Inside Automotive with Jim Fitzpatrick, powered by CBT News

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 effor...

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 syst...

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 hig...

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 sh...

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 conversati...

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 us...

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 in...

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-...

In 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, convers...

This 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...

Many 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...

This 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 conversati...

Mismatched 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 c...

In 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 o...

Electric 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 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...

AI 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...

Public 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 profitability New-vehicle sales dipping 15–20%...

The 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 t...

We 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 c...

Jeff 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...

Host 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...

Sales 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...

We 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 fl...

We 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 • challengi...