Inside Automotive with Jim Fitzpatrick, powered by CBT News

We 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 •...

We 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  • valua...

We 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 impro...

We 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 f...

We 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 • re...

Dave 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, an...

Cox 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 relyi...

Brad 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 customer...

State 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...

Chevrolet 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% a...

Jim 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 oper...

Pete 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...

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 entrepreneur...

Kelly 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 u...

Doug 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 1...

Kevin 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...

The 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 fo...

April 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 inte...

Tom 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 wou...

Dave 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 recentl...

Brian 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 wa...

The 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...

What 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 returne...

The 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...

April'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 wha...