Hall, CEO and President of the Virginia Automobile Dealers Association, examine what the decision means for dealers nationwide and why the issue extends far beyond one state. They explain why the ruling represents the start of a longer legal and legislative battle, not a final outcome, and outline how dealer advocacy efforts are already underway at both the stat...
2025-12-2316 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsColorado Greenlights Direct Sales For ScoutColorado’s decision to grant Scout Motors a dealer license has reignited national debate over direct-to-consumer sales and the future of the franchise model. On this episode of Inside Automotive, Mike Maroone, CEO of Mike Maroone Auto and former AutoNation executive, shares his perspective on why the move represents a circumvention of long-standing franchise protections and risks destabilizing OEM–dealer relationships. Maroone challenges Scout’s claims of independence from Volkswagen, argues that bypassing dealers does not benefit consumers, and outlines the potential legal, political, and market consequences of the decision. He also discusses how Colorado’s strong EV market, shifting...
2025-12-2210 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsMinnesota Auto Trends and Dealer Advocacy with Scott LambertMinnesota’s auto market is entering a period of reset, and Scott Lambert, president of the Minnesota Automobile Dealers Association, joins Inside Automotive to break down the forces shaping dealerships statewide. Lambert explains how soft economic conditions—driven in part by agriculture headwinds and rising tariffs—are influencing vehicle demand and affordability. He also details ongoing legal and legislative challenges, including enforcement of Minnesota’s third-party time guide law and negotiations with manufacturers over warranty reimbursement. The conversation explores how parts theft and fraud continue to impact dealer operations, as well as why EV adoption in cold-weather markets like Minnesot...
2025-12-2215 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJeremy Beaver Discusses California EV Trends and 2026 OutlookDespite softer EV demand in California and ongoing cost pressures, dealership operations remain resilient. On this episode of Inside Automotive, Del Grande Dealer Group CEO Jeremy Beaver explains how disciplined growth, strong fixed operations, and workforce investment are positioning dealers for success heading into 2026. Beaver discusses how the expiration of EV tax credits has reshaped demand in Northern California, why hybrids and fuel-efficient vehicles are gaining traction, and how supply constraints are limiting how quickly OEMs can respond. He also shares DGDG’s approach to acquisitions, internal promotions, and technology adoption, emphasizing that people and process remain ce...
2025-12-2212 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsDave Cantin on AutoNation’s Toyota Deal and Dealer Succession PlanningAs 2025 comes to a close, Dave Cantin, CEO and Chairman of the Dave Cantin Group, joins Inside Automotive to discuss AutoNation’s acquisition of Jerry’s Toyota—its first Toyota deal in more than a decade—and what it signals for dealer succession planning and the future of automotive M&A. Cantin explains why more than half of dealerships remain without a formal succession plan and how that gap can limit optionality when opportunities arise. He outlines why successful transactions require more than top-line pricing, emphasizing preparation, legacy protection, and long-term strategic fit. The conversation also explores broader consolidation trends...
2025-12-1914 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsNADA CEO Mike Stanton Breaks Down 2025 Sales and Policy GainsOn this episode of Inside Automotive, NADA CEO Mike Stanton reviews how dealer advocacy shaped a strong 2025 and outlines the priorities guiding franchise retailers into 2026. Stanton discusses industry sales momentum, noting that U.S. dealers are on pace to exceed 16 million vehicle sales, alongside improved profitability compared with 2024. He explains how coordinated, dealer-led advocacy efforts delivered meaningful regulatory and policy outcomes, reinforcing the value of alignment between NADA, state associations, and dealer members. The conversation also looks ahead to emerging legal challenges from EV manufacturers, evolving fuel-economy standards, and the role education and technology will play in the year...
2025-12-1811 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsScout Motors’ License and Franchise Implications – Matthew GrovesOn this episode of Inside Automotive, Matthew Groves, CEO of the Colorado Automobile Dealers Association (CADA), discusses the implications of Scout Motors being granted a dealer license in Colorado, a move that has sparked national attention among franchised dealers. Groves examines the legal, regulatory, and market factors at play, emphasizing the risks such decisions pose to the franchise system and the broader dealer network. He also outlines how Colorado’s unique EV market, legislative constraints, and Volkswagen’s involvement create a complex landscape for automakers and dealers alike. The conversation highlights the importance of advocacy, strategic preparation, and vigilance as t...
2025-12-1709 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsAutomotive Market Stability and Challenges with Kevin TynanOn this episode of Inside Automotive, Kevin Tynan, director of research at The Presidio Group, provides a forward-looking analysis of the automotive industry as it transitions from 2025 into 2026. Tynan discusses how policy shifts, geopolitical factors, and temporary market catalysts have shaped the current landscape, and what dealers and manufacturers should anticipate in the coming year. He highlights the importance of inventory discipline, pricing strategies, and profitability management, emphasizing that volume alone does not guarantee sustainable margins. The conversation also explores the evolving electric vehicle market, affordability pressures, and the critical role of revenue diversification for dealerships.Key...
2025-12-1615 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsBernie Moreno on Making Cars Affordable AgainIn this special edition of Inside Automotive, Senator Bernie Moreno, a former car dealer, outlines the Trump administration’s “freedom means affordable cars” proposal and what it could mean for consumers, dealers, and manufacturers. Moreno explains how proposed changes to EV mandates, CAFÉ standards, and federal incentives are intended to lower vehicle prices and restore consumer choice in the showroom. He also discusses how unified national emissions rules could reduce regulatory complexity for automakers and dealerships alike. The conversation explores affordability challenges facing today’s buyers, the impact of trade and tariff policies on domestic production, and why Moreno believes...
2025-12-1009 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow Tessa Nadik and Rob DeGeorge See AI Empowering DealersIn this episode of Inside Automotive, Cox Automotive leaders Tessa Nadik, AVP of Product Management, and Rob DeGeorge, Director of Product Consulting, discuss how artificial intelligence is reshaping dealership operations without replacing people. They explain why AI should be viewed as a tool to improve efficiency, decision-making, and customer trust, rather than a threat to jobs. The conversation centers on the foundational role of clean, integrated data, the importance of training employees to use AI effectively, and how consumer behavior is evolving as shoppers increasingly rely on AI tools during the buying journey. Nadik and DeGeorge also outline how...
2025-12-0821 minInside Automotive with Jim Fitzpatrick, powered by CBT News115 Years Strong: Evelyn Sames on Adapting in Today’s Auto MarketIn this episode of Inside Automotive, Evelyn Sames, CEO of Sames Auto Group, reflects on the company’s 115-year legacy and how the fifth-generation business is navigating today’s evolving retail environment. Sames discusses early signs of market softening, including rising delinquencies and longer loan terms, while outlining how her team is adapting through inventory diversification, proactive used-vehicle sourcing, and expanded service operations. She also shares perspectives on EV demand in Texas, OEM brand cycles, and the growing importance of digital retailing and AI—balanced carefully with the human connection that defines the dealership experience. As the group looks ahead...
2025-12-0822 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsKen Hill on the 700Credit Data Breach and Dealer ImpactIn this episode of Inside Automotive, Ken Hill, managing director of 700Credit, addresses a major data breach that impacted thousands of dealerships and millions of consumers, outlining what happened and how the company is responding. Hill explains how a compromised third-party integration partner exposed an API vulnerability, leading to unauthorized access to consumer data despite 700Credit’s internal systems remaining secure.He walks through the timeline of the attack, the steps taken to contain it, and the coordination with industry and government partners to manage notifications and compliance. Hill also shares lessons learned from the incident and st...
2025-12-0419 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow A Dealer’s $6M Gift And Smarter Operations Shape Automotive’s FutureIn this episode of Inside Automotive, Serra Automotive Chairman Joe Serra discusses leadership transition, operational priorities, and the broader industry outlook while reflecting on a significant philanthropic commitment in Michigan. Serra explains how a recent $6 million pledge to McLaren Flint Hospital aligns with his later-career focus on community impact, as well as the organization’s long-term planning for stability and growth.The conversation covers:The motivation and goals behind Serra Automotive’s cardiac care donationHow leadership responsibilities are divided as part of a multi-year succession planManaging a 62-store, multi-brand operation through changing market conditionsAffordability pressures facing cons...
2025-12-0418 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsApril Simmons Explains GEO and Personalized Vehicle SearchIn this episode of Inside Automotive, April Simmons, corporate internet and marketing director at Horne Auto Group, explains how generative engine optimization (GEO) is reshaping automotive search and what it means for dealerships navigating an AI-driven buying journey. Simmons outlines how GEO differs from traditional SEO, shifting discovery away from static rankings toward personalized, conversational search results that vary by user.She discusses why dealer visibility now depends on more than website content, as AI engines increasingly draw from reviews, forums, ratings, and real customer interactions. As conversational and agentic AI tools evolve, Simmons emphasizes the need...
2025-12-0217 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsEmily Marlow Beck on Leading a Third-Generation DealershipThis episode of Inside Automotive features Emily Marlow Beck, president of Marlow Motor Company and Virginia’s 2026 Time Dealer of the Year nominee, as she discusses leading a third-generation dealership through market shifts and organizational change. Marlow Beck reflects on her family’s 75-year legacy while outlining the operational strengths, cultural priorities, and industry challenges shaping her approach.The conversation explores:Managing a family-owned dealership amid economic uncertainty and government-driven market influencesBalancing tradition and modernization following leadership transitionsThe role of dealer associations like VADA in protecting franchise modelsStrengthening culture through the CARES Committee and employee-led initiativesReducing turn...
2025-12-0111 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsTodd Berko Breaks Down Smarter Valuation Strategies for DealersMany dealers rely heavily on Blue Sky multiples when valuing their stores, but that narrow approach can overlook key operational and financial factors. On this episode of Inside Automotive, Todd Berko, co-managing partner at Bel Air Partners, explains why dealers should use a broader set of valuation methods—including ROIs, EBITDA multiples, and future growth assessments—to understand their true market value. He discusses how working capital needs, capital improvements, and asset turnover all influence what buyers are willing to pay, especially private equity firms that prioritize EBITDA performance.Discussion highlights include:Why Blue Sky...
2025-11-2514 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJay Abraham’s Framework for Increasing Dealership ProfitabilityThis episode of Inside Automotive features Jay Abraham, renowned business growth strategist and founder of The Abraham Group, who explains how dealerships can uncover hidden profit opportunities already within their operations. Abraham discusses how small, strategic adjustments across sales, service, and customer engagement can combine to create exponential gains.Topics explored in the conversation:The value of overlooked performance indicators (OPIs) beyond traditional KPIsMaximizing existing assets, leads, and referral relationships to improve yieldSimple communication and process adjustments that boost sales and service outcomesUsing systematic testing and variation to uncover high-impact performance shiftsBorrowing proven strategies from other...
2025-11-2434 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsPete MacInnis Breaks Down the $4.7B Opportunity in Dealer FinanceMismatched payment quotes are costing dealerships billions, and on this episode of Inside Automotive, Pete MacInnis, founder and CEO of eLend Solutions, breaks down new data highlighting the financial impact on both front-end and back-end operations. He explains how credit application approvals that don’t align with dealer quotes are creating lost revenue, extended sales processes, and reduced customer satisfaction.Discussion highlights include:Less than 60% of dealer-submitted credit applications are approved, with only 32% matching the original quoteMonthly payments can increase $32–$36 when approvals don’t align with dealer offersWidespread deal rework, with 95% of dealers adjusting agreem...
2025-11-2113 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsSteve Greenfield on Profitability, Tariffs, and AI in Auto RetailIn this episode of Inside Automotive, Steve Greenfield, CEO of Automotive Ventures, breaks down the current state of the retail automotive industry and explains why dealer profitability remains strong despite tariffs, economic pressure, and shifting market dynamics. He highlights how the industry has transitioned from volume-driven strategies to more disciplined, profit-focused operations, and offers practical guidance on where AI is delivering real value for dealerships.Key topics explored:Why dealer profitability remains elevated compared to pre-2020 levelsHow tariffs are impacting automakers more than retailersThe shift toward operational efficiency and stable revenue despite lower SAARPractical...
2025-11-1928 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsTom Kondrat on Regulatory Changes and EV Market ImpactsElectric vehicle demand has shifted dramatically with the expiration of federal incentives, and on this episode of Inside Automotive, Tom Kondrat, Global Lead for Advanced Analytics at Urban Science, breaks down what these changes mean for dealers and the industry. Kondrat shares insights on sales trends, regional differences, and consumer behavior as dealerships prepare for 2026.Topics covered in this episode include:October EV sales dropped 45% after federal tax incentives expired, following earlier pull-ahead demandPlug-in hybrids saw a 50% decline, while traditional hybrids grew 15%Regional differences in EV demand, with stronger sales in California and Florida...
2025-11-1915 min