The Automotive Troublemaker w/ Paul J Daly and Kyle Mountsier

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/

Shoot us a Text.Episode #1291: An activist investor pushes CarMax to overhaul its digital game, Carvana accelerates same-day delivery into Los Angeles, and Lucid rolls out CarPlay and Android Auto updates while resetting its software strategy. Activist investor Starboard Value is turning up the heat on CarMax's incoming CEO, arguing the used-car giant has plenty of untapped potential, and they've got a $350 million stake to back up that opinion.Starboard sent a letter to CEO-elect Keith Barr calling out CarMax for falling short, and pushing for a streamlined online trade-in process and better digital conversion rates.The firm wants SG&A expenses capped at 70–75% of gross profit, and believes modest price cuts of $100–$300 per vehicle could restore competitiveness.Starboard is also nominating two board members, including its own CEO Jeffrey Smith, signaling this is more than a suggestion.Analysts at Truist agree there's room to improve, but warn that gaining ground on Carvana while cutting costs at the same time won't be easy."If CarMax can get its flywheel moving again as Starboard talked about, then I think the stock would be drastically higher than it is today," said Morningstar analyst David Whiston.Carvana is taking its same-day delivery service to the City of Angels, and if you thought they were already moving fast, Los Angeles is about to find out what that really means.Carvana has rolled out same-day vehicle delivery to the Los Angeles metro area, letting eligible customers go from online checkout to driveway delivery in a matter of hours.Customers looking to sell can also get same-day pickup or drop-off after completing an online appraisal — making the whole transaction, buy or sell, a same-day affair.LA joins Sacramento and San Diego, making California one of the more saturated same-day markets, with Carvana now operating the service across 20 states nationwide.Lucid Motors is delivering some good news to Gravity SUV owners just in time for its investor day. After a rough few months of software headaches, it's a welcome update.Lucid is pushing a software update to North American Gravity SUV owners Thursday that enables Apple CarPlay and Android Auto, with European and Middle East owners getting it in late March.The features have been available on the Lucid Air sedan for some time, but the Gravity has had a rocky software rollout, significant enough that Lucid's interim CEO issued a public apology to owners.Lucid recently parted ways with several top software leaders and last month laid off 12% of its workforce.Today's show is brought to you by iPacket Value. From accurate MSRP validation to smarter merchandJoin 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 #1290: Guest host Jamie Butters joins as we cover New-vehicle inventory hits 3 million units but slower sales are aging the lot. Honda begins importing cars from four countries. And a startup will pay you $800 to spend a day bullying AI chatbots.U.S. new-vehicle inventory climbed to 3.02 million units in February—a 75-day supply heading into spring—but a slower selling rate is doing more work than the numbers suggest.Total inventory is nearly identical to a year ago, but days' supply jumped 10 days year-over-year as vehicles are simply taking longer to move off lots.Mid-range vehicles ($30K–$50K) are sitting an average of 73 days; luxury units above $80K are aging even slower at 80 days on lot.EV supply dropped sharply to 109 days from 132 the prior month; hybrids fell to 61 days; and ICE vehicles came in at 75 days—all trending in the right direction.Sedans remain the leanest segment at 60 days, while pickups and SUVs are hovering around 75–76 days.Toyota continues to run the tightest ship in the industry at just 27 days' supply—the only major automaker under 40 days.Honda has a brand problem in Japan—and its solution is becoming one of the country's biggest auto importers, shipping in vehicles from the U.S., China, Thailand, and India to win back buyers it lost chasing minicars.Honda went all-in on domestic minicars like the N-Box, which became Japan's top-selling minicar—but left buyers wanting larger Honda nameplates like the Accord, Odyssey, and CR-V that the company had quietly stopped making at home.To course correct, Honda is importing four new nameplates this year: the Acura Integra Type S and Honda Passport from the U.S., a new electric Insight from China, and the CR-V from Thailand.The U.S.-built models will ship in left-hand drive despite Japan's right-hand-drive norm, limiting their volume—but the move is more about brand signal than scale.Honda is now Japan's third-largest importer behind only Mercedes-Benz and Suzuki—a stunning reversal for a brand that imported just 39 vehicles into Japan as recently as 2015.A startup is paying $800 to hire a Professional AI Bully — no tech skills required, just a long memory for every time an AI forgot yours.The gig pays $100/hour for an 8-hour shift spent stress-testing the memory of popular AI chatbots — asking them to remember things, seeing what they forget, and documenting the frustration.The company behind it, Memvid, builds AI memory tools and says the stunt is designed to make a real problem visible: "People constantly have to repeat themselves to chatbots."No degree, no experience, no special skills needed — just an "extensive personal history of being let down by technology" and enough patience to ask the same question twice.Today's show is brought to you by iPacket Value. From accurate MSJoin 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 #1289: GM revives the Bolt—but only briefly—as EV strategy shifts again. Scout Motors confirms its rugged Terra and Traveler won't reach customers until 2028. A new study finds heavy AI tool use may cause “AI brain fry.”Show Notes with links:GM is bringing back the Chevy Bolt—but not for long. The affordable EV is returning to production in Kansas, yet the company already plans to phase it out quickly as market realities, policy shifts, and demand changes reshape the EV strategy.The Bolt is planned as a “limited run.” Analysts expect production could end as early as next year as GM shifts the Kansas plant to build the gasoline-powered Chevrolet Equinox starting in 2027.The Bolt historically brought a huge number of conquest buyers—about 75% of owners were new to GM, and roughly 72% stayed within the brand when buying their next vehicle.Chevy still sees EVs as a key growth channel even as incentives disappear and demand cools. As Chevy VP Scott Bell told dealers: “You worked so hard to freakin' be No. 2. Why would you let it go?”Scout Motors fans hoping to get behind the wheel soon will need a little more patience. The revived off-road brand says its Terra pickup and Traveler SUV are still on track—but real customer deliveries likely won't start until 2028.Scout CEO Scott Keogh confirmed that while vehicles should begin rolling off the production line in 2027, customer deliveries are expected sometime in 2028.The company plans multiple prototype phases starting in 2026, building successive generations of test vehicles through 2027 to refine the platform, software, and production process.A February report from German outlet Der Spiegel had already flagged technical challenges causing delays, though Keogh pushed back on the framing: "There's no defining 'Oh my God' technical challenge that can't be solved. There are hurdles every minute of every day… Automotive startup business is what I see.”As AI tools flood the workplace, researchers are spotting a new side effect: “AI brain fry.” A Harvard Business Review study found that while AI boosts productivity, juggling too many tools at once can lead to mental fog, slower decisions, and cognitive overload for some workers.A study of 1,488 full-time U.S. workers found about 14% report symptoms of “AI brain fry,” including mental fog, headaches, and slower decision-making after heavy AI use.Productivity rises when workers use one or two AI tools, but gains flatten or decline when juggling three or more, as constant switching and verification increase cognitive load.The effect is most common in marketing (25.9%), HR (19.3%), operations (17.9%), and software engineering (17.8%), industries adopting AI tools fastest.Today's show is brought to you by iPaJoin 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 #1288: Buy-sell activity ramps up as more dealerships and franchises change hands in Q4. Meanwhile, Volkswagen dealers launch a 600-store class action over Scout's direct-sales plan, and Ford patents a smart door system designed to prevent dents, injuries, and awkward parking lot moments.The dealership buy-sell market closed 2025 strong. Transaction count only ticked up slightly to 112, but the stores and franchises behind those deals hit multi-year highs — a delayed release from a slower first half shaped by tariff uncertainty and longer deal timelines.Dealerships trading hands jumped 19% to 163, while franchises involved surged 35% to 261 year-over-year.Stellantis led all brands with 25 CDJR stores changing hands — more than double Q4 2024Chevrolet came in second with 24 stores sold, driven by what Kerrigan Advisors calls "tremendous demand" tied to GM's domestic manufacturing position and relatively clean EV write-downsA group of VW dealers has filed a class-action lawsuit representing roughly 600 U.S. dealers, challenging Scout Motor's plan to sell vehicles directly to consumers.Dealer Fred Ippolito, didn't hold back, saying: “Volkswagen built their success on the backs of the dealer network, and now they're putting knives in the backs of the same dealers that helped them grow in this country.”Scout CEO Scott Keogh says the direct model is simply more efficient for modern automotive retail: “You can be dramatically more efficient with every single car that you make and exactly where that car goes.”VP of Commercial Operations Cody Thacker said the company repeatedly hears customers asking for direct sales, noting: “We have heard over and over again, ‘Please give me an alternative.' You see that there is very little trust in auto dealers today.”Ford may be trying to save your car door—and your neighbor's paint job. A newly surfaced patent reveals a smart door system designed to slow or stop a door before it hits nearby objects, combining sensors, software, and a mechanical brake.Ford's patented system uses accelerometers and obstacle sensors to detect how quickly a door is opening and whether something is in its path.If a collision is likely, a small mechanical brake with springs and pads engages to slow or stop the door—preventing dents, dings or worse.The design intentionally includes mechanical components to avoid the reliability issues sometimes seen with fully electronic systems.Door safety is getting more attention across the industry. Kia recalled 51,000 Carnival minivans after sliding doors continued closing on obstacles, causing several injuries.Today's show is brought to you by iPacket Value. From accurate MSRP validation to smarter merchandising decisions, iPacket Value replaces guessworkJoin 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 joins Paul and Kyle to share how DARCARS Automotive Group donated $230,000 to Montgomery County Public Schools to eliminate two years of outstanding student meal debt for hundreds of families — one of the largest single acts of dealer philanthropy in the region this school year.The donation was made through the MCPS Educational Foundation's Dine with Dignity Program, wiping out meal debt for families qualifying for the Free and Reduced-price Meals program.Since 2023, total student meal debt in the district has grown to more than $1.36 million — making the contribution a meaningful dent in a persistent problem.MCPS Superintendent Dr. Thomas Taylor called it more than a cleared balance: "It removes a barrier to student success."Owner Jamie Darvish framed it simply: "No student should have to worry about affording a meal while at school."Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1286: Scout Motors discovers that American truck buyers want a generator backup with their electrons, Flexcar bets big on Atlanta's appetite for flexible wheels, and UPS makes the largest buyout offer in company history as it braces for life after Amazon.Scout Motors set out to be a pure EV brand, but the market had other plans. Of 160,000 reservations for the Terra pickup and Traveler SUV, 87% of buyers chose the EREV version — blowing past CEO Scott Keogh's expected 60/40 split.The EREV pairs a ~63 kWh battery with a four-cylinder generator for roughly 500 miles of total range, compared to about 350 for the BEV — and Scout will launch the EREV version first given the demand, with pricing starting below $60,000.Scout isn't alone in this pivot: Ford, Ram, and Jeep all have EREVs arriving this year, making range-extenders the de facto off-road electrification strategy in the U.S.The brand's direct-to-consumer model is drawing legal fire from VW's existing dealer networkFlexcar, the subscription-based leasing company, is expanding its footprint in Atlanta.The company's model offers drivers a middle ground between leasing, renting and owning. The model lets customers pay one monthly fee covering insurance, maintenance, roadside assistance and registration—often with no long-term contract and the option to swap vehicles as needs changeThey are now expanding its Atlanta footprint with two new locations in Marietta and Morrow, adding more than 25,000 square feet of retail and lot space.The company says Atlanta members have already logged over 150 million miles in Flexcar vehicles, making it one of the platform's fastest-growing markets.Flexcar offers 200+ vehicle options locally, including popular models like the Jeep Grand Cherokee, Nissan Altima and Volvo XC60.UPS just made the largest buyout offer in company history — sending voluntary severance packages worth $150,000 to more than 100,000 van drivers. It's the latest move in a major restructuring plan centered around one uncomfortable truth: Amazon, UPS's biggest customer, is becoming its biggest competitor.UPS announced plans to cut Amazon's package volume by 50% over 18 months, citing Amazon as "not our most profitable customer." Its margin, per CEO Carol Tomé, is "very dilutive to the US domestic business."As one supply chain professor put it: "Just because they lose Amazon doesn't mean there's nobody else out there. There's stuff to move, and there's warehouses that need to be filled."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/

Shoot us a Text.Episode #1285: Today we unpack record negative equity making deals harder to pencil, service and parts lanes regaining momentum as dealers look for profit stability, and a surprising $56B productivity hit caused by generational friction and AI adoption inside modern sales teams.A growing number of buyers are rolling serious negative equity into their next vehicle purchase, creating real challenges for dealers trying to structure deals as lingering pandemic-era pricing continues to ripple through the market.Edmunds reports the average negative equity on trade-ins reached a record $7,214 in Q4, more than $1,000 higher than pre-pandemic 2019 levels.29% of new-vehicle buyers with a trade-in are underwater, up four percentage points from a year ago.Nearly 27% of underwater buyers carried at least $10,000 in negative equity, making deal structuring increasingly difficult for dealerships.Brian Maas of the California New Car Dealers Association summed it up: “At some point… even the most creative dealer can't figure out a way to help their customer get into a new car.”Our very own Chris Reeves did a deep dive in this morning's ASOTU daily email on how dealers can talk to customers about negative equity and real ownership cost.After a surprising dip late last year, dealer sentiment around service lanes bounced back in Q1 according to Cox Automotive, even as new-vehicle sales expectations remain flat.The Cox Automotive Dealer Sentiment Index for fixed operations rose to 63 in Q1, up from 61 in Q4.While improved, the score still trails mid-2025 levels of 65 and 66, showing the service business hasn't fully returned to peak optimism.Dealer expectations for future fixed ops opportunities jumped to 69, up five points from last quarter's low.With Cox forecasting flat new-vehicle sales around 16 million in 2026, service lanes may become even more critical for dealer profitability.A new report says generational tension inside sales teams isn't just awkward—it's expensive. A report from SalesLoft and Clari estimates generational conflict between Boomers, Gen X, and Gen Z is costing companies about $56 billion a year in lost productivity as AI adoption reshapes how teams work.Nearly 39% of Gen Z sales reps say they'd rather be managed by AI than a human, while some Boomers say they'd prefer AI over working with Gen Z colleagues.The tension is pushing talent out: 28% of Gen Z reps are job hunting to avoid Boomers, while 19% of Boomers are considering early retirement due to frustrations with Gen Z.Today's show is brought to you by iPacket Value. From accurate MSRP validaJoin 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 #1284: Today we're looking at Carvana quietly buying franchised dealerships, GM reshaping used-car sales around CarBravo, and Google's newest AI image model.Carvana is continuing its quiet march into the franchised dealer world. The online used-car giant just bought another Stellantis dealership near Boston—its sixth in about a year—raising eyebrows across the industry and hinting at a bigger strategy to capture inventory, service revenue, and customer proximity.The company has rapidly built a cluster of CDJR stores across the country including locations in California, Arizona, Georgia, and Texas, spending about $160 million on five of them.Stellantis recently added a rule limiting buyers to one CDJR dealership per year, a move some believe may be aimed at slowing consolidation from players like Carvana.Analysts say the strategy likely centers on access to trade-ins, parts, service revenue, and more used-car inventory to feed Carvana's core online business.CEO Ernie Garcia hinted at bigger ambitions saying: “The opportunities around us feel really, really, really big.”In a bid to compete with online disruptors like Carvana, GM is restructuring how its dealers sell pre-owned vehicles. The shift centers on pushing dealers toward GM's CarBravo platform and dramatically expanding what qualifies for a factory-backed warranty.GM is dissolving its long-running certified pre-owned program structure for Chevrolet, Buick, and GMC dealers, asking them to move used vehicle sales under its CarBravo national online marketplace starting in June.Dealers must use CarBravo if they want to sell used GM vehicles with factory-backed warranties, while Cadillac will keep its traditional certified pre-owned program.The program expands eligibility dramatically—even non-GM vehicles and cars up to 15 years old could qualify for warranties, far beyond today's typical five-year CPO limit.GM says the goal is to increase used-car inventory flowing through dealerships and capture demand in a market where 40M used cars sell annually vs. ~16M new vehicles.Mohawk Chevrolet president Andy Guelcher says the platform expanded reach: “I'm talking to people that I've never spoken to before.”Google just rolled out Gemini 3.1 Flash Image—aka Nano Banana 2—combining faster generation with the consistency needed for real production use.Google's Gemini 3.1 Flash Image merges the intelligence of its Pro image model with the speed of its Flash architecture, making high-quality image generation fast enough for everyday workflows.The model pulls real-time knowledge from the web, meaning generated images can reflect current information rather than static training data.It can maintain consistent characters across five people and track up to 14 objects, enabling multi-frame campaigns and repeatable branded assets.Today'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 #1283: Oil markets are on edge as global conflict pressures fuel prices and supply chains. Meanwhile, BYD may have cracked the code on five-minute EV charging, and CarMax becomes the first U.S. auto retailer to launch a shopping app inside ChatGPT.Oil markets are on edge after military action involving the U.S. and Israel disrupted shipping through the Strait of Hormuz. While automakers aren't seeing immediate shutdowns, rising energy prices and potential shipping reroutes are adding another variable to an already complex year.Roughly 20 million barrels of crude flow through the strait daily, along with LNG, aluminum, steel inputs and key plastics used in vehicle production.Oil briefly jumped nearly 7%, with analysts warning prices could top $100 a barrel if the conflict drags on.Automakers rely heavily on Asia–Europe sea lanes for semiconductors, battery materials and electronics—any expansion into the Red Sea or Suez would be “significantly disruptive.”“It certainly adds risk [for OEMs] and you've got to be thinking about rerouting anything that's going to go through that part of the world,” said AlixPartners' Dan Hearsch.If range anxiety has been the headline problem for EV adoption, BYD may be attacking it at the source. The Chinese automaker is testing a 1,500 kW “flash charging” network that looks less like a parking lot and more like a traditional gas station.The demo site in Shenzhen features liquid-cooled charging guns and pull-through lanes, allowing drivers to plug in and roll out—no backing into stalls required.Leaked specs suggest up to 1,500 kW on a 1,000V architecture—potentially adding 249 miles in about 5 minutes. For context, most U.S. and European fast chargers top out at 350 kW.Testing is currently limited to select BYD models with a “Flash Charge” badge, with charging reportedly starting within 10 seconds of plug-in.Pricing at the demo site is around $0.18 per kWh, a fraction of many Western public charging rates.CarMax just became the first U.S. auto retailer to launch a car-shopping app inside ChatGPT, bringing both buying and selling tools directly into the AI platform. It's another signal that conversational commerce isn't coming—it's here.Customers can browse CarMax's 45,000+ vehicle inventory using natural prompts like “SUV with third row under $25,000” or “small AWD car with good tech.”The app also allows sellers to check their vehicle's value and connect directly to CarMax's online offer tool.CarMax says the goal is to reduce the overwhelm of used-car shopping by meeting customers on a platform they're already using.Today's show is brought to you by iPacket Value. From accurate MSRP validation to smarter merchandising decisions, iPacketJoin 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 #1282: Honda leads the nation in fuel economy, destination charges quietly climb to $1,600 per vehicle, and a new Gallup report shows staffing shortages may be holding back customer experience across retail.If you had to guess the most fuel-efficient automaker in America, who would you pick? According to the EPA's newly released 2025 Automotive Trends Report, Honda just claimed the top spot—blending hybrids, smart engineering, and affordability into a winning formula.Honda posted a 31.0 mpg “real-world” fleet average for 2024—3.8 mpg higher than the industry average among full-line brands.The EPA ranking looks at automakers offering a complete mix of gas and electrified vehiclesHonda's efficiency dominance isn't new. The Civic topped the EPA's very first fuel economy rankings back in 1976.The average Honda transaction price in 2025 was $35,060—roughly $10,000 below the industry average.Honda also set a third straight annual electrified sales record, surpassing 400,000 units, led by CR-V, Accord, and Civic hybrids.There's a new line on the Monroney that's getting a second look: destination charges. These once-overlooked shipping fees are quietly adding billions to vehicle costs without technically raising MSRP.Buyers spent more than $26 billion on destination charges this year, an average of $1,600, according to Edmunds.Some increases are steep: F-150 fees jumped to $2,595, Tahoe rose to nearly $2,000; Toyota Sequoia's fee is up more than 50%.Automakers say the hikes reflect higher fuel, logistics, heavier SUVs and trucks—and now tariffs. Stellantis alone expects $1.9B in tariff costs in 2026.The charge is the same whether the vehicle traveled 10 miles or 1,000, and courts have ruled consumers shouldn't be surprised that it includes profit.John Morrill, Massachusetts dealer: “It's a way to raise prices that is, shall we say, less transparent to the consumer. Carmakers have raised them a lot, certainly faster than they've raised prices.”A new Gallup report highlights a growing gap in retail and beyond: employees feel deeply responsible for customer experience—but don't believe their companies can actually deliver on promises. And staffing cuts appear to be the biggest culprit.43% of workers strongly agree they feel responsible for customer experience (up from 38% last year), but only 23% believe their organization consistently delivers on its promises.Leadership is 10 points more confident than frontline employees that promises are being kept.Staffing is the top barrier to service, cited by 37% of workers—more than training, tools, or unclear standards combined.Today's show is brought to you by iPacket Value. From accurate MSRP validation to smarter merchandisJoin 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 final day of February, Paul, Chris and Nathan sit down to talk about The Truth About Car Dealers season 2, why you should attend ASOTU Con, and how the Greater New York Automobile Dealer's Association donated thousands of coats to New York's Annual Coat Drive.It's a reminder that focusing on the people is always the right option.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1280: Steve Greenfield is back as guest host as Hyundai takes aim at Tesla in the humanoid robot race, Ford pushes dealers toward same-day service with factory-backed AI support, and Burger King launches an always-listening “AI manager”.The EV race may be evolving into a robotics race. Hyundai is positioning its Atlas humanoid robot directly against Tesla's Optimus, signaling that the next competitive edge for OEMs could be autonomous labor inside the plant.Both Atlas and Optimus are built on EV fundamentals: batteries, electric motors, advanced sensors, and AI. Hyundai's Atlas boasts a 50kg payload—more than double Optimus' cited 20kg—making it viable for heavier automotive assembly tasks.Hyundai plans plant deployment by 2028, starting with repetitive work like parts kitting before scaling into full assembly integration. Tesla is targeting similar in-house factory use for Optimus.Hyundai is investing $6.3B into a robotics factory and AI infrastructure, while Tesla maintains a cost advantage through vertical integration and in-house AI.Ford wants its franchised dealers fixing most vehicles the same day they arrive. Through a new initiative called Uptime Assist, the OEM is stepping deeper into service operations—targeting faster repairs, better parts flow, and stronger uptime for retail and fleet customers.Uptime Assist monitors every repair order opened by enrolled dealers. If a repair stretches beyond two days, Ford proactively reaches out with technical or parts support.70% of Ford repairs take less than 48 hours, but the network average repair time is still about five days. Since launching, the program has reduced repair times by 10–15%.Dedicated hardware and software hotlines now route dealers directly to specialists, cutting some diagnostic resolution times from eight hours to 20 minutes.Burger King is rolling out an AI-powered platform called BK Assistant that monitors nearly every aspect of restaurant operations—from inventory levels to employee-customer interactions—raising big questions about how AI oversight may reshape frontline work.The system aggregates POS data, inventory, equipment status, scheduling, and even drive-thru conversations into one dashboard for managers.A voice-enabled AI named “Patty” lives inside employee headsets, answering questions and flagging issues in real time.The platform generates a “friendliness score” by listening for phrases like “welcome to Burger King,” “please,” and “thank you.”Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's driving emplJoin 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 #1279: Today we break down CarEdge's new Dealer Transparency Index shaking up pricing accountability, GM's MobileService+ reboot with lower-cost gas crossovers, and a fresh bump in consumer confidence that could signal steadier showroom traffic ahead.CarEdge just launched a new public report card for dealers—and it's aiming straight at pricing transparency. The AI-powered platform unveiled its Dealer Transparency Index, grading over 4,600 U.S. dealerships on how “real and honest” their pricing practices actually are.The Dealer Transparency Index (DTI) scores dealers on a 100-point scale, translating into A–F grades based on real out-the-door quotes.Scores are built from 40,000+ verified OTD quotes using CarEdge's AI negotiation platform. Dealers can't pay to improve their grade.The formula weighs doc fees (30%), add-ons (30%), dealer markups (30%), and quote data quality (10%).CarEdge lists 4,957 dealers in their search. 2,403 are graded A, 306 are graded F.CEO Zach Shefska clarified the mission: “We're not anti-dealer. We're anti-deception…"GM is retooling its MobileService+ strategy after dealers pushed back on the original $150,000 BrightDrop EV vans. Now, gas-powered crossovers are stepping in to power the next phase of at-home service—and dealers say this version actually pencils.Starting Q2, GM will offer upfitted 2026 Chevy Equinox, GMC Terrain and Cadillac XT5 models for mobile service.The move follows the cancellation of BrightDrop 600 production and dealer concerns over cost, size and battery range.Upfront costs are expected to be cut by at least half compared to the $150,000 EV van. Dealers can even self-install the service kit in 6–8 hours.The setup allows stores to remove the equipment and resell the vehicle later—far more flexible than the “one-and-done” BrightDrop approach.MobileService+ Director Chris Hornberger said the new models hit the mark: “This, we feel, is the sweet spot, exactly what the dealers are looking for.”Consumer confidence edged higher in February, snapping a January slide as Americans felt slightly better about jobs and the labor market. While optimism is still well below last year's peak, expectations for the months ahead are starting to firm up.The Conference Board's Consumer Confidence Index rose 2.2 points to 91.2, beating economist expectations of 87.The labor market differential improved, with more consumers saying jobs are “plentiful” versus “hard to get.”Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight 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 #1278: We've got Steve Greenfield joining the show today as a dealership-born AI platform lands a full cash exit and gears up for U.S. expansion—while China's red-hot EV market hits a margin-crushing price war.A Dubai-born AI platform built by former dealership operators just scored a full cash exit. AlgoDriven has been acquired by San Francisco-based Emergence, delivering a full exit to investors including Oman Technology Fund, 500 Global, Social Capital, and Automotive Ventures.Founded in 2017, AlgoDriven provides AI tools for used-car appraisal, pricing, damage detection, and inquiry management—now used in 1,000+ dealerships across 10 countries.The platform analyzes over $25 billion in used vehicles annually and claims one in three used cars sold in Australia runs through its tech.The acquisition fuels expansion into the U.S. and Latin America while accelerating advanced AI development across valuation, inventory, and customer engagement.CEO Glenn Harwood said, “We built the product we wished we'd had ourselves… bringing data, intelligence, and automation to the used-car lifecycle—helping dealers price better, trade smarter and respond to customers faster.”China's EV juggernaut is hitting turbulence. Even as BYD surpasses Tesla in global EV sales, investors are backing away. A brutal price war, shrinking subsidies, and 400 competing models have turned the world's hottest EV market into what analysts are calling an industry “wartime” shakeout.BYD's stock has fallen roughly 40% from its May peak, as January EV deliveries dropped 33% year-over-year and overall Chinese EV sales slid nearly 20%.Nearly 400 EV models are now for sale in China—more than double 2019 levels—with 100+ launched in just the past two years, fueling margin-crushing competition.Government incentives are fading. China reinstated half of its 10% vehicle purchase tax this year, with the full tax expected to return after 2027.Analysts estimate up to 40% of China's auto production capacity is sitting unused, creating excess supply and accelerating the price spiral known locally as “involution.”Scott Kennedy of CSIS said the industry is entering a “wartime period,” predicting the field will shrink from hundreds of EV makers to just a handful long-term.Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's driving employee engagement and turnover - before employees leave.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1277: The Supreme Court narrows emergency tariffs—but most auto duties remain, reshaping pricing and payments. Lamborghini shelves its EV plans in favor of hybrids. And Gen Z is ditching smartphones for iPods, chasing simpler tech in a distracted world.In our ASOTU daily email this morning, the team broke down the recent tariff news and what they mean for dealers. While one layer of trade pressure is gone after the Supreme Court's ruling, most auto-related tariffs affecting dealers and buyers remain in place.The ruling targeted emergency tariffs under IEEPA, not those imposed under Sections 232 and 301—where most auto exposure still sits.Steel and aluminum levies remain active, keeping pressure on parts, repair costs, and supplier pricing.VIN-level data shows uneven price impact: Canada-built vehicles up nearly $4K, Japan-built up ~$3.3K, Germany-built ~$2.8K, and Mexico-built over $1.5K.Pricing is largely baked into 2026 MSRPs, so expect stabilization—not rollbacks. Incentives and allocation will move before stickers do.Bottom line for dealers: focus on payment certainty, availability, and clear next steps—not promises of price drops.Lamborghini is officially backing away from its all-electric ambitions. CEO Stephan Winkelmann says the brand's customers just aren't ready—and going all-in on EVs risks becoming an “expensive hobby.”The Lanzador EV, first shown in 2023, has been quietly canceled after internal debate stretching into late 2025. Instead, by 2030, every Lamborghini will be a plug-in hybrid.Winkelmann says the “acceptance curve” for EVs among Lambo buyers is flattening and “close to zero.”Gen Z is rediscovering the iPod—and not just for the nostalgia. With schools banning connected devices and digital burnout on the rise, Apple's discontinued music player is becoming a low-tech escape hatch from the algorithm-driven chaos of smartphones.Google Trends shows 2025 searches for iPod Classic and Nano up 25% and 20% year-over-year.Refurbished iPod sales have climbed an average of 15.6% annually since 2022, according to Back Market.Students are using iPods as a workaround in phone-restricted schools—offline music without the distraction.The vibe shift? A simpler, distraction-free tech era that “felt more hopeful”—and a reminder that sometimes less tech is more freedom.Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's driving employee engagement 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 #1276: The 2026 dealer census shows fewer franchise points but stronger per-store sales. Tesla resale values rise while other EVs slide post-tax-credit. And consumers are shifting away from big-ticket purchases, focusing instead on repairs, durability and value.The latest Automotive News dealer census shows a network that's slimming down—but getting stronger. As OEMs right-size their footprints, throughput is climbing and single-brand stores are on the rise.The U.S. starts 2026 with 18,300 dealerships—just 11 fewer than last year—but total franchise points dropped 1.5% to 29,387.Exclusive, single-brand stores rose 1.2% to 13,351 locations as automakers continue network consolidation strategies.Buick (-20%), Lincoln (-9.9%) and Jaguar (-25%) all shrank networks intentionally, boosting per-store performance in the process.Average franchise throughput across the industry climbed 4.1% to 532 vehicles in 2025, with Toyota leading at 1,736 units per store, up 8%.19 brands improved throughput in 2025 — but 24 saw declines, including 12 brands down more than 10%. As networks shrink, the gap between healthy franchises and struggling ones is widening fast.When the $7,500 EV tax credit disappeared, most used EV prices fell. Except Tesla. While mainstream electric models lost value and OEMs started discounting hard, Tesla resale prices actually climbed — changing the whole picture.Used Tesla prices rose 4.3% since the credit ended, while other used EVs dropped an average of 3.6%.Because Tesla makes up such a big slice of the market, overall used EV prices actually rose 3.5% — but that's a bit of a mirage.Lower-cost EVs like the Kona Electric, ID.4, Niro EV and Mach-E all lost around 5–6% in just a few months. The Porsche Taycan was the only non-Tesla model to see a price increase, at 4.1%Used EV market share fell 20% in four months, suggesting mainstream buyers aren't rushing in — even with heavy new-EV discounts.Consumers are still spending — just not on the big stuff. Higher interest rates and tight housing turnover pushed shoppers towards smaller upgrades and essential repairs in 2025 — a trend expected to continue through 2026.Spending slowed across income groups late in 2025, especially households under $40K and over $150K.Large discretionary purchases like furniture and mattresses slowed sharply, while décor, kitchen items and maintenance held up.Home improvement spending softened for a third straight year but remains above pre-pandemic levels.Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's 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, Chris Reeves joins Paul J Daly and Kyle Mountsier (with a brief appearance by Producer Nathan Southwick).After they remind Nathan of how many days are in February, they get into the story of how the West Herr Automotive group recently served a mathematically unlikely family: quintuplets. A family of nine, suddenly trying to answer one simple, real-world question: “How do we fit everybody?”So West Herr stepped in with a 2026 Chevrolet Suburban and took “transportation” off the list of things a mom with five babies in the NICU should have to solve alone.That's the thing we'll keep reminding the world about: dealers don't just sell cars.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1274: Today we unpack Carvana's push toward 3 million annual sales and what ADESA means for scale, a new study showing used EVs winning on long-term ownership math in a firm wholesale market, and Google's Gemini 3.1 Pro raising the stakes in the accelerating AI arms race.Carvana is doubling down on its bold goal of selling 3 million retail units annually by 2030–2035 — and ADESA is the engine under the hood. After a record 2025, the company says the runway is real.Carvana sold 596,641 vehicles in 2025, up 43%, with revenue jumping 49% to $20.3B. Net income hit a record $1.9B, and Q4 adjusted EBITDA reached $511M.CEO Ernie Garcia outlined a four-part plan: increase staffing, integrate retail production lines into more ADESA sites, build new lines, and eventually develop greenfield inspection centers.The company plans six to eight new ADESA integrations in 2026, with full buildouts costing $30–35M per site and adding 40,000 units of annual capacity each.We've got something a little tactical from this morning's Automotive State of the Union email: A new University of Michigan study says three-year-old EVs now deliver the lowest seven-year total cost of ownership in the U.S. And in today's firm Q1 wholesale market, that early depreciation story matters even more.Researchers reviewed 260,000 used listings across 17 cities, modeling price, depreciation, financing, insurance, maintenance, energy, and resale. In most cases, used BEVs came out cheapest to own.The key? Front-loaded depreciation. EVs drop harder in years one through three, lowering second-owner acquisition cost. After that, curves normalize — with battery warranty remaining as a major variable.With more off-lease EV volume coming, the opportunity is simple: buy where depreciation already did the heavy lifting and let the second buyer win on the math.Google just dropped Gemini 3.1 Pro, and early benchmarks suggest it may be one of the most powerful large language models yet. As the AI arms race heats up, the leap in “agentic” performance is turning heads across tech.Gemini 3.1 Pro is currently in preview, with general release coming soon. Observers say it's a significant jump from Gemini 3, which was already considered highly capable last November.On independent benchmarks — including Humanity's Last Exam — Google says the new model significantly outperformed its predecessor.Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's driving employee engagement and turJoin 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 #1273: GM is staying lean to outmaneuver the next sales slowdown. AI's appetite for memory chips could spark a new supply squeeze across autos and tech. Retailers are proving that telling better stories sells.Show Notes with links:General Motors is rewriting its inventory playbook, running 30–40% leaner and hoping that tighter supply, stronger cash flow, and faster decision-making could turn the next cycle into a competitive advantage.S&P Global Mobility forecasts U.S. sales down 2.5% to 15.8M units as affordability and softer EV demand weigh on the market.GM is targeting a 50–60 day supply versus the pre-pandemic 100+ days.Leaner inventory gives GM more flexibility to adjust incentives in a downturn without crushing profitability.Dealers have felt the squeeze, especially on affordable models, prompting GM to stage select Trax and Trailblazer units at ports to speed delivery.CFO Paul Jacobson summed up the strategy: “It's easier to do when you have less inventory in the system because you can just respond much more quickly.”Just when the auto industry thought it survived the chip crisis, here comes round two—this time powered by AI. Data centers are devouring global memory supply, forcing automakers to brace for tighter supply, higher costs, and potential production headaches.AI data centers are soaking up global DRAM and memory production, with Western Digital and Seagate already sold out of most 2026 capacity.Memory chip prices have jumped 90% quarter-over-quarter, prompting PC makers like Dell to raise prices 15–20%.Tesla's Elon Musk says the solution may be vertical integration: “We're going to hit a chip wall if we don't do the fab.”Retailers are doubling down on something we at More Than Cars know well—storytelling sells. Brands are shifting from simply stocking products to crafting narratives that spark emotion, build loyalty, and turn casual shoppers into long-term fans.Nordstrom says department stores no longer “introduce” brands—they help tell their story and build deeper consumer connection.Five Below credits curated social storytelling—merchandising and marketing working together—for stronger engagement with younger shoppers.Under Armour's Kevin Plank says brands must inspire emotion: “The world does not need another capable apparel and footwear manufacturer. The world needs hope and they need a dream.”Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's driving employee engagement and turnover - before employees leave.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1272: Uber drops $100M to power up its autonomous future., Tesla's first Cybercab rolls off the line with no wheel and no pedals — but is FSD ready? Meanwhile, the U.S. military airlifts a next-gen mini nuclear reactor.Uber is doubling down on autonomy with a $100M bet on charging infrastructure, aiming to lock in self-driving scale before competitors do. As Tesla, Waymo, and others race for robotaxi dominance, Uber wants to own the backbone.Uber will invest over $100M to build DC fast-charging hubs at autonomous depots and high-traffic “pit stop” locations.Initial rollout hits the Bay Area, LA, and Dallas before expanding nationwide.Uber is partnering globally with EVgo, Electra, Ionity, and others through “utilization guarantee agreements” to accelerate charger deployment.Tesla's first Cybercab has rolled off the line at Gigafactory Texas — a purpose-built robotaxi with no steering wheel, no pedals, and no human fallback. It's the purest expression yet of Tesla's Full Self-Driving vision… and its biggest bet.Cybercab depends entirely on Tesla's FSD software — the same system currently powering its Austin and San Francisco robotaxi pilots.In Austin, that fleet has logged roughly one crash every 57,000 miles, compared to Tesla's own cited human average of 229,000 miles per crash — raising real questions about Cybercab readiness.Musk says Tesla needs 10 billion miles of data to achieve safe unsupervised driving, a threshold projected around mid-2026 — before additional training, validation, and debugging.The U.S. military just airlifted a next-generation mini nuclear reactor to Utah — the first time a modern modular reactor has flown on a military aircraft. It's part of a broader push to fast-track advanced nuclear for national security and grid resilience.Three C-17s transported Valar Atomics' unfueled Ward 250 reactor to Hill Air Force Base for testing.The system will begin testing at 250 kilowatts and can scale to 5 megawatts — enough to power roughly 5,000 homes.As Utah Gov. Spencer Cox put it: “Energy is not just an economic issue… it is a national security issue as well.”Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's driving employee engagement and turnover - befoJoin 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 #1271: January sales slid as winter storms and shrinking EV credits cooled demand. Ford's battery pullback shows how policy whiplash hits jobs fast. Amazon is going all-in on its own AI shopping agent.According to the latest NADA Market Beat: January sales came in at a 14.85M SAAR, down 4.1% year-over-year and the lowest January pace since 2024Severe winter storms affected store traffic late in the month, while EV share dipped and hybrids continued to shine.Incentives averaged $3,335 per unit (+5.6% YoY, -5.5% vs. December), landing at 6.6% of MSRP—still well below the pre-pandemic ~10% norm.Translation: OEMs and dealers still have discounting headroom if demand needs a boost.BEV share fell to 6.6% (-1.9 pts YoY) amid the absence of federal EV tax credits.Hybrids are humming right along as they climbed to a 12.6% share (+0.5 pts YoY), continuing their steady momentum.Inventory at 2.53M units, down 9.2% YoY; expected to hover there through the first half before building later in the year.NADA is forecasting a 16m SAARFord's abrupt exit from its battery JV with SK On has left 1,600 Kentucky workers jobless just months after production began. While locals are pointing fingers at Ford, the unraveling of EV tax credits and shifting policy winds added serious pressure to an already cooling EV market.Ford scrapped its multibillion-dollar SK On partnership just four months after batteries started rolling off the line in Kentucky, cutting 1,600 jobs.The elimination of the $7,500 federal EV tax credit and relaxed CAFE standards cooled demand, with Ford admitting “the operating reality has changed.”Kentucky Governor Andy Beshear blamed federal policy, saying 1,600 workers lost jobs “solely because” EV credits were eliminated.Workers like Joe Morgan say Ford misread the market, with one employee adding, “At the end of the day, whatever the government policy would be, the company made the decision.”The plant will remain open under full Ford control, pivoting to battery storage production with about 2,100 jobs—well short of the 5,000 originally promised.As AI shopping agents multiply, Amazon is betting customers will skip the middleman and stick with the retailer they already trust. CEO Andy Jassy says in-house AI will win on experience, accuracy, and loyalty—even as AI-driven retail traffic surges nearly 700% year over year.Amazon argues shoppers want four things: broad selection, low prices, fast delivery, and trust—and Jassy says retailers outperform “horizontal agents” on delivering all four.AI-driven referral traffic to retailers jumped 693% year over year during the 2025 holiday season, signaling rapid adoption of third-party tools.Jassy criticized horizontal agents, saying they lack shopJoin 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 #1270: Ford floats ideas to counter China's EV push, Detroit rethinks sedans as affordability pressures rise and Amazon proves even tech giants can't crack physical retail that easily.As Chinese automakers creep closer to U.S. soil, Ford CEO Jim Farley reportedly discussed a framework that would allow Chinese brands to build cars in America—through U.S.-controlled joint ventures. The idea? Compete without getting steamrolled.Farley discussed U.S.-majority joint ventures with Trump cabinet officials at the Detroit Auto Show.The structure would allow Chinese automakers to build in the U.S., sharing profits and tech with American partners.Trump recently said he'd be open to Chinese companies building plants and hiring Americans.GM opposes any Chinese entry, warning of lost market share and supplier disruption.New polling from the north shows that Canadian sentiment toward Chinese-built EVs has shifted sharply: 53% now say it wouldn't affect their purchase decision and 15% say they'd be more likely to buy—compared to 2024 when 61% said they were less likely to consider one.After years of betting big on SUVs and trucks, Detroit may be eyeing a return to sedans as affordability pressures mount.GM, Ford and Stellantis are all exploring affordable sedan options, including hybrids priced under $30,000.Passenger cars now make up just 18% of U.S. sales, down from 50% fifteen years agoAs Detroit exited sedans, Toyota's share of the U.S. sedan market jumped from 12% to 22%Dealers say losing sedans cost them entry-level buyers who later would've traded up to higher-margin SUVs and trucks.“If somebody could build an affordable sedan, it would sell,” said dealer Adam Lee. “We have made these cars so expensive that nobody can afford them.”Amazon is shutting down its Amazon Go and Fresh stores, admitting it couldn't crack the economics of brick-and-mortar grocery. Despite world-class logistics and tech, the company discovered what operators already know: physical retail is a grind.Amazon will close Go and Fresh locations after failing to build a scalable, profitable grocery model.Grocery is attractive because it's high-frequency and data-rich—fuel for Amazon's $21B ad business, but shoppers prioritize price, value, and location over tech like “Just Walk Out.”“Physical grocery is just brutally operational,” said Professor Andy Tsay, calling the margins “thin and unforgiving.”Today's show is brought to you by ESi-Q. ESi-Q measures employee satisfaction and provides actionable insight into what's driving employee 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.Happy Valentine's Day! Today, Chris joins Paul and Kyle to talk about some of the things we saw this week:WOCAN and NCM gave Colby Sturdivant a full scholarship to NCM's GM development program, the first of its kind.We released the first episode of Season 2 of The Truth About Car Dealers, featuring stories of how retail auto should be an industry that people should fight to joiin.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1268: Today we cover Lithia's reluctance to sell Chinese brands in the U.S., Stellantis quietly bringing diesel back to Europe as EV demand cools, and how companies like Canva and Meta are now testing job candidates on how well they use AI instead of banning it.Show Notes with links: Lithia Motors CEO Bryan DeBoer signaled the company is not planning to be an early retailer of Chinese vehicles in the U.S. or Canada, citing the lack of a built-in service base to support long-term profitability.DeBoer said without an established fleet of vehicles on the road, new Chinese brands would not provide the recurring service traffic dealerships rely on.After-sales generated 41% of Lithia's gross profit in 2025 with a 58% gross margin.Lithia currently sells several Chinese brands in the U.K., including BYD, MG, Chery, Leapmotor and Jaecoo, across a “double-digit” number of stores.DeBoer said entering the U.S. market would require a broader partnership with a Chinese automaker, including greater control over after-sales operations and potentially pricing, in order to make the economics work without an existing service base.Stellantis is quietly reintroducing diesel engines across at least seven models in Europe, positioning the automaker against Chinese EV competitors and responds to sustained customer demand.Diesel accounted for just 7.7% of European new car sales in 2025, compared to 19.5% for fully electric vehicles, but remains a lower-cost alternative for high-mileage and towing customers.Chris Knapman, CarGurus UK editorial director: “If you're a European brand looking to differentiate yourself, diesel is an area where you could have a competitive advantage over those newer brands.”A growing number of companies are no longer trying to prevent candidates from using AI during interviews — they're encouraging it. Firms like Canva, Meta and McKinsey are redesigning hiring processes to evaluate how well applicants work with AI tools.Canva reworked technical interviews to allow — and expect — AI use, focusing on complex problems where candidates must show how they interact with the tool, not just the output.Candidates share their screens or submit AI chat transcripts so interviewers can evaluate judgment, iteration and decision-making.Arcade, an IT startup, now expects candidates to use AI in take-home exercises, emphasizing a candidate's “taste” and ability to refine AI-generated work.Meta is developing AI-assisted coding interviews, and McKinsey is piloting case interviews using its internal AI tool, Lilli.“What we're testing for now … is an ability to harness that power, to control that power — to kind of ride the dragon,” said Canva CTO Brendan Humphreys.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1267: CarMax taps a hospitality CEO to sharpen its digital edge, Toyota makes a disciplined move into three-row EVs with the Highlander name, and AI-generated resumes are creating new hiring headaches for retailers and operators. Show Notes with links: CarMax brings in a hospitality heavyweight to steer its turnaround. The nation's largest used-car retailer has tapped former InterContinental Hotels Group CEO Keith Barr to lead the charge as sales stall and Carvana gains ground. His mission: sharpen digital retail and squeeze costs.Barr takes over in March, replacing Bill Nash amid stagnant sales and rising competition from Carvana.CarMax operates 250+ stores covering 85% of the U.S., but retail volumes fell 8% last quarter.The focus: improve online conversion, streamline vehicle acquisition and reconditioning costs.Analysts say CarMax's omnichannel model may be confusing buyers and hurting digital sales.Barr is confident: “All those foundational pieces are there… we're going to sell more cars and continue to create more value for shareholders.”Toyota is making a calculated move into EVs with the Highlander EV—on its own terms. By putting the Highlander name on a three-row electric SUV, the company signals a strategic shift rooted in discipline, profitability, and market timing rather than rapid expansion.Toyota preserved margins while competitors absorbed heavy EV losses, maintaining flexibility as demand cooled.It's entering the most profitable U.S. segment—three-row midsize SUVs—with a name buyers already trust.Domestic production in Kentucky reduces tariff exposure and political risk while strengthening its U.S. footprint.Leadership under CEO Koji Sato appears focused on controlled scale and sustainable growth.AI may be speeding up hiring—but it's also muddying the truth. New survey data shows a growing disconnect between what candidates claim on resumes and what they can actually do on the job, with AI tools making embellishment easier than ever.80% of hiring managers say resumes often don't match real-world skills; 34% say it happens “all the time” or “often.”Retail examples include POS “experts” who couldn't navigate the system and candidates who folded instantly in negotiation role-play.86% of hiring leaders believe AI makes it too easy to exaggerate skills; 42% see it as a serious hiring risk.Meanwhile, 80% of hiring managers dislike AI-generated resumes, and over half are less likely to hire obvious AI users.As Express CEO Bob Funk Jr. put it: “Integrity is still a competitive advantage.”Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1266: Ford posts its biggest earnings miss in years but bets big on a 2026 rebound. Robotaxis scale nationwide while public trust hangs in the balance. And NADA partners with Northwood to strengthen the next generation of dealership leadership.Ford just posted its biggest quarterly earnings miss in four years and its worst net loss since 2008. But beneath the headline loss, the company's trucks and commercial vehicles are still carrying the load—and 2026 is being framed as a rebound year.The Q4 adjusted EPS (Earnings Per Share) came in at 13 cents versus the expected 19 cents, the largest miss in four years.Revenue remained strong, with $45.9B in Q4 and a record $187.3B for the full year, but about $900M in unexpected tariff costs and aluminum supply disruptions pressured margins.The company reported an $11.1B net loss in Q4 and an $8.2B loss for the full year, largely driven by $15.5B in EV-related special charges and restructuring actions.Ford Pro and Ford Blue have projected 2026 pre-tax earnings of up to $7.5B and $4.5B respectively, while the Model e unit is expected to lose up to $4.5B.CFO Sherry House noted that the Novelis aluminum plant disruption is not expected to fully resolve until mid-2026, meaning the company will continue sourcing alternative supplies at a higher cost.Waymo, Tesla, Zoox and others are racing to scale robotaxis across the U.S., but recent crashes and investigations show that winning public trust may be harder than winning market share.A Waymo vehicle struck a child who ran into the street from behind a parked SUV in California, prompting a federal investigation. Zoox also reported a crash after a driver opened a door into its path. Both companies say their systems reacted appropriately.A majority of Americans say they're unlikely to try a self-driving taxi, though younger consumers are more open to the idea.“When something goes wrong, people don't experience it as a statistical issue — they experience it as a moral and emotional one,” said Professor William Riggs.Northwood University and NADA are teaming up to expand education access for franchised dealers, their employees and their families — with discounted tuition, scholarships and a clear focus on building the next generation of dealership leadership.NADA dealer members can enroll in Northwood's online undergraduate programs at $350 per credit hour, with the benefit extending to eligible spouses and dependents.Northwood's DeVos Graduate School is offering 20% MBA tuition scholarships, discounted master's programs and up to $15,000 toward a Doctor of Business Administration.Both organizations say the goal is strengthening the leadership pipeline in a people-driven, capital-intensive retaiJoin 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 #1265: Today we cover Carvana doubling down on franchised dealerships, the solid-state battery arms race heating up as automakers target 2027 launches, and how 7-Eleven is using AI to cut frontline hiring from weeks to days—saving millions of hours while keeping humans in the loop.Carvana is leaning harder into the franchise world. The online used-car giant has acquired its fifth franchised dealership, adding a Stellantis store in Sacramento as it continues blending digital retail scale with traditional brick-and-mortar rooftops.Carvana purchased Sacramento Chrysler-Dodge-Jeep-Ram from Nouri/Shaver Automotive Group, with the deal closing Dec. 11.This is Carvana's fifth Stellantis dealership since they first acquired a store in February 2025, with locations in Arizona, Texas, Georgia, and a second California store.The move comes as Carvana reports strong momentum: used-vehicle sales jumped 44% year-over-year and Q3 net income hit $263 million.A Carvana spokesperson said, “We are proud to bring the Carvana experience to Chrysler, Dodge, Jeep and Ram customers in the Sacramento area.”Last week brought major milestones in the race to develop solid state batteries, signaling that commercial EV launches powered by solid-state tech are finally moving from promise to pilot.Volkswagen-backed QuantumScape opened its highly automated Eagle Line pilot facility in San Jose, advancing U.S.-based solid-state production.Karma Automotive and Factorial Energy announced the first U.S. solid-state battery production program for passenger vehicles, debuting in the electric Karma Kaveya in 2027.Factorial's momentum is global, with partners including Mercedes-Benz, Stellantis, and Hyundai/Kia, and mass production targeted for 2029.Gartner's Pedro Pacheco: “This means there is now an ‘arms race' to see who gets SSBs to market the fastest and most successfully.”7-Eleven is quietly building a playbook for the future of frontline hiring. By combining recruiters, automation, and conversational AI, the convenience-store giant has dramatically cut hiring time, reduced ghosting, and freed up store managers to focus on running the business.Applicants start the process via QR codes that connect them to an AI text assistant named RITA, which gathers info and schedules store-level interviews automatically.After acquiring Speedway in 2021, 7-Eleven shifted from store-only hiring to a recruiter-supported, centralized model that drives better applicant flow.Automated hiring slashed time-to-hire from nearly two weeks to just three days, while improving retention and candidate quality.Automation has saved store leaders over 2 million hours per year, handling about 95% of the hiring process and enabling smarter, store-level recruiting spend.Rachel Allen emphasized the human-fJoin 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 #1264: As the NADA Show wraps, we zoom out on what actually mattered, from a shift in how dealers are thinking about AI, to deeper vendor partnerships, to how dealers are thinking about Chinese vehiclesShow Notes with links: As the dust settles from another packed NADA Show, some of the most meaningful takeaways weren't about flashy announcements, but mindset. Liza Borches shared reflections on leadership, partnerships, and why this year's conversations felt more practical — and more ready for action.“AI is a strategy conversation, not a tool conversation. It's less about adding new technology and more about using AI to help us solve problems and connect the tools and partners we already have.”“Partnership matters more than ever. Our vendor partners aren't just providers — they're collaborators helping us build better experiences for our customers and teams. The integration that our key partners are not just willing to do but excited to do is a gamechanger.”The idea of selling Chinese vehicles in the U.S. split the room at NADA. Dealers openly acknowledged the profit opportunity, even as trade groups and some store owners warned about subsidies, nationalism, and long-term consequences for American retail auto.Presidio Group president George Karolis said dealers are conflicted: “A majority of the dealer respondents saw it as a threat and opportunity — both… the vehicles are really good, slick and more affordable.”Several dealers privately said if Chinese OEMs solve affordability, politics won't stop them from sellingCable Dahmer Automotive Group owner Carlos Ledezma took a pragmatic stance: “If that's what the consumer is looking for, then we are going to have to pay attention to that.”NADA CEO Mike Stanton was blunt on policy: “It's bad for our industry, it's bad for our country, it's bad for consumers,” while still conceding NADA wouldn't block dealers from adding Chinese franchises.Ford Blue president Andrew Frick captured the dealer mindset: “It's hard for a dealer not to look at that as an opportunity for them as an entrepreneur.”Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.As we wrap up the NADA show this morning, we are energized.We're hearing that this has been record years for a lot of industry partners, and dealers are optimistic and ready to try new things.Our friends at CarRx are our content partners today, and we've got Michelle Jackson, EVP of Sales to share with us a little bit more about their product and how they're approaching the end of the year.  They've got a really cool both so we end the show playing Mortal Kombat and solving Rubik's cubes.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.We're at the North Hall of the NADA Show today, getting ready for another amazing day.An underlying theme of all our conversations has been the "Year of the Human." Even though AI is a big theme, dealers are asking, "How does this help my people?"We love that because of our belief in the motto of Love People More Than You Love Cars, and today we had on Jeremy Rowland to talk more about it.Thank you to our friends at Mia for making all of the content possible.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.We've been on the show floor all day, and so this afternoon, we stopped by our friends at Cars Commerce to catch up with the one and only Brian Kramer.As a former dealer himself, Brian has great insights to the market and how its moving. His latest interest: AI Search, and he unpacks how the trust level in AI search is increasing, and how their tool Carson on Cars.com is an example of that.Thanks to Cars Commerce for making all of our content today possible.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.The More Than Cars team is on the ground ready to run hard during the NADA Show.Today, we'll be at the JD Power Auto Summit grabbing interviews and writing up all the sessions.Follow More Than Cars, Paul J Daly, Kyle Mountsier, Michael Cirillo for more great NADA Show Content.Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.Episode #1259: As the automotive world heads to Las Vegas, Paul sits down with outgoing NADA Chairman Tom Castriota for a candid conversation on a whirlwind year of leadership.As dealers head to Las Vegas, Paul sits down with outgoing NADA Chairman Tom Castriota for a true Automotive State of the Union. From Washington wins to AI realities and dealer trust, Castriota reflects on a fast-moving year and what lies ahead.Castriota recaps a landmark year of dealer advocacy, including the FTC Cars Rule defeat, CRA action, and direct involvement in major White House policy moments.He frames leadership as service over spotlight, describing his role as an ambassador who spent the year listening to dealers and state associations nationwide.The conversation looks ahead to consolidation, rural dealerships, and long-term stability, with an emphasis on franchise protection and profitability.AI is a major focus, with NADA positioning itself as a trusted, practical resource to help dealers navigate hype versus reality.“My goal was never about Tom Castriota — I'm just an ambassador. We're the voice of the dealers.”Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.Get the Daily Push Back email at https://www.asotu.com/ JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/