Inside Automotive with Jim Fitzpatrick, powered by CBT News

The 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...

Strategic 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...

Negative 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.

Dealership 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...

Scout 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...

Catalytic 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...

TrueCar 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...

Customer 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...

Dealership 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...

General 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...

Electric 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...

As dealers confront mounting pressure from OEM incentive structures and online pricing transparency, Andy Wright, managing partner at Vinart Dealerships, shares his perspective on how the industry can protect profitability and restore consumer trust. On this episode of Inside Automotive, Wright reflects on Vinart’s 2025 performance and explains why he remains cautiously optimistic about 2026 amid shifting market dynamics.

Wright examines the challenges tied to stair-step incentive programs, describing how unpredictability complicates planning and undermines both dealer margins and the customer experience. He outlines a collaborative, objective-based alternative that brings dealers into the conversation earlier and aligns OEM go...

A 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...

Glenn 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...

Premier 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...

China’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...

As 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...

Colorado’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...

Colorado’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...

Colorado’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...

Minnesota’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...

Despite 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...

As 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...

On 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...

On 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...

On 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...

In 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...

In 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...

In 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...

In 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...

In 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: