The Gettel Family Foundation is investing $1 million over three years to support The Haven’s new Community & Career Center, a project designed to expand opportunities, workforce training, and support services for individuals with physical and mental disabilities in Southwest Florida.

• The $1 million commitment will help fund The Haven’s new Community & Career Center on its Sarasota campus.

• The facility will include a theater, gymnasium, multipurpose spaces, and specialized workforce development and life-skills training labs.

• The center will also serve as a dedicated hurricane shelter, allowing residents and participants to remain in a familiar, supportive environment during emergencies.

• The project aims to create more opportunities for career exploration, independence, and community engagement for those served by The Haven.

• James Gettel, President of Gettel Automotive, said: “This center will be a place of connection, growth, and safety for years to come.”

Today’s show is brought to you by our friends at Widewail. who can show you where your dealership stands on issues the FTC is currently scrutinizing. Join their webinar on the topic June 18th at widewail.com/FTC.

Show Notes with links:

• While new car prices keep climbing and used inventory remains tight, shoppers are still showing up. A new CarGurus report shows demand rose across both new and used markets in May, with Toyota continuing to set the pace thanks to disciplined inventory management and strong consumer appeal.

  • New vehicle demand climbed 6.2% from April and 5.7% year-over-year, with Toyota capturing nearly 20% of shopper interest—one of only two brands above a 15% market share.

  • New vehicle prices reached $50,700 in May, the highest average transaction price since September 2023 and up $800 from a year ago.

  • Used vehicle demand increased 4.1%, pushing average prices above $30,000 as affordable inventory under $20,000 becomes increasingly scarce.

  • “Toyota is largely the only automaker that has been able to sustain the level of supply metrics most automakers were targeting during the chip shortage.” — Kevin Roberts, CarGurus Director of Economic and Market Intelligence.

• Insuring an EV still costs more than insuring a gas-powered vehicle, but the difference is narrowing fast. As newer gas vehicles pack in the same cameras, sensors, and advanced tech found in EVs, repair costs—and insurance premiums—are starting to converge.

  • EVs cost an average of $3,159 per year to insure, about 42% more than gas vehicles, but the gap drops to just 18% when comparing 2024-model-year vehicles and newer.

  • The reason? New gas vehicles are getting loaded with expensive technology. A simple fender bender now often means replacing and recalibrating cameras, sensors, and other advanced systems.

  • EV insurance rates actually fell faster than gas vehicle rates from 2025 to 2026 as battery replacement costs continue to decline.

  • Julia Taliesin of Insurify “There can be opportunities at the dealership… to build trust with customers during the shopping process by being transparent about some of the cost differences.”

• Jeep is betting on both American soccer and American history with a promotion that feels like it was brainstormed during a fireworks show. If Team USA wins the World Cup, 100 Americans legally named George Washington could drive away in a brand-new Wrangler.

  • The promotion leans heavily into Jeep’s patriotic brand identity, tying the giveaway to the biggest soccer tournament of the summer.

  • Comedian Iliza Shlesinger stars in the campaign, calling the idea “perfectly unhinged in the best possible way.”

  • The first 100 eligible Americans legally named George Washington who register could win the prize

  • The odds are very much in Jeep’s favor. Sportsbooks currently place the U.S. around 60:1 to win it all, making the giveaway more marketing stunt than inventory risk.

Today’s show is brought to you by our friends at Widewail. who can show you where your dealership stands on issues the FTC is currently scrutinizing. Join their webinar on the topic June 18th at widewail.com/FTC.

Show Notes with links:

• New-vehicle inventory is inching higher, but not by much. Even as sales soften and analysts trim forecasts, hybrids continue to be the hottest ticket on dealer lots, turning faster than both gas and EV models while overall inventory remains tightly managed.

  • U.S. new-vehicle inventory started June at 2.89 million units, a 75-day supply—down one day from last month.

  • Hybrids remain the fastest-moving powertrain with just a 63-day supply. EV inventory tightened significantly as well, dropping to a 68-day supply.

  • New-vehicle sales are down 5% through May, leading some analysts to lower full-year forecasts.

  • Small and midsize sedans remain the tightest inventory segments, while only about 20% of available vehicles are priced under $35,000.

  • Toyota was the only automaker reporting less than a one-month supply. 

• GM is making a bigger bet on the energy business, unveiling plans for next-generation sodium-ion batteries and expanded vehicle-to-grid capabilities. The goal: turn EVs into energy assets while helping customers offset rising electricity costs.

  • GM is partnering with startup Peak Energy to develop sodium-ion batteries, a lower-cost chemistry the company says could transform large-scale energy storage after 2028.

  • Unlike many current battery systems, sodium-ion technology may require little or no active cooling, reducing both installation and operating costs for utilities and data centers.

  • The move comes as AI-fueled data center growth is expected to drive massive increases in electricity demand and energy storage needs.

  • GM is also expanding vehicle-to-grid programs, allowing EV owners to send power back to the grid or their homes during peak demand periods. GM’s Kurt Kelty sees sodium-ion as a long-term winner, saying: “In a market increasingly shaped by cost pressure, energy demand growth, and geopolitical risk, that’s a real differentiator.”

• The biggest World Cup in history starts today. While Mexico gets the tournament underway, sky-high ticket prices and FIFA scrutiny are already creating headlines off the pitch.

  • The 2026 World Cup opens this afternoon with Mexico facing South Africa in Mexico City after a star-studded opening ceremony featuring Andrea Bocelli, Alejandro Fernández, and Maná.

  • This is the largest World Cup ever, expanded to 48 teams playing 104 matches across 16 stadiums in the U.S., Canada, and Mexico over 39 days.

  • The United States opens Friday against Paraguay in Los Angeles, while Canada takes on Bosnia-Herzegovina in Toronto as all three host nations begin their campaigns.

  • Off the field, FIFA is facing growing criticism over ticket prices, with some seats for the July 19 final approaching $33,000. Republican Sen. Todd Young summed up the frustration, saying FIFA has become “detached from regular people around the world.”

Today’s show is brought to you by our friends at Widewail. who can show you where your dealership stands on issues the FTC is currently scrutinizing. Join their webinar on the topic June 18th at widewail.com/FTC.

Show Notes with links:

• While tariffs and politics have slammed the door on Chinese EV imports, many Chinese automakers never actually left the U.S. They’ve gone underground—maintaining R&D centers, offices, and even manufacturing operations while waiting for a friendlier market environment.

  • Chinese automakers like BYD, SAIC, Nio, Xpeng, and Geely maintain U.S. operations despite avoiding media, trade shows, and public attention.

  • Chinese automakers haven't exhibited at major U.S. auto shows in years, yet companies like Geely and Zeekr continue making headlines at CES with vehicle demos and technology showcases.

  • Many brands are instead investing in Mexico, Canada, and other global manufacturing hubs while keeping American R&D centers focused on talent, technology, and supplier relationships.

  • Geely already has a foothold through Volvo, Polestar, and Lotus, while BYD operates a California bus factory and Xpeng continues hiring for autonomous-driving development in Silicon Valley.

  • “They have a ton of confidence in their products. But is the [political] environment right...?” said Sino Auto Insights founder Tu Le

  • We recently hosted an ASOTU CON panel on how The Chinese EV Threat Is Already Here. Watch it here.

• A Doritos delivery truck with nobody behind the wheel sounds like science fiction, but PepsiCo says it's already business as usual. The company is quietly operating one of the nation's largest autonomous trucking fleets, making real deliveries to Walmart and Dollar General stores across Arizona.

  • PepsiCo has deployed 35 fully driverless trucks in Arizona, plus additional units in Texas and Arkansas, moving products between plants, warehouses, and retail stores.

  • The trucks, developed with autonomous trucking company Gatik, have been operating without safety drivers since June 2025 and have logged zero public-road accidents so far.

  • PepsiCo says the trucks achieve a 99% on-time delivery rate, helping solve driver shortages and creating more predictable supply-chain operations.

  • The company says delivery employees can spend more time building store relationships and managing inventory instead of driving repetitive short-haul routes.

  • “One of the things that we can do is be able to grow the business without having to add as many employees,” said PepsiCo Senior VP of Supply Chain Jim Farrell.

• Anthropic just released its newest AI model, but not without a few guardrails. The company says Claude Fable 5 is its most capable public model ever—while quietly admitting the unrestricted version may be a little too powerful for general release.

  • Anthropic launched Claude Fable 5, a public-facing version of its advanced "Mythos-class" AI, with built-in safeguards around cybersecurity, biology, chemistry, and AI model replication.

  • When users venture into restricted territory, requests are automatically routed to Anthropic's less capable Opus 4.8 model, and users are notified of the switch.

  • Anthropic says Fable 5 delivers state-of-the-art performance in software engineering, scientific research, reasoning, and complex knowledge work, with customers reporting dramatic productivity gains.

  • A limited group of cybersecurity and infrastructure organizations will receive access to the unrestricted Mythos 5 model through Anthropic's trusted access program.

Today’s show is brought to you by our friends at Widewail. who can show you where your dealership stands on issues the FTC is currently scrutinizing. Join their webinar on the topic June 18th at widewail.com/FTC.

Show Notes with links:

• For decades, California has been the auto industry's trendsetter. But new J.D. Power data shows Texas is rapidly closing the sales gap and has already taken the lead in total consumer dollars spent on new vehicles, signaling a major shift in where automotive influence may live next.

  • California's share of U.S. new vehicle sales has slipped from 12.5% to 11.4%, while Texas has climbed from 9.3% to 10.8%, shrinking the gap to just 0.6 percentage points.

  • Texas has already overtaken California in total consumer spending on new vehicles, holding a 10.7% share versus California's 9.9%. Higher truck sales and stronger transaction prices are driving the difference.

  • The shift could accelerate America's move toward trucks and SUVs. Pickups make up 27% of Texas sales compared to 17% in California, potentially making the business case for future sedans even tougher.

  • Dealers should pay attention to financing trends. Texas buyers lease far less often, rely more heavily on financing, and generate roughly $400 more F&I revenue per vehicle than California dealers.

  • As J.D. Power puts it: "Understanding Texas is no longer optional. It is essential." 

• Just as automakers like VW, Audi, Hyundai, and Mercedes are bringing physical buttons back by popular demand, Rivian is doubling down on screens and AI.

  • Rivian's software chief Wassym Bensaid says voice should become the primary way drivers interact with their vehicles, arguing that traditional buttons shouldn't be the main interface anymore.

  • The company's new AI-powered Rivian Assistant can control vehicle functions, including HVAC, using natural language. Instead of saying "Open the frunk," drivers can say, "I have a bag in the front of the car."

  • Rivian's upcoming R2 won't include traditional climate control buttons. Instead, steering wheel scroll wheels can handle functions like fan speed adjustments.

  • The strategy runs counter to several major automakers that have recently reversed course and reintroduced physical controls after customer complaints about touchscreen-heavy interiors.

  • Bensaid believes previous voice systems failed because "the technology has been broken," and says advances in AI finally make conversational vehicle control practical enough to replace many physical controls.

• Two years after announcing an AI-powered Siri that never fully arrived, Apple is back with a major reboot. At WWDC, the company unveiled what it calls an "entirely new version of Siri" designed to be more conversational, more useful, and deeply integrated across its devices.

  • Siri can now understand what's on your screen, interact with apps, and maintain more natural conversations using a more expressive and customizable voice.

  • The assistant will work across iPhone, iPad, Mac, Apple Watch, and Vision Pro, with new ways to access it including Dynamic Island gestures, Spotlight integration, and gaze controls on Vision Pro.

  • Apple says privacy remains a core differentiator. Requests are processed either directly on-device or through its Private Cloud Compute system rather than being broadly shared with third parties.

  • Siri is also getting its own dedicated app, putting it in more direct competition with AI assistants like ChatGPT, Claude, and Gemini.

Show Notes with links:

• A surprising right-to-repair moment emerged from the White House this week as President Trump claimed automakers want legislation limiting vehicle owners from fixing their own cars. The meeting included leaders from GM, Ford, Roger Penske, NADA, and the Alliance for Automotive Innovation.

  • Trump said automakers "don't want people to fix their car" and suggested there is a movement to restrict vehicle owners from making their own repairs.

  • The comments come amid ongoing right-to-repair debates over access to vehicle data and diagnostic systems needed to service increasingly software-driven vehicles.

  • Industry groups including the Alliance for Automotive Innovation have argued that unrestricted access to vehicle data raises cybersecurity and safety concerns.

  • Ford confirmed the June 3 White House meeting included discussion about vehicle repairs, while GM, NADA, and the Alliance for Automotive Innovation declined to comment.

• Ford CEO Jim Farley says he starts every morning with one number: how big the technician gap is in Ford dealerships. Now Ford is teaming up with Bloomberg Philanthropies on a growing push to get more young people into the skilled trades.

  • Farley says Ford dealerships remain about 5,000 technicians short, creating longer repair times and higher labor costs for customers.

  • Ford is spending $300 million this year on workforce development and partnering with Bloomberg Philanthropies on a Detroit program to train 300 future technicians over the next three years.

  • The initiative will fund new high-school auto repair facilities and create direct pathways into dealership careers after graduation.

  • The effort comes as skilled trades face an aging workforce and growing demand from industries including automotive, construction, manufacturing, and data centers.

  • Lowe's CEO Marvin Ellison: "We've created a belief there's only one pathway to be successful, and that is you have to go to college... There are multiple pathways."

• It may feel like summer just started, but back-to-school shopping is already underway. More families are starting their school supply runs in June as they try to avoid the stress, cost, and logistical headaches that come with the annual shopping season.

  • Twenty percent of families now plan to start back-to-school shopping in June, up 9% from last year.

  • Nearly 60% of parents describe back-to-school shopping as stressful, financially challenging, or something they dread.

  • More than one-third of families say it takes three or more shopping trips to complete their school supply lists.

  • Thirty-six percent of parents report difficulty finding their child's school supply list, while 85% say they would use a centralized, verified list through retailers.

  • TeacherLists concluded: "The challenge for many families is not simply when they shop, but how easily they can access and coordinate the information required to shop effectively."

Show Notes with links:

• A new FOIA request reviewed by CDG News offers a rare look into 200 automotive-related consumer complaints filed with the FTC and partner agencies. While complaints don't prove wrongdoing, the data highlights where dealerships may want to double-check compliance and customer experience processes.

  • Consumers have filed more than 10,500 automotive-related complaints since 2021, according to FTC data reviewed by CDG News.

  • The biggest complaint categories were advertising and pricing discrepancies, financing-related pricing issues, and undisclosed add-ons.

  • Used vehicle transactions generated the most complaints, followed by new vehicle sales, financing, and service/parts.

  • Florida led all states in complaint volume, while the South accounted for the largest regional share.

  • One memorable complaint claimed a dealership representative told a customer they "couldn't even finance a toaster."

• Tesla is widening the reach of its autonomous ride-hailing ambitions, announcing that its unsupervised robotaxi service now covers the entire Austin metro area. The move marks another step in Elon Musk's push to transform Tesla from an EV company into an AI and robotics leader.

  • The service has operated in Austin for nearly a year, though some riders have reported wait times exceeding 30 minutes.

  • Tesla currently has about 50 robotaxis in Austin, compared with more than 250 Waymo vehicles operating in the same market.

  • The expansion comes as Tesla bets heavily on autonomous driving and AI to fuel future growth beyond vehicle sales.

  • Tesla previously announced plans to launch robotaxi operations in Dallas and Houston as it accelerates deployment across Texas.

• Buc-ee’s has built a reputation for doing everything bigger, and its Katy, Texas location proves it, with the roadside giant continuing turning routine pit stops into full-blown tourist attractions.

  • Buc-ee’s operates the world's longest automatic car wash at its Katy, Texas location, stretching an impressive 255 feet.

  • The wash can handle up to 16 vehicles at once and features more than two dozen brushes, 17 industrial dryers, colorful lighting, and plenty of Buc-ee the Beaver branding.

  • The chain's famous Luling, Texas flagship remains the world's largest convenience store, a 75,593-square-foot monument to road-trip excess

  • The attraction has become a destination in its own right, blending roadside convenience with a state-fair-style experience.

  • Buc-ee’s isn't finished growing—plans are already underway for an even larger car wash in Florida by 2028.

• When the FTC warned dozens of dealerships about potentially deceptive advertising practices, it wasn't entirely out of left field. A new study found those same stores were generating significantly more customer complaints about pricing, advertising, and trust issues than the industry average.

  • Widewail analyzed Google reviews from dealership groups that received FTC warning letters and found they generated significantly more complaints tied to pricing, advertising, and trust issues.

  • Overall ratings didn't tell the story. The FTC-targeted stores still averaged 4.34 stars, only slightly below the industry average of 4.49, showing that strong ratings can mask specific customer concerns.

  • Reviews mentioning pricing were 44% more likely to be negative at FTC-letter dealerships, while complaints about honesty and transparency were also notably higher.

  • The biggest gap showed up in advertising and bait-and-switch complaints. Customers mentioned those issues more than twice as often as reviewers across the broader industry.

  • Widewail Director of Marketing Jake Hughes said, "This is an early warning system. There are signals here that say these issues the FTC cares about are showing up, and it might be worth looking into."

• As EV momentum cools and gas prices heat up, hybrids are having a major moment. Rising gas prices—now averaging $4.26 per gallon—are pushing shoppers toward fuel efficiency.

  • Hybrid sales surged 33% in May compared to last year, while overall new-vehicle sales are down 4.4% through May. 

  • Subaru's hybrid Forester and Crosstrek are outperforming their gas-only counterparts despite carrying a few thousand dollars in additional cost.

  • Automakers are leaning in. Toyota's RAV4 is now hybrid-only, Jeep is bringing back the Cherokee with a hybrid option and no gas-only version, and brands like Nissan and Volkswagen are scrambling to expand hybrid offerings.

  • Subaru of America VP of Sales Troy Poston: "We see this as a growing trend—not only this year, but every year moving forward."

• AI is supposed to save time, not create an accidental brand crossover. Ram found itself in an awkward spot after merchandise sold through its official online store appeared to feature a Toyota Tacoma disguised as a Ram—alongside a mathematically challenged American flag.

  • Merchandise on Ram's official online store featured artwork that appeared to show a second-generation Toyota Tacoma with a Ram badge added to the grille.

  • The issue showed up on multiple products, including a patriotic t-shirt and a large banner, before at least one item was removed from sale.

  • The artwork also included an American flag with only 40 stars instead of 50, suggesting the image may have been generated or heavily assisted by AI.

  • The mistake follows a growing trend of brands using AI-generated imagery in marketing, sometimes with embarrassing results when details slip through review processes.

Show Notes with links:

• The FTC has publicly named the 97 dealerships and dealer groups that received warning letters over suspected deceptive advertising practices. 

  • Several major public retailers were included, including Lithia, AutoNation, Group 1, Sonic, Hendrick, Holman, Berkshire Hathaway Automotive, and others.

  • These are not citations or penalties. The letters serve as a warning and outline practices the agency considers problematic.

  • The FTC highlighted six common concerns, including hidden fees, required down payments not disclosed in pricing, financing-contingent pricing, mandatory add-ons, and advertising unavailable vehicles.

• Electric truck owners aren't behaving like traditional truck buyers, or typical EV owners. New data shows loyalty is surprisingly weak for legacy brands, while Tesla and Rivian owners remain loyal to the badge, not necessarily the truck segment.

  • Ford and GM EV truck owners show much lower make, model, and segment loyalty than buyers of their gas-powered trucks.

  • Tesla and Rivian owners are far more likely to stay electric, with EV loyalty rates of 69% and 63% respectively.

  • The biggest surprise? Many EV truck owners who leave their truck don't buy another truck—they often end up in a Tesla Model Y.

  • Traditional truck rivalries still hold. F-150 Lightning owners rarely switch to Silverado EVs, and GM truck owners almost never cross over to Ford.

  • More than 35,000 EV truck households are expected to re-enter the market over the next 18 months, creating a major conquest opportunity for dealers and OEMs looking to capture defecting owners.

• Anthropic is making its move to the public markets, filing confidentially for an IPO and joining OpenAI and SpaceX in what could be one of the biggest waves of tech offerings ever. The Claude maker is now valued above OpenAI and is riding explosive demand for AI coding tools.

  • The company recently surpassed OpenAI in valuation, reaching $900 billion after raising $65 billion in new funding.

  • Anthropic’s annualized revenue run rate has reportedly topped $47 billion, fueled largely by demand for its AI coding products.

  • Unlike competitors, Anthropic has stayed focused on software development tools and enterprise customers.

  • Shashi Bellamkonda of Info-Tech Research Group summed it up: “Anthropic didn’t try to be everything. No browser, no image generation, no commerce layer. That discipline is now a $47 billion run rate.”

Show Notes with links:

• We might be biased, but we think ASOTU CON featured some of the best keynotes in the industry, and today we figured we’d throw it back to just a couple of weeks ago.

  • Brian Benstock: “What you’re looking for is right here in the mirror.”

  • Patrick Abad: “Accountability without development is just disappointment with a deadline.”

  • David Spisak: “How did your life differ from that of a rock?”

Show Notes with links:

• Mitsubishi is heading back into the U.S. pickup truck market for the first time in nearly two decades, teaming up with Nissan on a midsize truck while also reviving the iconic Pajero/Montero SUV.

  • Mitsubishi will launch a U.S.-built midsize pickup sourced from Nissan, likely tied to the next-generation Frontier platform expected later this decade.

  • The truck marks Mitsubishi’s return to the segment after discontinuing the Raider pickup following the 2010 model year.

  • The strategy is part of a three-step U.S. revival plan: expand off-road offerings, enter new segments through Nissan partnerships, and grow the dealer network with urban satellite stores.

  • Mitsubishi is also reviving the Pajero (Montero) SUV this fall, building it on the Triton pickup platform and creating an entire family of Pajero-branded vehicles.

  • “We will prioritize restoring profitability and work to turn the business around through brand strengthening and product strategies.” — Mitsubishi President Keisuke Sugiura

• A labor dispute at American Axle is putting pressure on one of GM’s most important profit centers. Nearly 1,000 UAW workers have walked off the job, threatening the supply of axles used in Silverado, Sierra, Colorado, and Canyon pickups just as GM ramps up truck production.

  • UAW members at American Axle’s Three Rivers, Michigan plant began striking after contract talks broke down over wages and mandatory overtime.

  • Workers say they are still living with wage cuts accepted during the 2008 financial crisis, with many production employees topping out around $22 per hour despite years of strong supplier profits.

  • The plant produces critical axles for GM’s full-size and midsize pickups, giving the strike potential to impact some of the automaker’s most profitable vehicles.

  • Timing is especially challenging for GM as it looks to capitalize on Ford’s pickup production constraints and growing competition from Ram, whose truck sales are up 23% this year.

  • “For 18 years, these members have built you an empire of profit, while getting treated like dirt.” — UAW President Shawn Fain.

• Remember the F-250 that became a federally protected bird sanctuary? The robins have officially left the nest, the truck can finally head to its new owner, and the dealership's unexpected wildlife story turned into an international feel-good headline.

  • Lugnut, Axle, Diesel and Turbo officially flew away last week, ending a month-long delivery delay for the customer’s F-250.

  • What started as a quirky dealership story ended up earning coverage from The New York Times, People, The Guardian, Automotive News and even Ford's corporate media channels.

  • Olathe Ford-Lincoln leaned into the moment, giving the birds names, posting updates, and turning a routine vehicle delivery into a viral community story.

  • The customer, a construction company, never pressured the dealership and agreed to let nature take its course before taking delivery.

  • “The new owners said they were in no hurry to get the truck and the robins could finish raising their family.” — Diane Johnson, Executive Director, Operation WildLife.

Show Notes with links:

• Honda says it’s aiming for more than 9% U.S. market share in 2026 and thinks 10% is within reach as hybrids continue to surge. With gas prices climbing and EV demand cooling, the company says its flexible production strategy is helping it stay ahead.

  • Honda finished last year with 8.7% U.S. market share, hit 10% in April of this year and still expects to grow sales 4% this year to around 1.5 million vehicles.

  • Hybrids made up nearly a third of Honda brand sales in Q1, and the company is ramping up production and marketing around Civic, Accord, CR-V, and Prelude hybrids.

  • Despite tariff uncertainty, Honda says its North American manufacturing footprint protects it from major disruption with nearly 99% of vehicles built in-region.

  • Honda says hybrids are now the sweet spot, expecting them to land in the “mid-to-low 30 percent range” of total sales this year as gas prices push more buyers away from pure ICE models.

• Ford stock is suddenly surging, not because of trucks, but because Wall Street is betting on Ford becoming an AI-era energy player. The company’s new Ford Energy division plans to repurpose EV batteries into massive storage systems for data centers and utilities.

  • Ford stock jumped 28% in two weeks after launching Ford Energy with a $2 billion investment aimed at powering AI data centers and utilities.

  • The business will repurpose excess EV battery capacity into stationary storage systems, putting Ford into competition with Tesla and LG Energy Solutions.

  • Investors are especially bullish on Ford’s partnership with Chinese battery giant CATL, with one analyst valuing the new energy arm at up to $10 billion.

  • Ford says it plans to deploy at least 20 gigawatt hours of battery storage annually, including a major supply agreement with energy company EDF starting in 2028.

  • BNP Paribas analyst James Picariello summed up the shift saying: “It’s hard to find another comparison on the OEM side of things with the exception of Tesla.”

• Target is betting that winning over busy families doesn’t require flashy AI, it just requires cleaner bathrooms, smarter shopping carts, and fewer parenting headaches. The retailer says those small upgrades could create much bigger long-term customer loyalty.

  • Target is investing $1 billion into customer experience upgrades, including 130+ store remodels focused on family-friendly improvements.

  • New shopping carts feature larger cupholders, deeper child seats, and flat storage surfaces designed to make shopping easier for parents.

  • The retailer says modernized bathrooms are a surprisingly important loyalty driver because “busy families” are now Target’s core growth audience.

  • Executives admitted Target lost focus in recent years and are now doubling down on creating “the most delightful experience in retail” for younger families.

  • Gartner analyst Halle Stern said the smaller upgrades matter more than flashy tech: “The minor changes are making this huge difference.”

Show Notes with links:

• A million Americans have quietly exited the new-car market and the shrinking pool of buyers is raising long-term concerns for dealers and OEMs alike.

  • Analysts say roughly one million prospective buyers have defected from the new-car market since 2020 as average transaction prices hover near $50,000 and financing costs remain stubbornly high.

  • Pre-pandemic U.S. sales regularly topped 17 million vehicles annually. Now the industry is bracing for about 16 million sales this year with little confidence the old highs will return anytime soon.

  • Instead of chasing volume with discounts, automakers are leaning into profitable trucks and SUVs. Selling fewer vehicles at higher margins has become an unexpectedly comfortable business model for Detroit.

  • “I don’t want to say automakers are OK with this level of sales, but they kind of are.” — Ivan Drury, Edmunds analyst

  • Volvo commercial chief Erik Severinson didn’t mince words: “This is a real threat to the whole industry… people are not able to buy new cars.”

• The off-lease floodgates are finally reopening… kind of. Nearly 500,000 more lease returns are expected to hit the used-car market this year, but analysts say the glory days of leasing still aren’t coming back anytime soon.

  • Edmunds says off-lease volume is expected to jump nearly 26% year-over-year in 2026 with another 400,000 units expected in 2027 as the industry slowly recovers from the leasing collapse of the pandemic years.

  • After 2027, off-lease inventory is expected to level off because leasing volumes never fully recovered after COVID-era shortages and rising prices.

  • Leasing penetration peaked around 29% before COVID but cratered to just 18% in 2022 as inventory shortages and high prices crushed affordability. Even now, lease activity remains well below historic norms.

  • Edmunds says the leasing slowdown is reshaping the used-car business because many mainstream vehicles no longer produce the steady stream of predictable off-lease inventory dealers once relied on.

  • Ivan Drury: “Without a major shift in incentives toward leasing, we are likely to be stuck in this stifled state of leasing for the foreseeable future.”

• Forget the “K-shaped economy.” Some economists say America is now a “premium economy” where consumers can’t afford houses or retirement, but they can afford upgraded flights, better groceries and premium experiences.

  • More Americans are entering the upper-middle class, but home ownership and retirement still feel out of reach for many younger consumers.

  • The upper-middle class has grown from 10% of families in 1979 to 31% in 2024, according to research from the American Enterprise Institute.

  • Instead of buying homes, consumers are spending on smaller “premium” upgrades like travel, concerts and nicer retail experiences. Delta and United captured more than 90% of airline profits last year while Spirit struggled.

  • Walmart has become a major winner by improving stores, delivery and curbside pickup, pulling shoppers away from lower-cost competitors like Dollar General.

  • Hilton CEO Chris Nassetta predicts the economy could eventually shift from “K-shaped” to “C-shaped” as lower inflation and AI-driven productivity help consumer spending “converge” and be more balanced across income levels.

Show Notes with links:

• Dealer optimism is creeping back up according to Cox Automotive’s Q2 Dealer Sentiment Index, especially around used cars. But underneath the positivity? Plenty of concern around the economy, politics, and affordability.

  • Dealers rated current market conditions at a “slightly favorable” 53, with optimism for the next three months jumping to 57.

  • Customer traffic showed a meaningful rebound, climbing from a weak 34 in Q1 to 43 in Q2. Still not back to 2025 levels, but enough movement to suggest shoppers are slowly re-entering the market.

  • Dealers gave the used car market a 62 rating — the strongest since 2022 — with several stores reporting record grosses and fast-moving pre-owned inventory.

  • The biggest drag on business? The economy. 54% of dealers said economic conditions are holding them back, while 43% pointed to the political climate.

  • One Toyota dealer summed it up perfectly: “Still a high demand, but economic uncertainty is making people wary.”

• Volvo shares jumped after the automaker secured approval to continue importing and selling vehicles in the U.S., easing fears that its Chinese ownership ties could create a major roadblock for future business stateside.

  • Volvo stock climbed nearly 7% after the company announced it received “specific authorization” from U.S. regulators tied to China-connected vehicle restrictions, set to begin in model year 2027.

  • The concern stemmed from Volvo’s majority owner, Geely, which controls nearly 79% of the company and had investors worried about future bans under new national security rules.

  • Instead of restrictions, Volvo says talks with U.S. officials around governance, technology, and data security led to an approval with no added conditions — something analysts say was better than expected.

  • Volvo continues investing heavily in the U.S., including plans to build two additional models at its South Carolina plant by 2030.

• OpenAI’s early advertising experiments are revealing something marketers are paying close attention to: ChatGPT can create buying intent during a conversation, not just respond to it. That could fundamentally change how digital ads work.

  • Unlike Google Search ads built around keywords, ChatGPT ads are triggered by “conversational intent” — meaning the AI can infer what users may want even if they never search for it directly.

  • Similarweb found that 46% of users who eventually saw an ad started the conversation with zero commercial intent. The chat itself gradually created the opportunity.

  • Ads appear much later in conversations — sometimes 30 to 50 exchanges deep — making them feel more like recommendations than interruptions.

  • OpenAI currently shows just one ad at a time inside chats, creating premium inventory that analysts estimate could command CPMs around $60 and CPCs near $12.

  • Similarweb’s Heral Amir: “OpenAI has a chance to take advertising to a very good place from user experience, but they can also mess it up completely.”

Show Notes with links:

• Mazda’s U.S. CEO says the brand’s biggest challenge isn’t product, pricing, or even tariffs—it’s clarity. As Mazda pushes toward 500,000 annual U.S. sales, Tom Donnelly says dealers will play the starring role in making the brand more distinctive and desirable.

  • Mazda has hovered around 400,000 U.S. sales for two years and believes stronger brand identity is the path to 500,000 units.

  • Dealers were challenged to rethink customer experience with shorter processes, stronger relationships, and what Mazda calls a more “sticky” ownership experience.

  • Donnelly emphasized affordability as a major opportunity, noting Mazda’s average transaction price is around $39,000 compared to the industry average above $51,000.

  • Tariffs, incentives, and shifting production have pressured profitability, but Mazda says strategic moves like shifting Mazda3 sedan production to Japan helped improve earnings.

  • “If you walked out of this hotel and asked 10 people what Mazda stands for, you’d get 10 different answers. That is my keeps-me-up-at-night thing.” — Tom Donnelly, CEO of Mazda North American Operations.

• Ford finally started climbing out of its F-150 inventory hole after last year’s aluminum supplier fire… and then a broken hood die shut the line down again. The pause may only last a few days, but when you’re already 60,000 trucks behind, every hour matters.

  • Ford paused F-150 production late last week after a hood die reportedly broke at a nearby stamping plant that forms the truck’s aluminum hood panels.

  • The Dearborn plant was expected to sit idle Thursday night through at least Saturday, with Memorial Day potentially stretching the shutdown to four days.

  • With two 10-hour shifts running daily, the downtime could cost Ford roughly 2,500 trucks at a time when inventory is already down more than 40% year-over-year.

  • Ford is reportedly considering “super Saturday” or “super Sunday” shifts to claw back lost production and keep dealers supplied heading into summer truck season.

• Ferrari officially pulled the cover off its first fully electric vehicle, the Luce, and let’s just say… the internet has thoughts. Designed with former Apple design chief Jony Ive, the $640,000 EV swaps engine roar for amplified sound and tradition for experimentation.

  • The Ferrari Luce is the brand’s first EV and first-ever five-seat Ferrari, using four electric motors to hit 0–60 in under 2.5 seconds with a top speed above 190 mph.

  • Ferrari partnered with legendary Apple designer Jony Ive, creating a glass-heavy, ultra-minimal interior meant to feel more “analog” than tech gadget.

  • Ferrari says range wasn’t the priority, with the Luce targeting about 330 miles despite its massive battery pack.

  • Online reactions were… spicy. Many enthusiasts blasted the design for straying too far from Ferrari tradition, while Ferrari shares dropped roughly 6% after the reveal.

  • “As a car becomes electric, it doesn’t mean that it needs to be a consumer electronics object.” — Ferrari Chairman John Elkann

Show Notes with links:

• Memorial Day originated in the aftermath of the Civil War as "Decoration Day"—a time for communities to decorate the graves of fallen soldiers with flowers—and later evolved into a federal holiday honoring all American military personnel who have died in service. 
  

• An estimated 45 million Americans are packing up for Memorial Day weekend, and 87% of them are doing it the old-fashioned way: by car. Even with higher gas prices, travelers are choosing the road, the snacks, and the “are we there yet?” energy.

  • AAA projects a record 45 million travelers will go 50+ miles from home, up 0.4% from last year.

  • About 39.1 million people will travel by car, despite gas averaging $4.52 per gallon as of May 11.

  • Air travel is also up slightly, with 3.66 million domestic flyers expected. Round-trip domestic tickets are averaging $800, down 6% year over year.

  • Other transportation methods including buses, trains, and cruises are expected to grow 5.3%, helped by a strong Alaska cruise season.

  • AAA Travel’s Stacey Barber said, “Despite higher fuel prices, many people are prioritizing leisure travel during holiday breaks.”

• New car shoppers heading into Memorial Day weekend are being greeted with something we haven’t seen much of lately: serious incentives. From EVs to pickups to hydrogen sedans, automakers are tossing thousands on the hood to clear inventory and spark demand.

  • Hyundai is offering $7,500 off the 2025 Ioniq 6, nearly 19% of the car’s starting MSRP, as dealers work through leftover inventory.

  • Chevy is putting up to $9,000 on the hood of the 2026 Silverado 1500, one of the biggest incentive percentages on the market at over 22%.

  • Hyundai’s new three-row Ioniq 9 EV gets a $10,000 incentive as the automaker looks to boost slower-than-expected sales.

  • Toyota may win the “please just take it” award with a staggering $35,000 incentive on the hydrogen-powered Mirai, plus 0% financing for 72 months.

  • The story behind many of these incentives? Rising inventories, slower EV demand, and OEMs trying to move leftover or underperforming models before summer heats up.

Show Notes with links:

• New-vehicle demand is holding strong, but affordability is still doing consumers no favors. Higher prices, rising monthly payments, and stretched loan terms continue shaping how buyers shop and finance in 2026.

  • Cox Automotive says the average new-vehicle monthly payment climbed to $757 in April, while the average new-vehicle loan rate increased to 9.45%. Buyers now need 35.2 weeks of median income to afford the average new vehicle.

  • JD Power projects May average monthly payments will trend even higher toward $810 as consumers continue battling affordability pressure.

  • Buyers are leaning harder on longer loan terms, with 13.4% of loans now stretching to 84 months or longer.

  • Negative equity is becoming a bigger issue too, with more than 30% of trade-ins carrying negative equity year over year.

  • Despite all of that, demand remains strong. JD Power forecasts May retail sales will rise 6% year over year as incentives increase and interest rates slowly improve.

• AI is officially part of the showroom process. More shoppers are showing up armed with pricing advice from ChatGPT and Claude, pushing dealers to sharpen how they explain value beyond the numbers.

  • A customer at Beaver Toyota of Cumming tried to renegotiate a Grand Highlander deal after consulting ChatGPT and Claude overnight.

  • The dealership kept the deal alive by focusing on added value including a lifetime powertrain warranty, oil changes, and roadside assistance.

  • Cox Automotive says 17% of new-car shoppers and 11% of used-car shoppers are already using AI tools during the buying process.

  • Vincue executive Daniel Govaer is developing a white paper to help dealerships respond to AI-driven objections and pricing conversations.

  • “I’m trying to get the word out that there is life in negotiating with AI. This is just another opportunity for us to adapt.” — Daniel Govaer

• One Kansas Ford dealer sold an F-250 that can’t be delivered yet because a robin built a nest on the truck, laid eggs, and now the whole thing is federally protected. Somewhere, a customer is financing both a pickup and a tiny wildlife preserve.

  • Employees at Olathe Ford Lincoln discovered a robin’s nest on the front passenger-side tire of a black F-250 back in early May.

  • The eggs hatched on May 14, and under the Migratory Bird Treaty Act, the dealership legally cannot move the truck until the birds leave the nest.

  • The dealership thanked the customer for being patient while the baby robins grow up and move out.

  • Staff say they’ve become emotionally invested in the birds, joking that the dealership is slowly turning into an animal rescue.

  • One employee told local news: “We found some cats in the cars before… and just today, someone came in to get their oil changed, and we lifted up the hood, and there was a mama possum with about seven baby possums.”

Episode #1350: Today we’re talking about Stellantis betting big on affordable vehicles and platform consolidation, NADA helping dealers put families on the road through a new national partnership, and Bojangles turning EV charging into a side of biscuits with its new “charge-and-dine” concept.

• Stellantis is laying out its “FaSTLAne 2030” plan, and for dealers, the headline is simple: more affordable metal is coming. The automaker says North America will get nine vehicles under $40,000 by 2030, with two slipping under the $30,000 mark.

  • Stellantis’ five-year, $70B plan sends 70% of global investment toward Jeep, Ram, Peugeot, Fiat and Pro One.

  • In North America, Stellantis is targeting 25% revenue growth, 35% volume growth and 11 all-new vehicles.

  • The company expects U.S. factory utilization to reach 80% by 2030, helped by increased domestic production.

  • Globally, Stellantis plans to simplify 50% of its vehicles around three core platforms, including the new “STLA One” architecture designed to boost efficiency, lower costs and increase shared components across brands.

  • CEO Antonio Filosa said, “FaSTLAne 2030 is the result of months of disciplined work across the company.”

• NADA and Vehicles for Change are teaming up nationally to help dealers put more families on the road to stability. The new partnership gives dealers a turnkey way to donate vehicles and support low-income families needing reliable transportation for work, childcare and daily life.

  • NADA and Vehicles for Change will officially launch a national dealer partnership on May 27 in Pennsylvania.

  • #1 Cochran Buick GMC will donate two vehicles to local families during the kickoff event as an example for dealers nationwide.

  • The program includes a dealer “playbook” with step-by-step guidance for stores wanting to participate in their own communities.

  • Vehicles for Change says it has already helped more than 8,200 families gain affordable transportation through its Keys to Independence program.

  • NADA Chairman Rob Cochran said, “This event demonstrates the powerful impact dealers can have.”

• Bojangles is entering the EV charging game, turning fried chicken stops into charging stops. The chain just launched its first EV charging station in Savannah, Georgia, pitching a new “charge-and-dine” experience as it looks to expand chargers nationwide.

  • The company partnered with XLR8 America and Energy and Environmental Design Services to bring level 2 and level 3 chargers to future locations.

  • Bojangles says the goal is to transform charging downtime into a hospitality experience built around food, comfort and convenience.

  • The company says its charging network is designed for more than 97% uptime as EV adoption continues to grow.

  • CIO Richard Del Valle said, “This is about more than charging vehicles. It’s about redefining the stop along the way.”

  • “At XLR8 America, our philosophy is simple: charge where you park, not park where you charge,” XLR8 America CEO Frank O’Connor said. “Bojangles gets that. When a driver pulls in for a Bo-Berry Biscuit and the battery tops off while they dine, that’s not a coincidence — that’s the charge-and-dine experience made real.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1349: Today we talk about Mitsubishi cutting weak dealers while betting on a product comeback, the growing FTC pressure pushing vendors toward all-in pricing transparency, and Pizza Hut discovering the hottest new trend in retail… 1990s nostalgia complete with red cups and Pac-Man.

• Mitsubishi is shrinking its dealer network while promising a future product comeback. The brand has cut underperforming stores, frustrated some retailers with low profits and aging products, but says a new EV and refreshed lineup could turn things around.

  • Mitsubishi’s U.S. dealer count has dropped 16% since 2019, falling from 355 stores to just under 300 today.

  • CEO Mark Chaffin says the strategy is “quality over quantity,” replacing low-volume stores with higher-performing operators expected to sell 3-5x more vehicles.

  • Dealers say profits are razor thin, with many relying on used cars to stay afloat while struggling with an aging lineup and heavy fleet sales.

  • Mitsubishi is betting on its “Momentum 2030” plan, including a new electric crossover this fall and several electrified models through 2030.

  • One frustrated dealer summed it up bluntly: “Eventually Mitsubishi may get there with the new product, but it’s going to have to commit more to the U.S. if it wants to do well here.”

• As regulators tighten the screws on vehicle pricing transparency, vendors are racing to help dealers stay compliant. S&P Global Mobility and TrueCar both rolled out new tools designed to simplify fee disclosures, standardize pricing, and avoid FTC headaches before they become lawsuits.

  • S&P Global Mobility launched “FeeSync,” a free industrywide tool that lets dealers update fees across vendors and marketplaces from one central hub.

  • The push comes as the FTC continues sending warning letters to nearly 100 dealer groups over pricing and advertising practices.

  • TrueCar updated its platform to display all-in pricing upfront, including dealer fees and add-ons, with expandable disclosures for shoppers.

  • TrueCar CEO Scott Painter said the platform’s goal is “a transactional price that is good for both the dealer and the car buyer upfront, without negotiation.”

• Pizza Hut is leaning hard into retro vibes, remodeling stores to look like peak-1990s dine-in restaurants complete with Pac-Man, stained-glass lamps, and those iconic red cups. Turns out millennials will absolutely drive three hours for a little childhood comfort food.

  • Since 2019, Pizza Hut has converted 144 locations into “Pizza Hut Classics” with throwback décor and dine-in experiences.

  • Some remodeled stores are now top performers, with customers traveling long distances just to relive the experience.

  • The nostalgia push comes as Pizza Hut closes underperforming locations while rival Domino’s continues expanding aggressively.

  • Pizza Hut is also reviving its legendary “BOOK IT!” reading program, rewarding kids with pizza for summer reading goals.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1348: Today we cover Tesla raising Model Y prices for the first time in years, lenders diving deeper into subprime auto financing, and why automotive advertising is quietly losing market share.

Show Notes with links:

• Tesla just bumped prices on several higher-trim Model Y variants for the first time in two years, signaling confidence that EV demand may be heating back up. Meanwhile, Wall Street is still trying to decide if the stock is charging ahead or stuck in traffic.

  • Tesla raised prices by $1,000 on the Model Y Premium RWD and AWD trims, while the Performance trim climbed by $500.

  • Entry-level Model Y versions remain unchanged, suggesting Tesla is protecting affordability while testing premium demand elasticity.

  • Analysts point to rising gas prices and battery material costs as possible drivers behind the move.

  • Despite the pricing confidence, TSLA stock slid over 4% Friday and dipped again Monday as investors weigh slowing momentum and new technical buy points.

• Auto lenders are diving deeper into subprime financing as affordability pressures push buyers back into the market and lenders get more aggressive chasing deals. The result? More approvals, higher payments, and longer loan terms.

  • Subprime and deep subprime borrowers made up 15.4% of all auto loans and leases in Q4, the highest share since 2021.

  • Average interest rates are eye-popping: 13.2% for subprime new-car loans and nearly 22% for deep subprime used-car loans.

  • Dealers say lenders are “digging a little deeper” rather than dramatically lowering standards, helped by better data and digital document verification.

  • Experian’s Melinda Zabritski summed it up saying, “As affordability remains top of mind, both lenders and consumers are adapting.”

• For decades, automotive advertising practically was the ad industry. But now, shrinking OEM budgets, EV uncertainty, and Tesla-style marketing strategies are changing the game and auto’s share of ad spend is slipping below a historic benchmark.

  • Automotive advertising is projected to fall below 10% of total ad category spend for the first time ever tracked by Guideline.

  • The category shrank roughly 7% in 2025, with spending pressure continuing into 2026.

  • Analysts point to weaker EV momentum and automakers scaling back electric initiatives as major contributors.

  • Newer brands are ditching traditional “big splash” campaigns in favor of leaner marketing approaches, following Tesla’s no-advertising playbook.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1343: Today we discuss dealers trusting people more than AI when it comes to lead follow-up, Hyundai’s big push to repair struggling service satisfaction, and a new lawsuit claiming Toyota buyers deserve part of a potential $9 billion tariff refund.

Show Notes with links:

• Dealers still believe the human element wins the sale. A new Urban Science survey shows strong confidence in showroom sales teams, but much less trust in AI lead follow-up. The takeaway? Dealers want better process visibility before turning things over to automation.

  • 72% of dealers said they’re highly confident in their sales teams’ ability to convert leads, while 75% say they respond in under five minutes.

  • Dealers still see weak spots: 38% cited lack of real-time insight into lost sales and 34% pointed to inconsistent follow-up.

  • Consumers expect speed. Urban Science found 82% say follow-up matters, and 72% expect a response within 24 hours.

  • AI still has a trust gap. Only 14% of dealers trust AI tools for lead follow-up compared to 57% who trust in-house sales teams.

  • Urban Science’s Eric Demont said dealers need “a clear understanding” of wins, losses and defection patterns to improve conversion rates.

• Hyundai is trying to fix one of its biggest weak spots: service satisfaction. After years of complaints about delays, parts shortages and overloaded service departments, the automaker is rolling out mobile service vans, technician recruiting and dealership efficiency programs to win customers back.

  • Hyundai says poor service capacity and years of engine replacement recalls overwhelmed dealerships and dragged down customer satisfaction scores.

  • The brand has added 4,000+ service bays nationwide, while dealers are extending hours and adding Saturday service to handle demand.

  • Hyundai plans to launch a 150-van mobile service fleet by year’s end to handle oil changes, brake jobs, software updates and other light repairs at homes or workplaces.

  • The company is also recruiting more technicians, improving diagnostic training and coaching 185 dealerships on service efficiency and workflow gaps.

  • Hyundai’s Michel Poirier said the goal is climbing back up JD Power rankings by 2028, adding: “Service is the most important part of the business.”

• A California Toyota buyer is taking aim at tariff pricing, claiming customers helped foot the bill for billions in import costs — and should get paid back if Toyota ever receives tariff refunds. 

  • A proposed class action lawsuit claims Toyota passed tariff costs onto buyers through higher vehicle and parts prices.

  • The filing covers buyers and lessees of qualifying Toyota vehicles purchased between February 2025 and February 2026.

  • Toyota reportedly absorbed about $9 billion in tariff-related costs tied to Japan, Canada and Mexico operations.

  • Toyota recently raised prices on several models, including a $1,600 increase for the 2026 Sequoia, while calling the changes part of a “regular review of the prices.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

In the immediate aftermath of ASOTU CON 2026, Paul, Kyle and Michael break down what just happened in the last 3 days. From the Welcome Reception to the closing keynote of David Spisak, everything was truly centered on the theme of "The Year of the Human." It was a blast, and we'll be back next year!

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

It's day 2, or 3, depending on how you look at it! We're having an amazing time here in Hanover MD.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Breakfast is going, the people are here and Paul, Kyle and Michael chat about their biggest takeaways from Day 0.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1339: We’re Live from ASOTU CON and are talking about the steady profit machine powering dealerships as fixed ops revenues continue climbing for major dealer groups. We also cover mounting pressure to keep Chinese automakers out of the U.S. market and unpack a new AI report warning companies that speed and adaptability may matter more than perfection.

Show Notes with links:

• Fixed ops continues to be the steady heartbeat of dealership profitability as the latest Automotive News rankings show major dealer groups growing service, parts, and body shop revenue even while the broader market normalizes.

  • AutoNation held the top spot in service and parts revenue at $4.8 billion, up 4.8% year over year, while Lithia, Penske, and Group 1 all posted even stronger growth rates ranging from 8% to over 14%.

  • Hendrick Automotive Group stood out with the highest average service and parts revenue per rooftop among the top five at nearly $24 million per dealership, proving fewer stores can still mean massive fixed ops performance.

  • In body shop revenue, Asbury Automotive Group led the pack at $272 million, though several groups saw declining collision revenue as consolidation pressures and changing repair economics continue reshaping the market.

  • Some of the biggest movers in service and parts rankings included Murgado Automotive Group, Young Automotive Group, and Nielsen Automotive Group, while Fitzgerald Auto Malls and Dobbs Automotive saw some of the steepest drops in body shop rankings.

  • Masano Auto Group dealer principal John Masano summed up the industry sentiment saying, “I think the more that dealers look at this, they’ll look at maybe concentrating on their core competency — which is sales and service and parts.”

• AI is compressing the timeline  between innovation and disruption. A new Tech Trends report argues that companies winning with AI aren’t chasing shiny tools; they’re solving real problems fast, with people at the center of the process.

  • Leaders across industries say AI success starts with business outcomes, not hype. Broadcom’s CIO warned companies can “invest in AI and receive no return” without a clear problem to solve.

  • UiPath’s CEO encouraged companies to stop living in endless pilot programs and instead “attack your biggest problem” for meaningful impact.

  • Western Digital’s CIO emphasized speed over perfection saying companies would rather “fail fast on small pilots than miss the wave entirely.”

  • Walmart involved store associates directly in designing its scheduling app, cutting scheduling time from 90 minutes to 30 minutes and driving actual employee adoption.

  • The report’s biggest takeaway: organizations built for slow, sequential improvement may struggle against competitors operating in continuous AI learning loops.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Paul, Michael, and Kyle talk about the anticipation for what's about to happen this week on site in Hanover, Maryland. They give their top three things to look forward to and to watch, and they also talk about what it will take for dealers and industry partners to have a successful week, whether they are at the event or not. It's still not too late to join us. Go to ASOTUCON.com to get tickets. If you can't join us, make sure you follow along on LinkedIn, Instagram, TikTok, Facebook, and Twitter so that you don't miss a thing. 

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Today on the show, Paul, Kyle and Chris give a sneak preview of an ASOTU CON Breakfast Session with Damon Lester on the importance of mental health in the auto industry.It's not too late to get tickets: https://www.asotucon.com/tickets

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1337: GM looks to capitalize on Ford’s pickup shortage, Tesla hits a major FSD milestone (without the autonomy leap), and Home Depot takes on the messy world of big-and-bulky delivery.

Show Notes with links:

• GM is looking to stock up where it counts—full-size pickups—after missing early-year demand. With Ford still recovering from supply issues, GM sees a prime opportunity to gain ground in the most profitable segment on the lot.

  • GM ended Q1 with 9% fewer pickups on dealer lots, citing factory downtime and strong prior sales.

  • The plan: boost inventory over the next few quarters while staying cautious on overall demand.

  • Ford’s F-150 supply is down over 40% after a supplier fire, creating a short-term opening.

  • Ram could also benefit, with stronger inventory and fewer production constraints.

  • “GM should pick up a lot of share in Q2,” said Morningstar analyst David Whiston.

• Tesla just crossed 10 billion miles on its Full Self-Driving system—a milestone Elon Musk once tied to achieving unsupervised autonomy. But despite the headline, drivers still need to keep their hands on the wheel… and eyes on everything.

  • Musk previously suggested that milestone could unlock “safe unsupervised” driving.

  • The reality check is that FSD remains a Level 2 system requiring constant driver attention.

  • Liability still sits with the driver—not Tesla—unlike fully autonomous competitors like Waymo.

  • The gap between milestone and reality highlights ongoing questions around autonomy timelines.

• Home Depot is tackling one of retail’s toughest challenges: delivering big, bulky items faster—and with visibility. While small packages have gotten slick, lumber and concrete are a different beast entirely.

  • Home Depot is rolling out real-time tracking for large deliveries, targeting a long-standing “blind spot.”

  • Over 55% of SKUs now qualify for same- or next-day delivery, tripling since 2022.

  • The company is investing in specialized distribution centers for bulky goods like lumber and concrete.

  • Most big-item deliveries (about 90%) are still handled by third-party logistics providers.

  • “The final-mile bulky goods delivery network is… the most complex,” said NHDA’s William Lecos.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1336: Chinese automakers quietly prep a Canadian invasion, dealers ramp up ad spend amid tariff uncertainty, and even the Cozy Coupe gets an EV twist

Show Notes with links:

• Chinese automakers are laying the groundwork to enter Canada, with hiring, vehicle sightings, and dealer conversations signaling real momentum. With a new 49K EV import quota opening this year, brands like BYD, Geely, and Chery are positioning early for market entry.

  • Geely’s Zeekr brand is already hiring senior leadership in Toronto, signaling active plans for sales, service, and dealer network development.

  • Chery is testing vehicles in Toronto and courting Canadian dealers, even flying some to the Beijing Auto Show to build early relationships.

  • BYD is moving fastest on retail, aiming to open as many as 20 stores this year through local partnerships.

  • Despite the activity, no official quota allocations have been issued yet, and sales likely won’t begin until late this year.

• Rising tariffs and shifting inventory levels are putting dealer marketing back in the spotlight. As uncertainty creeps into pricing and supply, dealers are leaning harder into advertising to guide consumers.

  • Dealers spent $9.22B on advertising last year, up 4% and nearing pre-pandemic levels as the market stabilizes.

  • Digital dominates, capturing 73% of ad budgets, with third-party listings, search, and social leading the charge

  • Dealers spent an average of $705 per new vehicle sold on advertising, still well above pre-pandemic levels despite a slight year-over-year dip.

  • Third-party listing sites alone captured over 20% of total ad spend, making them the single largest channel in dealer marketing budgets.

  • “The future of the U.S. auto industry is murky… effects are difficult to quantify,” said NADA Chief Economist Patrick Manzi.

• Even the toy aisle isn’t immune to the EV transition. Little Tikes is giving its iconic Cozy Coupe a plug-in twist, introducing a playful charging station that mirrors the real-world shift from gas pumps to electrons.

  • Little Tikes launched a $33 “Cozy E-Charging Station” accessory for its classic Cozy Coupe, aimed at kids ages 18 months to 5 years.

  • The plug fits right into the existing fuel door, signaling how seamlessly EVs are replacing gas—even in pretend play.

  • The Cozy Coupe itself still runs Flintstones-style, powered by kids’ feet—not batteries.

  • The toy has sold up to 500,000 units annually at its peak, making it one of the most recognizable “vehicles” in America.

  • At $65 for the car, it may be the cheapest “EV” on the market, even if range is limited to the living room.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1335: Inventory tightens as hybrids fly off lots, Hertz leans into retail with an eBay storefront, and Delta redraws the snack map—cutting service on shorter flights while upgrading longer ones.

Show Notes with links:

• New-vehicle inventory tightened heading into May, with hybrid demand doing its best “hot ticket on the lot” impression. Catalyst IQ says overall supply dipped month over month, while hybrids and EVs hit record demand and supplies of those models shrank.

  • U.S. light-vehicle inventory fell to 2.85 million, down 2.7% from April but still up 1.2% year over year.

  • Industrywide days’ supply dropped to 76 days, down from 80 in April.

  • Hybrids are moving fastest, averaging 59 days on lots, compared with 75 for gas vehicles and 114 for EVs.

  • Small and midsize sedans remain tightest by segment, while half-ton pickups have thinned, partly due to F-150 shortages tied to the Novelis fire.

  • Toyota Motor North America’s reported days’ supply stayed flat month over month.

• Hertz Car Sales is doubling down on retail, expanding its reach with a new digital storefront on eBay as it shifts away from wholesale channels. The move puts its near-new inventory in front of millions of online shoppers.

  • Hertz Car Sales launched an eBay storefront with 8,000+ certified vehicles available nationwide.

  • The initiative is part of its strategy to make retail its primary sales channel, rather than wholesale.

  • Vehicles are typically one year old or newer, priced below new, and sourced from its rental fleet.

  • The company continues building an omnichannel approach across its site, Amazon Autos, and Rent2Buy.

  • “It gives us access to millions of in-market shoppers… and supports a scalable retail model,” said EVP Chris Berg.

• Delta is trimming its onboard snack game, tightening service on shorter flights while boosting it on longer ones. Starting May 19, the airline will shift to a distance-based approach that could mean fewer Biscoff cookies—or more, depending on your route.

  • Complimentary snacks and drinks will only be served on flights over 350 miles for Main and Comfort passengers.

  • Over 450 shorter flights (under 349 miles) will lose current express service offerings.

  • Some mid-range flights actually get an upgrade, moving from limited to full service.

  • Delta says the change is about creating a “more consistent experience” across its network.

  • First-class service remains unchanged across all flight lengths.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1334: Dealers face workforce cuts as Group 1 trims costs, Ford’s secret EV project reveals how it plans to hit a $30K price point, and Harley-Davidson shifts back to entry-level bikes to drive volume, boost dealer profits, and reconnect with new riders.

Group 1 Automotive has reduced its U.S. workforce by nearly 700 employees in April as leadership responded to a slower retail market and leaned further into technology to improve efficiency.

• Executives said the company cut about 5% of its U.S. workforce across dealerships and corporate roles to reduce costs.

• CFO Daniel McHenry said the cuts will save about $35 million annually, while vendor reductions add another $15 million in savings.

• CEO Daryl Kenningham said leadership reviewed “costs by store and market and business unit” and assigned new staffing targets accordingly.

• Leadership said the company protected service technicians and retained roles tied to training, development, and retention initiatives.

• Kenningham: “We feel like we have enough technology overlay that’s going to compensate for those lower productivity salespeople that we might have separated with,”

We’ve talked about Ford’s low-cost EV project before, but now we’re getting a clearer look at how they plan to actually make money on a $30K electric truck.

• A Wall Street Journal article is detailing how the Ford program led by Silicon valley engineers is focused on stripping costs out of EVs.

• Ford insiders said the “techie outsiders” and legacy engineers initially struggled with “misunderstandings and distrust,” as fast-moving, risk-tolerant Silicon Valley approaches clashed with Ford’s more cautious, process-heavy culture.

• The development team cut parts, simplified wiring, and redesigned assembly using large castings and modular builds to reduce labor and complexity.

• Engineering lead Alan Clarke said, “We can look at it as, ‘The Chinese are really far ahead and it’s really scary that they’re coming.’ But, get off your ass and do something about it.”

Harley-Davidson is pivoting hard toward affordability, bringing back the Sportster and launching lower-cost models as it tries to reverse years of declining sales and reconnect with a broader rider base.

• Harley leadership is returning to entry-level bikes after years focused on high-priced touring models that boosted margins but hurt unit sales.

• CEO Artie Starrs said the revived Sportster will start around $10,000, while a new Sprint model is expected near $6,000 to drive volume.

• The strategy aims to grow dealer profitability, with plans to double profits this year and quadruple them by 2029.

• Harley is also pushing more showroom traffic by requiring online merchandise purchases to be picked up at dealerships.

• CEO Artie Starrs said, “Our riders want it, which means our dealers want it, which is why we’re so passionat

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1333: Used-car consolidation accelerates as the biggest dealer groups tighten their grip, Ford opens up employee pricing to drive volume, and Audible tests a bold physical retail concept. It’s all about scale, strategy, and finding new ways to connect with today’s customer.

Show Notes with links:

• Automotive News dropped its 2026 Top 100 used dealer group ranking, and the big headline is scale: the top 100 retailed 3.45 million used vehicles in 2025, up 1.4%, while the top 10 alone moved 52% of the total. Big stores got bigger, and the used-car chessboard got sharper.

  •  Lithia stayed on top with 435,070 used units, followed by AutoNation at 269,558, Group 1 at 234,906, Penske at 226,301, and Sonic at 171,838.

  • Group 1 had a monster year, jumping from 209,687 to 234,906 used units, while Hudson Automotive cracked the top 10 with 72,044 units after a big gain from 2024.

  • The list also shows plenty of movement below the giants, with new names including DriveChoice, Price Family Dealerships, Sam Pack, Bob Moore, Young Automotive, Bayway, ZT, Hiley, and American Motors Group.

  • Takeaway for dealers: used-car scale is still a weapon, but so is execution. The groups climbing fastest are proving inventory discipline, acquisition strategy, and turn speed still matter more than just rooftop count.

• Ford is opening up employee pricing to the public on most 2025 and 2026 models, leaning into affordability concerns while trying to keep volume strong. The move comes as competition tightens and buyers remain cautious on big purchases.

  • Ford extends employee pricing broadly to attract cost-conscious buyers sitting on the sidelines.

  • The strategy aims to boost showroom traffic and maintain plant utilization in a competitive market.

  • Q1 2026 results show solid footing with $43B revenue and $2.5B net income, helped by a $1.3B tariff refund.

  • The big question: will increased volume offset thinner margins or create a discounting habit?

• Audible is stepping into the physical world with a limited-time NYC pop-up designed to bring audio storytelling to life. The 6,000-square-foot “Story House” blends retail, community, and immersive tech into a new kind of media experience.

  • Audible opened a three-story listening lounge in Manhattan, running through May 31.

  • Features include Dolby Atmos rooms, live events, and interactive “story tiles” for browsing content.

  • The space blends digital and physical, letting users sample, stream, and engage with content on-site.

  • Community-driven programming includes creator panels, fan events, and themed experiences.

  • James Finn, Audible's global head of brand and content marketing:“What does a bookstore look like without any books? A place where audio storytelling comes alive.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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On today's show, Chris joins Paul and Kyle to talk about our ASOTU CON charity partner Vehicles for Change and the amazing impact that they have because of partnering with dealers.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1331: Lawmakers push to block Chinese autos amid affordability and security concerns, Rivian reshapes its Georgia plant strategy while betting big on the R2, and California moves to hold autonomous vehicles accountable with new enforcement rules.

Show Notes with links:

• A bipartisan push led by Sen. Bernie Moreno (R-Ohio) and Sen. Elissa Slotkin (D-Mich.) aims to shut the door on Chinese vehicles and parts entering the U.S., citing national security concerns as affordability pressures rise for consumers.

  • The proposed bill would ban Chinese-made vehicles, parts, and software from entering the U.S. market.

  • Moreno and Slotkin want to expand existing rules and “seal” the entire automotive supply chain from foreign adversaries.

  • The effort comes ahead of a planned Trump-Xi meeting and growing political pressure to act.

  • Support from UAW and GM highlights industry concern over competition and data security risks.

  • “People are really, really pressed right now… people are looking for cheaper cars… but as leaders, we have a responsibility to say, ‘Look, this is a driving surveillance package, it’s like TikTok on wheels,”” Slotkin said.

• Rivian is trimming its Georgia factory ambitions but accelerating its timeline. A smaller federal loan means reduced capacity, but earlier access to funds could help fast-track production of its highly anticipated, more affordable R2 lineup.

  • Rivian cut planned capacity from 400,000 to 300,000 vehicles annually as its federal loan shrinks to $4.5B.

  • The upside: funds will be available sooner, allowing a single-phase build instead of two stages.

  • The plant, opening in 2028, will produce the R2 and future models aimed at broader affordability.

  • Rivian’s Q1 showed progress with losses narrowing 23% and deliveries up 20% year-over-year.

  • “R2 provides the opportunity to expand the Rivian brand to millions of drivers,” said CEO RJ Scaringe.

• California is putting autonomous vehicles on notice, literally. Starting July 1, AV companies can be cited for traffic violations committed by their driverless cars, marking a major shift in how regulators handle robotaxi behavior and public safety.

  • Law enforcement can now issue “notices of AV noncompliance” for violations like running red lights or ignoring school buses.

  • The move follows years of viral mishaps and ongoing investigations into systems like Tesla’s Full Self-Driving.

  • AV companies must respond to first responders within 30 seconds and comply with emergency geofencing to avoid active scenes.

  • New rules also open the door for testing heavy-duty autonomous trucks and set training requirements for remote operators.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1330: Carvana keeps its growth streak alive with record sales and profits, automakers book billions in tariff refunds (on paper), and AI is forcing retail media to evolve from impressions to real, measurable outcomes.

• Carvana is back in the fast lane, posting another record-breaking quarter with massive sales growth and strong profits. The online retailer continues to scale, signaling confidence in its long-term used car dominance.

  • Carvana sold 187,393 vehicles in Q1 2026, up 40% year-over-year and marking its sixth straight quarter of 40%+ growth.

  • Revenue jumped to $6.43B with net income hitting $405M, beating analyst expectations across the board.

  • The company is expanding capacity, integrating ADESA sites, and building toward 1.5M annual unit capability—with room to reach 3M.

  • Carvana expects continued growth in Q2, assuming stable market conditions and momentum holds.

  • “We are continuing to hit records… and scale a business of Carvana’s complexity at high speed,” said CEO Ernie Garcia.

• Automakers are seeing a short-term earnings lift from expected U.S. tariff refunds—but the cash isn’t in hand yet, and the optics could get tricky. As billions in reimbursements loom, companies are balancing accounting wins with political uncertainty.

  • Ford, GM, Mercedes, and Stellantis booked roughly $2.3B in expected tariff refunds, boosting Q1 profits on paper.

  • Ford alone expects $1.3B back, GM about $500M, tied to overturned tariffs under IEEPA.

  • Automakers stress the cash hasn’t arrived yet—so it’s not counted as free cash flow.

  • The refund process could take months, adding uncertainty to already complex financial planning.

  • The overturned IEEPA tariffs are just one piece—automakers still face ongoing import taxes on steel, aluminum, and vehicles and parts from Mexico, Canada, and beyond.

• As AI agents begin browsing, buying, and acting on behalf of users, Cloudflare says the internet isn’t fully prepared. A new push for “agent readiness” could reshape how businesses structure sites, data, and digital experiences.

  • Cloudflare warns most websites are built for humans—not AI agents that search, decide, and transact automatically.

  • “Agent readiness” means structuring sites so AI can easily access, interpret, and act on information.

  • This includes better APIs, structured data, and permissions for what agents can or can’t do.

  • Businesses may need to rethink UX entirely—designing for machines as much as for people.

  • “The web is being rebuilt for agents,” Cloudflare suggests, signaling a major shift in how digital commerce will operate.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1329: Lawmakers push to block Chinese vehicles as they sit just miles from the U.S. border. Meanwhile, those same brands are gaining attention from American drivers. Plus, a new “most trusted companies” list shows how perception is shaping retail and automotive players alike.

Show Notes with links:

• A growing group of U.S. lawmakers is urging the Trump administration to keep Chinese automakers out of the American market entirely, even as consumer interest rises and some leaders float U.S.-based production.

  • More than 70 House Democrats are pushing to maintain a full ban on Chinese vehicles entering the U.S. market.

  • The current restrictions stem from 2025 rules citing national security concerns, especially around data collection from connected vehicles.

  • Despite high tariffs and bans, consumer curiosity about Chinese EVs is increasing, especially with the Beijing Auto Show currently happening

  • The debate gets complicated as Trump made comments in January welcoming Chinese automakers building plants and jobs on U.S. soil.

  • “We must not cede the American auto industry to a strategic competitor intent on global dominance,” lawmakers said.

• Chinese automakers may be locked out of the U.S., but just five miles from the Texas border, they’re gaining traction with low prices and high-tech features. 

  • Chinese brands like BYD, Geely, and Great Wall are thriving in Mexico with EVs, hybrids, and gas vehicles priced well below U.S. offerings.

  • Dealerships near El Paso are attracting attention from American shoppers, with some buyers and drivers already bringing vehicles into the U.S. under legal exceptions.

  • One driver regularly commutes into Texas in a Chinese plug-in hybrid.

  • Executives warn the pricing pressure is real, with some saying competing at Chinese price points would mean losing money.

  • “If they were allowed to be sold in the United States…they would destroy the American car market,” said a Geely salesman,

• A new ranking of America’s most trustworthy companies is out, based on a survey of 25,000 consumers, with retail brands dominating the list and sparking debate about how trust is measured and which companies truly earn it.

  • Newsweek’s 2026 list ranks retailers like Chewy, Costco, Amazon, and Home Depot among the most trusted companies in the U.S.

  • The rankings are based on consumer perceptions of trust across industries, with retail heavily represented at the top.

  • The report emphasizes that trust is increasingly tied to transparency, reliability, and handling of customer data.

  • Some critics argue the list favors large corporations and question whether trust can truly be measured through surveys.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1328: We’re joined by guest host Steve Greenfield to talk about Ford's CEO sounding the alarm on a make-or-break moment for legacy automakers, while China’s ultra-affordable EVs show just how intense—and fast—the global competition has become.

Show Notes with links:

See Steve's keynote from last year's ASOTU CON here

• Legacy automakers are staring down a perfect storm as EVs, software, and Chinese competition reshape the industry. Ford CEO Jim Farley says this could be a defining survival moment—one that feels a lot like the 1920s all over again.

  • Farley calls today a “fitness test” as EVs, software-defined vehicles, and emissions targets collide all at once.

  • Chinese automakers have leapfrogged legacy OEMs in EV tech, speed to market, and cost—sometimes building cars twice as fast.

  • Ford admits early EV efforts missed the mark on cost and design, losing money despite strong consumer interest.

  • Dealers remain a strategic advantage as global competitors lack distribution networks built over decades.

  • “If we don’t put our chips on the right number… Ford could maybe not exist.” — Jim Farley

• At the Beijing Auto Show, one thing is clear: China’s EV market isn’t just competitive—it’s brutally cheap. With dozens of models under $25K, the pricing gap versus the U.S. is becoming impossible to ignore.

  • The average new car in the U.S. tops $51K, while China offers 200+ EVs under $25K—and some under $12K.

  • Models like the Wuling MiniEV start around $6,500, prioritizing affordability over size and speed.

  • BYD is dominating the segment, selling hundreds of thousands of sub-$12K EVs with surprising tech and range.

  • Even entry-level Chinese EVs now include features like lidar, fast charging, and 300+ mile range (China standard).

  • “When you get in [these vehicles], you don't feel like you are in a small car.” — Analyst Felipe Muñoz

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1327: Dealers lose service share to quick lubes, EVs prove stronger range retention, and Chinese vehicles gain global credibility at the Beijing Auto Show.

• Dealership service lanes are losing ground as quick lube shops quietly gain share in 2025. New data shows fewer transactions and shrinking revenue for dealers, with pricing strategy emerging as the key battleground in keeping service customers loyal.

  • The study analyzes credit and debit transactions across all service channels including dealerships, independents, quick lubes, and tire chains.

  • Overall service transaction dollars fell 8.3 percent, but dealers declined faster at 11 percent.

  • Dealership service transactions dropped 13 percent year over year, the steepest decline among all segments tracked.

  • Quick lube shops gained market share while raising prices more slowly than dealerships, attracting cost-conscious customers.

  • Even with free OEM-paid maintenance, dealers are struggling to retain customers in the critical first two years of ownership.

  • “The quick lubes are what everybody should be worried about,” said Ducker Carlisle’s Nate Chenenko.

• Electric vehicle range isn’t fading the way many buyers fear. New data from over a billion miles of driving shows modern EVs are holding onto their range far better than expected, thanks to both improving battery tech and smarter software.

  • Recurrent data shows EVs retain about 97% of range after three years and 95% after five years of ownership.

  • The study is based on real-world driving data, factoring in climate, usage, and battery age, not just EPA estimates.

  • About 68% of 2023 model-year EVs are still exceeding their original EPA range today.

  • Automakers are offsetting degradation with OTA updates and built-in battery buffers that unlock over time.

• At the Beijing Auto Show, American YouTuber Ethan Robertson of Wheelsboy is giving global audiences a firsthand look at Chinese EVs, helping shift perception from “cheap copycats” to serious innovation leaders.

  • Robertson led international visitors through the Beijing Auto Show, showcasing China’s latest EVs and tech-forward designs.

  • Perception has shifted dramatically, with Chinese brands now recognized for advances in batteries, software, and charging.

  • Attendees highlighted futuristic interiors and features, calling the vehicles a “new generation” of driving experience.

  • Competitive pricing remains a major disruptor, with fully loaded EVs around $30,000 undercutting U.S. options.

  • “Our comment section is full of people saying, ‘I can’t believe the government won’t allow them to sell this car in my country,’” said Robertson.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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On this last Saturday of the month, we're talking about how the Sames Auto Group donated $10 for every test drive to their local children's hospital. They have a goal of 2000 test drives on the month and we'll check back into see how they're doing. 

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1325: Cox Automotive makes a major AI acquisition, April sales show resilient demand under affordability pressure, and developers everywhere are racing to keep up with AI.

Show Notes with links:

• Cox Automotive is doubling down on AI with its planned acquisition of Fullpath, signaling a major shift toward fully connected, data-driven retail. The move aims to help dealers turn fragmented data into smarter marketing and more personalized customer experiences.

  • Fullpath specializes in stitching together years of CRM and DMS data into a single customer profile.

  • The platform enables always-on, AI-driven campaigns with attribution from click to purchase.

  • Cox plans to integrate this with assets like Autotrader and Kelley Blue Book shopper data.

  • For dealers, this means less manual marketing and more automated, high-precision engagement.

  • “Fullpath gives dealers the AI and data infrastructure they need to compete.” – Steve Rowley, Cox Automotive

• New vehicle sales are holding steady—but the story underneath is all about pressure. April’s forecast from JD Power shows demand staying resilient even as affordability challenges mount, with rising payments, growing negative equity, and increased incentives reshaping how dealers move metal.

  • April new vehicle sales are projected at 1.36M units, down 7.3% year-over-year—but last year’s numbers were inflated by tariff-driven pull-ahead demand.

  • Average monthly payments hit a record $812, driven by declining trade-in equity and higher negative equity rates.

  • Incentives are climbing again, averaging $3,141 per vehicle, with EV incentives still topping $10K per unit.

  • Leasing is on the rise, now at 23.2%, as more customers return to the market after the pandemic gap.

  • “Affordability continues to constrain the vehicle sales pace…” – Thomas King, JD Power

• Developers are now spending hours each week learning new AI skills, turning upskilling into a required part of staying relevant in a rapidly evolving tech landscape.

  • Many engineers are spending 5–20+ hours per week learning AI tools, courses, and concepts to keep up.

  • AI is reshaping roles, with traditional engineering work shifting toward AI implementation and integration.

  • The pressure is clear: adapt quickly or risk falling behind in the job market.

  • Even tech leaders are dedicating significant time to experimenting with AI tools to stay ahead.

  • “In order to keep up with everything that's coming out right now, you have to have no job.” – Jason Grad, CEO, Massive

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1324: Rising gas prices are pushing renters toward EVs, negative equity hits near-record highs, and JPMorgan’s AI tracking shows how fast workplace expectations are shifting.

Show Notes with links:

• Rising gas prices tied to Middle East conflict are nudging rental customers toward EVs, giving the segment a short-term demand boost—even as broader U.S. EV sales remain soft.

  • Hertz saw EV rental requests jump nearly 25% month-over-month, with strongest demand on the West Coast where gas prices hit hardest.

  • Turo reported an 11% booking increase in late March, with a 47% spike the day gas topped $4/gallon.

  • Fuel prices have surged over 30% since late February due to Strait of Hormuz disruptions impacting global oil flow.

  • While new EV sales are down 25% YoY, used EV prices and rental demand are climbing as consumers seek short-term savings.

  • John Coles of ACV Auctions said, “We have seen EVs get a second lease on life due to the sustained pressure at the pump.”

• Negative equity is making a serious comeback, with Edmunds reporting more car buyers rolling bigger chunks of debt into new loans—tightening affordability and reshaping the trade-in cycle across the industry.

  • Nearly 31% of trade-ins in Q1 2026 carried negative equity, approaching record highs as used vehicle values normalize.

  • The average amount owed hit $7,183—up 42% from five years ago—showing how much debt is being carried forward.

  • Longer loan terms are a key driver, with over 90% of these deals stretching to at least 72 months.

  • More buyers are deeply underwater, with 26% rolling over $10K+ into their next loan, pushing monthly payments to record levels.

  • Edmunds said, “Many consumers who rolled debt into their last purchase are now finding there is no easy exit.”

• JPMorgan is turning up the heat on AI adoption, tracking how often engineers use tools like Copilot and ranking them internally—raising concerns about performance pressure and workplace surveillance.

  • The bank is pushing its 65,000 tech employees to show “meaningful improvement” in code output using AI tools.

  • Internal dashboards rank engineers by AI usage, with categories like “non,” “light,” and “heavy” users visible across teams.

  • Some employees worry they’ll be labeled underperformers if their AI usage doesn’t increase, despite unclear metrics.

  • The tracking reflects a broader trend as companies try to prove ROI on massive AI investments.

  • One developer said, “I thought this AI tool was supposed to make our lives easier, but it really seems to have stepped up how much we're expected to do.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1323: Carvana keeps buying rooftops while Stellantis slows consolidation. GM delays its next-gen EV trucks amid weak demand, and Sony-Honda scale back Afeela.

Show Notes with links:

• Carvana just scooped up its seventh CDJR store, planting its first franchised flag in Ohio. The online disruptor continues its push into traditional retail—while Stellantis quietly pumps the brakes.

  • Carvana acquired Avon Lake CDJR near Cleveland, strengthening its hybrid model, pairing physical rooftops with its online sales and distribution network.

  • Stellantis recently limited buyers to one CDJR store per year, signaling a push to slow consolidation and maintain dealer network balance.

  • Analysts say these stores double as regional logistics hubs, keeping delivery distances within that 300–400 mile sweet spot.

  • “Nobody wants to sell a Lexus store…with Stellantis, there’s a ready supply.” said analyst Jeff Lick of Stephens Inc.

• GM is hitting pause on the future of its electric truck lineup, shelving plans for a next-gen refresh and signaling a sharper pivot back to gas-powered pickups as EV demand—and profitability—continue to lag.

  • GM has indefinitely delayed its planned 2028 refresh of full-size EV trucks and SUVs, including Silverado EV and Escalade IQ.

  • The move follows $7.6B in EV-related charges and a sharp drop in sales after federal incentives disappeared.

  • Current EV truck volumes remain low, while GM is adding production capacity for gas-powered heavy-duty pickups.

  • Factory Zero, once the centerpiece of GM’s EV strategy, has seen layoffs, shutdowns, and reduced shifts amid weak demand.

  • “EVs remain the end game for GM,” the company said, despite the pause in next-generation planning.

• Sony and Honda are scaling back their joint venture after deciding the current setup couldn’t deliver competitive products anytime soon.

  • Sony Honda Mobility is reducing operations after scrapping plans for its Afeela EV lineup.

  • Employees will be reassigned back to Sony and Honda as the JV winds down activity.

  • The companies cited challenges bringing products to market under the current structure.

  • Even as EV plans fade, the partners say they’ll continue focusing on software and user experience innovation.

  • “It would be difficult…to bring products and services aligned with the JV’s purpose to market,” the companies said.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1322: The FTC wants dealers to report rule-breakers, Tesla turns Cybertrucks into grid assets with a simpler V2G play, and Apple announces a historic CEO transition

Show Notes with links:

The FTC is now asking dealers to help police each other on advertising. In a recent NAD webinar, regulators emphasized reporting bad actors and clarified key pricing rules, especially around doc fees and how total vehicle price must be presented.

• • The FTC is encouraging dealers to report competitors who violate ad rules, aiming to level the playing field.

  • Complaints can be submitted directly or through NADA, signaling a more collaborative enforcement approach.

  • Christopher Mufarrige, director of the FTC’s Bureau of Consumer Protection clarified that doc fees must be included in the advertised total price—not added later in the deal.

  • Total vehicle price must be displayed more prominently than MSRP in ads across all channels.

  • “[It’s important that] the consumer understands what it is that they’re going to be paying to get the car out the door,” said Christopher Mufarrige.

• The Cybertruck is officially now a grid asset. Tesla and PG&E just approved it for vehicle-to-grid use in California, and the bigger story isn’t just capability—it’s a simpler, cheaper path that could finally make energy-sharing scalable.

  • Unlike Ford and GM setups, Tesla uses an AC-based system—avoiding $6K–$10K DC charger installs.

  • Lower hardware complexity could remove a major barrier for homeowners to join grid programs.

  • Owners opt in to send energy back during peak demand—and get paid for it.

  • With 123 kWh onboard, each Cybertruck adds ~9x the storage of a typical home battery.

  • “Electric vehicles can do more than move people — they can help power homes,” said PG&E’s Jason Glickman.

• One of the most influential CEOs in modern business is stepping aside. Apple announced that Tim Cook will transition to executive chairman this fall, handing the CEO role to longtime insider John Ternus—marking the first major leadership shift since the Steve Jobs era.

  • John Ternus, Apple’s hardware engineering chief, will become CEO on September 1, 2026.

  • Cook will stay on as executive chairman, focusing in part on global policy and regulatory relationships.

  • The move caps a long-planned succession, not a sudden shakeup—Apple signaling stability.

  • Ternus brings a product-first background, having led hardware during Apple’s silicon and device expansion era.

  • “He is without question the right person to lead Apple into the future,” said Tim Cook.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1321: Sedans eye a comeback as affordability bites, tax refunds rise but don’t fully convert to sales, and a $2K stripped Tesla proves EV durability in the wildest way possible.Show Notes with links:https://www.autonews.com/manufacturing/automakers/an-general-motors-sedan-strategy-0419/#After years of getting crowded out by crossovers, sedans are quietly making a return. Rising prices, shifting regulations, and a hunger for something different have automakers reconsidering the segment many left for dead.Automakers like GM, Stellantis, and Infiniti are exploring new sedan entries, some targeting sub-$30K price points to win back budget-conscious buyers.Sedans are gaining traction again, with Camry, Accord, and K5 posting double-digit sales increases while some crossovers lose share.With average vehicle prices over $50K, sedans offer a more affordable alternative and fill an underserved gap in the market.Design fatigue is real—executives say SUVs are getting “boring,” while sedans offer more room for style and brand differentiation.“There’s opportunity for sedans to nibble into utility vehicles,” said S&P’s Stephanie Brinley.https://news.dealershipguy.com/p/https-news-dealershipguy-com-p-first-tax-season-under-one-big-beautiful-bill-ends-refunds-up-11The first tax season under the “One Big Beautiful Bill” brought bigger refunds—but not a clean win for dealers. Higher cash in pockets met higher costs at the pump and on loans, creating a mixed bag on showroom floors.Average refunds jumped 11% to $3,462, with total payouts up 14.5%, boosted by new deductions, credits, and no tax on tips or overtime.Dealers saw uneven results—some stores surged, others lagged—as gas prices topped $4 and interest rates stayed elevated.Used market demand leaned toward “near-new” value buys, as shoppers stretched dollars against $50K new-vehicle pricing.Subprime activity ticked up, but down payments shrank, signaling affordability pressure despite larger refunds.“If the war ends…we could see a monster Q4 in ’26,” said Potamkin CEO Cole Potamkin.https://electrek.co/2026/04/18/youtuber-buys-stripped-tesla-model-3-go-kart-2000-212-miles-range/YouTuber, Remmy Evans, bought a completely stripped Tesla Model 3 for $2,000—and drove it like a go-kart. Somehow, the battery and motors didn’t get the memo.The car had no body panels, windshield, or seatbelts—just the core EV components—and still showed 212 miles of range.Despite 78 error codes and missing safety systems, it was driven on public roads, drifted, off-roaded, and even jumped.Charging proved tricky, with hacked adapters and slow Level 2 charging due to software limitations.Tesla’s software may eventually restrict functionality as it detects missing components, highlighting challenges for rebuilders.The big takeaway: EV drivetrains are incredibly durable—even when everything else is gone.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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There's nothing better than Saturday morning, especially because Kyle and Paul get to sit down with Chris Reeves and talk about some of the amazing things happening across their industry today. We talk about how retail automotive's largest auto group, Lithia, is still able to get hyper local with their service to the community. 

More Details Here. 

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1322: Dealers brace for long-awaited FTC answers, Ford walks a tightrope with China partnerships, and automakers could be heading back to wartime production. Show Notes with links:https://nada.zoom.us/webinar/register/9017738594625/WN_PU_CgJt2Rx-fOlCP7hJ6yw#/registrationAfter a frustrating first attempt, NADA is back with the FTC for a do-over webinar addressing the 97 warning letters sent to dealers. This time, expectations are high—and so is the pressure to finally deliver clarity.The initial webinar drew 4,000+ attendees but ended abruptly when the FTC declined to answer questions—leaving dealers needing guidance.Dealers are still seeking clarity on key issues like advertising practices, including whether doc fees must be included in vehicle pricing.NADA escalated concerns directly to FTC leadership, prompting a second session with new representation from the Bureau of Consumer Protection.Senator Bernie Moreno emphasized alignment on transparency goals but stressed the need for clear, actionable rules.NADA President Mike Stanton didn’t hold back: “A complete waste of everybody’s time… We were told that we would get our questions answered.”https://www.wsj.com/business/autos/ford-will-partner-more-with-chinese-automakers-overseas-66cc23c9?mod=autos_news_article_pos2Ford CEO Jim Farley is threading a strategic needle—warning about China’s growing dominance while simultaneously expanding partnerships overseas. The message is clear: compete where you can, collaborate where you must.Farley says Chinese automakers are leading in tech, cost, and speed—forcing global competitors to rethink strategy.Ford plans to deepen partnerships with Chinese companies outside the U.S. to stay competitive in international markets.At home, Ford is pushing for protections, warning that unchecked Chinese imports could “devastate” U.S. manufacturing and jobs.The company is accelerating its own EV manufacturing overhaul to better compete on affordability and scale.Farley didn’t mince words: “You don’t become fit like the rest of the Chinese… you aren’t going to be around much longer.”https://www.jalopnik.com/2149778/pentagon-wants-automakers-build-fewer-cars-more-weapons/As global conflicts strain U.S. supply chains, the Pentagon is turning to an unexpected ally—automakers. Early talks suggest OEMs may once again be asked to shift from building cars to supporting national defense.Defense officials have approached leaders like GM’s Mary Barra and Ford’s Jim Farley about ramping up weapons production capacity.Ongoing conflicts in Ukraine and Iran have rapidly depleted U.S. munitions stockpiles, accelerating urgency.The strategy echoes WWII-era manufacturing pivots, with automakers potentially backstopping traditional defense contractors.Automakers were asked how quickly they could shift production—and what barriers exist in contracts and bidding processes.A Pentagon official emphasized the mission: expanding capacity to ensure warfighters maintain a “decisive advantage.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1321: Dealers double down on price transparency training, a new autonomy “Big Three” takes shape with Waymo, Tesla, and Uber, and AI boosts worker productivity but struggles to move the needle at the organizational level.

At the Ethical Finance and Insurance Managers Conference in Las Vegas, industry leaders made it clear: the FTC’s warning letters are just the trigger and the real focus is on how dealers adapt operations and training to meet rising expectations.

• • Speakers from compliance, F&I, and training organizations emphasized that execution—not awareness—is the biggest risk for dealerships right now.

  • Leaders like Shannon Robertson (AFIP) and Tony Dupaquier (iA American Warranty Group) highlighted that regulators are watching closely, pushing dealers to tighten processes.

  • The message: pricing consistency must be trained, reinforced, and monitored across sales, F&I, and even social media activity.

  • Experts stressed that today’s buyers shop online for months, making pricing accuracy critical before they ever walk in.

  • “Do we train employees that the price they quote has to match that online price?” Robertson said

• A new mobility power trio is emerging, but its not Detroit’s legacy OEMs. Waymo, Tesla, and Uber are moving autonomy from testing to real-world deployment, the race is shifting from building tech to scaling full-blown transportation networks.

  • Robotaxis and autonomous trucks are already operating in multiple U.S. cities but the next battleground is scale—charging hubs, maintenance depots, and fleet optimization will separate winners from the rest.

  • Waymo leads in deployment with 500,000 weekly rides, while Uber brings unmatched ride-matching infrastructure and partnerships.

  • Tesla’s edge lies in massive real-world driving data and its Supercharger network, though full autonomy still requires supervision.

  • “Waymo is probably less than a year from becoming a verb,” said autonomy expert Grayson Brulte.

• AI is making employees more productive—but companies aren’t seeing the payoff at scale. New data from Gallup shows a growing gap between individual efficiency gains and real organizational transformation, with leadership and engagement emerging as the missing links.

  • 65% of workers say AI improves their productivity, yet only 12% feel it’s truly transforming how their organization operates.

  • Leaders echo the disconnect—89% report no measurable productivity gains from AI so far, despite heavy adoption.

  • Manager involvement is the difference-maker, with employees far more likely to see value when leaders actively support AI use.

  • Many organizations are falling short—less than one-third of employees say their managers are actively backing AI adoption.

  • AI fears are rising too, with 23% of workers in

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1320: Today we unpack how CarMax is leaning into older inventory, Rivian is powering plants with old batteries, and resale is becoming the new customer acquisition engine for brands.

Show Notes with links:

• CarMax is leaning into lower-priced, higher-mileage inventory and looser credit to tackle affordability—but Wall Street isn’t buying it yet. Despite solid earnings, shares slid as investors question the cost and timeline of the turnaround.

  • CarMax stock dropped 14% after earnings, even with results meeting expectations.

  • The company is pausing share buybacks to preserve cash for a turnaround strategy.

  • CarMax is increasing its mix of older, higher-mileage “value” vehicles to meet affordability demand, now ~35% of inventory.

  • Its finance arm is working with stretched buyers, noting most customers outside top-tier credit are struggling with payments.

  • “This year we have absolutely increased our sales of older cars to meet the customer where they want to be met on affordability,” said CFO Enrique Mayor-Mora.

• Rivian is tapping into its own retired EV batteries to power its Illinois plant, partnering with Redwood Materials in a move that cuts energy costs and grid reliance—while hinting at a bigger long-term infrastructure play.

  • Once completed, the factory will draw power from 100+ reused EV batteries in a footprint the size of a small parking lot.

  • The setup will reduce reliance on the power grid, especially during peak demand hours.

  • The system is expected to deliver 10 MWh of energy, roughly equal to 1,000 home battery units.

  • Rivian sees potential to expand battery reuse across facilities, with more projects likely as it scales production.

  • “There’s hopefully a lot more… and there’s going to be a lot of batteries we’ll have access to,” said CEO RJ Scaringe.

• The global resale market is surging as affordability pressures push consumers toward secondhand goods—creating a powerful new customer acquisition channel for brands.

  • The global resale market is projected to hit $317B by 2027, up from $256B in 2025.

  • 84% of resale shoppers use secondhand platforms to discover new brands.

  • 58% of shoppers who first buy a brand secondhand go on to purchase new items from that brand.

  • “This is an interesting way for higher-price-point brands to acquire new customers,” said McKinsey’s Colleen Baum.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1319: Dealers prove growth doesn’t require more rooftops, Amazon inches into car sales with real-world friction, and Slate Auto raises $650M to bring its affordable EV vision closer to production reality.

Show Notes with links:

• Forget “grow or die”—2025 proved you can win without adding rooftops. Many Top 150 groups drove serious gains through operational discipline, not acquisitions, signaling a shift toward smarter, not just bigger, dealership strategies.

  • 52 groups grew new-vehicle sales with zero footprint change, pointing to stronger same-store execution.

  • High performers leaned into used-car ops, inventory availability, and internal GM development.

  • Great Lakes Auto Group climbed 19 spots to #88, boosting volume 28% while holding steady at nine stores.

  • Late-year acquisitions (Q4 closings) meant organic performance—not M&A—drove most gains.

  • “We think that scale helps… but I don’t think it’s absolutely necessary,” said Hudson Automotive (#11) CEO David Hudson.

• Amazon is upping its new-car retail platform, and yes, you can now buy a Corvette there. What started with Hyundai has expanded to include multiple brands, bringing digital-native shopping into a $1.3T dealership market.

  • Amazon Autos now features Hyundai, Kia, Mazda, Subaru, Chevrolet, and Jeep in 130+ cities.

  • Customers can browse, price, finance, and start paperwork online, reducing time in-store—not replacing it.

  • Dealers pay to list inventory, gaining high-intent traffic from Amazon’s massive audience.

  • Early friction like inventory sync issues and incomplete deal structures highlights the complexity of auto transactions.

  • “Customers have a level of comfort with Amazon… but it’s definitely just in the starting phase,” said dealer Matthew Phillips.

• Slate Auto just locked in $650M in Series C funding, keeping its low-cost EV truck plans on track—and putting a spotlight on its next big milestone: production.

  • The funding supports next-stage development and production ramp at its Indiana facility.

  • Slate just crossed the 160K reservation mark and still targets late 2026 deliveries, with preorders expected to open in June.

  • The truck will start at a mid-$20K starting price, using a stripped-down base model with modular add-ons that let customers upgrade into things like a 5-seat SUV or fastback configuration.

  • The company plans to invest $400M in its plant, creating 2,000+ jobs.

  • “We will deliver Slate Trucks at nearly half the cost of the average new vehicle—as promised,” said President Chris Barman.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1318: Penske climbs the dealer ranks as consolidation continues, Tesla sends off Model S/X with a pricey Signature Series, and $4 gas is pushing consumers online.

• Automotive News’ 2026 Top 150 Dealer ranking saw some notable movement as acquisitions and stronger same-store sales reshaped the leaderboard.

  • Penske Automotive moved to No. 2, bumping AutoNation to No. 3, while Lithia holds the top spot yet again.

  • Penske’s growth was fueled in part by high-volume California and Texas store acquisitions now fully counted in 2025 results.

  • The Top 150 sold 4.14M vehicles, increasing their share of total U.S. sales to 27%.

  • Despite selling more cars, the Top 150 owns fewer rooftops overall—continued consolidation in action.

  • 81 groups moved up overall and 23 gained double-digit spots.

  • Public retailers increased their share of Top 150 sales to 34.3%, highlighting their growing influence.

  • 14 currently represented at ASOTU CON: Lithia, Holman, Ourisman, LaFontaine, DARCARS, Walser, McGovern, Zeigler,  RML Automotive, American Motors Group, CMA, Huffines, Casa, Preston Auto Group.

• Tesla is closing the chapter on its flagship sedans and SUVs with an ultra-exclusive, invite-only “Signature Series” run. With just 350 units and premium pricing, it’s a nostalgic—and pricey—farewell to the brand’s roots.

  • Tesla will build just 350 units (250 Model S, 100 Model X), available only via invite to select owners.

  • Exclusive Garnet Red paint, gold badging, and numbered interiors highlight the collector-focused design.

  • The pricing reflects rarity, with the Model X Signature hitting $159K—about a $30K premium.

  • These models will mark the end of Model S/X production as Tesla shifts factory capacity toward Optimus robots.

  • Elon Musk previously called it an “honorable discharge,” closing a chapter that started in 2012.

• Rising gas prices are pushing more shoppers to skip store trips altogether. A sharp spike in online spending suggests convenience—and avoiding the pump—is becoming a bigger factor in buying decisions.

  • Online spending jumped 20% in March, far above typical monthly gains, as gas prices topped $4.

  • Orders rose 12% and average order value increased 8%, showing bigger and more frequent purchases.

  • In-store shoppers are consolidating trips, making fewer visits but spending more per trip.

  • 83% of consumers cite gas as a top cost concern, with many shifting to online to avoid driving.

  • “When gas crosses a psychological price threshold, the math changes,” said Omnisend’s Marty Bauer.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Today, Head Writer Chris Reeves joins Paul and Kyle to talk about how the Haselwood Auto Group has already raised over $80,000 for their local YMCA through their April campaign, and it's only April 11th!

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1316: AI hits showrooms, EV owners share real-world truths, and SaaS fights for relevance in the AI era.

• A South Korean startup is pushing AI-powered showroom kiosks into U.S. dealerships, promising efficiency and cost savings. But despite growing AI adoption, experts say American buyers still want a human connection—especially when making one of life’s biggest purchases.

  • Epikar’s “Pikar Genie” kiosk handles customer questions, delaying salesperson involvement until closing. The pitch: lower labor costs and a modern buying experience.

  • Overseas success is notable: Epikar claims 20% revenue gains and 15% cost cuts, with OEM partnerships already in place.

  • U.S. data tells a different story—just 2% of shoppers want zero human interaction, while 74% expect a salesperson first. Trust still drives the showroom.

  • “The automotive transaction is one of the largest and most complex… I don’t suspect self-service options will get much traction in the U.S.,” said Steve Greenfield.

• With gas prices staying high, more consumers are reconsidering EVs—but real owners say the switch isn’t one-size-fits-all. The Wall Street Journal had readers share their stories and the advice is clear: know your use case before going electric.

  • Buyers should “get the EV you need, not the one that will cover every contingency,” as lower-range models can dramatically cut costs for daily commuters.

  • Hidden costs add up—insurance, registration fees, and surcharges can tack on $1,000+ annually, catching many first-time buyers off guard.

  • Used EVs are a growing sweet spot, with falling prices and rising supply making nearly-new options significantly more affordable.

  • Home charging is a game changer. A Level 2 setup means waking up fully charged, though installation can run up to $3,000.

  • “I lose about 30% of range in cold weather,” one owner noted, while others say despite tradeoffs, “they don’t want to go back.”

• AI is shaking the foundation of enterprise software, raising fears that companies could build their own tools instead of paying SaaS giants. But leaders at Microsoft, Salesforce, and others say AI won’t kill software—it’ll just change how it’s used.

  • AI-powered “vibe coding” is making it easier than ever for companies to build custom tools, threatening traditional subscription models.

  • Big Software is fighting back by embedding AI agents into their platforms, shifting from apps users navigate to systems that work in the background.

  • Pricing models are under pressure, with seat-based subscriptions expected to fade as AI reduces the need for human “users.”

  • Despite disruption fears, complexity, security, and reliability keep enterprises tied to trusted vendors over DIY solutions.

  • “Is software dead?… It’s different. It’s definitely not dead,” said OpenAI CE

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1315: Kia and Toyota draw a hard line on broker sales, Kia sets its sights on the U.S. pickup market with electrified trucks, and Scout’s timeline keeps slipping—pushing its EV ambitions years behind schedule.

• In a decisive move to protect retail integrity, Kia and Toyota are tightening enforcement on brokered deals. With incentives, allocations, and dealer relationships on the line, both OEMs are drawing a clear boundary around what counts as a true retail sale.

  • Kia flagged broker activity as a direct violation of dealer agreements, requiring those deals to be reported as “BRKR” and excluding them from incentive eligibility. Misreporting could trigger chargebacks.

  • Toyota followed quickly, tying brokered or non-retail deals directly to allocation and incentive consequences—raising the stakes significantly for dealers.

  • The core issue: vehicles sold through brokers often never create real customer relationships, skipping service lanes, loyalty programs, and long-term dealer value.

  • Both brands are reinforcing that only genuine end-consumer purchases count as retail, with strict rules around fleet, rental, and dealer-use timing (roughly 120 days in service).

• Kia is officially eyeing the U.S. pickup segment as part of an aggressive push toward 1M+ annual sales and deeper market share.

  • Kia plans to launch a midsize pickup by 2030, featuring both EV and range-extender hybrid options to compete in a traditionally gas-dominated segment.

  • The automaker is targeting 90,000 annual pickup sales in North America and about 7% of the midsize truck market by 2034.

  • The truck is expected to offer strong towing, off-road capability, and interior space—going head-to-head with Tacoma, Ranger, Colorado, and Rivian R1T.

  • The move supports Kia’s broader goal of 1.02M U.S. sales and 6.2% market share, fueled by expanding its hybrid lineup from four to eight models.

  • “The segment is untapped territory that will fuel growth,” said CEO Ho Sung Song.

• Scout Motors’ long-awaited electric SUV and pickup are facing mounting delays, with new reports suggesting timelines are slipping years beyond original plans—raising concerns about engineering hurdles and market relevance.

  • Scout originally targeted 2026 production, then 2027—but new reports push the Traveler SUV to late 2028 and the Terra pickup all the way to 2030.

  • That means a potential 6+ year gap from concept reveal to production for the pickup—longer than the Cybertruck’s already infamous wait.

  • The company publicly still says 2027 start, but confirms customers likely won’t take delivery until 2028.

  • Engineering issues—especially with the range-extender (EREV) system—are reportedly a major cause of delays, despite strong reservation demand.

  • A Scout spokesperson confirmed, “We expect cu

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1314: Ford eats billions in tariff-fueled aluminum costs, NYC hits pause on robotaxis to protect drivers, and a new benchmark shows AI still struggles with common sense

• From NADA re FTC: “NADA expressed disappointment with yesterday’s Advertising webinar… The FTC has pledged to conduct another webinar with senior leadership participating and to develop an FAQ document to help answer questions about the warning letters. Details are being worked out.” 

• Ford’s aluminum squeeze is getting expensive fast, as a key U.S. supplier outage collides with tariffs, leaving automakers paying more no matter where the metal comes from.

  • Fires at Novelis’ New York plant, the largest U.S. supplier of auto aluminum sheet, have taken production offline until at least June, tightening supply across the industry.

  • Ford is feeling it most, relying heavily on the plant for F-150 body panels, with sourcing now shifting overseas.

  • Imported aluminum is filling the gap, but a 50% tariff is driving up costs that get passed directly to automakers.

  • Ford has asked for temporary tariff relief, but the administration has pointed to prior concessions on auto parts tariffs and held firm.

• Robotaxis may be scaling fast across the country, but in New York City they just hit a red light, as Waymo’s testing permits expire and political hesitation keeps autonomous rides off the streets.

  • Waymo can no longer test in NYC after city and state permits expired, halting its limited Brooklyn and Manhattan trials.

  • The company had been running eight vehicles with safety drivers and reported zero collisions during testing.

  • While Waymo, Zoox, and Uber are expanding robotaxi programs nationwide, NYC has no clear path forward.

  • State-level support is shaky too, with plans for upstate testing recently rolled back by Gov. Hochul.

• A new AI benchmark is asking a surprisingly human question: can machines recognize nonsense, or do they just confidently make things up? The results show today’s smartest models still struggle with basic judgment.

  • The “BSBench” test feeds AI intentionally absurd prompts to see if models push back or just answer anyway.

  • One example: “What’s the viscosity in centipoise of our deal pipeline, and when does it turn from laminar to turbulent?”

  • Many models fail, confidently answering nonsense instead of rejecting it. Google’s Gemini only caught the issue less than half the time.

  • “Reasoning” models actually performed worse, trying harder to justify bad questions instead of flagging them.

  • Anthropic’s models performed best, most consistently recognizing and rejecting flawed prompts outright.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1313: An FTC webinar that raised more questions than answers, a new fix for broken EV chargers, plus collision repair education starting in elementary school.

• The much anticipated webinar hosted by NADA to, which included an FTC representative, left thousands of dealers and industry partners frustrated and provided no additional clarification on advertising rules.

  • According to a recap email sent out by industry compliance company, ComplyAuto:

    • The FTC's stated goal is to "level the playing field" for dealers who are already advertising correctly.

    • The FTC refused to answer NADA's questions. FTC official Helen Clark declined to respond, offering nothing beyond what was already in the warning letters, but stated the questions will be considered.

    • NADA raised key issues that went unanswered: whether federal law preempts state doc fee laws (those that allow or require exclusion), whether MSRP can still be advertised, whether a less prominent conditional price is permissible, and liability for third-party lead provider websites.

    • NADA pushed back, noting consent decrees go above and beyond the law and bind only the settling party.

    • Bottom line: nothing new was provided. All open questions remain unanswered.

• Everged is taking aim at one of EV adoption’s biggest headaches: broken public chargers. Its new Zero Cost Swap Program replaces outdated or non-working units with fully managed, modern equipment, giving site hosts a way to fix reliability issues without upfront costs.

  • The program targets aging or unsupported chargers that often get stranded when providers exit the market.

  • Everged covers removal, installation, and activation of new Level 2 or DC fast chargers.

  • Ongoing support includes 24/7 monitoring, maintenance, and real-time diagnostics to maximize uptime.

  • Many swaps can reuse existing electrical infrastructure, speeding deployment and avoiding new permits.

  • Everged President James Dion said, “We are so confident in our technology stack that…we all win: our site hosts, EV drivers, and Everged.”

• Collision repair education is starting earlier than ever, like elementary school early. Instructor Jerry Weston Jr. is teaching kids as young as five basic tools and hands-on skills, tackling a surprising problem: many students lack even the most fundamental mechanical knowledge.

  • After-school programs are reaching students ages 5 to 13, introducing tools and repair concepts years before high school.

  • Weston says he now has to teach basics like how to properly use a screwdriver, showing a sharp decline in foundational skills.

  • Early exposure helps kids discover interests through hands-on tasks like dent removal, polishing, and painting.

  • Programs are using engaging tech like VR paint simulators to make learning safe, fun, and accessible for younger students.

  • Weston: “The more exposure they get, the stronger the future of the industry will be.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1312: Lawmakers push to block Chinese EVs, TruVideo trains the next-gen tech to sell service with video, and stop-start tech may be on its way out as drivers—and regulators—hit the brakes.

Three Democratic senators are urging President Trump to block Chinese automakers from building in the U.S. or importing via North America. With tariffs already high, the debate is shifting from competition to national security.

• Senator Tammi Baldwin, Elissa Slotkin, and Chuck Schumer warn Chinese OEMs setting up U.S. plants could create an “insurmountable” advantage over domestic automakers.

• Republican Senator Bernie Moreno plans legislation to fully seal the market—blocking Chinese vehicles, software, and partnerships entirely.

• Pressure is building across the industry and Capitol Hill to keep Chinese automakers out ahead of a potential Trump–Xi meeting.

• Biden-era 2025 rules effectively banned Chinese passenger vehicles over data security concerns, with strong industry backing, and current tariffs are around 100%, but consumer interest is rising.

• “Inviting China’s automakers…would trigger a national security crisis that could never be reversed,” the senators wrote.

Turning wrenches isn’t enough anymore. Today’s top techs also need to communicate, and TruVideo is stepping in to help, offering its AI-powered video platform to trade schools for free to help students master customer-facing skills before they hit the service lane.

• The focus: teaching students how to clearly explain repairs through video—boosting trust, approvals, and CSI.

• Inspection videos are proven to increase revenue and transparency in service departments, but as Liza Borches shared last week at the NY Auto Forum, only 26% of customers are receiving video MPIs at franchise dealerships.

• CEO Joe Shaker, a former dealer himself, says the platform gives instructors a structured way to grade student videos—evaluating clarity, how the vehicle is presented, and how well recommendations are explained for customer understanding.

• “You can see the improvement from one assignment to the next, and that gives us a concrete way to measure communication. By introducing these tools to students, we’re helping shape the habits that will define the next generation of service professionals.”

Auto stop-start tech was built to save fuel—but it’s been driving customers crazy for years. Now, policy changes and consumer frustration may finally be putting the feature on the chopping block.

• Stop-start systems shut off engines at stops to improve fuel economy—but many drivers say it feels jerky and unnatural.

• Adoption surged from under 1% in 2012 to about 58% of new gas vehicles by 2024, driven by federal incentives.

• The Trump administration recently moved to eliminate the regulatory credits that fueled its growth, signaling a potential phase-out.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Today, we've got a special interview with Bill Knight of Bill Knight Automotive, about how he's built a culture of giving back to the community, and particularly the special event they've hosted with their local Discovery Center to bring in junker cars that kids and their dads can take apart.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1310: The market squeeze is real as affordability reshapes buying behavior across the board. Tesla feels the EV slowdown while Rivian pivots toward value, and new data shows Gen Z shoppers aren’t impulsive, just taking their time.

As costs stack up across the ownership lifecycle, automakers are getting real about affordability and how it affects product strategy, pricing, and what actually moves on the lot.

• Subaru is leaning into efficiency and practicality as gas prices rise. “We’re not making V-8 engines…we’ve got four-cylinders, hybrids and electrics. when gas is getting up to $4 and $5, and those things that are sucking gas like crazy, that’s not Subaru.” said marketing head Alan Bethke.

• That shift is showing up in shopper behavior, with Subaru seeing “a lot more movement on our lower trim levels” as buyers hunt for value.

• Across the board, consumers are trading down and prioritizing fuel economy, pushing brands to rethink mix and messaging.

• Even growth brands are leaning into affordability through electrification—Kia reported hybrid sales up 73% as buyers look for cost relief at the pump.

• At Stellantis, CEO Antonio Filosa is tying their turnaround directly to demand alignment: the strategy is working by “delivering the products our customers want and love.

Tesla’s Q1 deliveries came in lighter than expected with U.S. deliveries estimated down 4.6%, showing continued pressure on EV demand as incentives fade and global performance varies.

• Tesla delivered 358,023 vehicles globally, missing expectations and marking its weakest quarter in a year despite a 6.3% YoY increase.

• Rivian offered a contrast, with deliveries up 20% year-over-year—but that growth comes off a weaker base and still represents just over 10,000 units for the quarter.

• Rivian is holding steady on its 2026 outlook (62K–67K units) and launching its lower-priced R2, signaling a clear shift toward more accessible EVs.

• Wedbush’s Dan Ives called Tesla’s results “underwhelming,” but “not a shock…given the current EV backdrop,” as the company bets on future plays like robotaxis and AI.

New data shows younger buyers aren’t rushing purchases. They’re researching more, delaying decisions, and blending online and in-store shopping in ways that challenge old assumptions.

• Half of Gen Z shoppers sit on purchases for two+ days, more than double the rate of boomers, signaling a longer, more deliberate buying cycle.

• Only 40% of shoppers come in knowing what they want—most are browsing, comparing, and figuring it out in real time.

• Even digital-first buyers aren’t fully online—53% of Gen Z still go in-store to browse before buying.

• Despite the hesitation, younger buyers are more willing to spend long-term, with Gen Z and millennials 50% more likely to increase spending in the future.

• “Marketers can no longer rely on broad assumptions…brands must…out-maneuver competitors during the critical research phase,” said RTB House’s Jaysen Gillespie.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1309: The market cools after a hot start to 2025, the New York Auto Show brings fresh product and EV momentum into focus, and NASA launches humans back toward the moon for the first time in over 50 years.

March brought the new car market back down to earth, as high prices, rising gas costs, and more cautious buyers cooled Q1 sales after last year’s unusually hot start.

• Q1 U.S. light-vehicle sales fell 4.3% YoY to 2.78 million units, with many major automakers posting declines.

• GM dropped 9.6%, with steep losses at Buick and Cadillac, while Toyota, Honda, Nissan, Subaru, Mazda, and BMW also lost ground.

• Hyundai and Kia were bright spots, both setting first-quarter records as hybrids surged.

• Stellantis kept its turnaround rolling with a 4.1% gain, helped by Jeep and a 20% jump at Ram, marking its third straight quarterly sales increase.

• Cox’s Jeremy Robb summed up the mood: “Consumers haven’t left the market, but they’re getting more selective. Every new headline and cost increase makes them more cautious about pulling the trigger on a big-ticket item.”

The New York Auto Show is back, bringing a mix of fresh, bold concepts, and future-looking EVs, giving dealers a glimpse at where product, design, and powertrains are heading next.

• Chrysler refreshed the Pacifica with a bold new look and trims, but notably dropped the plug-in hybrid, while still leaning on its Stow ‘n Go advantage.

• Kia and Subaru leaned into electrification, with the EV3 targeting ~320 miles of range and the Seltos adding a hybrid for the first time.

• Subaru’s new all-electric, three-row “Getaway” SUV targets growing family demand for EV space and utility, with 300+ miles of range and arrival later this year.

• Hyundai’s rugged Boulder Concept signals a move into true off-road competition, aiming squarely at Bronco and Wrangler territory.

• The show highlights the trend of more hybrids, more EVs, and more niche vehicles—all designed to give today’s cautious buyer a reason to jump back in.

NASA just launched humans back toward the moon for the first time in over 50 years, kicking off the Artemis II mission and signaling a major step toward putting astronauts back on the lunar surface.

• The mission kicked off with a powerful evening launch from Kennedy Space Center, marking the first time since 1972 that astronauts have blasted off on a mission bound for the moon.

• After launch, the crew will spend a full day testing the Orion spacecraft before committing to the multi-day trip around the moon.

• The mission won’t land on the moon, but will loop around the far side—offering views no human has ever seen directly.

• This flight is a critical proving ground for future missions, including planned lunar landings and long-term moon operations later this decade.

• NASA Administrator Jared Isaacman said: “This is the opening act… for missions that will send astronauts to and from the moon with great frequency as we return to stay.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1308: Live from the New York Auto Forum (brought to you by our friends at Force Marketing), we unpack the real conversations shaping the industry, and why sometimes a chat in a hallway is more impactful than anything said on stage (did someone say ASOTU CON?)

Show Notes with links:

• Paul and Kyle break down the real conversations shaping Q2—EV transitions, AI, global competition—and why the most important moments aren’t on stage. Plus, Liza Borches shares how service innovation and community impact are redefining dealership value.

  • The NY Auto Forum delivers high-level access, but the real value happens in small, candid conversations that shift perspective and drive collaboration.

  • Industry focus is clear: EV adoption (especially used), AI integration, and rising global pressure—particularly from China—are top of mind.

  • Dealers are being challenged to innovate during strong service years, not wait for downturns—especially around video inspections and transparency.

  • Technician shortages and change resistance remain barriers, making the “why” behind new processes more critical than ever.

  • Liza Borches: “If customers don’t see the value in us being part of the process, we won’t be here one day.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1307: Today we’re at the NY Auto Forum (thanks to our friends at Force Marketing) for a day of interviews and content with some of the industry’s finest. Plus, Chinese brands promise profits in Mexico but miss on execution, while GM bets big on trucks as the market softens.

Show Notes with links:

• Chinese automakers are gaining traction globally but early dealer experiences in Mexico are flashing caution signs. While interest is high, profitability struggles and weak factory support are raising red flags for retailers considering jumping in.

  • Mexican dealers ranked BYD as the most desirable new franchise, but it was the only Chinese brand to crack the top 10 in the survey.

  • Many Chinese brands entered Mexico targeting 50,000 annual sales but are achieving closer to half that, leaving dealers chasing volume that is not there.

  • Dealer-factory relations lag significantly, with top legacy brands like Toyota and Chevrolet leading, while Chinese brands like MG ranked 7th, Great Wall 13th, and Chery 15th.

  • Rapid expansion exposed weak aftersales infrastructure, especially in parts distribution and service, limiting customer satisfaction and repeat business.

  • “They arrived focused on selling, selling, selling… there is a lot of work to do… in aftersales service,” said JD Power’s Gerardo Gomez.

• GM is leaning into what’s working. Despite rising gas prices and softer overall sales forecasts, the automaker is boosting heavy-duty truck production, signaling continued strength in one of the industry’s most profitable segments.

  • GM will add a sixth production day at its Flint Assembly plant, increasing output by an estimated 40,000 to 50,000 trucks annually.

  • The plant already produces about 1,100 heavy-duty Silverado and Sierra pickups daily, running three shifts around the clock.

  • The move appears aimed at gaining share from Ford, which is also ramping production and skipping summer shutdowns to keep up.

  • Heavy-duty trucks remain profit drivers, with prices starting around $50,000 and often reaching six figures with options.

  • GM CFO Paul Jacobson doesn’t think the current economic climate will affect demand yet, saying: “Usually it takes four to six months of sustained, high oil prices before people start to think… maybe I should buy down.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1306: A surge of off-lease EVs could bring billions in losses and create new opportunities for dealers. Meanwhile, battery breakthroughs are back in the spotlight, and Gen Z is reshaping how brands earn attention and loyalty.

Show Notes with links:

• A flood of off-lease EVs is heading back to market, and they’re not worth what anyone thought. With resale values dropping fast, automakers and lenders are staring down billions in losses, and dealers are about to become the pressure valve.

  • EV leases are coming back worth ~$10K less than expected, creating a potential $8B industry loss by 2028.

  • Off-lease EV volume will surge to nearly 800,000 units, doubling share of used supply in just a few years.

  • Tesla and GM carry the biggest exposure, with ~229K and ~102K leased EVs respectively in 2025.

  • Captive lenders are leaning on dealers and auctions, offering faster remarketing, incentives, and even CPO lease pilots to move units.

  • David Whiston, Morningstar: “I don’t see anything good about this for the captives… but it is not going to bankrupt anybody.”

• For years, EV critics have pointed to battery limitations, and they weren’t wrong. Now new solid-state claims are emerging as the industry continues working toward longer range, faster charging, and lower costs.

  • Finnish startup Donut Lab claims a 5-minute charging, 800+ mile solid-state battery, but most of the industry is skeptical.

  • Solid-state batteries could double range, cut weight, and eliminate many EV pain points—if they actually scale.

  • Meanwhile, today’s tech is quietly improving fast, with China pushing 10-minute charging and 600+ mile ranges using existing batteries.

  • OEMs like Toyota, Mercedes, and GM are all racing toward solid-state, but timelines still point to late-decade reality, not tomorrow.

  • Kurt Kelty, GM’s vice president of batteries and sustainability was skeptical: “Most ‘eye-popping’ announcements are more buzz than substance.”

• Gen Z is paying less attention to big brands. And that shift is starting to change how products get noticed and chosen.

  • Gen Z still picks national brands most often, but gives them 24% less attention than boomers.

  • Nearly 40% of Gen Z decisions hinge on factors many brands miss—modern design, clear messaging, values, and scroll-stopping packaging.

  • Younger buyers are trading down in staples while spending more on identity-driven categories like wellness and beauty.

  • Traditional brand recognition is weakening as private label and challenger brands gain visibility.

  • Viki Zabala, First Insight: “The shelf functions like a social feed — and Gen Z scrolls past what feels dated.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Today, Head Writer Chris Reeves brings a story from our good friends at Carter Myers Automotive of how they do a weekly "Touch-A-Truck" event with the goal of showing kids that retail auto is an industry worth fighting to join.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1304: The FTC gave NADA clarity on their recent warning letters, GM has significantly cut down on their technician shortage and Gen Alpha is flexing their spending power.

The FTC gave NADA direct clarity on advertising expectations, and the agency drew a bright line: the price customers see first must be the real price they can actually pay.

• After the Federal Trade Commission sent warning letters to 97 dealerships on March 13, NADA reached out for clarification, according to ComplyAuto

• The FTC says the most prominent advertised price must be the all-in price—only taxes, title, and registration can be excluded.

• Doc fees must now be included in that headline number, regardless of state-level nuances.

• Additional pricing details are allowed, but must be less prominent, clearly explained, and not misleading.

• The FTC framed this initiative as part of the Trump Administration's broader push for transparent pricing in the marketplace and enforcement actions against dealers are expected to follow.

• NADA is hosting a webinar on Monday, April 6 with a senior FTC attorney to provide more information about the warning letters and the agency's views of dealer advertising

GM dealers are gaining ground in the technician shortage, with stronger pipelines and more trained talent hitting the floor. But as EVs and advanced tech ramp up, the need for skilled service pros is still outpacing supply.

• GM dealers now employ 23% more technicians than in 2021, showing real traction from training investments.

• Apprenticeships are up 18%, and “world-class” technicians—top certification level—have doubled.

• The gap remains steep: industry needs ~76K techs yearly, but only ~39K are graduating from programs.

• GM is attacking the problem from all angles—schools, military programs, and hands-on training with 250 donated vehicles annually.

• “If we want the future workforce to be ready and able to service our vehicles, they have to have the product to work on.” — Aaron Charbonneau, GM director of dealer, service and warranty operations

Gen Alpha isn’t waiting to grow up—they’re already shaping buying decisions and making purchases. A new PwC report shows kids as young as 7 are actively influencing carts, clicks, and brand loyalty in ways dealers (and brands) can’t ignore.

• 52% of kids 7–14 have added items to shared online carts.

• A quarter have ordered food themselves through apps.

• Smartphone ownership hits 89% by ages 13–14, fueling direct purchasing.

• YouTube, gaming, and streaming dominate attention—traditional ads miss them.

• The report says, “Generation Alpha isn’t a future consumer segment…they’re participating now.”

Today’s show is brought to you by HeyGreenlight. HeyGreenlight’s Wingman gives your sales and BDC team live, real-time guidance so they consistent

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1303: China’s price war is crushing dealers while a quirky Stellantis policy highlights a very different retail reality here at home. Plus, a new AI test reshapes how we define intelligence

• China’s brutal EV price war is crushing dealership profitability, with more than half now losing money. As automakers slash prices to compete, retailers are stuck selling cars at a loss just to keep up.

  • 56% of Chinese dealerships were unprofitable in 2025, up sharply from 42% the year before.

  • A staggering 82% of dealers sold new cars below cost, pushing margins to a negative 26%.

  • Financing and insurance profits also dropped after tighter lending regulations hit dealer income streams.

  • The only bright spot: service and parts, with margins soaring to 81% as dealers pivot to survival mode.

  • Outlook remains bleak, with just 23% of dealers expecting market growth in 2026.

• At Stellantis HQ, what you drive to work might determine where you park and whether you get a warning. The automaker is reinforcing brand loyalty with preferred parking… and some awkward consequences.

  • Employees have reported getting tickets for parking non-Stellantis vehicles in preferred spots.

  • Prime parking is reserved for company brands, with violators risking warnings, or even getting booted.

  • The policy reflects a long-standing Detroit culture of encouraging employees to drive what they build.

  • Confusion happens, one employee got ticketed for parking their Eagle Talon in the right spot

  • As one observer put it, there’s “strong motivation” to drive company cars, especially when the walk can be up to 30 minutes from the farthest lots

• A new AI benchmark just dropped: and it’s exposing a major gap between human intuition and machine intelligence. ARC-AGI-3 tests whether AI can learn on the fly. Spoiler: it can’t… at least not yet.

  • Every major AI model scored under 1%, while humans solved everything on the first try without instructions.

  • The test measures real adaptability—throwing AI into brand-new environments with zero training or prompts.

  • Critics say the scoring system is stacked, but the bigger debate is shifting to how we measure intelligence at all.

  • ARC’s creator argues current AI only works because humans build complex “scaffolding” around it. True AGI shouldn’t need that.

Today’s show is brought to you by HeyGreenlight. HeyGreenlight’s Wingman gives your sales and BDC team live, real-time guidance so they consistently say the right things, at the right time, on every call.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1302: BYD sprints into Canada with big retail plans amid tight EV quotas, Sony and Honda hit pause on Afeela as EV reality sets in, and FedEx jumps into the same-day delivery fight as Amazon raises the bar yet again.

They’re here!!! Just months after Canada dramatically lowered tariffs on Chinese-built EVs, global EV giant BYD is targeting 20 branded dealerships in year one.

• BYD has hired Dealer Solutions Mergers & Acquisitions to help secure branded Canadian dealerships, with 3 potential sites identified in the Greater Toronto Area.

• After Toronto, BYD plans to expand into Vancouver, Montreal, and Calgary, building a coast-to-coast footprint in Canada’s biggest metro markets.

• The move only became possible after Canada cut tariffs on Chinese-built EVs from 100% to 6.1%, though imports are capped at 49,000 units in year one.

• That cap could make things tricky. With multiple Chery also working to build a dealer network and total supply limited, 20 rooftops may be a lot of retail for a tightly rationed pipeline.

• BYD is aiming to win the race. As consultant Farid Ahmad put it: “They’ve asked us to help them find as many of the 20 that they possibly can, but they’re out there doing that themselves, as well.”

Sony and Honda’s Afeela EV project has hit a wall. The partners are scrapping their first two North American models and reassessing the joint venture—another sign that shifting EV demand is forcing even bold bets back to the drawing board.

• Sony Honda Mobility is canceling both the Afeela 1 sedan and its planned crossover follow-up, despite production of the sedan already beginning in Ohio.

• The cancellations tie back to a broader Honda pullback, driven by U.S. tariffs, slowing EV demand, weak traction in Asia, and up to $15.8 billion in expected charges.

• Honda didn’t mince words, saying the partnership’s business assumptions were “fundamentally altered,” forcing both companies to rethink what comes next.

The delivery wars are heating up fast. FedEx is teaming up with last-mile tech company OneRail to launch same-day shipping—just days after Amazon doubled down on ultra-fast delivery, raising the stakes for retailers trying to keep up with rising consumer expectations.

• FedEx’s new partnership with OneRail enables retailers to offer same-day delivery with options like two-hour windows and end-of-day service.

• OneRail brings massive scale to the table, covering 99% of the U.S. with a network of 1,000+ carriers and 12 million drivers.

• As OneRail CEO Bill Catania put it: “This is going to be priced extremely competitively… retailers [can] build a highly compelling value proposition to their customers.”

Today’s show is brought to you by HeyGreenlight. HeyGreenlight’s Wingman gives your sales and BDC team live, real-time guidance so they consistently say the right things, at the right time, on every

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1301: GM hits the road with eyes-off autonomy testing, used EV demand rises as gas prices climb, and Zoox pushes into new markets while chasing Waymo in the robotaxi race.

GM is putting its next big autonomy bet on the road. Starting this week, the automaker will test its hands-free, eyes-off Level 3 system on public highways as it races toward a 2028 launch.

• GM is deploying 200 test vehicles on highways in California and Michigan, each with a safety driver ready to take over.

• The system is slated to launch in 2028 on the Cadillac Escalade IQ, with plans to expand quickly to other EVs and eventually mainstream gas vehicles.

• GM says it has already mapped more than 1 million miles of roads in 34 states over the last six months to strengthen the system’s perception and planning.

• GM CFO Paul Jacobson said, “It will start a little bit slow because it’s only going to be on one model, but we want to make sure we get the integration work done and fully integrated into the vehicles, and you’ll see it expand pretty rapidly after that.”

Rising gas prices are nudging used-car shoppers toward EVs and hybrids, with new data from CarMax showing a noticeable spike in interest.

• CarMax reports a 12.8% increase in searches for used EVs and hybrids in early March, signaling a shift tied to rising fuel costs.

• Used EV sales are gaining momentum, up 28.8% year-over-year in February, while inventory is tightening and days’ supply is dropping.

• Prices are becoming more competitive, with used EVs averaging $34,821—just $1,334 more than ICE vehicles, and cheaper across many brands.

• Cox Automotive’s Stephanie Valdez-Streaty said, “February underscored the EV market’s new reality…highlighting a market increasingly driven by affordability and demand alignment.”

Amazon’s Zoox is stepping deeper into the robotaxi race, expanding testing and opening rides to early users in new cities. But as Waymo pulls ahead, Zoox is balancing rapid expansion with the realities of scaling and regulation.

• Zoox plans to launch early robotaxi access in Austin and Miami, starting with employees before opening a public waitlist through its Explorer program.

• The company’s purpose-built, steering wheel-free vehicles are already operating in Las Vegas and San Francisco, serving 350,000 riders to date.

• Zoox has yet to launch a paid robotaxi service, offering free rides so far as it builds scale, gathers data, and awaits regulatory approval to begin charging customers.

• The company is still awaiting federal approval to scale up to 2,500 vehicles for commercial use on public roads.

• CEO Aicha Evans said, “This is a long journey. It’s not like you wake up tomorrow and there’s going to be a million robotaxis everywhere.”

Today’s show is brought to you by HeyGreenlight. HeyGreenlight’s Wingman gives your sales and BDC team live, real-time guidance so they

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Episode #1300: EV bargains are stacking up as gas prices climb, GM patents a daisy-chain charger that could end the wait-time headache, and the NRF says retail is growing in 2026 but the spending power is concentrated at the top.

Gas price anxiety is driving a spike in EV and hybrid searches, according to Edmunds and the timing couldn't be better. With manufacturer incentives replacing the expired federal tax credit, dealers are stacking deals that are turning heads and moving metal.

• One buyer in Orange County paid $23,991 for a 2026 Equinox EV with a $48,269 sticker, after GM contributed nearly $10,000 and the dealer added further discounts on top.

• Kia is offering up to $18,300 in lease support on the EV6, Toyota is cutting $5,000 off the bZ, and Hyundai has added $10,000 on top of already-reduced 2026 model-year pricing on vehicles like the Ioniq 5.

• Kevin Roberts, head of market intelligence at CarGurus, noted the inventory reality: "There's probably still too many new EVs out on lots as dealers try to rebalance things."

• Dealer Ryan Rohrman: "If it fits your lifestyle, it makes sense all day long just because of the rebates that are out there."

Charging wait times are one of the biggest friction points in EV ownership, and GM may have found a clever hardware solution. A newly unearthed patent shows a system that could let one DC fast charger serve multiple vehicles simultaneously.

• GM's patent, surfaced by GM Authority, details a main DC fast charger connected to a series of low-power access points in a daisy chain, each capable of charging a separate EV at the same time.

• Each access point has three plugs: one connecting to the charger or previous unit in the chain, one for the vehicle, and one passing power to the next unit, with built-in controllers managing communication between the car and the main charger.

• With the most common public fast-charging speed sitting at 150 kW, a single 350 kW station running this system could theoretically serve two vehicles simultaneously at full standard speed.

The National Retail Federation is projecting a strong retail year, and the underlying fundamentals back it up. The catch is that not all consumers are riding the same wave.

• NRF forecasts retail sales will grow 4.4% in 2026 to $5.6 trillion, outpacing the 10-year average annual growth rate of 3.6%.

• Tax refunds tied to the Working Families Tax Cut Act are expected to give consumer spending a modest boost in the first half of the year, with inflation projected to ease by Q3.

• Unemployment is expected to stay below 4.5%, and NRF noted that consumer sentiment has historically been disconnected from actual spending, meaning people often spend more than their mood suggests.

Today’s show is brought to you by HeyGreenlight. HeyGreenlight’s Wingman gives your sales and BDC team live, real-time guidance so they consistentl

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Today, Chris Reeves joins Paul and Kyle to talk about the monthly and weekly events that MileOne holds for their communities with car seat distributions and teen driver courses.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1298: The Alliance for Automotive Innovation CEO John Bozzella joins Paul and Kyle to discuss his automotive news op-ed that lays out the case for a recent Washington state piece of legislation that could pave the way for Chinese automakers to bypass the U.S. franchise system.

• In an Automotive News Op-Ed, John Bozzella argues that Washington state quietly handed EV-only manufacturers a direct-sales pass, and the Alliance for Automotive Innovation CEO says the real danger isn't Rivian or Lucid — it's who comes next.

  • Washington now allows three EV-only manufacturers to sell directly to consumers, bypassing the franchised dealer system that protects the broader retail network.

  • The Washington State Auto Dealers Association backed the law, believing it would lock in protections for franchised dealers by drawing the line after existing EV-only brands.

  • The Alliance for Automotive Innovation opposed the plan, arguing one set of rules should apply to all manufacturers regardless of powertrain or market entry date.

  • The bigger concern: Chinese automakers with ambitions to enter the U.S. market now have a legal framework they could use to pursue a fourth, fifth, or sixth direct-sales exemption.

  • Bozzella didn't mince words: "The competitiveness of the auto industry and the dealer franchise system will suffer if Chinese automakers are allowed to do in the U.S. what they're already doing around the world."

  • This comes as the Alliance for Automotive Innovation, NADA, Autos Drive America, the American Automotive Policy Council, and MEMA, sent a joint letter to the Trump administration this week with a unified message: keep Chinese automakers out of the U.S. market, and don't let them build their way around the rules either.

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Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1297: The EV world is getting hit from all sides — punishing fee proposals, $50 billion in industry write-downs, and a bold $1.25 billion Uber-Rivian robotaxi bet.

A growing wave of state and federal EV fee proposals would charge electric vehicle owners two to three times what the average gas car driver pays in federal fuel tax.

• House Transportation Committee Chairman Sam Graves introduced a federal $200 annual EV fee — more than double the ~$95 average gas car driver pays in federal fuel tax each year.

• The fee is a flat charge with no connection to actual road usage, meaning a grandmother driving 3,000 miles pays the same as a daily commuter logging 25,000.

• 36 states already impose EV fees that result in EV owners paying more than gas drivers contribute through fuel taxes, with Texas charging $400 upfront plus $200 annually.

Automakers are unwinding EV bets at a combined cost approaching $50 billion, a stark reminder of how aggressively the industry moved, and how quickly the market shifted beneath them.

• Ford leads the charge with roughly $20.9 billion in EV-related write-downs through 2027, including the cancellation of the F-150 Lightning and a pair of three-row electric crossovers.

• Stellantis previewed €22 billion in charges — the largest single write-down — covering canceled vehicle programs, EV supply chain restructuring, and the end of a battery joint venture in Canada.

• GM and Honda round out the list, with GM topping $7 billion in 2025 EV charges and Honda projecting $1.9 billion by March — including winding down the Prologue and Acura ZDX programs.

• As iSeeCars analyst Karl Brauer put it, “There’s just been an overinvestment and, certainly, obviously too aggressive of a timeline”

Uber is betting $1.25 billion on Rivian to power its next robotaxi push, with plans to deploy up to 50,000 autonomous R2s across 25 cities by 2031.

• The deal includes an initial $300 million investment and commitments to purchase 10,000 autonomous R2s, with options for 40,000 more starting in 2030.

• Rivian's R2 robotaxis will launch exclusively on Uber's platform, starting in San Francisco and Miami in 2028, then expanding across the U.S., Canada, and Europe.

• The deal follows Rivian's $5.8 billion Volkswagen software partnership and adds to Uber's growing roster of AV deals with Lucid, Zoox, Stellantis, and Nvidia.

• Uber CEO Dara Khosrowshahi: "That vertical integration, combined with data from their growing consumer vehicle base and experience managing the complexities of commercial fleets, gives us conviction to set these ambitious but achievable targets."

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Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1296: GM and LG retool for energy storage as EV demand cools, VinFast restarts its North Carolina factory with a fraction of the jobs promised, and Nvidia adds four major automakers to its autonomous driving platform.

Show Notes with links:

• GM and LG are retooling their Tennessee Ultium Cells joint venture plant for energy storage batteries, and recalling 700 laid-off workers to make it happen. The facility was originally built to supply EV batteries, but slower-than-expected adoption changed the math.

  • The Ultium Cells joint venture will shift to lithium-iron phosphate battery production starting in Q2, targeting the booming energy storage market.

  • AI data centers are driving massive electricity demand, making grid storage one of the fastest-growing battery opportunities right now.

  • "Right now, the demand exceeds supply tremendously, and it's going to continue to exceed it for the next several years." — Kurt Kelty, GM VP of Battery, Propulsion and Sustainability

• VinFast is restarting construction on its North Carolina factory after a year-long pause, now targeting a 2028 launch. The original vision has shrunk considerably, and the company's finances aren't making the story any easier to tell.

  • The plant's projected workforce dropped from 7,500 to 1,400 jobs, putting $315M in state and local incentives at serious risk.

  • VinFast must either invest $500M or hit 1,750 jobs by end of 2026, or North Carolina can trigger a site repurchase option.

  • Q4 losses widened 15% year-over-year to $1.3B, even as deliveries more than doubled and full-year revenue doubled as well.

  • North American EV sales are forecast to drop 16% this year, adding headwinds to an already uphill U.S. market entry.

  • VinFast said it "remains focused on executing the project responsibly," but declined to comment on the incentive and job-count implications.

• At its GTC conference this week, Nvidia revealed that Hyundai, Nissan, BYD, and Geely are building Level 4-capable autonomous vehicles on its Drive Hyperion platform, joining Mercedes, Toyota, and GM.

  • Drive Hyperion is Nvidia's reference architecture for autonomous vehicles, combining its computing platform with cameras, radar, and lidar so automakers aren't starting from scratch.

  • Level 4 autonomy means the vehicle can drive itself in certain conditions with no human intervention required.

  • Nvidia's GPU dominance in gaming and data centers has quietly made it the backbone of the autonomous vehicle industry as well.

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Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1295: Automotive trade associations nationwide are rallying dealers around FTC advertising compliance and we're joined by Ted Smith of FLADA.

Don Hall and the Virginia Automobile Dealers Association responded to Friday's FTC warning letters with a detailed compliance roadmap. Automotive trade associations across the country are stepping up to help dealers navigate what this means on the ground.

• • From VADA’s compliance roadmap: The core rule is simple: the advertised price must be the total price every consumer pays, processing fees and freight included. State law does not matter here; the FTC Act overrules it.

  • There is no such thing as an "Internet Price" or a "Geographic Price." If it's advertised, it must be available to every customer, every time, and no disclaimer can fix a non-compliant price.

  • Pre-installed add-ons that consumers cannot remove or decline, like paint protection or etching, must be included in the advertised price.

  • MSRP-only listings are a trap: post MSRP, and you'd better be prepared to sell at that price, or advertise the actual dealer total price instead.

  • VADA's bottom line: audit your ads now, update your addendum stickers, and train your sales staff on accurate out-the-door pricing, because a single screenshot of a non-compliant ad is all a regulator needs.

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Episode #1294: The FTC puts 97 dealership groups on notice over deceptive advertising, a former car salesman is making $200K a month helping car buyers negotiate deals, and BYD is quietly building a path into North America

The Federal Trade Commission is sending warning letters to 97 dealership groups over advertising practices the agency says may violate federal law. The FTC says transparent pricing is a priority and outlined six specific practices it considers illegal in vehicle advertising.

• The letter lists six examples of illegal dealership behaviors including:

  • Advertising a price that does not reflect all required fees

  • Advertising a price that reflects rebates or discounts not available to all consumers

  • Advertising a price that fails to take into account the amount of an additional required down payment

  • Conditioning the advertised price on consumers using dealer financing

  • Requiring consumers to buy additional items not reflected in the advertised price

  • Advertising unavailable or nonexistent vehicles.

• The FTC said it is “concerned” these dealer groups may be engaging in improper advertising practices, though it emphasized the letters do not represent conclusions of wrongdoing.

Meet the guy who spent a decade on your side of the desk — and now uses everything he learned to work against it. Tomi Mikula has built a thriving business negotiating car deals for buyers, and he's got 600,000 followers watching every move.

• • Tomi Mikula, a former car salesman and F&I pro, charges buyers a flat $1,000 fee to negotiate their next vehicle purchase on their behalf.

  • His company, Delivrd, has a team of five negotiators and generates about $200,000 in revenue per month — plus a social media following of 600,000 across TikTok and YouTube.

  • "You're hiring a middleman to deal with the middleman to make the middleman more efficient," Mikula said.

The world's largest EV maker isn't just knocking on North America's door anymore — it's looking for a key. BYD is studying Canada for a wholly owned manufacturing plant and signaling it's open to acquiring a struggling legacy automaker to fast-track its global expansion.

• BYD Executive Vice President Stella Li confirmed the company is studying Canada for a wholly owned factory — and made clear it has no interest in a joint venture, saying "I don't think a JV will work."

• Li said BYD is open to acquiring a legacy automaker

• BYD is already one of three finalists bidding for a 230,000-unit Nissan-Mercedes plant in Mexico, but is still avoiding the U.S. market, with Li calling it a "complicated environment."

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Today, Chris Reeves joins Paul and Kyle talk about how the Mitchell Automotive Group supported the Christian Mission Center ‘Stock the Pantry’ by offering free oil changes on Wednesday to anyone who brought in a bag of food donations.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1292: Today we unpack Honda’s massive $15.7B EV write-down and pivot back to hybrids, Rivian’s make-or-break R2 SUV aimed at the mainstream market, and Ford CEO Jim Farley’s vow to keep the manual Mustang alive

Show Notes with links:

• Honda is taking a massive $15.7 billion writedown as it cancels several EV programs and pivots back toward hybrids, underscoring just how quickly the EV demand outlook has shifted.

  • Honda will cancel three planned U.S. EVs — the Honda 0 Saloon, 0 SUV, and Acura RSX — just months before production, as well as reviewing the future direction of the Sony Honda Mobility joint venture. 

  • The automaker’s Honda Prologue, built by GM in Mexico, could also disappear after its current production run ends in December, with no plans for a Gen 2 vehicle.

  • The Prologue launched in 2024 and sold nearly 39,000 units in 2025. But after the tax credit was eliminated, sales plunged 74% in 2026.

• Rivian is attempting one of the toughest transitions in the auto industry — moving from a niche EV startup selling $90K adventure trucks to a true mass-market brand.

  • CEO RJ Scaringe calls the upcoming R2 SUV a “make-or-break” product for Rivian as the company tries to scale beyond wealthy early adopters.

  • The R2 launches this spring with a $57,990 version offering up to 330 miles of range, followed by a $45,000 model next year aimed squarely at mainstream buyers.

  • As Rivian’s chief software officer put it: “We know there are just two companies in the U.S. who know how to do it: Tesla and us.”

• While manual transmissions continue disappearing across the industry, Ford CEO Jim Farley says the Mustang will keep its third pedal for as long as the company has a choice.

  • Speaking at the Australian Grand Prix, Farley doubled down on Ford’s stance (although it wasn’t the most natural phrasing): “Out of our cold, dead hands will we not have a manual Mustang.”

  • Farley framed the decision as part of Ford’s identity, saying the brand aims to serve “working people and enthusiast drivers” and keep building cars that aren’t boring.

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Episode #1291: An activist investor pushes CarMax to overhaul its digital game, Carvana accelerates same-day delivery into Los Angeles, and Lucid rolls out CarPlay and Android Auto updates while resetting its software strategy. 

Activist investor Starboard Value is turning up the heat on CarMax's incoming CEO, arguing the used-car giant has plenty of untapped potential, and they've got a $350 million stake to back up that opinion.

• Starboard sent a letter to CEO-elect Keith Barr calling out CarMax for falling short, and pushing for a streamlined online trade-in process and better digital conversion rates.

• The firm wants SG&A expenses capped at 70–75% of gross profit, and believes modest price cuts of $100–$300 per vehicle could restore competitiveness.

• Starboard is also nominating two board members, including its own CEO Jeffrey Smith, signaling this is more than a suggestion.

• Analysts at Truist agree there's room to improve, but warn that gaining ground on Carvana while cutting costs at the same time won't be easy.

• "If CarMax can get its flywheel moving again as Starboard talked about, then I think the stock would be drastically higher than it is today," said Morningstar analyst David Whiston.

Carvana is taking its same-day delivery service to the City of Angels, and if you thought they were already moving fast, Los Angeles is about to find out what that really means.

• Carvana has rolled out same-day vehicle delivery to the Los Angeles metro area, letting eligible customers go from online checkout to driveway delivery in a matter of hours.

• Customers looking to sell can also get same-day pickup or drop-off after completing an online appraisal — making the whole transaction, buy or sell, a same-day affair.

• LA joins Sacramento and San Diego, making California one of the more saturated same-day markets, with Carvana now operating the service across 20 states nationwide.

Lucid Motors is delivering some good news to Gravity SUV owners just in time for its investor day. After a rough few months of software headaches, it's a welcome update.

• • Lucid is pushing a software update to North American Gravity SUV owners Thursday that enables Apple CarPlay and Android Auto, with European and Middle East owners getting it in late March.

  • The features have been available on the Lucid Air sedan for some time, but the Gravity has had a rocky software rollout, significant enough that Lucid's interim CEO issued a public apology to owners.

  • Lucid recently parted ways with several top software leaders and last month laid off 12% of its workforce.

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Episode #1290: Guest host Jamie Butters joins as we cover New-vehicle inventory hits 3 million units but slower sales are aging the lot. Honda begins importing cars from four countries. And a startup will pay you $800 to spend a day bullying AI chatbots.

U.S. new-vehicle inventory climbed to 3.02 million units in February—a 75-day supply heading into spring—but a slower selling rate is doing more work than the numbers suggest.

• Total inventory is nearly identical to a year ago, but days' supply jumped 10 days year-over-year as vehicles are simply taking longer to move off lots.

• Mid-range vehicles ($30K–$50K) are sitting an average of 73 days; luxury units above $80K are aging even slower at 80 days on lot.

• EV supply dropped sharply to 109 days from 132 the prior month; hybrids fell to 61 days; and ICE vehicles came in at 75 days—all trending in the right direction.

• Sedans remain the leanest segment at 60 days, while pickups and SUVs are hovering around 75–76 days.

• Toyota continues to run the tightest ship in the industry at just 27 days' supply—the only major automaker under 40 days.

Honda has a brand problem in Japan—and its solution is becoming one of the country's biggest auto importers, shipping in vehicles from the U.S., China, Thailand, and India to win back buyers it lost chasing minicars.

• Honda went all-in on domestic minicars like the N-Box, which became Japan's top-selling minicar—but left buyers wanting larger Honda nameplates like the Accord, Odyssey, and CR-V that the company had quietly stopped making at home.

• To course correct, Honda is importing four new nameplates this year: the Acura Integra Type S and Honda Passport from the U.S., a new electric Insight from China, and the CR-V from Thailand.

• The U.S.-built models will ship in left-hand drive despite Japan's right-hand-drive norm, limiting their volume—but the move is more about brand signal than scale.

• Honda is now Japan's third-largest importer behind only Mercedes-Benz and Suzuki—a stunning reversal for a brand that imported just 39 vehicles into Japan as recently as 2015.

A startup is paying $800 to hire a Professional AI Bully — no tech skills required, just a long memory for every time an AI forgot yours.

• The gig pays $100/hour for an 8-hour shift spent stress-testing the memory of popular AI chatbots — asking them to remember things, seeing what they forget, and documenting the frustration.

• The company behind it, Memvid, builds AI memory tools and says the stunt is designed to make a real problem visible: "People constantly have to repeat themselves to chatbots."

• No degree, no experience, no special skills needed — just an "extensive personal history of being let down by technology" and enough patience to ask the same question twice.

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Episode #1289: GM revives the Bolt—but only briefly—as EV strategy shifts again. Scout Motors confirms its rugged Terra and Traveler won’t reach customers until 2028. A new study finds heavy AI tool use may cause “AI brain fry.”

Show Notes with links:

• GM is bringing back the Chevy Bolt—but not for long. The affordable EV is returning to production in Kansas, yet the company already plans to phase it out quickly as market realities, policy shifts, and demand changes reshape the EV strategy.

  • The Bolt is planned as a “limited run.” Analysts expect production could end as early as next year as GM shifts the Kansas plant to build the gasoline-powered Chevrolet Equinox starting in 2027.

  • The Bolt historically brought a huge number of conquest buyers—about 75% of owners were new to GM, and roughly 72% stayed within the brand when buying their next vehicle.

  • Chevy still sees EVs as a key growth channel even as incentives disappear and demand cools. As Chevy VP Scott Bell told dealers: “You worked so hard to freakin’ be No. 2. Why would you let it go?”

• Scout Motors fans hoping to get behind the wheel soon will need a little more patience. The revived off-road brand says its Terra pickup and Traveler SUV are still on track—but real customer deliveries likely won’t start until 2028.

  • Scout CEO Scott Keogh confirmed that while vehicles should begin rolling off the production line in 2027, customer deliveries are expected sometime in 2028.

  • The company plans multiple prototype phases starting in 2026, building successive generations of test vehicles through 2027 to refine the platform, software, and production process.

  • A February report from German outlet Der Spiegel had already flagged technical challenges causing delays, though Keogh pushed back on the framing: "There's no defining 'Oh my God' technical challenge that can't be solved. There are hurdles every minute of every day… Automotive startup business is what I see.”

• As AI tools flood the workplace, researchers are spotting a new side effect: “AI brain fry.” A Harvard Business Review study found that while AI boosts productivity, juggling too many tools at once can lead to mental fog, slower decisions, and cognitive overload for some workers.

  • A study of 1,488 full-time U.S. workers found about 14% report symptoms of “AI brain fry,” including mental fog, headaches, and slower decision-making after heavy AI use.

  • Productivity rises when workers use one or two AI tools, but gains flatten or decline when juggling three or more, as constant switching and verification increase cognitive load.

  • The effect is most common in marketing (25.9%), HR (19.3%), operations (17.9%), and software engineering (17.8%), industries adopting AI tools fastest.

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Episode #1288: Buy-sell activity ramps up as more dealerships and franchises change hands in Q4. Meanwhile, Volkswagen dealers launch a 600-store class action over Scout’s direct-sales plan, and Ford patents a smart door system designed to prevent dents, injuries, and awkward parking lot moments.

The dealership buy-sell market closed 2025 strong. Transaction count only ticked up slightly to 112, but the stores and franchises behind those deals hit multi-year highs — a delayed release from a slower first half shaped by tariff uncertainty and longer deal timelines.

• Dealerships trading hands jumped 19% to 163, while franchises involved surged 35% to 261 year-over-year.

• Stellantis led all brands with 25 CDJR stores changing hands — more than double Q4 2024

• Chevrolet came in second with 24 stores sold, driven by what Kerrigan Advisors calls "tremendous demand" tied to GM's domestic manufacturing position and relatively clean EV write-downs

A group of VW dealers has filed a class-action lawsuit representing roughly 600 U.S. dealers, challenging Scout Motor’s plan to sell vehicles directly to consumers.

• Dealer Fred Ippolito, didn’t hold back, saying: “Volkswagen built their success on the backs of the dealer network, and now they’re putting knives in the backs of the same dealers that helped them grow in this country.”

• Scout CEO Scott Keogh says the direct model is simply more efficient for modern automotive retail: “You can be dramatically more efficient with every single car that you make and exactly where that car goes.”

• VP of Commercial Operations Cody Thacker said the company repeatedly hears customers asking for direct sales, noting: “We have heard over and over again, ‘Please give me an alternative.’ You see that there is very little trust in auto dealers today.”

Ford may be trying to save your car door—and your neighbor’s paint job. A newly surfaced patent reveals a smart door system designed to slow or stop a door before it hits nearby objects, combining sensors, software, and a mechanical brake.

• Ford’s patented system uses accelerometers and obstacle sensors to detect how quickly a door is opening and whether something is in its path.

• If a collision is likely, a small mechanical brake with springs and pads engages to slow or stop the door—preventing dents, dings or worse.

• The design intentionally includes mechanical components to avoid the reliability issues sometimes seen with fully electronic systems.

• Door safety is getting more attention across the industry. Kia recalled 51,000 Carnival minivans after sliding doors continued closing on obstacles, causing several injuries.

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Today, Chris joins Paul and Kyle to share how DARCARS Automotive Group donated $230,000 to Montgomery County Public Schools to eliminate two years of outstanding student meal debt for hundreds of families — one of the largest single acts of dealer philanthropy in the region this school year.

• The donation was made through the MCPS Educational Foundation's Dine with Dignity Program, wiping out meal debt for families qualifying for the Free and Reduced-price Meals program.

• Since 2023, total student meal debt in the district has grown to more than $1.36 million — making the contribution a meaningful dent in a persistent problem.

• MCPS Superintendent Dr. Thomas Taylor called it more than a cleared balance: "It removes a barrier to student success."

• Owner Jamie Darvish framed it simply: "No student should have to worry about affording a meal while at school."

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1286: Scout Motors discovers that American truck buyers want a generator backup with their electrons, Flexcar bets big on Atlanta's appetite for flexible wheels, and UPS makes the largest buyout offer in company history as it braces for life after Amazon.

• Scout Motors set out to be a pure EV brand, but the market had other plans. Of 160,000 reservations for the Terra pickup and Traveler SUV, 87% of buyers chose the EREV version — blowing past CEO Scott Keogh's expected 60/40 split.

  • The EREV pairs a ~63 kWh battery with a four-cylinder generator for roughly 500 miles of total range, compared to about 350 for the BEV — and Scout will launch the EREV version first given the demand, with pricing starting below $60,000.

  • Scout isn't alone in this pivot: Ford, Ram, and Jeep all have EREVs arriving this year, making range-extenders the de facto off-road electrification strategy in the U.S.

  • The brand's direct-to-consumer model is drawing legal fire from VW's existing dealer network

• Flexcar, the subscription-based leasing company, is expanding its footprint in Atlanta.

  • The company’s model offers drivers a middle ground between leasing, renting and owning. The model lets customers pay one monthly fee covering insurance, maintenance, roadside assistance and registration—often with no long-term contract and the option to swap vehicles as needs change

  • They are now expanding its Atlanta footprint with two new locations in Marietta and Morrow, adding more than 25,000 square feet of retail and lot space.

  • The company says Atlanta members have already logged over 150 million miles in Flexcar vehicles, making it one of the platform’s fastest-growing markets.

  • Flexcar offers 200+ vehicle options locally, including popular models like the Jeep Grand Cherokee, Nissan Altima and Volvo XC60.

• UPS just made the largest buyout offer in company history — sending voluntary severance packages worth $150,000 to more than 100,000 van drivers. It's the latest move in a major restructuring plan centered around one uncomfortable truth: Amazon, UPS's biggest customer, is becoming its biggest competitor.

  • UPS announced plans to cut Amazon's package volume by 50% over 18 months, citing Amazon as "not our most profitable customer." Its margin, per CEO Carol Tomé, is "very dilutive to the US domestic business."

  • As one supply chain professor put it: "Just because they lose Amazon doesn't mean there's nobody else out there. There's stuff to move, and there's warehouses that need to be filled."

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Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1285: Today we unpack record negative equity making deals harder to pencil, service and parts lanes regaining momentum as dealers look for profit stability, and a surprising $56B productivity hit caused by generational friction and AI adoption inside modern sales teams.

A growing number of buyers are rolling serious negative equity into their next vehicle purchase, creating real challenges for dealers trying to structure deals as lingering pandemic-era pricing continues to ripple through the market.

• Edmunds reports the average negative equity on trade-ins reached a record $7,214 in Q4, more than $1,000 higher than pre-pandemic 2019 levels.

• 29% of new-vehicle buyers with a trade-in are underwater, up four percentage points from a year ago.

• Nearly 27% of underwater buyers carried at least $10,000 in negative equity, making deal structuring increasingly difficult for dealerships.

• Brian Maas of the California New Car Dealers Association summed it up: “At some point… even the most creative dealer can’t figure out a way to help their customer get into a new car.”

• Our very own Chris Reeves did a deep dive in this morning’s ASOTU daily email on how dealers can talk to customers about negative equity and real ownership cost.

After a surprising dip late last year, dealer sentiment around service lanes bounced back in Q1 according to Cox Automotive, even as new-vehicle sales expectations remain flat.

• The Cox Automotive Dealer Sentiment Index for fixed operations rose to 63 in Q1, up from 61 in Q4.

• While improved, the score still trails mid-2025 levels of 65 and 66, showing the service business hasn’t fully returned to peak optimism.

• Dealer expectations for future fixed ops opportunities jumped to 69, up five points from last quarter’s low.

• With Cox forecasting flat new-vehicle sales around 16 million in 2026, service lanes may become even more critical for dealer profitability.

A new report says generational tension inside sales teams isn’t just awkward—it’s expensive. A report from SalesLoft and Clari estimates generational conflict between Boomers, Gen X, and Gen Z is costing companies about $56 billion a year in lost productivity as AI adoption reshapes how teams work.

• Nearly 39% of Gen Z sales reps say they’d rather be managed by AI than a human, while some Boomers say they’d prefer AI over working with Gen Z colleagues.

• The tension is pushing talent out: 28% of Gen Z reps are job hunting to avoid Boomers, while 19% of Boomers are considering early retirement due to frustrations with Gen Z.

• Today’s show is brought to you by iPacket Value. From accurate MSRP validation to smarter m

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1284: Today we’re looking at Carvana quietly buying franchised dealerships, GM reshaping used-car sales around CarBravo, and Google’s newest AI image model.

Carvana is continuing its quiet march into the franchised dealer world. The online used-car giant just bought another Stellantis dealership near Boston—its sixth in about a year—raising eyebrows across the industry and hinting at a bigger strategy to capture inventory, service revenue, and customer proximity.

• The company has rapidly built a cluster of CDJR stores across the country including locations in California, Arizona, Georgia, and Texas, spending about $160 million on five of them.

• Stellantis recently added a rule limiting buyers to one CDJR dealership per year, a move some believe may be aimed at slowing consolidation from players like Carvana.

• Analysts say the strategy likely centers on access to trade-ins, parts, service revenue, and more used-car inventory to feed Carvana’s core online business.

• CEO Ernie Garcia hinted at bigger ambitions saying: “The opportunities around us feel really, really, really big.”

In a bid to compete with online disruptors like Carvana, GM is restructuring how its dealers sell pre-owned vehicles. The shift centers on pushing dealers toward GM’s CarBravo platform and dramatically expanding what qualifies for a factory-backed warranty.

• GM is dissolving its long-running certified pre-owned program structure for Chevrolet, Buick, and GMC dealers, asking them to move used vehicle sales under its CarBravo national online marketplace starting in June.

• Dealers must use CarBravo if they want to sell used GM vehicles with factory-backed warranties, while Cadillac will keep its traditional certified pre-owned program.

• The program expands eligibility dramatically—even non-GM vehicles and cars up to 15 years old could qualify for warranties, far beyond today’s typical five-year CPO limit.

• GM says the goal is to increase used-car inventory flowing through dealerships and capture demand in a market where 40M used cars sell annually vs. ~16M new vehicles.

• Mohawk Chevrolet president Andy Guelcher says the platform expanded reach: “I'm talking to people that I've never spoken to before.”

Google just rolled out Gemini 3.1 Flash Image—aka Nano Banana 2—combining faster generation with the consistency needed for real production use.

• Google’s Gemini 3.1 Flash Image merges the intelligence of its Pro image model with the speed of its Flash architecture, making high-quality image generation fast enough for everyday workflows.

• The model pulls real-time knowledge from the web, meaning generated images can reflect current information rather than static training data.

• It can maintain consistent characters across five people and track up to 14 objects, enabling multi-frame campaigns and repeatable branded assets.

Today’s show is brought

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1283: Oil markets are on edge as global conflict pressures fuel prices and supply chains. Meanwhile, BYD may have cracked the code on five-minute EV charging, and CarMax becomes the first U.S. auto retailer to launch a shopping app inside ChatGPT.

Oil markets are on edge after military action involving the U.S. and Israel disrupted shipping through the Strait of Hormuz. While automakers aren’t seeing immediate shutdowns, rising energy prices and potential shipping reroutes are adding another variable to an already complex year.

• Roughly 20 million barrels of crude flow through the strait daily, along with LNG, aluminum, steel inputs and key plastics used in vehicle production.

• Oil briefly jumped nearly 7%, with analysts warning prices could top $100 a barrel if the conflict drags on.

• Automakers rely heavily on Asia–Europe sea lanes for semiconductors, battery materials and electronics—any expansion into the Red Sea or Suez would be “significantly disruptive.”

• “It certainly adds risk [for OEMs] and you’ve got to be thinking about rerouting anything that’s going to go through that part of the world,” said AlixPartners’ Dan Hearsch.

If range anxiety has been the headline problem for EV adoption, BYD may be attacking it at the source. The Chinese automaker is testing a 1,500 kW “flash charging” network that looks less like a parking lot and more like a traditional gas station.

• The demo site in Shenzhen features liquid-cooled charging guns and pull-through lanes, allowing drivers to plug in and roll out—no backing into stalls required.

• Leaked specs suggest up to 1,500 kW on a 1,000V architecture—potentially adding 249 miles in about 5 minutes. For context, most U.S. and European fast chargers top out at 350 kW.

• Testing is currently limited to select BYD models with a “Flash Charge” badge, with charging reportedly starting within 10 seconds of plug-in.

• Pricing at the demo site is around $0.18 per kWh, a fraction of many Western public charging rates.

CarMax just became the first U.S. auto retailer to launch a car-shopping app inside ChatGPT, bringing both buying and selling tools directly into the AI platform. It’s another signal that conversational commerce isn’t coming—it’s here.

• Customers can browse CarMax’s 45,000+ vehicle inventory using natural prompts like “SUV with third row under $25,000” or “small AWD car with good tech.”

• The app also allows sellers to check their vehicle’s value and connect directly to CarMax’s online offer tool.

• CarMax says the goal is to reduce the overwhelm of used-car shopping by meeting customers on a platform they’re already using.

Today’s show is brought to you by iPacket Value. From accurate MSRP validation to smarter merchandising decisions, iPacket Value replaces g

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1282: Honda leads the nation in fuel economy, destination charges quietly climb to $1,600 per vehicle, and a new Gallup report shows staffing shortages may be holding back customer experience across retail.

If you had to guess the most fuel-efficient automaker in America, who would you pick? According to the EPA’s newly released 2025 Automotive Trends Report, Honda just claimed the top spot—blending hybrids, smart engineering, and affordability into a winning formula.

• Honda posted a 31.0 mpg “real-world” fleet average for 2024—3.8 mpg higher than the industry average among full-line brands.

• The EPA ranking looks at automakers offering a complete mix of gas and electrified vehicles

• Honda’s efficiency dominance isn’t new. The Civic topped the EPA’s very first fuel economy rankings back in 1976.

• The average Honda transaction price in 2025 was $35,060—roughly $10,000 below the industry average.

• Honda also set a third straight annual electrified sales record, surpassing 400,000 units, led by CR-V, Accord, and Civic hybrids.

There’s a new line on the Monroney that’s getting a second look: destination charges. These once-overlooked shipping fees are quietly adding billions to vehicle costs without technically raising MSRP.

• Buyers spent more than $26 billion on destination charges this year, an average of $1,600, according to Edmunds.

• Some increases are steep: F-150 fees jumped to $2,595, Tahoe rose to nearly $2,000; Toyota Sequoia’s fee is up more than 50%.

• Automakers say the hikes reflect higher fuel, logistics, heavier SUVs and trucks—and now tariffs. Stellantis alone expects $1.9B in tariff costs in 2026.

• The charge is the same whether the vehicle traveled 10 miles or 1,000, and courts have ruled consumers shouldn’t be surprised that it includes profit.

• John Morrill, Massachusetts dealer: “It’s a way to raise prices that is, shall we say, less transparent to the consumer. Carmakers have raised them a lot, certainly faster than they’ve raised prices.”

A new Gallup report highlights a growing gap in retail and beyond: employees feel deeply responsible for customer experience—but don’t believe their companies can actually deliver on promises. And staffing cuts appear to be the biggest culprit.

• 43% of workers strongly agree they feel responsible for customer experience (up from 38% last year), but only 23% believe their organization consistently delivers on its promises.

• Leadership is 10 points more confident than frontline employees that promises are being kept.

• Staffing is the top barrier to service, cited by 37% of workers—more than training, tools, or unclear standards combined.

Today’s show is brought to you by iPacket Value. From accurate MSRP validation to smarter merchandising decisions, iP

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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On this final day of February, Paul, Chris and Nathan sit down to talk about The Truth About Car Dealers season 2, why you should attend ASOTU Con, and how the Greater New York Automobile Dealer's Association donated thousands of coats to New York's Annual Coat Drive.

It's a reminder that focusing on the people is always the right option.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1280: Steve Greenfield is back as guest host as Hyundai takes aim at Tesla in the humanoid robot race, Ford pushes dealers toward same-day service with factory-backed AI support, and Burger King launches an always-listening “AI manager”.

The EV race may be evolving into a robotics race. Hyundai is positioning its Atlas humanoid robot directly against Tesla’s Optimus, signaling that the next competitive edge for OEMs could be autonomous labor inside the plant.

• Both Atlas and Optimus are built on EV fundamentals: batteries, electric motors, advanced sensors, and AI. 

• Hyundai’s Atlas boasts a 50kg payload—more than double Optimus’ cited 20kg—making it viable for heavier automotive assembly tasks.

• Hyundai plans plant deployment by 2028, starting with repetitive work like parts kitting before scaling into full assembly integration. Tesla is targeting similar in-house factory use for Optimus.

• Hyundai is investing $6.3B into a robotics factory and AI infrastructure, while Tesla maintains a cost advantage through vertical integration and in-house AI.

Ford wants its franchised dealers fixing most vehicles the same day they arrive. Through a new initiative called Uptime Assist, the OEM is stepping deeper into service operations—targeting faster repairs, better parts flow, and stronger uptime for retail and fleet customers.

• Uptime Assist monitors every repair order opened by enrolled dealers. If a repair stretches beyond two days, Ford proactively reaches out with technical or parts support.

• 70% of Ford repairs take less than 48 hours, but the network average repair time is still about five days. Since launching, the program has reduced repair times by 10–15%.

• Dedicated hardware and software hotlines now route dealers directly to specialists, cutting some diagnostic resolution times from eight hours to 20 minutes.

Burger King is rolling out an AI-powered platform called BK Assistant that monitors nearly every aspect of restaurant operations—from inventory levels to employee-customer interactions—raising big questions about how AI oversight may reshape frontline work.

• The system aggregates POS data, inventory, equipment status, scheduling, and even drive-thru conversations into one dashboard for managers.

• A voice-enabled AI named “Patty” lives inside employee headsets, answering questions and flagging issues in real time.

• The platform generates a “friendliness score” by listening for phrases like “welcome to Burger King,” “please,” and “thank you.”

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Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1279: Today we break down CarEdge’s new Dealer Transparency Index shaking up pricing accountability, GM’s MobileService+ reboot with lower-cost gas crossovers, and a fresh bump in consumer confidence that could signal steadier showroom traffic ahead.

CarEdge just launched a new public report card for dealers—and it’s aiming straight at pricing transparency. The AI-powered platform unveiled its Dealer Transparency Index, grading over 4,600 U.S. dealerships on how “real and honest” their pricing practices actually are.

• The Dealer Transparency Index (DTI) scores dealers on a 100-point scale, translating into A–F grades based on real out-the-door quotes.

• Scores are built from 40,000+ verified OTD quotes using CarEdge’s AI negotiation platform. Dealers can’t pay to improve their grade.

• The formula weighs doc fees (30%), add-ons (30%), dealer markups (30%), and quote data quality (10%).

• CarEdge lists 4,957 dealers in their search. 2,403 are graded A, 306 are graded F.

• CEO Zach Shefska clarified the mission: “We’re not anti-dealer. We’re anti-deception…"

GM is retooling its MobileService+ strategy after dealers pushed back on the original $150,000 BrightDrop EV vans. Now, gas-powered crossovers are stepping in to power the next phase of at-home service—and dealers say this version actually pencils.

• Starting Q2, GM will offer upfitted 2026 Chevy Equinox, GMC Terrain and Cadillac XT5 models for mobile service.

• The move follows the cancellation of BrightDrop 600 production and dealer concerns over cost, size and battery range.

• Upfront costs are expected to be cut by at least half compared to the $150,000 EV van. Dealers can even self-install the service kit in 6–8 hours.

• The setup allows stores to remove the equipment and resell the vehicle later—far more flexible than the “one-and-done” BrightDrop approach.

• MobileService+ Director Chris Hornberger said the new models hit the mark: “This, we feel, is the sweet spot, exactly what the dealers are looking for.”

Consumer confidence edged higher in February, snapping a January slide as Americans felt slightly better about jobs and the labor market. While optimism is still well below last year’s peak, expectations for the months ahead are starting to firm up.

• The Conference Board’s Consumer Confidence Index rose 2.2 points to 91.2, beating economist expectations of 87.

• The labor market differential improved, with more consumers saying jobs are “plentiful” versus “hard to get.”

Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s drivi

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1278: We’ve got Steve Greenfield joining the show today as a dealership-born AI platform lands a full cash exit and gears up for U.S. expansion—while China’s red-hot EV market hits a margin-crushing price war.

• A Dubai-born AI platform built by former dealership operators just scored a full cash exit. AlgoDriven has been acquired by San Francisco-based Emergence, delivering a full exit to investors including Oman Technology Fund, 500 Global, Social Capital, and Automotive Ventures.

  • Founded in 2017, AlgoDriven provides AI tools for used-car appraisal, pricing, damage detection, and inquiry management—now used in 1,000+ dealerships across 10 countries.

  • The platform analyzes over $25 billion in used vehicles annually and claims one in three used cars sold in Australia runs through its tech.

  • The acquisition fuels expansion into the U.S. and Latin America while accelerating advanced AI development across valuation, inventory, and customer engagement.

  • CEO Glenn Harwood said, “We built the product we wished we’d had ourselves… bringing data, intelligence, and automation to the used-car lifecycle—helping dealers price better, trade smarter and respond to customers faster.”

• China’s EV juggernaut is hitting turbulence. Even as BYD surpasses Tesla in global EV sales, investors are backing away. A brutal price war, shrinking subsidies, and 400 competing models have turned the world’s hottest EV market into what analysts are calling an industry “wartime” shakeout.

  • BYD’s stock has fallen roughly 40% from its May peak, as January EV deliveries dropped 33% year-over-year and overall Chinese EV sales slid nearly 20%.

  • Nearly 400 EV models are now for sale in China—more than double 2019 levels—with 100+ launched in just the past two years, fueling margin-crushing competition.

  • Government incentives are fading. China reinstated half of its 10% vehicle purchase tax this year, with the full tax expected to return after 2027.

  • Analysts estimate up to 40% of China’s auto production capacity is sitting unused, creating excess supply and accelerating the price spiral known locally as “involution.”

  • Scott Kennedy of CSIS said the industry is entering a “wartime period,” predicting the field will shrink from hundreds of EV makers to just a handful long-term.

Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s driving employee engagement and turnover - before employees leave.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1277: The Supreme Court narrows emergency tariffs—but most auto duties remain, reshaping pricing and payments. Lamborghini shelves its EV plans in favor of hybrids. And Gen Z is ditching smartphones for iPods, chasing simpler tech in a distracted world.

In our ASOTU daily email this morning, the team broke down the recent tariff news and what they mean for dealers. While one layer of trade pressure is gone after the Supreme Court’s ruling, most auto-related tariffs affecting dealers and buyers remain in place.

• • The ruling targeted emergency tariffs under IEEPA, not those imposed under Sections 232 and 301—where most auto exposure still sits.

  • Steel and aluminum levies remain active, keeping pressure on parts, repair costs, and supplier pricing.

  • VIN-level data shows uneven price impact: Canada-built vehicles up nearly $4K, Japan-built up ~$3.3K, Germany-built ~$2.8K, and Mexico-built over $1.5K.

  • Pricing is largely baked into 2026 MSRPs, so expect stabilization—not rollbacks. Incentives and allocation will move before stickers do.

  • Bottom line for dealers: focus on payment certainty, availability, and clear next steps—not promises of price drops.

Lamborghini is officially backing away from its all-electric ambitions. CEO Stephan Winkelmann says the brand’s customers just aren’t ready—and going all-in on EVs risks becoming an “expensive hobby.”

• The Lanzador EV, first shown in 2023, has been quietly canceled after internal debate stretching into late 2025. Instead, by 2030, every Lamborghini will be a plug-in hybrid.

• Winkelmann says the “acceptance curve” for EVs among Lambo buyers is flattening and “close to zero.”

Gen Z is rediscovering the iPod—and not just for the nostalgia. With schools banning connected devices and digital burnout on the rise, Apple’s discontinued music player is becoming a low-tech escape hatch from the algorithm-driven chaos of smartphones.

• Google Trends shows 2025 searches for iPod Classic and Nano up 25% and 20% year-over-year.

• Refurbished iPod sales have climbed an average of 15.6% annually since 2022, according to Back Market.

• Students are using iPods as a workaround in phone-restricted schools—offline music without the distraction.

• The vibe shift? A simpler, distraction-free tech era that “felt more hopeful”—and a reminder that sometimes less tech is more freedom.

Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s driving employee engagement and turnover - be

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1276: The 2026 dealer census shows fewer franchise points but stronger per-store sales. Tesla resale values rise while other EVs slide post-tax-credit. And consumers are shifting away from big-ticket purchases, focusing instead on repairs, durability and value.

• The latest Automotive News dealer census shows a network that’s slimming down—but getting stronger. As OEMs right-size their footprints, throughput is climbing and single-brand stores are on the rise.

  • The U.S. starts 2026 with 18,300 dealerships—just 11 fewer than last year—but total franchise points dropped 1.5% to 29,387.

  • Exclusive, single-brand stores rose 1.2% to 13,351 locations as automakers continue network consolidation strategies.

  • Buick (-20%), Lincoln (-9.9%) and Jaguar (-25%) all shrank networks intentionally, boosting per-store performance in the process.

  • Average franchise throughput across the industry climbed 4.1% to 532 vehicles in 2025, with Toyota leading at 1,736 units per store, up 8%.

  • 19 brands improved throughput in 2025 — but 24 saw declines, including 12 brands down more than 10%. As networks shrink, the gap between healthy franchises and struggling ones is widening fast.

• When the $7,500 EV tax credit disappeared, most used EV prices fell. Except Tesla. While mainstream electric models lost value and OEMs started discounting hard, Tesla resale prices actually climbed — changing the whole picture.

  • Used Tesla prices rose 4.3% since the credit ended, while other used EVs dropped an average of 3.6%.

  • Because Tesla makes up such a big slice of the market, overall used EV prices actually rose 3.5% — but that’s a bit of a mirage.

  • Lower-cost EVs like the Kona Electric, ID.4, Niro EV and Mach-E all lost around 5–6% in just a few months. The Porsche Taycan was the only non-Tesla model to see a price increase, at 4.1%

  • Used EV market share fell 20% in four months, suggesting mainstream buyers aren’t rushing in — even with heavy new-EV discounts.

• Consumers are still spending — just not on the big stuff. Higher interest rates and tight housing turnover pushed shoppers towards smaller upgrades and essential repairs in 2025 — a trend expected to continue through 2026.

  • Spending slowed across income groups late in 2025, especially households under $40K and over $150K.

  • Large discretionary purchases like furniture and mattresses slowed sharply, while décor, kitchen items and maintenance held up.

  • Home improvement spending softened for a third straight year but remains above pre-pandemic levels.

Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s driving employee

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Today on the show, Chris Reeves joins Paul J Daly and Kyle Mountsier (with a brief appearance by Producer Nathan Southwick).

After they remind Nathan of how many days are in February, they get into the story of how the West Herr Automotive group recently served a mathematically unlikely family: quintuplets. A family of nine, suddenly trying to answer one simple, real-world question: “How do we fit everybody?”So West Herr stepped in with a 2026 Chevrolet Suburban and took “transportation” off the list of things a mom with five babies in the NICU should have to solve alone.That’s the thing we’ll keep reminding the world about: dealers don’t just sell cars.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1274: Today we unpack Carvana’s push toward 3 million annual sales and what ADESA means for scale, a new study showing used EVs winning on long-term ownership math in a firm wholesale market, and Google’s Gemini 3.1 Pro raising the stakes in the accelerating AI arms race.

Carvana is doubling down on its bold goal of selling 3 million retail units annually by 2030–2035 — and ADESA is the engine under the hood. After a record 2025, the company says the runway is real.

• Carvana sold 596,641 vehicles in 2025, up 43%, with revenue jumping 49% to $20.3B. Net income hit a record $1.9B, and Q4 adjusted EBITDA reached $511M.

• CEO Ernie Garcia outlined a four-part plan: increase staffing, integrate retail production lines into more ADESA sites, build new lines, and eventually develop greenfield inspection centers.

• The company plans six to eight new ADESA integrations in 2026, with full buildouts costing $30–35M per site and adding 40,000 units of annual capacity each.

We’ve got something a little tactical from this morning’s Automotive State of the Union email: A new University of Michigan study says three-year-old EVs now deliver the lowest seven-year total cost of ownership in the U.S. And in today’s firm Q1 wholesale market, that early depreciation story matters even more.

• • Researchers reviewed 260,000 used listings across 17 cities, modeling price, depreciation, financing, insurance, maintenance, energy, and resale. In most cases, used BEVs came out cheapest to own.

  • The key? Front-loaded depreciation. EVs drop harder in years one through three, lowering second-owner acquisition cost. After that, curves normalize — with battery warranty remaining as a major variable.

  • With more off-lease EV volume coming, the opportunity is simple: buy where depreciation already did the heavy lifting and let the second buyer win on the math.

Google just dropped Gemini 3.1 Pro, and early benchmarks suggest it may be one of the most powerful large language models yet. As the AI arms race heats up, the leap in “agentic” performance is turning heads across tech.

• Gemini 3.1 Pro is currently in preview, with general release coming soon. Observers say it’s a significant jump from Gemini 3, which was already considered highly capable last November.

• On independent benchmarks — including Humanity’s Last Exam — Google says the new model significantly outperformed its predecessor.

Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s driving employee engagement and turnover - before em

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1273: GM is staying lean to outmaneuver the next sales slowdown. AI’s appetite for memory chips could spark a new supply squeeze across autos and tech. Retailers are proving that telling better stories sells.

Show Notes with links:

• General Motors is rewriting its inventory playbook, running 30–40% leaner and hoping that tighter supply, stronger cash flow, and faster decision-making could turn the next cycle into a competitive advantage.

  • S&P Global Mobility forecasts U.S. sales down 2.5% to 15.8M units as affordability and softer EV demand weigh on the market.

  • GM is targeting a 50–60 day supply versus the pre-pandemic 100+ days.

  • Leaner inventory gives GM more flexibility to adjust incentives in a downturn without crushing profitability.

  • Dealers have felt the squeeze, especially on affordable models, prompting GM to stage select Trax and Trailblazer units at ports to speed delivery.

  • CFO Paul Jacobson summed up the strategy: “It’s easier to do when you have less inventory in the system because you can just respond much more quickly.”

• Just when the auto industry thought it survived the chip crisis, here comes round two—this time powered by AI. Data centers are devouring global memory supply, forcing automakers to brace for tighter supply, higher costs, and potential production headaches.

  • AI data centers are soaking up global DRAM and memory production, with Western Digital and Seagate already sold out of most 2026 capacity.

  • Memory chip prices have jumped 90% quarter-over-quarter, prompting PC makers like Dell to raise prices 15–20%.

  • Tesla’s Elon Musk says the solution may be vertical integration: “We’re going to hit a chip wall if we don’t do the fab.”

• Retailers are doubling down on something we at More Than Cars know well—storytelling sells. Brands are shifting from simply stocking products to crafting narratives that spark emotion, build loyalty, and turn casual shoppers into long-term fans.

  • Nordstrom says department stores no longer “introduce” brands—they help tell their story and build deeper consumer connection.

  • Five Below credits curated social storytelling—merchandising and marketing working together—for stronger engagement with younger shoppers.

  • Under Armour’s Kevin Plank says brands must inspire emotion: “The world does not need another capable apparel and footwear manufacturer. The world needs hope and they need a dream.”

• Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s driving employee engagement and turnover - before employees leave.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1272: Uber drops $100M to power up its autonomous future., Tesla’s first Cybercab rolls off the line with no wheel and no pedals — but is FSD ready? Meanwhile, the U.S. military airlifts a next-gen mini nuclear reactor.

• Uber is doubling down on autonomy with a $100M bet on charging infrastructure, aiming to lock in self-driving scale before competitors do. As Tesla, Waymo, and others race for robotaxi dominance, Uber wants to own the backbone.

  • Uber will invest over $100M to build DC fast-charging hubs at autonomous depots and high-traffic “pit stop” locations.

  • Initial rollout hits the Bay Area, LA, and Dallas before expanding nationwide.

  • Uber is partnering globally with EVgo, Electra, Ionity, and others through “utilization guarantee agreements” to accelerate charger deployment.

• Tesla’s first Cybercab has rolled off the line at Gigafactory Texas — a purpose-built robotaxi with no steering wheel, no pedals, and no human fallback. It’s the purest expression yet of Tesla’s Full Self-Driving vision… and its biggest bet.

  • Cybercab depends entirely on Tesla’s FSD software — the same system currently powering its Austin and San Francisco robotaxi pilots.

  • In Austin, that fleet has logged roughly one crash every 57,000 miles, compared to Tesla’s own cited human average of 229,000 miles per crash — raising real questions about Cybercab readiness.

  • Musk says Tesla needs 10 billion miles of data to achieve safe unsupervised driving, a threshold projected around mid-2026 — before additional training, validation, and debugging.

The U.S. military just airlifted a next-generation mini nuclear reactor to Utah — the first time a modern modular reactor has flown on a military aircraft. It’s part of a broader push to fast-track advanced nuclear for national security and grid resilience.

• • Three C-17s transported Valar Atomics’ unfueled Ward 250 reactor to Hill Air Force Base for testing.

  • The system will begin testing at 250 kilowatts and can scale to 5 megawatts — enough to power roughly 5,000 homes.

  • As Utah Gov. Spencer Cox put it: “Energy is not just an economic issue… it is a national security issue as well.”

Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s driving employee engagement and turnover - before employees leav

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1271: January sales slid as winter storms and shrinking EV credits cooled demand. Ford’s battery pullback shows how policy whiplash hits jobs fast. Amazon is going all-in on its own AI shopping agent.

• According to the latest NADA Market Beat: January sales came in at a 14.85M SAAR, down 4.1% year-over-year and the lowest January pace since 2024

  • Severe winter storms affected store traffic late in the month, while EV share dipped and hybrids continued to shine.

  • Incentives averaged $3,335 per unit (+5.6% YoY, -5.5% vs. December), landing at 6.6% of MSRP—still well below the pre-pandemic ~10% norm.

  • Translation: OEMs and dealers still have discounting headroom if demand needs a boost.

  • BEV share fell to 6.6% (-1.9 pts YoY) amid the absence of federal EV tax credits.

  • Hybrids are humming right along as they climbed to a 12.6% share (+0.5 pts YoY), continuing their steady momentum.

  • Inventory at 2.53M units, down 9.2% YoY; expected to hover there through the first half before building later in the year.

  • NADA is forecasting a 16m SAAR

• Ford’s abrupt exit from its battery JV with SK On has left 1,600 Kentucky workers jobless just months after production began. While locals are pointing fingers at Ford, the unraveling of EV tax credits and shifting policy winds added serious pressure to an already cooling EV market.

  • Ford scrapped its multibillion-dollar SK On partnership just four months after batteries started rolling off the line in Kentucky, cutting 1,600 jobs.

  • The elimination of the $7,500 federal EV tax credit and relaxed CAFE standards cooled demand, with Ford admitting “the operating reality has changed.”

  • Kentucky Governor Andy Beshear blamed federal policy, saying 1,600 workers lost jobs “solely because” EV credits were eliminated.

  • Workers like Joe Morgan say Ford misread the market, with one employee adding, “At the end of the day, whatever the government policy would be, the company made the decision.”

  • The plant will remain open under full Ford control, pivoting to battery storage production with about 2,100 jobs—well short of the 5,000 originally promised.

• As AI shopping agents multiply, Amazon is betting customers will skip the middleman and stick with the retailer they already trust. CEO Andy Jassy says in-house AI will win on experience, accuracy, and loyalty—even as AI-driven retail traffic surges nearly 700% year over year.

  • Amazon argues shoppers want four things: broad selection, low prices, fast delivery, and trust—and Jassy says retailers outperform “horizontal agents” on delivering all four.

  • AI-driven referral traffic to retailers jumped 693% year over year during the 2025 holiday season, signaling rapid adoption of third-party tools.

  • Jassy criticized horizontal agents, saying they lack shopping history and

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1270: Ford floats ideas to counter China’s EV push, Detroit rethinks sedans as affordability pressures rise and Amazon proves even tech giants can’t crack physical retail that easily.

• As Chinese automakers creep closer to U.S. soil, Ford CEO Jim Farley reportedly discussed a framework that would allow Chinese brands to build cars in America—through U.S.-controlled joint ventures. The idea? Compete without getting steamrolled.

  • Farley discussed U.S.-majority joint ventures with Trump cabinet officials at the Detroit Auto Show.

  • The structure would allow Chinese automakers to build in the U.S., sharing profits and tech with American partners.

  • Trump recently said he’d be open to Chinese companies building plants and hiring Americans.

  • GM opposes any Chinese entry, warning of lost market share and supplier disruption.

  • New polling from the north shows that Canadian sentiment toward Chinese-built EVs has shifted sharply: 53% now say it wouldn’t affect their purchase decision and 15% say they’d be more likely to buy—compared to 2024 when 61% said they were less likely to consider one.

• After years of betting big on SUVs and trucks, Detroit may be eyeing a return to sedans as affordability pressures mount.

  • GM, Ford and Stellantis are all exploring affordable sedan options, including hybrids priced under $30,000.

  • Passenger cars now make up just 18% of U.S. sales, down from 50% fifteen years ago

  • As Detroit exited sedans, Toyota’s share of the U.S. sedan market jumped from 12% to 22%

  • Dealers say losing sedans cost them entry-level buyers who later would’ve traded up to higher-margin SUVs and trucks.

  • “If somebody could build an affordable sedan, it would sell,” said dealer Adam Lee. “We have made these cars so expensive that nobody can afford them.”

• Amazon is shutting down its Amazon Go and Fresh stores, admitting it couldn’t crack the economics of brick-and-mortar grocery. Despite world-class logistics and tech, the company discovered what operators already know: physical retail is a grind.

  • Amazon will close Go and Fresh locations after failing to build a scalable, profitable grocery model.

  • Grocery is attractive because it’s high-frequency and data-rich—fuel for Amazon’s $21B ad business, but shoppers prioritize price, value, and location over tech like “Just Walk Out.”

  • “Physical grocery is just brutally operational,” said Professor Andy Tsay, calling the margins “thin and unforgiving.”

• Today’s show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what’s driving employee engagement and tu

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Happy Valentine's Day! Today, Chris joins Paul and Kyle to talk about some of the things we saw this week:

WOCAN and NCM gave Colby Sturdivant a full scholarship to NCM's GM development program, the first of its kind.

We released the first episode of Season 2 of The Truth About Car Dealers, featuring stories of how retail auto should be an industry that people should fight to joiin.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1268: Today we cover Lithia’s reluctance to sell Chinese brands in the U.S., Stellantis quietly bringing diesel back to Europe as EV demand cools, and how companies like Canva and Meta are now testing job candidates on how well they use AI instead of banning it.

Show Notes with links: 

• Lithia Motors CEO Bryan DeBoer signaled the company is not planning to be an early retailer of Chinese vehicles in the U.S. or Canada, citing the lack of a built-in service base to support long-term profitability.

  • DeBoer said without an established fleet of vehicles on the road, new Chinese brands would not provide the recurring service traffic dealerships rely on.

  • After-sales generated 41% of Lithia’s gross profit in 2025 with a 58% gross margin.

  • Lithia currently sells several Chinese brands in the U.K., including BYD, MG, Chery, Leapmotor and Jaecoo, across a “double-digit” number of stores.

  • DeBoer said entering the U.S. market would require a broader partnership with a Chinese automaker, including greater control over after-sales operations and potentially pricing, in order to make the economics work without an existing service base.

• Stellantis is quietly reintroducing diesel engines across at least seven models in Europe, positioning the automaker against Chinese EV competitors and responds to sustained customer demand.

  • Diesel accounted for just 7.7% of European new car sales in 2025, compared to 19.5% for fully electric vehicles, but remains a lower-cost alternative for high-mileage and towing customers.

  • Chris Knapman, CarGurus UK editorial director: “If you're a European brand looking to differentiate yourself, diesel is an area where you could have a competitive advantage over those newer brands.”

• A growing number of companies are no longer trying to prevent candidates from using AI during interviews — they’re encouraging it. Firms like Canva, Meta and McKinsey are redesigning hiring processes to evaluate how well applicants work with AI tools.

  • Canva reworked technical interviews to allow — and expect — AI use, focusing on complex problems where candidates must show how they interact with the tool, not just the output.

  • Candidates share their screens or submit AI chat transcripts so interviewers can evaluate judgment, iteration and decision-making.

  • Arcade, an IT startup, now expects candidates to use AI in take-home exercises, emphasizing a candidate’s “taste” and ability to refine AI-generated work.

  • Meta is developing AI-assisted coding interviews, and McKinsey is piloting case interviews using its internal AI tool, Lilli.

  • “What we're testing for now … is an ability to harness that power, to control that power — to kind of ride the dragon,” said Canva CTO Brendan Humphreys.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1267: CarMax taps a hospitality CEO to sharpen its digital edge, Toyota makes a disciplined move into three-row EVs with the Highlander name, and AI-generated resumes are creating new hiring headaches for retailers and operators. 

Show Notes with links: 

• CarMax brings in a hospitality heavyweight to steer its turnaround. The nation’s largest used-car retailer has tapped former InterContinental Hotels Group CEO Keith Barr to lead the charge as sales stall and Carvana gains ground. His mission: sharpen digital retail and squeeze costs.

  • Barr takes over in March, replacing Bill Nash amid stagnant sales and rising competition from Carvana.

  • CarMax operates 250+ stores covering 85% of the U.S., but retail volumes fell 8% last quarter.

  • The focus: improve online conversion, streamline vehicle acquisition and reconditioning costs.

  • Analysts say CarMax’s omnichannel model may be confusing buyers and hurting digital sales.

  • Barr is confident: “All those foundational pieces are there… we’re going to sell more cars and continue to create more value for shareholders.”

• Toyota is making a calculated move into EVs with the Highlander EV—on its own terms. By putting the Highlander name on a three-row electric SUV, the company signals a strategic shift rooted in discipline, profitability, and market timing rather than rapid expansion.

  • Toyota preserved margins while competitors absorbed heavy EV losses, maintaining flexibility as demand cooled.

  • It’s entering the most profitable U.S. segment—three-row midsize SUVs—with a name buyers already trust.

  • Domestic production in Kentucky reduces tariff exposure and political risk while strengthening its U.S. footprint.

  • Leadership under CEO Koji Sato appears focused on controlled scale and sustainable growth.

• AI may be speeding up hiring—but it’s also muddying the truth. New survey data shows a growing disconnect between what candidates claim on resumes and what they can actually do on the job, with AI tools making embellishment easier than ever.

  • 80% of hiring managers say resumes often don’t match real-world skills; 34% say it happens “all the time” or “often.”

  • Retail examples include POS “experts” who couldn’t navigate the system and candidates who folded instantly in negotiation role-play.

  • 86% of hiring leaders believe AI makes it too easy to exaggerate skills; 42% see it as a serious hiring risk.

  • Meanwhile, 80% of hiring managers dislike AI-generated resumes, and over half are less likely to hire obvious AI users.

  • As Express CEO Bob Funk Jr. put it: “Integrity is still a competitive advantage.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1266: Ford posts its biggest earnings miss in years but bets big on a 2026 rebound. Robotaxis scale nationwide while public trust hangs in the balance. And NADA partners with Northwood to strengthen the next generation of dealership leadership.

• Ford just posted its biggest quarterly earnings miss in four years and its worst net loss since 2008. But beneath the headline loss, the company’s trucks and commercial vehicles are still carrying the load—and 2026 is being framed as a rebound year.

  • The Q4 adjusted EPS (Earnings Per Share) came in at 13 cents versus the expected 19 cents, the largest miss in four years.

  • Revenue remained strong, with $45.9B in Q4 and a record $187.3B for the full year, but about $900M in unexpected tariff costs and aluminum supply disruptions pressured margins.

  • The company reported an $11.1B net loss in Q4 and an $8.2B loss for the full year, largely driven by $15.5B in EV-related special charges and restructuring actions.

  • Ford Pro and Ford Blue have projected 2026 pre-tax earnings of up to $7.5B and $4.5B respectively, while the Model e unit is expected to lose up to $4.5B.

  • CFO Sherry House noted that the Novelis aluminum plant disruption is not expected to fully resolve until mid-2026, meaning the company will continue sourcing alternative supplies at a higher cost.

• Waymo, Tesla, Zoox and others are racing to scale robotaxis across the U.S., but recent crashes and investigations show that winning public trust may be harder than winning market share.

  • A Waymo vehicle struck a child who ran into the street from behind a parked SUV in California, prompting a federal investigation. Zoox also reported a crash after a driver opened a door into its path. Both companies say their systems reacted appropriately.

  • A majority of Americans say they’re unlikely to try a self-driving taxi, though younger consumers are more open to the idea.

  • “When something goes wrong, people don’t experience it as a statistical issue — they experience it as a moral and emotional one,” said Professor William Riggs.

• Northwood University and NADA are teaming up to expand education access for franchised dealers, their employees and their families — with discounted tuition, scholarships and a clear focus on building the next generation of dealership leadership.

  • NADA dealer members can enroll in Northwood’s online undergraduate programs at $350 per credit hour, with the benefit extending to eligible spouses and dependents.

  • Northwood’s DeVos Graduate School is offering 20% MBA tuition scholarships, discounted master’s programs and up to $15,000 toward a Doctor of Business Administration.

  • Both organizations say the goal is strengthening the leadership pipeline in a people-driven, capital-intensive retail industry that i

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1265: Today we cover Carvana doubling down on franchised dealerships, the solid-state battery arms race heating up as automakers target 2027 launches, and how 7-Eleven is using AI to cut frontline hiring from weeks to days—saving millions of hours while keeping humans in the loop.

• Carvana is leaning harder into the franchise world. The online used-car giant has acquired its fifth franchised dealership, adding a Stellantis store in Sacramento as it continues blending digital retail scale with traditional brick-and-mortar rooftops.

  • Carvana purchased Sacramento Chrysler-Dodge-Jeep-Ram from Nouri/Shaver Automotive Group, with the deal closing Dec. 11.

  • This is Carvana’s fifth Stellantis dealership since they first acquired a store in February 2025, with locations in Arizona, Texas, Georgia, and a second California store.

  • The move comes as Carvana reports strong momentum: used-vehicle sales jumped 44% year-over-year and Q3 net income hit $263 million.

  • A Carvana spokesperson said, “We are proud to bring the Carvana experience to Chrysler, Dodge, Jeep and Ram customers in the Sacramento area.”

• Last week brought major milestones in the race to develop solid state batteries, signaling that commercial EV launches powered by solid-state tech are finally moving from promise to pilot.

  • Volkswagen-backed QuantumScape opened its highly automated Eagle Line pilot facility in San Jose, advancing U.S.-based solid-state production.

  • Karma Automotive and Factorial Energy announced the first U.S. solid-state battery production program for passenger vehicles, debuting in the electric Karma Kaveya in 2027.

  • Factorial’s momentum is global, with partners including Mercedes-Benz, Stellantis, and Hyundai/Kia, and mass production targeted for 2029.

  • Gartner’s Pedro Pacheco: “This means there is now an ‘arms race’ to see who gets SSBs to market the fastest and most successfully.”

• 7-Eleven is quietly building a playbook for the future of frontline hiring. By combining recruiters, automation, and conversational AI, the convenience-store giant has dramatically cut hiring time, reduced ghosting, and freed up store managers to focus on running the business.

  • Applicants start the process via QR codes that connect them to an AI text assistant named RITA, which gathers info and schedules store-level interviews automatically.

  • After acquiring Speedway in 2021, 7-Eleven shifted from store-only hiring to a recruiter-supported, centralized model that drives better applicant flow.

  • Automated hiring slashed time-to-hire from nearly two weeks to just three days, while improving retention and candidate quality.

  • Automation has saved store leaders over 2 million hours per year, handling about 95% of the hiring process and enabling smarter, store-level recruiting spend.

  • Rachel Allen emphasized the human-first approach, sa

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1264: As the NADA Show wraps, we zoom out on what actually mattered, from a shift in how dealers are thinking about AI, to deeper vendor partnerships, to how dealers are thinking about Chinese vehicles

Show Notes with links: 

• As the dust settles from another packed NADA Show, some of the most meaningful takeaways weren’t about flashy announcements, but mindset. Liza Borches shared reflections on leadership, partnerships, and why this year’s conversations felt more practical — and more ready for action.

  • “AI is a strategy conversation, not a tool conversation. It’s less about adding new technology and more about using AI to help us solve problems and connect the tools and partners we already have.”

  • “Partnership matters more than ever. Our vendor partners aren’t just providers — they’re collaborators helping us build better experiences for our customers and teams. The integration that our key partners are not just willing to do but excited to do is a gamechanger.”

• The idea of selling Chinese vehicles in the U.S. split the room at NADA. Dealers openly acknowledged the profit opportunity, even as trade groups and some store owners warned about subsidies, nationalism, and long-term consequences for American retail auto.

  • Presidio Group president George Karolis said dealers are conflicted: “A majority of the dealer respondents saw it as a threat and opportunity — both… the vehicles are really good, slick and more affordable.”

  • Several dealers privately said if Chinese OEMs solve affordability, politics won’t stop them from selling

  • Cable Dahmer Automotive Group owner Carlos Ledezma took a pragmatic stance: “If that’s what the consumer is looking for, then we are going to have to pay attention to that.”

  • NADA CEO Mike Stanton was blunt on policy: “It’s bad for our industry, it’s bad for our country, it’s bad for consumers,” while still conceding NADA wouldn’t block dealers from adding Chinese franchises.

  • Ford Blue president Andrew Frick captured the dealer mindset: “It’s hard for a dealer not to look at that as an opportunity for them as an entrepreneur.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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As we wrap up the NADA show this morning, we are energized.

We’re hearing that this has been record years for a lot of industry partners, and dealers are optimistic and ready to try new things.

Our friends at CarRx are our content partners today, and we’ve got Michelle Jackson, EVP of Sales to share with us a little bit more about their product and how they’re approaching the end of the year.  They’ve got a really cool both so we end the show playing Mortal Kombat and solving Rubik’s cubes.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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We're at the North Hall of the NADA Show today, getting ready for another amazing day.An underlying theme of all our conversations has been the "Year of the Human." Even though AI is a big theme, dealers are asking, "How does this help my people?"We love that because of our belief in the motto of Love People More Than You Love Cars, and today we had on Jeremy Rowland to talk more about it.Thank you to our friends at Mia for making all of the content possible.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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We've been on the show floor all day, and so this afternoon, we stopped by our friends at Cars Commerce to catch up with the one and only Brian Kramer.As a former dealer himself, Brian has great insights to the market and how its moving. His latest interest: AI Search, and he unpacks how the trust level in AI search is increasing, and how their tool Carson on Cars.com is an example of that.Thanks to Cars Commerce for making all of our content today possible.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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The More Than Cars team is on the ground ready to run hard during the NADA Show.Today, we’ll be at the JD Power Auto Summit grabbing interviews and writing up all the sessions.Follow More Than Cars, Paul J Daly, Kyle Mountsier, Michael Cirillo for more great NADA Show Content.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1259: As the automotive world heads to Las Vegas, Paul sits down with outgoing NADA Chairman Tom Castriota for a candid conversation on a whirlwind year of leadership.

• As dealers head to Las Vegas, Paul sits down with outgoing NADA Chairman Tom Castriota for a true Automotive State of the Union. From Washington wins to AI realities and dealer trust, Castriota reflects on a fast-moving year and what lies ahead.

  • Castriota recaps a landmark year of dealer advocacy, including the FTC Cars Rule defeat, CRA action, and direct involvement in major White House policy moments.

  • He frames leadership as service over spotlight, describing his role as an ambassador who spent the year listening to dealers and state associations nationwide.

  • The conversation looks ahead to consolidation, rural dealerships, and long-term stability, with an emphasis on franchise protection and profitability.

  • AI is a major focus, with NADA positioning itself as a trusted, practical resource to help dealers navigate hype versus reality.

  • “My goal was never about Tom Castriota — I’m just an ambassador. We’re the voice of the dealers.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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On this Saturday before NADA, Chris and Nathan join Kyle to talk about a recent car crash where a dealership jumped into action.

When three-vehicle crash with a rollover happened directly outside the dealership, putting lives at immediate risk, team members from the Bob Ross Group Mercedes-Benz of Centerville jumped into action, checking on every driver and helping lift a trapped driver from an overturned van.

• Employees stayed on scene, ensuring all involved were safe and accounted for until first responders arrived.

• The moment reinforced that dealerships are often front-line community members, not just businesses behind glass doors.

• “What a great group of Good Samaritans you have there,” wrote one of the drivers involved, thanking the team for their quick, selfless response.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1257: Chinese automakers are taking real share in Europe, AI at NADA is growing up fast, and U.S. consumer confidence just hit a decade low. 

• Chinese automakers just hit a milestone in Europe, capturing nearly one in 10 new-car sales. Fueled by competitive EVs and hybrids, strong battery tech, and rapid expansion, Chinese brands are moving from disruptors to serious incumbents across the continent.

  • Chinese brands claimed 9.5% of Europe’s total car market in December, a record share.

  • Electrified vehicles are the growth engine, with Chinese automakers now holding 16% of Europe’s EV and plug-in hybrid market, more than double last year.

  • Europe’s auto industry is under strain, with over 110,000 jobs lost in 18 months, as domestic brands face shrinking share at home and abroad.

  • “The progression of Chinese cars in Europe is massive… It’s a matter of survival for our industry,” said Roberto Vavassori, head of Italy’s Anfia trade group.

• AI is everywhere in dealer tech talk, but 2026 is shaping up as the year it moves from buzzword to baseline. At NADA in Las Vegas, expect fewer “wow” moments and far more conversations about integration, maturity, and ROI.

  • More than 40 AI-specific exhibitors are registered for NADA 2026, up from just 10 last year, with many more vendors baking AI into existing platforms.

  • Expect AI centered on lead engagement, chat, marketing automation, inventory, pricing, service prediction and more

  • Dealers are showing up with sharper questions, focusing on cost savings, productivity, and ROI, not shiny add-ons or disconnected tools.

  • “Everybody has the same ice cream. It’s just flavored a little bit different,” said Cox Automotive’s Mo Zahabi, summing up what dealers should expect on the floor.

• America’s economic mood just took a sharp turn south. Consumer confidence fell to its lowest level in more than a decade in January, with households rattled by rising prices, job anxiety, and geopolitical noise—setting up an uneasy backdrop for spending as 2026 gets underway.

  • The Consumer Confidence Index dropped to 84.5, its lowest reading since 2014 and well below economist expectations, signaling broad-based unease.

  • Inflation remains front and center, with consumers citing food, gas, electricity, insurance costs, and tariffs as top concerns.

  • “The K-shaped economy is great for the top 20%, but many middle-class Americans are barely keeping up,” said Heather Long, chief economist at Navy Federal Credit Union.

• This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1256: Tesla IS phasing out its legacy models X  and S to make room for humanoid robots. EV sales just passed petrol cars for the first time in the EU. Finally, Starbucks is brewing a comeback under a new CEO, but margins are still on the drip.

Show Notes with links: 

• Tesla is officially sunsetting the Model S sedan and Model X crossover to make room for its future: humanoid robots made in a Fremont, TX factory. CEO Elon Musk says the move reflects Tesla’s shift from automaker to physical AI pioneer.

  • Sales of the S, X, and Cybertruck fell 40% in 2025 to just over 50,000 combined units.

  • Tesla will aim to produce 1 million Optimus robots annually in the long term.

  • Musk also confirmed Tesla's robotaxi service will expand to 7 more U.S. cities this year.

  • "It’s time to bring the Model S and X programs to an end with an honorable discharge," said Musk.

• In a milestone moment for the EV market, fully electric cars outsold petrol-only vehicles in the EU for the first time in December, highlighting the region’s accelerating shift toward electrification.

  • EVs took 22.6% of the EU market in December, just edging out petrol at 22.5%.

  • Hybrids, including plug-ins, remained dominant with a 44% share.

  • EV sales in Europe, Britain, and the EFTA rose for a sixth straight month.

  • Tesla’s EU registrations dropped 20.2%, while Chinese brand BYD jumped 229.7%.

  • "We’re seeing consumer buy-in to this," said E-Mobility Europe’s Chris Heron.

• Starbucks is seeing its first U.S. sales growth in two years thanks to new CEO Brian Niccol’s back-to-basics approach, though investors remain wary due to continued margin pressure.

  • U.S. same-store sales rose 4% in Q1; average order value increased 1%.

  • Niccol’s “Back to Starbucks” plan focuses on simplified menus and service speed.

  • Margins fell for a second straight year, down 290 basis points in Q1.

  • High bean costs and past tariffs on imports like Brazilian coffee remain a drag.

  • “I’m most excited that our turnaround plan is coming to life in the way we envision, first turn around the top line, and then earnings growth will follow…”, said Niccol.

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent buyers shopping for their next car on the #1 online retailer.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1255: Waymo gains ground on rideshare rivals as Tesla undercuts them all. A global study shows bad CX drives customers away faster than high prices. And automakers pull back from Super Bowl ads, choosing more flexible, efficient buys.

• Only two automakers — Toyota and Cadillac — are confirmed for Super Bowl 2026, as most brands step away from the pricey event. Facing budget pressure and chasing efficiency, car companies are shifting spend to longer campaigns across other live events.

  • Brands like Ford, BMW, Kia, Honda, Nissan, and Stellantis are sitting it out, citing affordability and better ROI elsewhere.

  • With a $9 million price tag per 30 seconds plus production, the Super Bowl is losing appeal amid industry cost pressures.

  • Automakers are turning to the Olympics, World Cup, and NBA All-Star Game for more cost-effective, multi-week campaigns.

  • “There’s no secret that the premium of being in the Super Bowl certainly would come at the expense of having some additional investment,” said Sean Gilpin, Hyundai CMO.

• Waymo is becoming a real contender in ride-hailing while Tesla goes for a classic price war play. A new Obi study compares autonomous and traditional services, showing a market reshaping rapidly — especially in San Francisco.

  • Waymo's robotaxi pricing has dropped and is now only 12.7% more than Uber and 27.3% more than Lyft, compared to 30–40% higher in mid-2025.

  • Tesla Robotaxi leads on price at just $8.17 per ride, but lags with 15.32-minute average wait times.

  • Obi CEO Ashwini Anburajan: “They’re using the playbook that Uber and Lyft used... and we know that playbook works."

• Consumers now prioritize customer experience over price with 59% abandoning a brand after one bad experience versus 55% fleeing due to price hikes, according to a global Havas CX study. Consistency and emotional connection are key drivers of loyalty.

  • A global survey of 59,000+ shoppers shows experience matters more than cost — more consumers ditch brands after poor service than high prices.

  • Consistent, seamless experiences across digital and physical channels top what customers value most.

  • Emotional connection and personalization now weigh as heavily as functional efficiency in shaping CX.

  • “Loyalty can only be earned by delivering unwavering consistency, authentic personal connection, and experiences that create lasting emotional memories,” says David Shulman.

• This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1254: GM takes a multibillion-dollar EV hit but says 2026 looks brighter, white-hat hackers cash in by cracking EV chargers and infotainment systems, and the airline industry gets its annual report card

• General Motors closed 2025 with a wider quarterly loss after taking billions in EV and China-related charges. But underneath the headline number, core profits held up, cash flowed in North America, and GM is signaling confidence that 2026 will be stronger.

  • GM reported a $3.3B Q4 net loss after booking more than $7B in charges, largely tied to cutting back EV production and restructuring its China joint venture.

  • Adjusted EBIT rose 13% in the quarter, and GM earned $10.5B in North America for the year, resulting in profit-sharing bonuses up to $10,500 for UAW workers.

  • EV losses are projected to improve by $1B–$1.5B in 2026

  • CEO Mary Barra told shareholders the company sees stability ahead: “We expect the U.S. new vehicle market will continue to be resilient… 2026 should be an even better year for GM.”

• From EV chargers to infotainment systems, the Pwn2Own Automotive 2025 competition exposed how much of the industry is still very hackable.

  • Hackers earned $886,250 uncovering nearly 50 zero-day vulnerabilities in EV chargers, infotainment systems, and automotive software

  • Infotainment systems from Kenwood, Sony, and Alpine were successfully exploited, along with chargers from ChargePoint, Autel, Ubiquiti, Phoenix Contact, WolfBox, and Tesla.

  • Tesla Wall Connectors alone accounted for more than $140,000 in payouts, while the overall winning team, Summoning Team, took home $222,250.

  • Notably, no one attempted to hack a Tesla vehicle, despite a car and large cash prizes on the table.

• If 2025 felt like a rough year to fly, you’re not wrong. But turbulence hit everyone. What separated airlines wasn’t the chaos—it was execution. The Wall Street Journal’s airline scorecard crowns a new winner and reshuffles the pecking order.

  • (Worst → Best): Frontier (T-last), American (T-last), JetBlue (7th), United (6th), Spirit (5th), Alaska (4th), Delta (3rd), Allegiant (2nd), Southwest (1st).

  • Southwest wins for the first time since 2020, ending Delta’s four-year streak with strong all-around operations and industry-low complaints.

  • Explaining Southwest’s edge, COO Andrew Watterson said the airline avoids the “easy” option when things go sideways: “It’s very easy to cancel a flight. That’s the path of least resistance.”

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach h

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1253: Today we’re digging into why fixed ops is carrying the dealership profit load, how dealer-focused AI just landed serious funding, and why Ford teaming up with Carhartt is about a lot more than merch.

• With new-car sales slowing, aging vehicles and a technician shortage are putting service departments squarely in the profit hot seat. Dealers are leaning into mobile service, tech, and creative staffing strategies to protect margins and make every service lane interaction count.

  • Service departments drive 85–90% of revenue for many dealers

  • Vehicle age hit 12.8 years in 2025, boosting service demand

• Mobile service is gaining traction despite $100K startup costs, while AI and video tools improve efficiency—but dealers must balance tech with personal service.

• “There is not a department in any dealership in America more important than the service department,” said Tom McCollum, chairman of the Audi National Dealer Council.

• As dealerships increasingly lean on conversational AI to handle customer communication at scale, book more appointments, and squeeze more revenue out of every lead, Mia Labs has raised a hefty Series A round.

  • Mia Labs raised $20 million, bringing total capital raised to $29 million

  • The platform now serves 350+ franchise dealerships and enabled more than $45 million in dealer revenue in 2025 alone.

  • Mia’s AI has powered over 1 million customer conversations, booked 130,000+ sales and service appointments, and saved 1.5 million human-hours.

  • The company has new product launches teased for NADA 2026, with CEO and co-founder Brian Hoang saying “We’re building the most sophisticated AI super employee in the automotive space,”

• Ford is teaming up with Carhartt in a multiyear partnership that blends brand, philanthropy, and workforce development. The goal: get more people into skilled trades, support technicians, and celebrate the work ethic that keeps dealerships, trucks, and communities moving.

  • The partnership includes co-branded gear, uniforms for technician trainees, and a Carhartt edition 2027 Ford Super Duty with design cues inspired by real job-site textures.

  • Ford, Carhartt, and partners are backing technician training through scholarships, tools, and support programs aimed at lowering barriers to skilled trades careers.

  • “This is such a great match because we’re all committed to making sure workers have the best equipment and gear that they can get,” said Ford CEO Jim Farley.

• This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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These three dealers used to work together, and now they are teaming up to make a real difference.

Charlesglen Toyota, 5th Avenue Volkswagen, and Lexus of Royal Oak worked with their teams to raise $265,000 for local charities, matching employee donations and backing causes close to home: mental health support, autism services, and animal rescue.

Read the full story here: https://daily.asotu.com/p/canada-opens-the-door-to-china-evs

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1251: Today’s show comes to you from Washington, DC as Public Policy Day wraps and the auto industry’s biggest themes take center stage.

Autonomy is no longer theoretical — Tesla has begun limited robotaxi rides in Austin with no safety driver onboard, marking a meaningful inflection point for self-driving technology and accelerating conversations dealers can no longer ignore.

Plus we dig into liability, ownership, and what happens when cars start driving themselves for profit, while affordability remains the constant drumbeat across every conversation. Despite rising averages, there are still real, attainable vehicles on dealer lots — proving once again that payments and rates matter more than headlines.

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent buyers shopping for their next car on the #1 

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1250: Colorado dealers filed suit on VW-backed Scout’s direct-sales license, insurers face political heat as profits soar and affordability cracks, and Lemonade rolls out Tesla Full Self-Driving-based insurance, hinting at a future where driving software sets the rate.A group of Colorado VW, Audi, and Porsche dealers is suing the state after regulators approved a direct-sales dealer license for Scout Motors. Dealers argue the decision misreads state law and opens the door for OEMs to bypass franchised networks.

• • Ten VW, Audi, and Porsche dealers filed suit this week, alleging Colorado improperly granted Scout a dealer license by treating it as an EV-only manufacturer.

  • Dealers argue Scout’s extended-range EV system is effectively a plug-in hybrid, disqualifying it from EV-only exceptions in state law.

  • The lawsuit also claims Scout is an “alter ego” of Volkswagen Group, which already has franchised dealers and is barred from direct sales

The affordability conversation is turning its sights on insurers. After years of sharp rate hikes, home and auto insurers are posting near-record profits—and lawmakers are taking notice.

• Insurers are rebounding strongly, with the property and casualty industry posting its highest underwriting profit in nearly 20 years.

• Lawmakers in states like New York and Oklahoma are pushing profit caps, arguing rate hikes are out of step with household budgets.

• Auto insurance rates have stabilized nationally, but remain uneven by state, fueling continued consumer frustration.

• Lemonade is launching a new auto-insurance product built specifically for Tesla Full Self-Driving users, promising per-mile rates up to 50% lower when the software is engaged—an early glimpse at how insurance may evolve alongside partial autonomy.

  • Lemonade will price insurance based on when Tesla’s Supervised Full Self-Driving system is active versus human driving.

  • The product relies on new vehicle telemetry data enabled through a technical collaboration with Tesla.

  • Launch begins in Arizona on January 26, with Oregon following a month later.

  • The move signals insurers are preparing for a future where software performance, not just driver behavior, sets risk and price.

  • Lemonade president Shai Wininger said, “A driver who can see 360 degrees, never gets drowsy, and reacts in milliseconds isn’t like any other driver.”

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent buyers shopping for their next car on the #1 onl

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1249: We dig into why affordability—not EV tech—is the real sales bottleneck heading into 2026, how agentic shopping is reshaping the idea of ‘merit’ across retail, and why Jeff Daniels’ new stage play about a struggling dealership is hitting close to home for the auto industry.

• In a wide-ranging interview with Automotive News, Chevrolet dealer council leader Andy Guelcher explains why affordability—not EV tech—is the industry’s biggest hurdle heading into 2026, and how pricing discipline, incentives, and used EVs will ultimately determine sales momentum.

  • Guelcher warns that $1,000-plus monthly payments are unsustainable and, if not addressed, will put real pressure on future vehicle sales.

  • Lower inventory levels have helped dealers protect gross, but affordability now requires more creativity in financing, leasing, and lender mix.

  • From a Chevy standpoint, Guelcher says disciplined inventory management and a renewed focus on lower-MSRP models position the brand well if affordability improves.

• Hollywood meets the showroom as actor Jeff Daniels brings car dealer drama to the stage. A new play written by a former Automotive News editor puts a struggling dealership — and the people who love the business — front and center, minus the tired stereotypes.

  • The Classic King follows four salespeople racing to save a dealership after losing its new-car franchise, which was inspired by real dealership closures during the Great Recession

  • The play is written by former Automotive News editor Richard Johnson and directed by Jeff Daniels at Michigan’s Purple Rose Theatre.

  • Daniels praised the script, saying, “There’s a lot of heart in it and a lot of humor… it speaks to people who don’t just have a job — they love what they do.”

• AI is officially coming for the shopping cart. Shopify president Harley Finkelstein says “agentic commerce” could fundamentally change how consumers discover and buy products—shifting power away from ads and toward relevance, fit, and merit

  • Shopify is betting big on agentic commerce, citing a 14x increase in orders driven by AI agents in just the past year.

  • Google’s new Universal Commerce Protocol (UCP), backed by Shopify, Walmart, and others, aims to standardize how AI agents shop across brands.

  • Rather than replacing e-commerce sites, agentic shopping is expected to act as a powerful new “spoke,” potentially accelerating overall e-commerce adoption.

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent buyers shoppi

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1248: Dealer confidence takes a hit as affordability pressures and tighter margins creep into Q4, even as fixed ops and F&I try to hold the line. Meanwhile, Wawa goes all-in on Tesla charging, and the Vegas Sphere model heads to DC.

Show Notes with links: 

• Dealer sentiment isn’t what it was in Q3 as affordability pressures, rising rates, and tighter margins took their toll on the Q4 numbers. While conditions remain technically “favorable,” confidence slipped quarter over quarter, with dealers signaling tougher days ahead despite strength in fixed ops and F&I.

  • Dealers rated current performance at 62.3, down 5 points from Q3 and the lowest of any industry segment, citing consumer affordability as the biggest drag.

  • Rising interest rates and payment-driven shoppers are shrinking showroom traffic and compressing grosses as price transparency intensifies competition.

  • Fixed ops and F&I remain bright spots, though confidence there also dipped compared to Q3 as financing conditions worsened.

  • Used-vehicle operations grew more challenging, with quality—not quantity—becoming the main inventory issue after years of tight supply.

• Wawa is slapping its logo on Tesla Superchargers.  The popular convenience store giant has launched its first self-branded Tesla Supercharger site, signaling a deeper push into EV infrastructure.

  • The first Wawa-owned, Wawa-branded Supercharger site is now live in Alachua, Florida, featuring 16 ultra-fast 325 kW stalls.

  • The site operates under Tesla’s new Supercharger for Business program, where Tesla installs and manages chargers while Wawa controls pricing.

  • Charging is set at $0.37 per kWh, and Wawa hasn’t disclosed how many more branded sites are planned—but its 1,200+ stores offer big expansion potential.

• The Vegas Sphere is coming to a Nations Capital near you.  Sphere Entertainment plans a 6,000-seat “mini-Sphere” in National Harbor, Maryland, bringing its eye-popping screens and immersive tech to the DC area, along with a billion-dollar price tag and big economic promises.

  • The DC-area Sphere will be about one-third the size of Las Vegas, but feature the same massive screen, immersive audio, 4D effects, and haptic seating.

  • Construction is expected to cost over $1 billion, supported by roughly $200 million in state, local, and private incentives—some requiring voter approval.

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent buyers shopping for their next car on the #1 online retailer.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1247: Canada slashes EV tariffs in a controversial China deal, OpenAI kicks off its ad-supported ChatGPT Go plan, and Recurrent CEO Scott Case calls out the real EV story: a booming used market dealers can’t afford to miss.

Show Notes with links: 

• In a surprise move, Canada struck a deal with China to allow 49,000 Chinese-made EVs into the country annually at a dramatically lower tariff—down from 106% to just 6.1%—in exchange for agricultural trade concessions. The move has stirred both optimism and outrage across the automotive industry.

  • The deal drew sharp criticism from Unifor and industry leaders, who say it rewards unfair labor practices.

  • Critics say it could hurt Canadian auto jobs and complicate USMCA negotiations with the U.S.

  • One of the qualifications is that the vehicles be priced around $30k CAD (25K USD)

• Don’t call it a slow down says , Scott Case, CEO of Recurrent in is Automotive News Op Ed. Despite media headlines suggesting electric vehicle demand is cooling, Case says the narrative is missing the real story and it is that used EVs are booming as he urges dealers to ignore short-term noise and prepare for a long-term shift.

  • Case argues that demand isn’t falling, it’s shifting to lower-cost used EVs as new prices soar.

  • The used EV market is set to grow 5x, driven by a wave of off-lease EVs hitting the market in 2026.

  • “Winning in the EV market means selling $30K vehicles with 300-mile range and Tesla charging access. In 2026, that means used EVs.” —Scott Case, Recurrent CEO

• OpenAI just opened the ad door inside ChatGPT as it launches its lowest-cost plan worldwide. That’s right, ads are coming to the AI assistant for free and Go users in the U.S., marking a major monetization pivot ahead of a planned IPO.

  • ChatGPT Go is now available globally at $8/month and includes GPT‑5.2 Instant access.

  • Ads will appear as “Sponsored Recommendations” under responses for Go and free users. 

  • Sam Altman once called ads a “last resort,” but now says he’s okay with them “if it doesn’t violate user trust.”

• “Ads support our commitment to making AI accessible… by helping us keep ChatGPT available at free and affordable price points.” —OpenAI blog

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent buyers shopping for their next car on the #1 online retailer.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Today, Head Writer Chris Reeves joins the show to share how the Super Chevy Dealers of Baton Rouge and Our Lady of the Lake came together to honor Vietnam veteran and former police officer Michael King with a new 2026 Chevy Equinox RS—proof that when a community shows up, the impact goes far beyond the driveway.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1245: Honda unveils a brand-wide logo reboot, Tesla brings its massive Texas lithium refinery online, and U.S. workers pump the brakes on job-hopping—opting for stability and side hustles instead. 

Show Notes with links: 

• Honda is officially going all-in on its new, wider “H” badge. What started as an EV-only identifier will now represent Honda’s entire automotive business—from gas and hybrid vehicles to dealerships and motorsports—blending retro roots with a future-facing look.

  • Honda’s new badge, inspired by its 1960s-era logo, is wider, frameless, and intentionally more modern.

  • Originally reserved for the upcoming 0 Series EVs, the logo will now appear across all Honda vehicles, including ICE and hybrids.

  • The brand says the move unifies Honda’s identity as electrification and internal combustion will coexist longer than once expected.

  • Unlike many “flattened” rebrands, this logo leans on heritage while still fitting next-gen EV design language.

  • Honda says the badge will “represent [the] Honda automobile business as a whole, including… dealership locations, communication initiatives, and automobile motorsports activities.”

• Tesla just flipped the switch on its Texas lithium refinery, bringing battery-grade lithium hydroxide production fully online. The company says it’s the first refinery of its kind in North America—and a big step toward controlling more of its EV supply chain at home.

  • The Corpus Christi-area facility converts raw spodumene ore directly into battery-grade lithium hydroxide, skipping common intermediate steps.

  • Tesla says the simplified process is cheaper, faster, and more sustainable than traditional lithium refining methods.

  • From groundbreaking in 2023 to operation in 2026, Tesla fast-tracked the project by running design, studies, and construction in parallel.

  • Elon Musk called it “the largest lithium refinery in America” and added that it’s “the most advanced lithium refinery in the world” and “very clean.”

• After years of churn, the job market has slammed the brakes. New data shows workers are far less likely to job hunt in 2026, choosing stability and side hustles instead as hiring slows and confidence drops across the U.S. workforce.

  • Only 43% of workers plan to job search in 2026, down sharply from 93% last year, according to Monster.

  • Economists are calling 2025 a “hiring recession,” with the weakest job gains outside a recession since 2003.

  • About 75% of employees say they plan to stay put until at least 2027, a trend known as “job hugging.”

  • Instead of switching jobs, nearly two-thirds of workers are turning to side hustles or extra income streams.

  • Monster’s Vicki Salemi says workers aren’t disengaged, just cautious: “They’re basically playing the long game in ter

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1244: Today we're talking about Tesla's FSD flip to subscription-only, the continued softening of auto credit conditions, and a loyalty report that says your customers are expecting way more. 

Show Notes with links: 

• The Dealertrack Credit Availability Index closed out December at 99.6—its highest reading of 2025 and the strongest level since October 2022. It marks a continued return to pre-pandemic credit conditions, capping off a yearlong trend of easing lending standards.

  • Approval rates rose to 73.7%, up 90 basis points from November and 80 bps from December 2024.

  • Average contract rates dropped from 10.5% to 10.3%, while yield spreads also narrowed—making pricing more attractive for buyers.

  • Subprime lending edged down from 14.3% to 14.1% month-over-month, though still up from 11.8% a year ago.

  • Loans over 72 months grew in share, as consumers stretch payments to keep monthly costs manageable.

  • Captive lenders led the loosening, but banks, credit unions, and finance companies all showed increased flexibility.

• Starting February 14, Tesla will stop offering its Full Self-Driving (FSD) system as a one-time purchase, moving exclusively to a monthly subscription model, according to CEO Elon Musk.

  • FSD, which still requires active driver supervision, currently costs $8,000 or $99/month.

  • Tesla hasn’t said how many users pay for FSD, but Musk once admitted he was "kind of glad" not many bought the lifetime option.

  • The shift may be tied to Musk’s compensation package, which includes hitting 10 million active FSD subscriptions.

  • California regulators are still considering suspending Tesla’s sales license for 30 days over alleged misleading marketing of FSD capabilities.

  • Tesla has not disclosed how many of its customers have bought or are paying monthly subscriptions for FSD.

• In its 28th annual Customer Loyalty Engagement Index, Brand Keys found that consumer expectations jumped a record-breaking 32% year-over-year — a shift that’s shaking up brand rankings across industries and putting serious pressure on retailers to evolve.

  • Hyundai once again ranked highest among automotive brands for meeting modern consumer expectations — its 17th year holding that title.

  • Nearly 40% of product and service categories saw new leaders emerge, signaling a wave of disruption driven by more demanding buyers.

  • Loyalty continues to deliver ROI: a 5% improvement can boost lifetime customer profits by up to 88%, while a 2% lift can cut marketing costs by nearly 30%.

  • Amazon, Whole Foods, Shell, Ben & Jerry’s, and Dollar General were also among the top performers in their categories.

  • “The bottom line: loyalty moves markets.” – Robert Passikoff, President of Brand Keys

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1243: We’re talking about a viral moment at Ford’s Dearborn plant, a smart strategy for turning old trade-ins into profit, and surprising insights into the real buying power of Gen Alpha.

Show Notes with links: 

• President Donald Trump made a high-profile visit to Ford’s Dearborn Truck Plant, touring the F-150 line with company leadership, previewing a patriotic new pickup, and filming a CBS interview on the factory floor.

  • Trump was guided by CEO Jim Farley and Executive Chair Bill Ford and saw an F-350 wrapped in an American flag; Ford plans to release it midyear for America’s 250th anniversary.

  • The plant was described by Farley as “the most important automotive plant in the United States.”

  • Trump praised Ford’s workforce and the sound of the assembly line.

  • The visit ended on a viral note when Trump flipped off a heckling worker during his exit.

  • A GoFundMe has been started for the employee which has raised over 25k from almost 1000 donors.

• Faced with affordability challenges and aging trade-ins, more dealers are implementing targeted reconditioning strategies to retail vehicles that would’ve gone to auction just a few years ago.

  • The approach includes dedicated checklists that focus on safety and mechanical soundness while allowing minor cosmetic flaws.

  • Holman adopted this method in June, leading to faster turnaround times and stronger profit margins.

  • Dealers like Premier Automotive and Ganley Automotive are also leaning into older, higher-mileage units to meet demand.

  • The goal is to invest intelligently—fix what matters, disclose the rest, and keep prices approachable.

  • “You have to intelligently dial in the reinvestment,” said Chris Morgan of Holman. “It’s not easy—but it works.”

• A new study shows that kids born after 2010 are already shaping nearly half of family spending decisions—despite most of them not even being old enough to drive.

  • Gen Alpha influences $255B in U.S. spending across food, fashion, and leisure.

  • Their buying influence is powered by peer and family input—not influencers or ads.

  • Visual appeal and style are top decision factors; sustainability ranks low at just 16%.

  • Many Gen Alpha kids are already earning money through informal or part-time jobs.

  • “Our findings show a generation skeptical of media messages and steadfast in their opinions,” said Teneo’s Gee Lefevre.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1242: Today we have a very special edition of The Automotive State of the Union.

It’s All Things CES with Steve Greenfield. After walking many miles on the show floor, Steve will be sharing all the insights, surprises, and automotive tech buzz from the biggest stage in innovation.

Sign up for Steve’s weekly newsletter at automotiveventures.com

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1241: CarMax leans on price cuts and marketing to spark sales, Toyota takes its iconic Hilux electric in Europe, and Walmart keeps scaling drone delivery as demand grows.

CarMax is shifting back to fundamentals as sales and earnings continue to slide. The company will cut prices, trim costs, and increase marketing to regain momentum heading into 2026.

• • Q3 results saw unit sales down 8% and earnings down 50% year-over-year.

  • CarMax will use targeted price cuts to spark demand, not blanket reductions.

  • The company is lowering margins while boosting marketing to drive traffic.

  • SG&A will be cut by $150M annually despite increased ad spend.

  • “Our average selling prices have drifted upward and appear to be less attractive to customers,” said Interim CEO David McCreight.

Toyota just electrified one of its most important global trucks. The Hilux made its first European appearance as a full EV, signaling Toyota’s pickup electrification push—just not for North American buyers.

• Toyota debuted the Hilux BEV at the Brussels Motor Show, and uses a 59.2 kWh battery, offering up to 160 miles WLTP range, or 236 miles in city driving.

• With AWD and 473 Nm of torque, it can tow 1.6 tons and haul over 1,500 lbs, keeping its work-truck credibility.

• Europe gets the Hilux BEV in April, but the truck isn’t sold in the U.S.—and Toyota isn’t signaling that will change.

Alphabet-owned Wing is dramatically expanding its on-demand drone partnership with Walmart, signaling that flying groceries and meds are becoming a real part of everyday commerce.

• Wing will expand drone delivery to 150 more Walmart stores, building on pilots in Dallas-Fort Worth and Atlanta.

• Wing’s top 25% of customers order three times per week, mostly groceries like eggs, ground beef, produce, and snacks.

• Once complete, Wing will operate from 270+ Walmart locations, reaching roughly 10% of the U.S. population.

• Walmart remains Wing’s primary commercial partner, even as the company continues testing larger drones capable of carrying five-pound payloads.

• Wing’s new chief business officer Heather Rivera: “Volume is definitely powering our flywheel.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Today, Paul Kyle, and Chris Reeves are together again after a bunch of guest hosts and holiday episodes. They argue over whose New Year's Eve was more boring and whether or not you should actually prepare for tornadoes. But most importantly, we talk about how the Ziegler Auto Group gathered over 50,000 cans of food to give to people who needed them most. 

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1239:  Ford earns top honors as America’s most iconic company, Stellantis drops every PHEV from its 2026 lineup, and McKinsey’s CEO reminds us there are still a few things humans do better than AI. A day of big shifts, bold moves, and even bolder expectations.Show Notes with links: https://www.foxbusiness.com/retail/ford-named-no-1-most-iconic-american-company-nationwide-survey-making-peoples-lives-betterFord just topped Time and Statista’s list of the 250 most iconic American companies, beating household giants like Apple, Coca-Cola and Amazon. The ranking highlights not just commercial success, but each company’s impact on U.S. culture and society.Time’s nationwide survey put Ford at No. 1 for its cultural influence and long-standing role in shaping American life.Bill Ford pointed back to the company’s founding mission, emphasizing innovation tied to improving people’s lives—not just tech for tech’s sake.Ford underscored its status as the largest hourly auto employer in the U.S., reinforcing its commitment to American workers.Time credited Ford’s assembly-line legacy for transforming modern manufacturing and reshaping cities and suburbs.“Innovation is not just about building batteries or technology for its own sake; it is about making people’s lives better,” said Bill Ford.https://www.jalopnik.com/2071397/stellantis-canceling-all-plug-in-hybrids-2026-model-year/Stellantis is pulling the plug—literally—on every PHEV in its North American lineup starting with the 2026 model year. Once top sellers like the Wrangler 4xe,  Grand Cherokee 4xe, and Chrysler Pacifica PHEV are being discontinued as the company shifts its electrification strategy.Stellantis says every brandwide PHEV program in North America will be phased out beginning in 2026.The automaker plans to pivot toward traditional hybrids and range-extended EVs, where it says customer demand is stronger.Models like the Alfa Romeo Tonale and Dodge Hornet R/T will also lose their plug-in variants.Stellantis says it will “focus on more competitive electrified solutions, including hybrid and range-extended vehicles where they best meet customer needs.”https://www.businessinsider.com/mckinsey-boss-shares-human-skills-ai-models-cant-do-2026-1As AI reshapes knowledge work, McKinsey’s top executive says there are three capabilities machines still can’t touch—and they’re exactly what young professionals should double down on. The comments came as the firm shared how AI has already saved millions of employee work hours.McKinsey’s 25,000 AI agents handled 1.5 million hours of search and synthesis last year and produced 2.5 million charts in six months.With routine tasks offloaded, consultants are now tackling higher-order, more complex problem-solving.CEO Bob Sternfels says graduates should focus on the three skills AI cannot replicate: aspiration, judgment, and true creativity.He also says AI will shift hiring away from pedigree and toward demonstrated work—like engineers’ GitHub portfolios.“What can the models not do? Aspire… That’s a uniquely human capability,” Sternfels said.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1238:  Ford is promising eyes-off driving by 2028. But back in the bays, finding top-tier techs is still a $160K challenge. OpenAI wants to be your new health co-pilot with ChatGPT Health.Show Notes with links: https://www.autonews.com/ford/an-ces-2026-ford-doug-field-panel-0107/“Eyes off the road” is Ford’s new promise—and it’s coming sooner than you might expect.Ford announced an “eyes-off” driving system launching in 2028, debuting on its new Universal EV Platform.The platform will support up to 8 affordable EVs, including a $30K midsize pickup.AI assistant coming to the Ford and Lincoln app in 2026 and vehicles like Expedition and Navigator in 2027.Ford is vertically integrating hardware and software to reduce driver-assist system costs by 30%.“Too many companies have outsourced the whole soul of their machines…we chose a more difficult task,” said Doug Field, Ford’s Chief EV, Digital, and Design Officer.https://www.wsj.com/business/autos/the-160-000-mechanic-job-that-ford-cant-fill-fe6fd121?mod=autos_news_article_pos3Let’s talk about the $160K Ford Mechanic Job No One Wants. Ford has 5,000 open service bay jobs, some paying over $120K. But techs say the path to get there is grueling and costly—with few making it to the top.Ted Hummel, a Senior Master Tech in Ohio, made $160K in 2025—but it took over a decade to reach.Entry-level techs often start under $10/hr and must invest tens of thousands in tools and training.The “flat rate” pay system rewards speed, not hours worked—but also means zero pay when work is slow.Physical strain is intense; many leave the profession due to injury before reaching top pay.“A bay with a lift and tools and no one to work in it,” said Ford CEO Jim Farley, calling it a nationwide crisis.https://openai.com/index/introducing-chatgpt-health/ChatGPT Enters the Health Chat: OpenAI is rolling out ChatGPT Health, a new experience designed to help users navigate health information more confidently—by connecting medical records and wellness apps securely to AI.Over 230 million people use ChatGPT weekly for health and wellness questions.The Health experience is separate from general ChatGPT chats, with extra layers of privacy and encryption.Users can link data from apps like Apple Health, MyFitnessPal, and Function for more personalized advice.Medical info stays isolated within Health and is not used for training models.Built with input from 260+ physicians, it’s designed to support, not replace, clinical care.“It helps you understand patterns over time—not just moments of illness,” OpenAI said in the announcement.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1237: Today we’re talking about BMW and Mercedes battling it out at CES with next-gen AI, a surprising sedan surge in the used market, and how ChatGPT is causing headaches for doctors and lawyers alike.

Show Notes with links: https://lnkd.in/dNJMNGBkTwo German giants are trading blows in Las Vegas. CES has become a high-tech battleground for BMW and Mercedes-Benz as they push the envelope on AI and digital experiences in their latest vehicles.BMW is the first automaker to integrate Amazon's Alexa+ AI into its Intelligent Personal Assistant.Launching with the BMW iX3 in 2026, the assistant offers conversational voice interactions and can handle multiple queries at once.Users can link Amazon accounts to access streaming and news directly through the assistant.The AI is central to BMW’s Neue Klasse EV platform, with CES once again serving as its innovation stage.“The vehicle becomes an intelligent companion for its users,” said Stephan Durach, SVP at BMW Group.https://lnkd.in/eb_v_mY6Are sedans back in style? Pickup trucks still rule the used car market, but a surprising sedan surge and shifting EV dynamics brought a few fresh twists to 2025’s top sellers.The Ford F-150, Chevy Silverado 1500, and Ram 1500 held onto the top three spots.Chevy Malibu shot up from No. 29 to No. 8, likely due to rental fleet sell-offs after GM ended production.Toyota Corolla cracked the top 10 at No. 9; Equinox and Camry stayed strong.Tesla continues to dominate used EV sales, with Model 3 and Model Y leading.VW ID.4 and Hyundai Ioniq 5 made big jumps, while the Chevy Bolt slid to No. 7.“The rankings show minimal variations from 2024, though the dominance of full-size trucks is shrinking,” said iSeeCars analyst Karl Brauer.https://lnkd.in/eWeNSd7aChatGPT Is the New WebMD, And It’s Driving Experts Crazy. Generative AI tools like ChatGPT are becoming the go-to for legal and medical questions, giving everyone a second opinion—but not always the right one.AI is now widely used for symptom checking, legal strategy, and even therapy prep.One in three Americans consult AI weekly for health advice; 57% use it or would for legal issues.Professionals report clients showing up with AI-generated legal gameplans or diagnoses—often filled with emojis.AI’s authority and 24/7 availability make it feel more trustworthy and convenient than waiting weeks for an expert.“We have to dispel the information clients were able to obtain vs what is actually going on and kind of work backwards,” said New Jersey attorney Jamie Berger.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1236: We’re continuing our coverage of CES with headlines on Hyundai’s humanoid robot plans and Sony Honda’s SUV twist on the Afeela. Plus, a dramatic EV fire at a gas station is stopped cold by some simple, new tech.https://www.autonews.com/technology/an-ces-2026-hyundai-robotics-strategy-0105/Hyundai is jumping headfirst into the humanoid robot race, revealing a bold new plan to deploy thousands of AI-driven robots at its factories, starting with its Georgia Metaplant. The timeline? Hyundai aims to produce 30,000 Atlas humanoid robots per year by 2028.The robots will begin by handling parts-sequencing tasks at the Georgia plant.Developed by Boston Dynamics, Atlas can lift 110 pounds and is built for rugged environments.Hyundai’s roadmap includes complex assembly work by 2030, supported by AI from Nvidia and Google DeepMind.“Robotics brings many different domains of machine learning together… That makes robotics a frontier application of AI,” said Carolina Parada of Google DeepMind.https://www.engadget.com/transportation/evs/sony-honda-mobilitys-afeela-prototype-2026-puts-an-suv-spin-on-its-too-familiar-sedan-at-ces-043927882.htmlSony Honda Mobility is back at CES with another Afeela concept — this time, it’s an SUV. The new Afeela Prototype 2026 offers familiar styling with a taller twist, signaling the joint venture’s attempt to better cater to American preferences.The SUV prototype mimics the Afeela 1 sedan, complete with nose-mounted LCD.Targeted release is “as early as 2028,” though 2029 is more likely.Meanwhile, the Afeela 1 sedan is still set to launch at the end of 2026 — but only in California.Starting at $90K, the sedan offers 300 miles of range and promises future Level 4 autonomy yet only charges at 150 kwh…half of what most Teslas and Hyundai’s can do“You could drive in Gran Turismo 7 while your car drove you to work,” Sony Honda Mobility teased.https://www.jalopnik.com/2068144/firefighters-blanket-turtle-ev-fire/In an ironic turn, an EV caught fire at a gas station . Thanks to quick-thinking cops and some seriously clever firefighting tech, it didn’t turn into a Hollywood-style explosion. This near-disaster in Minnesota gave emergency responders a chance to flex some new tools built just for EV firesA burning Kia EV6 was parked at a gas pump — yes, a gas pump.First, Police used cruisers to push the smoking EV away from the pump to a safe location.Then, firefighters used a giant fire blanket to control vapors and smoke.Finally, they also deployed the “Turtle” — a shell-shaped water cannon developed by Jersey City Fire Captain Howard "Buddy" Hayes after he discovered the shortcomings of his department's existing equipment in battling EV fires.The Turtle pumps 500 gallons per minute to cool EV battery packs from underneath avoiding ‘thermal runaway’ that looks more like those crazy EV fires you’ve seen

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1235: Welcome to the first news show of the new year! CES puts autonomy and AI front and center as EV plans cool. Dealer sentiment improves—but trust gaps threaten CDJR and Nissan valuations. And despite years of doom-and-gloom, physical retail dominates holiday spending, with AI quietly reshaping how consumers shop across every channel.Show Notes with links:https://www.reuters.com/business/autos-transportation/self-driving-tech-ai-take-center-stage-ces-automakers-dial-back-ev-plans-2026-01-05/As EV hype cools down, CES 2026 is turning the spotlight toward AI and autonomy. With EV rollouts slowing due to cost and policy, automakers are looking to autonomous tech as the next frontier.Automakers pull back EV launches amid weaker policy support.AI and autonomous systems dominate CES 2026 exhibits.Tesla and Waymo's recent moves have reignited AV momentum.Rivian teases “eyes-off” driving for city streets.“That connectivity on autonomous, I do think will be front and center,” said C.J. Finn of PwC.https://www.autonews.com/retail/an-kerrigan-dealership-2026-trust-valuation-0104/The latest Kerrigan Advisors survey shows dealer optimism growing—but not for every brand. CDJR, Nissan, and Infiniti topped the least-trusted list, with many dealers expecting declining valuations for these franchises in 2026.64% of dealers have no trust in CDJR and Nissan; 61% distrust Infiniti.Dealers anticipate Toyota, Lexus, and Kia stores will gain the most value.Chevrolet sees a reputation bump, with higher dealer trust and value outlook.CDJR showed the biggest improvement in valuation sentiment year-over-year.“Dealers that trust the franchise are going to invest in the franchise,” said Erin Kerrigan.https://retailwire.com/discussion/lessons-physical-retail-holiday-season/Despite endless headlines forecasting its decline, physical retail flexed its muscles this holiday season—capturing 73% of spend, according to Visa’s latest data. But the real story may be the rise of AI and its impact on how we shop.Total holiday spend rose 4.2% YoY; real growth closer to 2.2% after inflation.Physical stores dominated spend, though e-commerce grew 7.8%.Consumer electronics and fashion led category growth.AI drove smarter shopping—price comparisons, discovery, and decision-making.“This led to a more informed, more intentional consumer,” said Visa’s Wayne Best.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1234: Kicking off 2026, Paul and Kyle welcome Damon Lester for a deeply personal conversation about burnout, mental health, and leadership in retail auto. Damon opens up about his own breaking point—and why hustle culture may be costing the industry more than it realizes.

• Damon Lester shares how nonstop pressure from dealerships, associations, family, and personal loss led to burnout and a mental health crisis he could no longer outrun.

  • The industry’s obsession with perfection and constant performance leaves little room for leaders to grieve, rest, or admit they’re struggling—often with dangerous consequences.

  • Damon reframes leadership through the idea of “taking the cape off,” rejecting the superhero myth that leaders never sleep, stop, or need help.

  • Practical boundaries matter. Something as small as limiting phone access, removing devices from the dinner table, or protecting personal energy can begin the healing process.

  • The takeaway for 2026: leaders are human first. Titles, numbers, and stages come second—and sustainable leadership starts with honesty and breath.

0:00 Intro with Paul Daly & Kyle Mountsier3:36 Damon Lester joins the show4:15 What led to Damon’s burnout and mental crash7:27 Why perfection culture is so damaging8:22 What “taking the cape off” really means12:03 Small boundaries leaders can start with

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Have insights into how 2025 went or how 2026 is shaping up?

Let us know by sending an email to crew@asotu.com and maybe we'll respond on this show!

Episode #1233: Happy New Year! Today we’re celebrating by looking back on the biggest themes that dominated the retail auto landscape in 2025, and prognosticating the future by looking at the big things we think the industry will face in 2026.Top 10 Themes of 2025#10 – Gen Z Disrupts Expectations They demand transparency, flexibility, and quick accountability.

#9 – Service Became the MVP Fixed ops carried the weight during sales slowdowns.

#8 – China Asserts Dominance Chinese automakers scale massively with vertical integration.

#7 – Autonomy Advances (Cautiously) Waymo plays it safe; Tesla pushes limits.

#6 – AI Did the Mundane (And Everyone Loved It) No revolutions—just reliable lead follow-ups and call answering.

#5 – Tech ≠ Efficiency More dashboards didn’t fix poor processes.

#4 – Used Cars Were the Rock More affordable and practical than new.

#3 – Hybrids Became the Compromise Consumers leaned toward electric and gas.

#2 – EVs Didn't Die, They Rerouted Slowed demand post-tax incentives forced OEM rethink.

#1 – Affordability Dominated Everything Record-high monthly payments scared off buyers.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1231: We close the year with the smartest auto industry analyst in the game. Paul and Kyle bring on Steve Greenfield to make sense of a fast-moving 2025 and what dealers should really prepare for in 2026. From tariffs to AI-driven efficiency, this is a clear-eyed look at what’s coming and what’s controllable.

• Greenfield says the biggest unresolved story from 2025 is tariffs. Automakers absorbed the pain last year, but that likely changes in 2026 with pressure flowing to MSRPs or dealer margins.

  • Despite political, economic, and affordability headwinds, the auto industry proved once again how resilient it is. Consumers kept buying, and dealers kept selling.

  • Front-end grosses are already back to pre-COVID realities for many brands, making F&I performance, cost discipline, and fixed ops efficiency more critical than ever.

  • AI isn’t about buzzwords—it’s about efficiency. Dealers should start with the metrics they want to move, then choose technology that directly supports those goals.

  • For dealers and vendors alike, having a clear, practical AI strategy is no longer optional. Investors, partners, and customers all expect it.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1231: Paul sits down with Cars Commerce’s Brian Kramer to break down how 2025 is ending and what dealers should expect in Q1 2026. The big themes: used car supply shifts, EV-heavy off-lease inventory, and why clarity beats cleverness heading into next year.

• Used car supply is finally climbing out of a multi-year trough, but it won’t look like the past. The next wave of inventory is coming largely from leases signed during COVID-era production constraints.

  • EVs will make up a bigger share of used inventory whether dealers “lean in” or not, driven by EV-heavy lease returns and rental fleet activity. Dealers won’t really have a choice.

  • Winning dealers are shifting focus from “look to book” to appraisal volume. If you sell 100 cars, you should be appraising closer to 200—automation is no longer optional.

  • AI search engines are already fact-checking dealer websites against reviews, Reddit, and third-party content. Multiple CTAs, overpromises, or messy workflows can quietly tank visibility.

  • Kramer sums it up with one word for 2026: clarity. Simple workflows, fewer claims, and actually delivering on what you promise online is now a competitive advantage

0:00 Intro with Paul Daly2:07 Brian Kramer joins the show4:02 How used car supply finished 20255:05 Why EVs will dominate off-lease inventory6:50 What winning dealers are doing differently9:22 How AI search is changing dealer visibility11:43 Why clarity is the defining theme for 2026

• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1230: Paul and Kyle sit down with CMA’s Liza Borches to talk people, culture, and leadership. From gratitude for the industry to intentional connection with employees, Liza shares how she’s orienting her team for the year ahead.

• Liza reminds dealers that even during slow months or challenging cycles, the automotive industry remains a meaningful, life-impacting business that provides opportunity and stability for millions.

  • She emphasizes optimism without naivety—acknowledging that 2026 will bring challenges, while reinforcing confidence that teams have the tools and strength to find solutions and grow through them.

  • As CMA continues to grow, Liza’s focus is alignment through intention. Her 2026 word is “reach,” guiding both customer engagement and deeper employee connection.

  • On the employee side, she’s prioritizing reaching voices that often go unheard—especially technicians—to better understand engagement, workplace needs, and long-term retention.

  • Liza reframes great customer experience as a downstream result of great employee experience, noting that discretionary effort comes from feeling cared for, not just compensation plans.

• 0:00 Intro with Paul Daly & Kyle Mountsier

• 2:51 Liza Borches joins the show

• 3:00 What 2025 revealed about people and culture

• 4:33 How leaders should balance optimism with realism

• 5:57 How CMA is aligning a growing organization around culture

• 8:52 Why reaching deeper with employees matters

• 11:30 How Liza is approaching NADA differently in 2026

• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

On this last Saturday of the year, Chris Reeves joins Paul and Kyle to discuss Christmas, New Year's Resolutions and how they've seen themselves change over the last year, and their plans to see continued growth and success in 2026.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1228: The day after Christmas, Kyle flies solo with Brian Benstock to talk 2026 strategy. Benstock’s take: the year will bring “difficulty mixed with opportunities,” and dealers who prepare now—especially around affordability messaging and trade-cycle tech—will be ready when the tide comes in.

• Benstock is bullish on 2026: lower inflation and easing interest-rate pressure should help affordability, which benefits dealers, OEMs, and the broader economy.

  • He applauds policy moves that reduce EV mandates and questions consumer-subsidized EV incentives, arguing adoption should be driven by product superiority, not taxpayers.

  • “Set up your fishing nets during low tide.” Benstock urges leaders to prepare teams now—process, messaging, and mindset—so they can capitalize quickly when demand rises.

  • Trade-cycle management is the big unlock: real-time equity awareness + timely, personalized offers could move customers like telecom upgrades do—same payment, newest model.

  • The blocker is vendor fragmentation: hundreds of tools that don’t integrate, plus “toll booths” that limit data flow. Benstock calls integration the next frontier.

0:00 Intro with Kyle Mountsier 1:46 Brian Benstock joins the show 3:26 Why Benstock is bullish on the 2026 economy 7:12 How dealers should prepare during “low tide” 8:36 Why trade-cycle management is the next frontier 12:45 How affordability messaging can grow SAR

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1227: It's Christmas Eve and Paul and Kyle are in holiday mode. After some banter about an automotive Dancing With The Stars, they talk through their Christmas Eve traditions, why dealers should be closed on Christmas Day, and a little bit of encouragement for your holiday season.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1226: We’re talking rising auto prices and longer-term debt in the U.S., Kazakhstan’s record-setting manufacturing momentum, and Simon Sinek’s take on why Gen Z might be the most rational workforce yet.

• As new car prices have climbed 33% since 2020, affordability is slipping out of reach for many. Buyers are stretching loan terms to eight, nine, even ten years—trading short-term relief for long-term debt.

  • Average new vehicle price broke $50K this fall, up from under $38K in early 2020.

  • Monthly payments now average $760; rising prices and high interest rates are fueling defaults.

  • One-third of buyers now take loans of at least 72 months; some exceed 100 months, especially on pickups.

  • Automakers are lowering prices and leaning into base trims—Ford's Maverick jumped 76% in November sales.

• Kazakhstan’s automotive sector is on a record-breaking run. Through the first 11 months of 2025, vehicle production has already topped the full-year total from 2024, signaling both rising demand and growing sophistication in local manufacturing. With nearly $4 billion in output, the industry is becoming a major economic engine.

  • From January to November, Kazakhstan built 146,163 vehicles valued at $3.9B—a 15.7% jump from 2024.

  • November alone set a monthly record with 22,580 units produced worth $601M, up 25.5% year-over-year.

  • Auto manufacturing now makes up 41.7% of the country’s entire machine-building sector, up from 2024.

  • Growth was led by Allur (79K+ units) in Kostanay and Hyundai plants in Almaty and Shymkent (up 26.7%), including those operated by our friends at Astana Motors

• Simon Sinek and Garry Ridge are taking aim at the "lazy Gen Z" stereotype. In a recent podcast conversation, the leadership thinkers argue that Gen Z’s workplace demands are less about entitlement—and more about a rational response to broken corporate trust.

  • On A Bit of Optimism, Sinek says Gen Z’s need for upfront value stems from growing up in a world with "no loyalty from the company."

  • Ridge, former WD-40 CEO, agrees: leaders must build trust and ditch outdated performance models.

  • Both advocate for regular coaching check-ins over once-a-year reviews.

  • Gen Z doesn’t want delayed recognition—they want feedback, growth, and transparency now.

  • “I don’t want to wait 364 days for you to tell me what I should’ve done better,” said Ridge

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

0:00 Intro with Paul J Daly and Kyle Mountsier

4:21 Average Monthly Payments are $760

7:14

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1225: Cars Commerce’s Alex breaks down why the future isn’t car vending machines, Waymo robotaxis freeze during a San Francisco power outage, and Gen Z embraces the holiday experiences.

Show Notes with links:

• In a reflective interview, Cars Commerce leader Alex encourages dealers to use better tech to get leaner, faster, and more customer-friendly. 

  • Alex says the next wave of dealership tech has to reduce SG&A and improve operational efficiency, not just add more dashboards.

  • He calls out a stubborn reality: sales per salesperson hasn’t improved in about a decade, even as tools multiplied — and says AI should finally change that.

  • He pushes back on the “dealers hate change” narrative, arguing dealers are highly adaptable entrepreneurs who will adopt what actually helps them win.

  • The consumer journey gets more complicated closer to purchase, with more indecision around vehicle feel, color, space, and drive — meaning the funnel “widens” at the end.

  • His bottom line: the winning model is omnichannel that finishes with a strong local dealer, saying, “I don’t think the consumer wants a vending machine… they want an online experience that finishes with a local partner.”

• Waymo’s driverless ride service ran into a very human problem this weekend: no power. A widespread outage across San Francisco left robotaxis frozen mid-ride, snarling traffic and raising fresh questions about how autonomous vehicles handle chaotic, real-world conditions.

  • A power outage knocked out traffic lights across San Francisco, with social media videos showing multiple Waymo vehicles stopped in intersections with hazard lights flashing.

  • One rider said his Waymo handled quieter streets but abruptly stopped at a dense intersection with dark signals, offering no warning or explanation.

• New research shows Gen Z shoppers are bringing life back to malls and stores this holiday season, showing up for the vibes, the memories, and the experience.

  • Lightspeed Commerce found nearly 80% of consumers ages 18–24 say the “holiday experience” is important to them, driving a return to physical stores.

  • Sixty-seven percent of Gen Z shoppers said festive elements like music, décor, scents, and displays make them stay longer — nearly double the rate of shoppers over 65.

  • For younger consumers, in-store shopping is social, with photo-taking, video content, and sharing moments with friends cited as major draws.

  • Those experiences convert to sales: 58% of Gen Z and 55% of younger millennials are more likely to buy when stores add small seasonal touches like gift wrapping, hot drinks, or events.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

What does real leadership look like when it’s time to let go?In this reflective conversation, Paul sits down with Alex Vetter as he prepares to hand the baton after decades of leadership at Cars.com and Cars Commerce. The episode opens with a simple moment—Alex helping carry a couch onto a stage—that quietly captures his leadership philosophy: no job is beneath you when you’re building something that matters. From the early days of dial-up internet and widespread distrust of online commerce, Alex recounts the controversial decisions that defined his tenure, including publishing invoice pricing and choosing transparency long before it was popular.As the conversation unfolds, Alex zooms out on the industry he helped shape. He challenges the idea that dealers resist change, explains why the car-buying funnel gets more complicated—not simpler—near the finish line, and shares why the “vending machine” vision of auto retail misses the human reality of the last mile. Most importantly, he reflects on succession: what it takes to trust the next leader, why he’s confident in the future under Toby’s leadership, and why this moment feels less like an ending and more like acceleration.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1223: Cars Commerce lines up its next CEO as a new chapter begins for dealer tech. Lucid’s factory-backed used pricing puts EV depreciation in plain sight. And even as consumers keep spending this holiday season, a growing “joy deficit” reveals how tired—and cautious—shoppers really are.

Show Notes with links:

• Our good friends at Cars Commerce are teeing up a major leadership transition. Longtime CEO Alex Vetter will hand the keys to Tobias “Tobi” Hartmann in early 2026, marking the end of an era and signaling a renewed push around growth, digital tools, and AI for dealers.

  • Hartmann brings 25+ years of experience leading global marketplaces, most recently as CEO of Scout24 and previously at HelloFresh and eBay Enterprise.

  • Alex Vetter, who has been with Cars.com since its 1998 launch, will step down after transforming the company into a vertical SaaS and marketplace platform for dealers.

  • Under Vetter, Cars Commerce expanded through acquisitions like Dealer Inspire, AccuTrade, and DealerClub, strengthening its dealer-facing tech stack.

  • Alex Vetter: “I’m confident that Tobi will continue our momentum for the next chapter of firsts. He will be a tremendous leader for this next phase of growth.”

• Lucid just launched its first factory-backed used-car program, and the pricing is doing more talking than the marketing.

  • Lucid Recharged is the brand’s certified pre-owned program for the Air sedan, with the Gravity SUV coming later.

  • Eligible cars must be single-owner examples under 62,000 miles and pass a 160+ point factory inspection.

  • Pricing is the headline: a 2023 Air Pure with ~20,000 miles can land in the mid-$40Ks versus a new MSRP just under $71K.

• Consumers are still spending this holiday season—but they’re not exactly enjoying it as a new Retail Dive report says shoppers are leaning heavily on credit and BNPL.

  • Katie Thomas of the Kearney Consumer Institute summed it up bluntly: there’s a “real joy deficit for consumers,” driven by high prices and constant anxiety-focused messaging.

  • Despite steady spending, consumers are fatigued, stressed, and increasingly reliant on credit, resale, and “dupe” gifting to get through the holidays.

  • Shoppers feel stuck in an echo chamber of stress—online, in ads, and in daily life—where everything is expensive and brands keep reminding them of it.

  • “Getting emotional doesn’t have to be serious,” Thomas noted

0:00 Intro with Paul J Daly and Kyle Mountsier

6:05 Cars Commerce Announces Leadership Transition

9:52 Lucid Launches CPO Program

12:31 The Joy Deficit In Retail

• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (S

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1222: Today we break down Cox Automotive’s 2026 forecast and why fragmentation is becoming the industry’s defining theme. We also cover California regulators taking aim at Tesla’s Autopilot language.

Show Notes with links:

• Cox Automotive says the auto industry beat expectations in 2025, but 2026 will be shaped by fragmentation everywhere—from consumers and labor to policy, EVs, and AI. The result is softer volumes, tighter margins, and a market that rewards precision over optimism.

  • The 5 big forces at play: A bifurcated consumer trading down, a stagnant job market, inflation easing but Fed uncertainty lingering, shifting policy and an EV incentive cliff, and AI hitting an operational inflection point—all pulling the market in different directions.

  • New-vehicle volumes reset lower: Cox forecasts 15.8 million SAAR in 2026, down 2.4% YoY, signaling the high-15 million range as the new normal rather than a temporary dip.

  • Retail, fleet, and leasing cool: New retail sales fall about 1.5%, fleet declines more sharply, and lease penetration drops toward 21%, the lowest level in three years as EV tax credits and leasing loopholes disappear.

  • Used remains the pressure valve: Total used sales dip roughly 1%, but tight retail inventory and affordability concerns keep demand steady, pushing more shoppers toward lower-priced vehicles.

  • Wholesale values normalize: Cox expects the Manheim Used Vehicle Value Index to rise 2% by the end of 2026, pointing to normal depreciation—with growing EV volume adding pricing complexity.

• California regulators ruled Tesla misled consumers with its “Autopilot” and “Full Self-Driving” marketing, giving the automaker 90 days to fix its language. The case briefly threatened Tesla’s ability to sell cars in the state, but stops short of halting production.

  • The DMV ordered a 30-day suspension of Tesla’s dealer license, which would prevent Tesla from selling vehicles directly to consumers in California if it goes into effect.

  • That dealer suspension is stayed for 90 days, meaning Tesla can keep selling cars as long as it updates its advertising and disclosures within that window.

  • A separate manufacturing license suspension—which could have affected Tesla’s ability to build vehicles in California—was permanently stayed and will not take effect.

  • Regulators say Tesla’s use of “Autopilot” and “Full Self-Driving Capability” implied autonomy that doesn’t exist, creating unsafe assumptions for drivers.

  • Tesla pushed back strongly, saying no consumer complained and stating, “Tesla has never misled consumers.”

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1221: Today we break down GM’s post-Cruise autonomy reboot, why used EVs are quietly outperforming new ones as buyers regain confidence, and how a soaring SpaceX valuation has pushed Elon Musk’s wealth past $650 billion.

• A year after pulling the plug on Cruise robotaxis, GM is rebooting autonomy with a very different endgame. Instead of ride-hailing, the focus is now on hands-free, eyes-off driver assistance designed to scale across consumer vehicles.

  • GM has deployed 138 test vehicles — Cadillac Escalade IQs and GMC Yukons — equipped with lidar, radar, cameras, and advanced computing to collect real-world driving data across the U.S.

  • Cruise’s technology and talent have been merged with GM’s Super Cruise team, signaling a full pivot away from robotaxis toward scalable driver-assistance for retail customers.

  • The goal is a Level 3 “eyes-off” highway system debuting on the Escalade IQ around 2028, with plans to expand across brands and vehicle sizes.

  • Jason Ekelmann of GM’s advanced vehicle integration team: “It’s that we’re coming together to do something unique and awesome and really, really hard.”

• November revealed a split EV market. New EV buyers slowed down and waited for clarity, while used EV shoppers kept moving. The contrast highlights where confidence is building — and where the industry is still adjusting to life after heavy incentives.

  • New EV sales cooled to about 70,000 units as shoppers paused amid tax credit changes, pushing new inventory to 149 days’ supply and forcing incentives back into play.

  • Used EVs told a different story, with sales up 14% year over year to more than 28,000 units in November.

  • Used EV pricing averaged around $36,000, with many mainstream models now below $30,000, while supply stayed tight at 46 days, supporting healthier resale confidence.

  • Cox Automotive’s Stephanie Valdez Streaty framed it simply, saying the industry is “adjusting to a post-incentive environment.”

• Elon Musk just crossed a line no one else ever has. A new SpaceX valuation pushed his net worth past $650 billion, moving him closer to becoming the world’s first trillionaire

  • SpaceX launched a tender offer valuing the company at $800 billion, doubling its valuation since August and setting the stage for a potential 2026 IPO that could value it near $1.5 trillion.

  • Musk owns roughly 42% of SpaceX, making that stake worth about $336 billion and now the largest single contributor to his net worth.

• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

0:00 Intro with Paul J Daly and Kyle Mountsier3:40 GM Building Level 3 Autonomy

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1220: Ford slams the brakes on big EV bets and kills the Lightning, pivoting to hybrids and EREVs. HGreg proves luxury buyers don’t need a separate dealership—just a smarter one. GM learns loyalty points are real money after a rewards loophole wipes out a loan.

Show Notes with links:

• Ford just hit the brakes on its EV ambitions, announcing nearly $19.5 billion in charges as it pivots away from loss-heavy electric trucks.

  • Ford will discontinue the all-electric F-150 Lightning, replacing it with an extended-range electric version that includes a gas engine.

  • Its Kentucky EV battery plant will be repurposed to produce stationary battery storage for utilities, data centers, and renewable energy projects.

  • The company has already lost $13 billion on EVs since 2023, and intends to shift to more hybrid and EREV models, including a mid-size pickup expected to launch in 2027.

  • CEO Jim Farley: “Instead of plowing billions into the future knowing these large EVs will never make money, we are pivoting. “We now know enough about the U.S. market where we have a lot more certainty in this second inning” 

• Canada-based dealer group HGreg has opened a Lux boutique inside its flagship Orlando used-car store, betting that high-line buyers want a premium experience without leaving the pre-owned ecosystem.

  • The new HGreg Lux Orlando is a dealership-within-a-dealership, marking the group’s fifth Lux location across Florida and California.

  • HGreg is leaning into convenience and flexibility with same-day delivery, contactless buying, and even cryptocurrency payments.

  • CEO John Hairabedian framed the move as emotional as much as strategic, saying, “For many of us, driving a luxury car is one of life’s most memorable moments.”

• GM’s loyalty program briefly turned into free money. A loophole in GM Rewards let users generate millions of points without spending a dime—most notably a Cadillac Escalade-V owner who used nearly $60,000 worth of points to pay down a GM Financial loan before GM shut it down.

  • Users could earn up to 16,000 free points per account by completing surveys and watching GM videos, then repeat the process by creating new accounts.

  • Points were instantly transferable, allowing millions to be stacked in minutes and funneled into a single account.

  • The biggest problem for GM: points could be redeemed on service, accessories, and even vehicle loans—not just swag.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

0:00 Intro with Paul J Daly and Kyle Mountsier4:06 Ford Ditches EV Trucks for Hybrids and EREVs8:30 HGreg La

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1219: Carvana adds another CDJR store as its retail expansion heats up. Mexico hits Chinese auto imports with a crushing 50% tariff. And Tesla tests its first fully driverless vehicle on the streets of Austin — no humans required.

• Carvana’s push into franchised retail continues as it acquires South Atlanta CDJR‑Fiat, marking its fourth traditional dealership buy of 2025. Once known for vending machines and used cars, Carvana is rapidly becoming a notable player in new‑car retail.

  • The store, now Carvana CDJR of South Atlanta, sits in Union City, GA, just outside Atlanta.

  • It was acquired from Houston‑based ZT Corporate, a group ranked 132nd among U.S. dealership organizations.

  • The aggressive expansion comes on the heels of a Q3 record: $5.6B in revenue, up 55%, and 155,941 used units sold—a 44% increase YoY.

  • Carvana has said it’s “always experimenting” and views select dealership acquisitions as tests to learn how to “provide great customer experiences” in a franchise setting.

• Mexico is drawing a bold line in the sand, approving sweeping new tariffs with some aimed squarely at imported Chinese cars.

  • Chinese vehicles will now face a 50% import tariff, the highest among 1,400 affected products.

  • The policy is seen as a direct defense against a surge of low-cost Chinese EVs and ICE vehicles entering Latin America.

  • Mexico’s auto industry has voiced support, fearing China’s growing presence could erode market share and local jobs.

  • Beijing slammed the move as “protectionist” and warned of possible retaliation.

• The future Elon Musk promised is officially rolling through Austin — driverless, empty, and already controversial. Tesla has begun testing its Robotaxi platform without a human behind the wheel or even a safety monitor in the car, marking its most aggressive autonomy move yet.

  • The sighting appears to involve a Model Y testbed rigged for Tesla’s upcoming Robotaxi platform.

  • Elon Musk confirmed: “Testing is underway with no occupant in the car.”

  • This marks the first known on-road test without a safety driver or passenger.

  • According to NHTSA filings, Tesla’s Robotaxi tests in Austin have already logged a crash every ~62,000 miles — with safety monitors still inside.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1218: Kyle Mountsier and Chris Reeves jump into the middle of December to talk about the all-team in-person meeting that More Than Cars had this past week.

Then they talk about a simple act of giving back. Carla Cosenzi, President of TommyCar Auto Group showed up to local first responders with cookies. As she said, its "a small gesture compared to the huge impact they make every day."

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1217: Ionna ramps up charging despite slumping EV demand, VW rethinks its electric strategy with range extenders, and a Waymo ride turns into a delivery room as a newborn arrives before first responders.

Show Notes with links:

• Ionna—the eight-automaker EV charging company—keeps speeding up its nationwide charging ambitions even as EV demand cools. With reliability still a major pain point for buyers, the group is betting big that better infrastructure will unlock future EV sales and stabilize the retail market.

  • The JV plans 30,000 charging bays by 2030, aiming to rival Tesla’s Supercharger network in quality and convenience.

  • 49 stations are already open, with 1,200 bays open or under construction and 4,000 sites under contract.

  • Tesla still dominates fast charging and is projected to grow to 69,000 plugs by 2030, but analysts expect Ionna to secure the No. 2 spot.

  • Automakers view the investment as essential, especially as federal incentives shrink and consumer hesitancy grows around public charging reliability.

  • “If we’re successful, we think this will unlock the market in terms of folks wanting to buy an EV, because now they have a network that goes with it,” said CEO Seth Cutler.

• After early promises with the ID.4, demand for VW EVs has softened, models are being pulled, and prices are heading in the wrong direction. Now VW is eyeing gas-assisted EVs as a potential lifeline.

  • The ID.7 has been scrapped for North America, and the ID. Buzz has underperformed, pushing some models from big markups to nearly $20,000 discounts.

  • VW says consumer demand will dictate where and when range-extended models appear, noting the concept is already reserved for future platforms.

  • As Ford CEO Jim Farley put it, range extenders deliver EV driving “without range anxiety… and comparable to an ICE vehicle in terms of cost.”

• A routine autonomous ride turned into a delivery room when a pregnant passenger in San Francisco gave birth in the back of a Waymo. The car still made it to the hospital — just a little more “occupied” than when it started.

  • Waymo detected “unusual activity” and called to check in, then alerted 911 once it realized a birth was underway.

  • The vehicle reached UCSF Hospital before first responders could catch up, marking at least the second baby ever born in a Waymo.

  • “We’re proud to be a trusted ride for moments big and small… serving riders from just seconds old to many years young,” Waymo said.

• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

0:00 Intro with Paul J Daly and Kyle Mountsier

0:50 Recapping the week at More Than Cars

3:10 Upcoming Episodes of Auto Collabs

3:38 Ionna Aiming For 30K Chargers By 2

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

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Episode #1216: Today we dig into the tightening-but-shifting new-car inventory landscape, explore Nissan’s bold attempt to rediscover its “North Star”, and watch Target leapfrog competitors by baking full-on AI shopping directly into ChatGPT.

Show Notes with links:

• November brought a slight dip in overall new-vehicle inventory, but the real headline for dealers is how quickly anything under $25K is evaporating from lots—and how quickly EV days’ supply is rising. Here’s the breakdown:

  • U.S. new-vehicle inventory fell 1.6% to 3.09M units, but days’ supply ticked up from 70 to 73.

  • Sub-$25K vehicles are practically mythical—spending 1.5 days on lots.

  • EV supply ballooned from 107 to 126 days

  • Hybrids sit at a 60-day supply, ICE vehicles at 75 days; minivans remain leanest at 58 days.

  • Toyota continues to run the tightest ship in the industry with 31 days of supply.

• Christian Meunier isn’t pulling punches—Nissan has been drifting for years, and he says the U.S. turnaround now depends on sharper execution, stronger product, and yes…better dealer performance.

  • Meunier says Nissan had “no North star, no vision and no direction,” prompting him to bring headquarters staff back in-office four days a week to accelerate decisions and rebuild momentum.

  • U.S. sales have fallen 40% in a decade, market share is down to 6.4%, and heavy discounting has trained shoppers to view Nissan as “the cheap one.”

  • Nissan needs at least 7–8% retail share to support its 1,067 U.S. stores, and if the brand can’t lift demand, fewer dealers may be necessary.

  • “Christian is the right man for the job. It’s just a hard job,” said dealer council lead Mike Rezi.

• Target is jumping headfirst into AI commerce by embedding its shopping experience directly into ChatGPT, building on OpenAI’s growing presence in e-commerce with Shopify and Etsy integrations.

  • Users can search, add to cart, and check out via ChatGPT using their Target account.

  • The integration supports drive-thru and pickup orders within the chat interface.

  • This move mirrors Walmart’s AI ambitions, but Target is first to market with a confirmed rollout.

  • “Target is a great example of what that shift looks like when it’s done with ambition and speed,” said Fidji Simo, OpenAI CEO of Applications.

• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1215: Today we break down why monthly payments keep climbing despite improving fundamentals, VinFast’s shrinking U.S. footprint as it pivots overseas, and VaynerMedia’s Anti-Trend Report showing why trend-chasing is officially dead in 2026.

Show Notes with links:

• New-vehicle payments hit a November record at $760, but underneath the headline, several affordability pressures are actually starting to ease. Softer interest rates and strong used-vehicle values are helping cushion buyers as the market normalizes into year-end.

  • Rates dipped to 6.1% and robust used values are keeping trade-in equity near historic highs.

  • Dealer profits stayed steady at $2,161 per vehicle, showing margin stability.

  • However, negative equity rose to 27% of all trades and lease expirations are down 15% YoY and 50% vs. 2023

  • “How aggressively manufacturers choose to adjust discounting and promotional activity during December will be critical in shaping the close of 2025.” said J.D. Power’s Thomas King.

• VinFast’s retreat from the U.S. market is accelerating as its retail network falls below two dozen active stores. Falling sales, stalled product plans, and shifting global priorities are prompting dealers to exit while the brand refocuses on markets where demand is stronger.

  • Holman’s North Carolina store — VinFast’s first U.S. franchise — ends sales Dec. 31, marking the third dealer exit in six months.

  • U.S. registrations fell 57% through October, even as overall EV sales grew 11% in the same period.

  • Several listed stores show no inventory or are “coming soon,” and many active rooftops have 15 or fewer vehicles in stock.

  • “Given the tariff situation and the instability in the EV market, we just need to see how that settles before we push hard in the U.S.,” said VinFast chairwoman Thuy Thu Le.

• VaynerMedia’s new Anti-Trend Report argues that social trends are collapsing faster than ever, making 2026 the year brands stop chasing virality and start pursuing genuine relevance. With algorithms fragmenting attention, emotional connection becomes the new competitive advantage.

  • The report says trend fatigue is accelerating — trends now fade 14x faster than they used to, and 1/3 of consumers think brands “jumping on viral trends” is embarrassing.

  • Platforms are blurring: TikTok layouts show up on Instagram, Facebook-style text posts appear everywhere — meaning content format matters more than platform identity.

  • Audiences expect authenticity, not broadcasts; brands must create two-way social conversations, not passive content streams.

  • “In 2026, the brands that win won’t be those who shout the loudest, but those who show up the most real.” — Allan Blair, SVP & Head of Strategy, VaynerMedia

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1214: Asbury sets the stage for its next leadership chapter, Ford teams with Renault to regain momentum in Europe, and the President’s kei-car wish sparks a reality check on what it would take to bring microcars to U.S. dealerships.

Show Notes with links:

• Asbury Automotive is gearing up for a major leadership handoff this May as longtime CEO David Hult moves into the Executive Chairman role and COO Dan Clara steps into the top seat. The move caps a disciplined succession plan following years of rapid growth.

  • Hult, 60, says the transition comes at “the right time” as Asbury continues strong momentum from record acquisitions and profit expansion.

  • Under Hult, Asbury tripled earnings and shareholder value while nearly tripling annual new-vehicle volume.

  • Clara joined Asbury as a client adviser at a BMW store in 2002 and rose through the ranks, most recently becoming COO in February.

  • Leadership praised Clara’s operational chops, strategic mindset, and success integrating large-scale acquisitions.

  • “His drive, strategic mindset, and strong dedication to our values make him the logical choice to serve as Asbury’s next CEO,” Hult said.

• Ford is teaming up with Renault to develop small EVs tailored for Europe as competition from Chinese automakers accelerates. The partnership gives Ford a more cost-competitive path forward after years of shrinking share and restructuring in the region.

  • Renault will build two Ford-designed small EVs in France, with the first arriving in 2028.

  • Ford’s U.S. “skunk works” EV platform is too large and expensive for Europe’s compact segments.

  • Ford’s European share has fallen to 3.3%, down from 7.2% in 2015, despite multiple restructuring rounds and job cuts.

  • ““We know we’re in a fight for our lives in our industry, and no better example than here in Europe,” CEO Jim Farley told reporters.

• After the President floated the idea of bringing Japan’s tiny kei cars to the U.S. to address vehicle affordability, experts quickly noted the steep sales and production hurdles. While automakers say they’re always exploring lower-cost options, kei cars would require a level of demand the U.S. has never shown.

  • In a Truth Social post, Trump said he had "just approved TINY CARS to be built in America," calling them "inexpensive, safe, fuel efficient and, quite simply, AMAZING!!!"  and urged manufacturers, "START BUILDING THEM NOW!"

  • Microcars peaked at just 114,000 U.S. sales in 2014—far below the volume needed to make kei-car production viable today.

  • Analysts say an automaker would need around 200,000 annual sales to justify investment, even under ideal conditions.

  • “When we had a chance to buy smaller cars in the past, most of us chose not to purchase them,” said Stephanie Brinley of S&P Global Mobility.

• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) f

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1213: Today we’re talking Scout’s aggressive service-first launch strategy, Carvana’s stunning rise past Detroit’s giants as it joins the S&P 500, and Waymo’s shift from polite AV to confidently assertive city driver.

Show Notes with links:

• Scout Motors is doubling down on a factory-run service network as it preps for a 2027 U.S. launch, betting that premium, reliable service will become a differentiator in the direct-to-consumer EV space.

  • Scout will open 25 brand-owned rooftops at launch, both “Studios,” where customers shop and interact with a sales adviser, and “Workshops,” where service is performed. 57 rooftops are planned in Year 2.

  • The brand plans 15% more annual service labor capacity than projected need to stay ahead of demand and reduce wait times.

  • Scout aims to staff 1,400 service bays with roughly 900 technicians within five years, backed by VW Group resources but operating independently.

  • “The way we describe our retail operations is a digital-first experience built on a service-first infrastructure.” — Cody Thacker, VP Commercial Operations, Scout

• Carvana’s comeback is officially Wall Street-certified as the online used-car disruptor joins the S&P 500, marking a stunning rebound from near-bankruptcy to an $87B valuation that now eclipses Ford and GM.

  • Shares have surged more than 8,000% since 2022 and nearly doubled in 2025 as demand rebounded and cost discipline kicked in.

  • Carvana now trades at 57× forward earnings, massively outpacing Detroit’s single-digit multiples.

  • The company sold a record 155,941 units in Q3, driving 55% revenue growth and fueling analyst confidence in potential volume leadership over CarMax by 2026.

  • Index inclusion on Dec. 22 is expected to trigger significant buying from funds tracking the S&P.

Waymo’s once overly-courteous robotaxis are getting a software personality shift in San Francisco—assertive, human-like driving that’s raising eyebrows, improving flow, and occasionally bending rules.

• • Riders report more aggressive lane changes, quicker merges, and tighter gaps—closer to how real-world urban drivers operate.

  • The shift follows complaints that overly passive AVs caused congestion, got stuck behind obstacles, and struggled downtown.

  • Recent incidents include an illegal U-turn, a lane-change with no signal, and even a tragic neighborhood cat strike—fueling debate over “too human” behavior.

  • Waymo says more assertiveness is required to scale in busy cities, with updates teaching AVs to make “common-sense decisions” when laws conflict.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1212: Today we welcome our good friend Ed Roberts onto the show, to catch up on his new role and how he’s approaching the challenges of 2026.

Show Notes with links:

A major leadership shift is underway at Bozard Ford Lincoln, designed to fuel its future growth and operational alignment.

• • Ed Roberts steps into the expanded role of COO and General Manager.

  • Jeff King transitions to CEO after 15 years as GM, focusing on strategic growth.

  • Ed has 13 years of leadership experience at Bozard, including a tenure as Fixed Ops Director.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1211: Today we break down fading dealer confidence heading into 2026, hear how Mazda’s retail-led strategy is boosting margins despite tariff headwinds, and look at why holiday shoppers are leaning on real human reviews over influencers.

Show Notes with links:

• Dealer confidence slid hard to close out 2025 as rising costs, shaky consumer confidence, and slowing demand pushed the Cox Automotive Dealer Sentiment Index well below the positive threshold.

  • Current market sentiment fell to 38 (down from 43 in Q3), with franchised dealers holding slightly stronger at 47, and independent dealers lower at 35. Future outlook declined from 46 to 42

  • Customer traffic hit record lows, especially for franchised dealers, with both in-person and digital traffic declining.

  • “Compared to the rest of the year, the current market feels like it’s running out of gas,” said Mark Strand, Deputy Chief Economist at Cox Automotive.

• In a recent interview with Automotive News, Mazda CEO Masahiro Moro breaks down how the brand quietly climbed upmarket—growing dealer throughput, elevating brand value, and pushing margins higher—even as tariffs briefly knocked profitability off course.

  • U.S. market share climbed from 1.7% to 2.6% since 2017, with ATPs jumping from $24K to $33K and dealer throughput nearly doubling at Retail Evolution stores.

  • Tariff pressures led to a temporary loss, but Mazda expects a return to profitability in the back half of the year as CX-30 production adjusts and large-vehicle margins hold strong.

  • On rotary’s return, Moro teased: “2027 marks the 50th anniversary of our rotary engine… What do you want to see?”

• Turns out the real power shoppers this year aren’t influencers—they’re everyday consumers dropping reviews at record pace. Trustpilot reports a massive surge in review activity as buyers lean heavily on peer feedback before spending.

  • Consumer reviews spiked 76% YoY, with nearly 4 million visitors participating in National Write a Review Week.

  • 86% of shoppers checked reviews before buying, and 40% waited specifically for others to post first.

  • Top complaints? Delivery delays, tech issues, and weak customer service.

  • “When people share their experiences, everyone shops smarter,” said Alicia Skubick, Trustpilot’s chief customer officer.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1210: President Trump moves to unwind fuel-economy rules, hybrids surge while EV sales stumble across major brands, and OpenAI hits “code red” as the AI race heats up.

Show Notes with links:

• The Trump administration is preparing to undo Biden-era fuel economy rules, arguing the standards have inflated new-car prices and forced unwanted EV adoption.

  • Proposed rules expected to significantly soften the Biden-era 2031 target of ~50 mpg.

  • Detroit automaker execs, including Stellantis CEO Antonio Filosa, will attend Wednesday’s announcement.

  • Trump frames the rollback as necessary to reduce vehicle prices, despite economists noting price drops wouldn’t be immediate.

• Trump said he’s “bringing back the automobile business,” predicting the industry will be “bigger than we’ve ever been.”

• He noted he likes EVs and believes hybrids “are working really well,” but defended ending what he called the “insane electric vehicle mandate” to ensure buyers “have a choice.”

• November delivered a clear message from American shoppers: hybrids are in, EVs… not so much. Across Toyota, Ford, Honda, Hyundai and Kia, strong hybrid gains couldn’t offset steep EV drop-offs after the loss of federal tax credits—shaking up sales trends as dealers prep for year-end pushes.

  • Toyota sales rose 2.7%, powered by light trucks, but EV volume cratered; electrified sales (mostly hybrids) still made up 44% of all deliveries.

  • Ford deliveries dipped 0.7% as F-150 Lightning sales fell 72% and Mustang Mach-E dropped 49%, while hybrids climbed 14%.

  • Honda sales slid 15% on semiconductor shortages; EVs collapsed—Prologue down 87% and ZDX down 98%.

  • Hyundai-Kia stayed mixed: Hyundai down 2.3% as EV demand tanked again, Kia up 2.7% on strong hybrids and core crossovers.

  • “With more tariffed products replacing existing nontariffed inventory, prices are drifting higher, leading to slower sales… and this may last through the remainder of the year and into next year,” said Cox Automotive’s Charlie Chesbrough.

• OpenAI is hitting the panic button—literally—declaring a “code red” to overhaul ChatGPT’s quality as Google’s Gemini surge and Anthropic’s business traction close the gap. With massive data-center spending, user expectations rising, and now early signs of ads coming to ChatGPT, the pressure is officially on.

  • Sam Altman told staff OpenAI is pausing other projects to focus entirely on ChatGPT’s speed, reliability, personalization, and question-handling, including starting a daily call for those responsible for improving ChatGPT.

  • Competitor pressure is mounting: Google’s latest Gemini model beat OpenAI on benchmarks, with

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Episode #1209: Today, we remember and honor Tim Kintz for the massive impact he’s had on the automotive industry. 

Plus, we welcome in John Bozella, President and CEO for the Alliance for Automotive Innovation as we get set to cover the The Merge 2025 live from the National Press Club in Washington DC.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast  as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/