Shows
Inside Automotive with Jim Fitzpatrick, powered by CBT NewsRemembering Jim O’Connor With Chris Saraceno and David KainChris Saraceno of Kelly Automotive Group and David Kain of Kain Advisory join Inside Automotive to remember former Ford executive Jim O’Connor, who died Sept. 25 at age 83. After more than four decades at Ford, O’Connor became known for his close relationships with dealers, shaped in part by his experience running a dealership himself.How O’Connor’s time as a dealership general manager shaped his approach to retailWhy dealers developed such a strong connection with O’ConnorHis role in navigating major changes within Ford’s retail strategyThe leadership lessons O’Connor shared with dealers and employeesHow he remained in...
2026-10-0215 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsThe Monthly Payment Gap: A New Compliance Risk for DealersThe monthly payment has become a central part of the car-buying journey, but Pete MacInnis, John Fitzpatrick, and attorney Seth Dobbs explain why payment advertising can also create a growing compliance risk for dealers. The panel examines the gap between advertised payment estimates and actual lender decisions, and what dealers can do to ensure their offers are accurate, transparent, and properly disclosed.Payment accuracy: Why only 1.6% of applications in one analysis were approved as initially quoted.FTC scrutiny: How regulators may distinguish legitimate credit changes from misleading advertising.Digital consistency: Why dealers...
2026-09-0225 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJim Keffer on the Biggest Threats Facing Auto Dealers TodayAs the automotive retail landscape evolves, dealers are confronting new competitive threats from direct sales, digital retailers, and global automakers. In this episode, Jim Keffer, CEO of Keffer Auto Group, shares how his dealership group is preparing for the future by focusing on long-term strategy, operational flexibility, and sustainable growth.Keffer discusses why direct-to-consumer sales remain the biggest long-term challenge for franchise dealers, what the industry can learn from Carvana's customer experience, and why used vehicles have become a cornerstone of his group's growth strategy. He also weighs in on the competitive threat posed by Chinese automakers...
2026-07-2226 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsFair Pricing, FTC Scrutiny, and the Future of Dealer MarketingJohn Fitzpatrick, President and CEO of Force Marketing, joins Inside Automotive to discuss the growing compliance challenges facing dealerships and the industry's response to increased FTC scrutiny.As dealers navigate evolving expectations around pricing transparency, advertising disclosures, and digital marketing practices, compliance has become a critical business priority. Fitzpatrick shares insights from conversations with dealers across the country, highlighting the risks associated with noncompliant pricing, social media activity, and vehicle advertising. He also previews CBT News' upcoming Fair Pricing and Compliance Leadership Summit in Washington, D.C., where industry leaders will gather to address some of the...
2026-06-0419 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJenni Newman on Tariffs, Gas Prices, and the Rise of Used EVsRising gas prices, tariff concerns, and changing consumer priorities are reshaping today’s automotive market. On this episode of Inside Automotive, Jenni Newman, Editor-in-Chief of Cars.com, breaks down the latest consumer shopping trends and explains why used EVs and domestically produced vehicles are gaining momentum.Newman shares insights from recent Cars.com data showing increased shopper interest in EVs and hybrids as fuel costs rise and affordability pressures persist. She also explains how tariff uncertainty is influencing purchase decisions, with more consumers viewing “buying American” as a financial strategy rather than simply a patriotic choice.Key...
2026-05-0408 minInside 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 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsShannon Robertson on Building a Compliance-First DealershipDealership compliance takes center stage in this episode of Inside Automotive featuring Shannon Robertson, Executive Director of Automotive Finance & Insurance Professionals (AFIP) and host of Compliance That Works. Robertson outlines practical strategies dealers can implement to reduce regulatory risk, strengthen operations, and build a culture of accountability.As digital retail and social media marketing expand, compliance oversight must evolve. Robertson explains why proactive monitoring, consistent training, and clearly documented policies are essential to preventing costly fines and enforcement actions. She also discusses how dealerships can significantly mitigate penalties by maintaining an active compliance program—even wh...
2026-02-1617 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsBrian Maas Breaks Down California’s Lawsuit Against Volkswagen and ScoutScout Motors’ approval to sell vehicles directly to consumers in Colorado has reignited debate around dealer franchise protections and OEM competition. On this episode of Inside Automotive, Brian Maas, President of the California New Car Dealers Association (CNCDA), unpacks the legal and market implications of the decision and what it could mean for dealers nationwide.Maas explains why CNCDA, with support from NADA, filed suit against Volkswagen and Scout Motors, arguing that direct-to-consumer sales violate California franchise law. He discusses how the Colorado ruling may prompt dealer associations in other states to reexamine their statutes and enforcement me...
2026-02-0514 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsGreg York and Charlie Dyjak on Federal Solutions to Converter TheftCatalytic converter theft continues to disrupt dealerships and burden consumers nationwide, fueling renewed momentum behind the bipartisan federal PART Act. In this special edition of Inside Automotive, Greg York, President and CEO of Vann York Auto Group, and Charlie Dyjak, Legislative Affairs Manager at NADA, break down why the legislation matters and how it could reshape theft prevention and enforcement efforts across the industry.York shares firsthand insights into how frequently dealerships are impacted, including the added financial and emotional strain when customer and employee vehicles are targeted. The discussion highlights why insurance alone fails to address...
2026-02-0413 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsScott Painter On Reclaiming TrueCar And Rebuilding Trust With DealersTrueCar founder Scott Painter returns to lead the automotive marketplace following a $227 million transaction to take the company private, marking a strategic reset for the platform. On this episode of Inside Automotive, Painter explains why his comeback centers on restoring balance between pricing transparency for consumers and sustainable profitability for dealers.Painter reflects on TrueCar’s early impact on automotive retail, acknowledging dealer skepticism tied to its original pricing model, and explains how today’s digital-first buying environment has changed expectations on both sides of the transaction. He outlines why TrueCar remains committed to being a marketplace conn...
2026-02-0322 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow Jonathan Dawson and David Booth Doubled Sales at Cherokee MitsubishiCustomer retention and employee engagement are driving a different kind of dealership growth at Cherokee Mitsubishi. On this episode of Inside Automotive, new dealer principals Jonathan Dawson and David Booth share how a relationship-first strategy helped the store rapidly build momentum after its acquisition in mid-2025.Rather than focusing on aggressive acquisition tactics, Dawson and Booth explain how prioritizing repeat business, referrals, and internal culture led to measurable gains in both sales and service. They outline how intentional customer experiences—designed to extend well beyond the showroom—create lasting emotional connections that translate into loyalty and advocacy. The...
2026-02-0333 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsErin Kerrigan on Valuations, Mega Deals, and Dealer ConfidenceDealership buy-sell activity is gaining momentum in 2026 as confidence in earnings, valuations, and capital availability strengthens across the automotive retail landscape. On this episode of Inside Automotive, Erin Kerrigan, Founder and Managing Director of Kerrigan Advisors, breaks down what’s driving the next wave of dealership acquisitions and how emerging forces are reshaping transactions.Kerrigan explains why improving dealer sentiment is bringing both buyers and sellers back to the table, setting the stage for increased consolidation and larger, more complex deals. She outlines where acquisition activity is most concentrated geographically, how capital markets are supporting growth, and wh...
2026-01-2917 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJohn Fitzpatrick on Force Marketing’s GM Canada Win and Dealer RetentionGeneral Motors Canada has selected Force Marketing to support after-sales marketing for its dealer network, marking a significant expansion of Force’s OEM-certified footprint. On this episode of Inside Automotive, John Fitzpatrick, President and CEO of Force Marketing, joins the show to unpack what the partnership means for Canadian GM dealers and where retention strategies are headed in 2026.Fitzpatrick explains how Force Marketing’s inclusion in GM Canada’s CSSR choice program reflects a broader industry shift toward fixed ops performance, cleaner data, and more integrated customer communication. As affordability pressures push consumers to keep vehicles longer, dealer...
2026-01-2725 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsKevin Tynan on Why 2026 Is a Turning Point for Auto RetailElectric vehicle adoption, pricing power, and distribution strategy are converging at a pivotal moment for automotive retail. On this episode of Inside Automotive, Kevin Tynan, director of research at The Presidio Group, breaks down how shifting supply discipline, EV economics, and direct-sales models are reshaping dealer and OEM priorities heading into 2026.Tynan explains why disciplined production helped stabilize margins in 2025 and why automakers now face clear trade-offs between volume growth and pricing power. He also examines how fading EV subsidies have exposed weaknesses in EV business models, prompting OEMs to redirect capital toward higher-margin segments. The conversation...
2026-01-2122 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsAndy Wright on Dealer Profitability and OEM IncentivesAs 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 go...
2026-01-1920 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsDave Cantin and David Wyler on a Unicorn Luxury TransactionA landmark acquisition is redefining Ohio’s luxury automotive landscape as the Jeff Wyler Automotive Family acquires Midwestern Auto Group and launches The Wyler Collection. On this episode of Inside Automotive, CEO David Wyler joins Dave Cantin, CEO and Chairman of the Dave Cantin Group, to discuss the strategy behind the transaction and what it means for luxury retail consolidation.The conversation explores why the single-site Dublin, Ohio luxury campus—home to 14 premium and ultra-luxury brands—represents a rare opportunity, and how the acquisition aligns with Wyler’s disciplined, regionally focused growth strategy. Wyler and Cantin also address...
2026-01-1614 minInside 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 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 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 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 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 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 NewsBrian Maas on California’s EV Trends and Dealer AdvocacyIn this episode of Inside Automotive, CNCDA President Brian Maas unpacks the latest findings from the Q3 2025 California Auto Outlook and outlines the association’s current advocacy priorities. He explains how California’s unique economic and regulatory environment continues to shape EV adoption, dealer operations, and statewide retail trends.Key topics explored:California’s outsized impact on national EV sales and shifting consumer demandHow gas prices, commuting patterns, and expired incentives are influencing EV uptakeCNCDA’s regulatory and legal efforts, including ACC II adjustments and franchise law challengesThe implications of the California CARS Act ahead of...
2025-11-1323 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsLotlinx Leaders on the Future of Dealer AIAI is rapidly transforming dealership operations, and on this episode of Inside Automotive, Lance Schafer (EVP & GM of Product & Technology at Lotlinx) and Len Short (Executive Chairman) break down how LotGPT—a new AI tool built exclusively for car dealers—is reshaping inventory management, pricing strategy, and daily decision-making.In this conversation, Schafer and Short discuss:Why dealers need an AI platform designed specifically for proprietary dataInsights from 150,000+ dealer queries during LotGPT’s pilot phaseHow the tool consolidates dealer data with market intelligence for precise inventory and pricing recommendationsPopular use cases...
2025-11-1021 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsWhat Q3 Earnings Reveal About Dealer Profitability with Brian GordonPublic automotive dealer groups are navigating a complex market, and on this episode of Inside Automotive, Brian Gordon, president of the Dave Cantin Group, shares his perspective on third-quarter earnings and what they reveal about industry health.In this conversation, Gordon explores:Stable third-quarter performance signaling balanced growth and profitabilityNew-vehicle sales dipping 15–20% while used-vehicle margins remain steadyGrowth in F&I per unit highlighting strong fixed operations performanceLonger-term loans affecting used-vehicle trade-ins and overall market supplyStrategic financial moves by public groups, including acquisitions and stock buybacksElectric vehicle demand stabilization and renewed focus on core operations...
2025-11-0524 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsAuto Market Trends and Buy-Sell Insights with George KarolisThe automotive retail market continues to evolve—and few have a clearer view of where it’s heading than The Presidio Group. On this episode of Inside Automotive, Presidio President George Karolis shares insights from recent M&A activity and breaks down findings from the latest Presidio-NCM Average Dealership Performance Benchmark report.Based on data from more than 4,000 dealerships across the U.S., the report highlights key shifts influencing profitability, including:Rising profitability year-over-yearContinued normalization of new-vehicle marginsStrong gains in F&I performance and per-unit profitSofter results in used vehicles and fixed operationsLower floorplan and...
2025-11-0322 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow modern F&I leaders protect profit with Paul BrownWe sit down with Paul Brown to relaunch F&I Today and dig into what modern F&I should look like post‑COVID. From digital menus to staffing ratios, we share practical ways to protect profit, reduce chargebacks, and raise CSI without sacrificing speed.• Why the final F&I conversation shapes long‑term loyalty• How to use digital tools and remote closes to increase trust• Presenting a complete menu to every customer• Turning customer preferences into higher PVR and fewer chargebacks• Framing protection as payment stability amid rising costs• Year‑end focus on process discipl...
2025-10-3019 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow Sonic Grew Revenue While Navigating Taxes, Tariffs, And EV WhiplashJeff Dyke and Jim Fitzpatrick unpack record revenue and gross at Sonic Automotive while explaining the net income dip and the operational levers we control. We get real about used sourcing, JLR expansion, Power Sports momentum, fixed ops pricing, and how incentives could make or break Q4.• Record revenue and gross with EPS pressure from tax true-up and medical costs• EchoPark steady margins and measured store reopenings in 2026–2027• JLR acquisitions building the largest U.S. footprint and luxury strategy• Power Sports surge with Sturgis record and supply focus• Tariffs limited impact so far but incentiv...
2025-10-2915 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow A Chevy Dealer Navigates Prices Over $50K And Keeps Buyers MovingHost Jim Fitzpatrick and guest Dorian Jimenez dig into the realities of affordability, the surprise rise of EV adoption in Oklahoma City, and how service advisors became the most trusted EV storytellers. We also break down used car sourcing, high-mileage financing, and why Q4 still looks strong for Chevy dealers.• average transaction prices crossing $50,000• value-focused leasing and entry-level trims• EV demand from commuters and families• service advisors and techs as EV evangelists• pre-owned pricing versus new-car incentives• sourcing high-mileage trades through service drive• lender flexibility on higher-mileage financing• tariff headlines nudging buyers t...
2025-10-2812 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow Clear Programs, More Bays, And Smarter AI Turn A Dealership Into A Market WinnerSales surged after a slow start as clear Ford programs, tariff tailwinds, and aligned execution lifted confidence and profitability. Alex Perdikis unpacks tech capacity constraints, mobile service as a force multiplier, EV leasing strategy, and how AI boosts follow-up while keeping managers close to the deal.• Ford pricing programs driving demand and clarity• Consistent execution by managers and sales teams• Fixed ops growth limited by bays, not techs• Apprenticeship pipeline with local schools• Ford Pro commercial service center plans• EV leasing as the adoption lever in DC market• Mobile service expanding capacity and v...
2025-10-2720 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsElection, Inventory, And EV Reality CheckWe unpack how policy, pricing, and supply shape dealer performance, from tariffs and rates to EV credits and the tech talent gap. Tom Maoli shares blunt insights on inventory discipline, service-led profit, and why hybrids may outpace EVs in the near term.• Political shifts in New Jersey and business impact• Tight inventory strategy and margin discipline• Service demand surge driven by aging fleets• Inflation pressure, tariffs, and interest rates• China tariffs, AI chips, and tech supply chains• Moving beyond SAR to just-in-time practices• EV credit changes, adoption ceiling, hybrid momentum• Local market pen...
2025-10-2413 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsStop Chasing Transformations And Start Realigning Your BusinessWe explore why big transformations often fail and how small, steady adjustments keep companies aligned with purpose. Geoff Tuff and Steven Goldbach show how CEOs act as chief system designers who shape behavior through management systems, not slogans.• the honing metaphor and why realignment beats constant sharpening• addiction to transformation and the cost of ignoring daily details• challenging the orthodoxy of bold vision as the core of leadership• CEO as chief system designer of incentives, metrics and decision rights• behavior as the subatomic particle of business and culture• working differently, not harder, to reduce fi...
2025-10-2117 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsA Dealer’s Mission To Make Breast Health A Year-Round PriorityWe celebrate 15 years of the Norma J. Ross Memorial Foundation as Janell Ross shares how an auto group turns grief into lasting community impact. We also cover the market’s ebbs and flows, from EV credits to tariffs, and why breast health must be 365.• Dealership performance and resilient operations• EV tax credit sunset and customer education• Tariff uncertainty and transparent communication• Foundation mission on prevention and early detection• Inclusion of men in breast cancer awareness• Year-round events and donations tied to vehicle sales• Pink Ribbon Driven branding in facilities and fleets• Culture be...
2025-10-1711 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsTariffs, Valuations, And The Dealer FutureWe unpack how tariffs and interest rates truly affect buy-sells, why consolidation is accelerating in key metros, and how OEM image programs are reshaping valuations and deal strategy. Erin Kerrigan shares data on cash-rich buyers, regional concentration, and the path to a 50% revenue tipping point.• tariffs showing limited impact on buy-sells • domestics gaining demand and market share • valuations buffered by tight spreads and cash reserves • consolidation advancing faster in growth metros • bidder lists constrained by OEM approval thresholds • portfolio optimization and regional chessboard strategies • fewer IPOs offset by private capital and bonds • image p...
2025-10-1619 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow tax credits expiring reshaped EV demand, dealer strategy, and what’s next for affordabilityWe sit down with dealer-owner and NADA board member Jeff Aiosa to unpack how expiring EV tax credits, shifting production, and affordability pressures are reshaping demand. We dig into used EV values, plug‑in hybrids as a bridge, and a realistic road to price and range parity.• leasing demand cliff after 45W credit ends• used EV depreciation driving approachable prices• ACV challenges and improving valuation discipline• production pullback to match true EV demand• plug‑in hybrids as low-friction bridge tech• sales culture, research-heavy buyers, and delivery experience• tariffs, shared cost pressures, and affordability
2025-10-0915 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHow Dealers Win Q4 with Fixed Ops, Omnichannel, and Fewer VendorsWe share a practical playbook for finishing 2025 strong by centering retention, cleaning first-party data, and tightening vendor stacks to cut waste and lift ROAS. We also dig into affordability messaging, mobile service as a differentiator, and omnichannel moves that connect sales and service with one voice.• affordability pressure shaping offers and lease strategy• customer retention through fixed ops and off-brand service• gaps in OEM programs and how to close them• prioritising customer-pay work in bays• brand loyalty vs dealer loyalty and group-level data sharing• cleaning first-party data and reducing vendor access• consolidating...
2025-10-0724 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsYounger buyers are losing trust in F&I—here’s how dealers can earn it againWe break down the 2025 F&I Shopper Study with CDK’s Jason Swiech and unpack why satisfaction slipped, where trust is strained, and what practical changes restore momentum at the end of the deal. We share clear steps to pull F&I forward, reduce overwhelm, balance digital with paper, and modernize staffing without losing expertise.• headline findings from the 2025 F&I Shopper Study• reasons F&I satisfaction declined year over year• process fixes that reduce wait time and friction• transparency and personalization to rebuild trust• strategies to prevent buyer overwhelm• balancing digital workflows with...
2025-10-0110 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsWhat's Your Dealership Worth? The AI Revolution in Automotive ValuationsDave Cantin, Chairman and CEO of the Dave Cantin Group, shares his expert insights on the current state of automotive M&A and how dealerships are approaching acquisitions in today's market. The conversation reveals how consolidation has evolved from quantity to quality, with buyers becoming increasingly strategic about which dealerships to acquire based on brand performance, geography, and potential return on investment.• M&A activity remains strong with focus shifting from quantity to quality• Consolidation continues with large publics and privates being more strategic about acquisitions• Southeast and Sunbelt remain hottest markets, but California and other...
2025-09-2316 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsBlind Spots in Dealer MarketingCox Automotive commissioned a white paper with Perficient that reveals startling insights about automotive marketing measurement and the massive blind spots most dealers face when evaluating marketing effectiveness.• Research shows car buyers engage with 62 touchpoints before purchase, yet most dealers only track first or last touch• 92% of the customer journey remains invisible to dealers relying solely on CRM data for measurement• Only one in three sales involves any type of lead contact throughout the entire shopping journey• 48% of consumers start their car shopping journey on marketplace websites• Cost per lead metrics often mislead dealers, a...
2025-09-1210 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsClaremont Toyota's Recipe for 12,000+ Annual SalesBrad Pringle, General Manager of Claremont Toyota, shares how his dealership will sell 12,600 vehicles generating $570 million in revenue this year despite market challenges in Southern California.• Business is moving in the right direction with projected 10-11% year-over-year growth• Southern California market experienced disruption from tariff concerns and ICE raids affecting Hispanic customers• Operating with incredibly low 8.3-day supply of inventory, compared to regional average of 10.5 days• Toyota's hybrid strategy proving successful while other manufacturers recalibrate EV plans• Leasing penetration approaching pre-COVID levels at 27-29%, reaching 40% on affordable models• Digital retailing hasn't eliminated dealership v...
2025-09-1119 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsDefending the Franchise: Ted Smith on State Dealer AssociationsState dealer associations defend dealers' rights daily by monitoring industry trends, anticipating challenges, and initiating protective measures before dealers even realize they're needed. Ted Smith, President of Florida Automobile Dealers Association, explains how trade associations provide crucial support to dealers who are too busy running their businesses to track regulatory changes and manufacturer maneuvers.• State associations monitor industry trends and anticipate challenges so dealers can focus on running their businesses• Florida led the fight against manufacturers bypassing the franchise system with direct-to-consumer sales models• FADA raised $4 million to win a landmark 2008 case ensuring proper warranty reimbu...
2025-09-0522 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsAndy Gelcher Reveals How Chevrolet Dealers Are Thriving Despite Market HeadwindsChevrolet National Dealer Council Chairman Andy Gelcher discusses how dealerships are navigating today's challenging automotive landscape while maintaining strong performance. Despite uncertainty around EV tax credits and shifting consumer preferences, Mohawk Chevrolet has increased new car sales by nearly 40% and used car sales by nearly 30% compared to last year.• EV sales increasing 25% at Mohawk Chevrolet, partly driven by customers rushing to use the $7,500 federal tax credit before it expires• Strategic focus on more affordable EVs under $40,000 to maintain momentum after tax credits end• Used car sourcing succeeding through service drive exchanges (20-30 vehicles monthly) and digita...
2025-09-0315 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsNavigating Auto Industry Headwinds While Expanding DealershipsJim Keffer, CEO of Keffer Auto Group, shares how his organization continues expanding through acquisitions while navigating industry challenges by focusing on equity partnerships with talented operators.• New acquisition of a Chevrolet dealership in Minnesota demonstrates their growth strategy despite retail headwinds• Keffer's unique business model offers equity partnerships to strong operators rather than focusing primarily on location or brand• Philosophy originated with Jim's father who received a similar opportunity in 1974 from Charles Johnson• Decentralized management approach gives owner-operators autonomy to make decisions for their specific markets• Acquisition targets focus on stores with upside pot...
2025-08-2523 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsYour Dealership Loses Money Every Time Payment Quotes ChangePete MacInnis, CEO of eLEND Solutions, reveals shocking data about payment accuracy in auto retail and the significant financial impact on dealerships when quotes don't match approvals.• Only 1.6% of all credit applications are approved exactly as submitted by dealers• Average payment on approvals is $32 higher than quoted on new cars, $36 higher on used vehicles• 76% of survey respondents agreed with the payment discrepancy findings• 55% of dealers report losing up to 5% of vehicle sales due to payment disconnects• 86% of respondents stated front-end gross profit was reduced 5-20% to resolve payment friction• 53% reported finance gross profit reduc...
2025-08-2014 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsJack Hollis believes the automotive industry thrives when we focus on service, not sales.Jack Hollis joins Accrual Equity Partners as managing partner after 33 years at Toyota, partnering with founders Brady Schmidt and Jacob Tilzer to create a multi-faceted automotive investment firm. Their company spans dealerships, collision centers, aftermarket repair, and M&A services with a unique approach focused on creating value through service and relationships.• Jack chose entrepreneurship over corporate offers to continue serving dealers and customers• Accrual Equity Partners operates across multiple automotive sectors including dealership ownership• The company is self-funded, allowing more flexibility than traditional private equity• Fixed operations remains the backbone of dealership profitability and is "...
2025-08-1924 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsKelly Loeffler on Supporting America's 34 Million Small BusinessesKelly Loeffler, SBA Administrator and former US Senator from Georgia, shares insights on how the administration is supporting America's 34 million small businesses and creating an environment for economic growth and innovation.• SBA supports small businesses through access to capital, business counseling, government contracting opportunities, and disaster relief• The agency provides loans up to $500,000 for homeowners affected by disasters like the recent Texas floods• Recent tax legislation makes permanent the 20% pass-through deduction and 100% expensing of capital purchases• Working families will take home approximately $10,000 more annually thanks to the elimination of taxes on tips and overtime• Ne...
2025-07-3115 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsNavigating Auto Industry Challenges: A Conversation with Doug Eroh of Longo ToyotaDoug Eroh, president and GM of Longo Toyota, reveals how the world's largest Toyota dealership is navigating industry challenges while maintaining strong sales growth. He breaks down the impact of EV tax credit changes, shifting consumer preferences toward hybrids, and the effects of tariffs on automotive retail in this detailed conversation about the state of auto sales.• New car sales up 10% year-over-year with used sales remaining flat• EV mandate rollback in California and 12 other states viewed as positive for consumer choice• 58% of Longo Toyota's 700 monthly vehicle sales are now hybrids• Affordability remains the industry's biggest...
2025-07-3013 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsProfit Over Volume: Why Discipline Matters in Today's Car MarketKevin Tynan, Director of Research at the Presidio Group, discusses the auto industry's shift from chasing market share to maintaining pricing power and margin integrity. This new discipline among manufacturers creates a healthier market environment with controlled production levels and stronger profitability despite lower sales volumes.• June sales volume was not impressive but pricing power and margin integrity remain strong• Industry has moved away from chasing market share and overproducing inventory• Production discipline learned during pandemic shortages is creating a more stable market• EV sales may surge temporarily as $7,500 federal tax credits face potential eliminat...
2025-07-2921 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsBreaking Down the California EV Mandate Block with NADA CEO Mike StantonThe auto industry secures a significant win with the signing of resolutions to block California's EV mandate, representing a victory for dealers, manufacturers, and consumers by restoring choice in the marketplace.• NADA CEO Mike Stanton describes the policy shift as "a win for industry, consumers, our country, and common sense"• The blocking of California's mandate allows for a more diverse approach to reducing emissions beyond just EVs• Trade associations including NADA and state ATAEs played crucial roles in advocating for this policy change• Dealers with substantial EV investments will still benefit long-term as electric vehicles...
2025-07-0915 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsStop Templating, Start Selling: The Human Touch Your Dealership NeedsApril Simmons, Corporate Internet and Marketing Director at Horn Auto Group, reveals how dealerships are missing opportunities by failing to properly handle internet leads and phone calls. We explore why many dealerships have lost the fundamental communication skills needed to convert digital leads into sales.• Most dealerships have recognized they drifted from sales fundamentals in showroom interactions during COVID but haven't applied the same realization to digital communications• The industry benchmark for internet lead closing ratio is 15%, but most dealerships hover at 8-10%, with many falling to 5-6%• Templated responses fail to address what customers are ac...
2025-07-0822 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHorsepower & Politics: When Car Dealers Go to WashingtonTom Castriota, 2025 NADA Chairman and owner of Castriota Chevrolet, discusses significant industry developments including the rollback of California's EV mandate and the strategy behind dealer advocacy in Washington.• Celebrating the successful rollback of California's 35% EV mandate after years of behind-the-scenes work• Advocating for a "bridge" approach to tariffs that would give manufacturers time to adapt while supporting American manufacturing• Addressing the affordability crisis with average new vehicles approaching $50,000 while average household income remains around $65,000• Supporting EVs while emphasizing the importance of consumer-driven rather than mandate-driven adoption• Analyzing threats from Chinese manufacturers whose government subsidies...
2025-07-0727 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsHot Franchises and Market Moves: A Dealer's Guide to M&ADave Cantin, President and CEO of the Dave Cantin Group, shares insights on the current state of automotive buy-sell activity and how dealers are approaching strategic acquisitions. Despite macroeconomic headwinds, the dealership M&A market remains incredibly strong with valuations holding firm and even climbing for certain franchises in prime locations.• DCG has closed multiple deals recently, including a highly sought-after Subaru dealership in Northern California• Most franchises have strong demand when they're in good locations with solid performance metrics• Toyota, BMW, and Land Rover remain hot franchises despite challenges like tariffs• Today's buyers are maki...
2025-06-2621 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsThe Future of Car Dealerships Depends on AI IntegrationBrian Benstock and Jay Abraham explore how automotive retailers can leverage artificial intelligence and strategic thinking to transform their businesses and thrive amidst industry disruption.• Origins of Benstock and Abraham's professional relationship dating back to the 1980s when Benstock attended Abraham's seminar on "how to sell anything to anybody"• Three fundamental ways to increase sales: increase volume of transactions, increase amount per transaction, and increase frequency• The danger of becoming "successfully stuck" in comfortable but limiting business practices• Looking outside the automotive industry for innovative business models and customer experience approaches• How incremental improvemen...
2025-06-2653 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsCalifornia's EV Reset ButtonThe president has signed resolutions blocking California's EV mandate, marking a major legislative win for the auto industry nationwide. Brian Maas, President of the California New Car Dealers Association, discusses how this development impacts dealers, OEMs, and consumers in California and other states following California's emissions standards.• California's Advanced Clean Cars 2 regulation required 100% zero-emission vehicles by 2035• The Congressional Review Act process was used to eliminate California's special emissions waiver• CARB agreed to pause enforcement for the 2026 model year even while their lawsuit is pending• California EVs comprise 20% of new vehicle sales—triple the national rate but f...
2025-06-2611 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsEternal Optimists: Why Car Dealers Thrive When Others PanicThe ability to maintain optimism during uncertainty separates thriving dealerships from those merely surviving. In this compelling conversation, Virginia Automobile Dealers Association President Don Hall delivers powerful insights on leadership during challenging market conditions."No matter what's going on in the economy, we're still selling cars and trucks," Hall reminds us with characteristic enthusiasm. While media narratives focus on tariffs, market fluctuations, and consumer hesitation, successful dealers recognize the fundamental resilience of automotive retail. The question isn't whether people are buying—over a million Americans purchased new vehicles last month alone—but whether your dealership is getting its...
2025-06-2313 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsNissan's Comeback: Marketing SVP Reveals Brand Revival PlansWhat does it take to revitalize an iconic automotive brand? Vinay Shahani, Senior Vice President of US Marketing and Sales for Nissan North America, takes us behind the curtain in this candid conversation about Nissan's journey back to prominence.Shahani's story is compelling – after ten formative years at Nissan, followed by successful stints at Volkswagen and Toyota, he's returned to his first automotive love with a mission. "I was a little sad to see what was happening at Nissan over the last couple of years," he admits. Now he's determined to restore what he calls "that irreverent, co...
2025-06-2329 minInside Automotive with Jim Fitzpatrick, powered by CBT NewsAutomotive Market Forecast: Tariffs & TrendsApril's automotive sales numbers have stunned industry observers, with the market achieving its second consecutive month above a 17 million unit SAAR – performance levels not seen since the early pandemic era of 2021. NADA Chief Economist Patrick Monzi reveals this surge likely stems from savvy consumers making strategic "pull-ahead purchases" to beat impending tariffs, creating what could be one of the strongest second quarters in recent memory.The domino effect is already hitting the used vehicle market, where prices are climbing amid tightening inventory. With used vehicle day supply at just 43 days – the lowest in years – dealers are dusting off th...
2025-06-2308 min