The Automotive Troublemaker w/ Paul J Daly and Kyle Mountsier

Shoot us a Text.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/

Shoot us a Text.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/ticketsJoin 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/

Shoot us a Text.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/

Shoot us a Text.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 twistShow 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 chargeDealers 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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 passionatJoin 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/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/

Shoot us a Text.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/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 happeningThe 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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 hereLegacy 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 FarleyAt 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 MuñozJoin 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/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 AutomotiveNew 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 PowerDevelopers 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, MassiveJoin 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/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 transitionShow 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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 saidA 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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/

Shoot us a Text.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 CEJoin 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/

Shoot us a Text.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 cuJoin 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/

Shoot us a Text.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 senseFrom 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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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, signJoin 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/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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-maneuvJoin 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/

Shoot us a Text.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 astronauJoin 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/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 ComplyAutoThe 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 advertisingGM 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 operationsGen 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 consistentJoin 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/

Shoot us a Text.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 intelligenceChina'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 spotAs 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 lotsA 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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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/

Shoot us a Text.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 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/

Shoot us a Text.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 consistentlJoin 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/

Shoot us a Text.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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."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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 SustainabilityVinFast 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.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/JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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.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/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 AmericaThe 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 feesAdvertising a price that reflects rebates or discounts not available to all consumersAdvertising a price that fails to take into account the amount of an additional required down paymentConditioning the advertised price on consumers using dealer financingRequiring consumers to buy additional items not reflected in the advertised priceAdvertising 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 automakerBYD 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."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 rigJoin 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/

Shoot us a Text.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/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.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 aliveShow 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.Today's show is brought to you by iPacket Value. From accurate MSRP validation to smarter merchandising decisions, iPacket Value replaces guesswork with data-backed clarity.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/