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Episode #1030: Today we’re talking about the real hurdles to moving auto production stateside, catching up with Carlos Ghosn’s new life as a leadership coach (and fugitive), and Amazon’s surprising new experiment that lets shoppers stray beyond its walls.

Show Notes with links:

• A quarter of U.S. automotive assembly capacity sat unused at the end of 2024, suggesting opportunity amid the backdrop of President Trump's tariffs. However, shifting production to underutilized plants is far more complicated than it sounds.
  • Toyota, BMW, and Honda used over 80% of their U.S. production capacity, leaving little room for more output.
  • Automakers like Stellantis, GM, Ford, and Nissan have more idle capacity but face logistical and investment hurdles.
  • Stellantis' Warren Truck Plant has just 17% utilization but can't quickly absorb new models without major investment, despite being able to build related pickups and SUVs.
  • Ford’s Flat Rock Assembly Plant could theoretically take on new models like the Mustang Mach-E, but even the fastest transition would still take six months to a year to execute.
  • Sam Fiorani of AutoForecast Solutions said: "The rhetoric that moving assembly of vehicles into open spaces is easy and quick is not accurate."

• Five years after his dramatic escape from Japan, former Nissan and Renault CEO Carlos Ghosn is living a quieter life in Lebanon — but remains an international fugitive still shadowed by legal battles.
  • Ghosn lives in a disputed $20M mansion, running executive bootcamps for midlevel managers at a Lebanese university.
  • Despite legal threats from France and Japan, Lebanon’s refusal to extradite its citizens keeps him out of reach.
  • He still denies all accusations, blaming Nissan insiders for orchestrating his downfall to block a deeper Renault-Nissan alliance.
  • Ghosn remains bullish on globalization, calling recent tariff tensions “a joke” against broader interconnected trends.
  • He criticized the post-split struggles of Nissan and Renault: “Nissan is begging for some financial help, and Renault is back to what it was before 1999 — a small European company.”

• In a surprising pivot from its traditional walled-garden strategy, Amazon is testing a program that lets customers shop directly from third-party brand websites — without leaving its app.
  • Shoppers can either be redirected to brand sites or complete purchases through Amazon’s “Buy for Me” checkout feature.
  • Amazon handles payment transfer securely, while shipping, returns, and customer service stay with the brand.
  • The move allows Amazon to collect deeper shopper data, enhancing ad targeting and product recommendations.
  • Industry experts suggest Amazon is trading short-term sales for long-term insights and stronger ad business.
  • Jason Goldberg of Publicis said: “The bigger share of a custo

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On this Saturday, Chris Reeves bring Daniel Govaer to the show with him to talk about how Leif Johnson in Texas brought together off-road truck owners - Raptors, Broncos and Rangers - to take part in an off-road rally to benefit Make-A-Wish.

You can find out more and donate here: https://www.leifjohnsonford.com/raptor-rally.html

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.

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Episode #1028: Today we talk about VinFast ditching direct sales for a full franchise model, Slate launching a no-frills EV pickup that’s shaking things up under $20K, and the growing movement toward skills-based hiring over college degrees.

Show Notes with links:

• VinFast is officially out of the direct-to-consumer game in California, shifting gears to focus solely on franchised dealers across the U.S. The pivot comes as the Vietnamese EV maker wrestles with rising costs, sliding U.S. registrations, and mounting losses.
  • VinFast is closing all 15 of its company-owned California showrooms in favor of a full franchise model.
  • The brand currently has 38 dealer locations either open or on the way across 16 states.
  • U.S. EV registrations dipped to just 367 in Jan–Feb 2025, an 18% year-over-year decline.
  • The VF 8 accounted for 321 of those, while the three-row VF 9 saw just 46.
  • The company posted a $3.18B net loss in 2024; despite revenue growth, operating costs surged.

• After months of mystery and speculation, Slate, the American EV startup backed by Jeff Bezos, has made its first big move—introducing an all-electric, highly customizable pickup that ditches luxury frills for practicality and affordability.
  • Slate is taking a “clean slate” approach by skipping high-end trims and focusing on accessibility.
  • It will be built in the U.S., comes with over 100 optional accessories, and starts below $20,000 after federal incentives.
  • The flagship model is modular, converting from a 2-seat pickup to a 5-seat SUV with optional flat-pack kit.
  • The interior is stripped-down with HVAC knobs, crank windows and a universal phone mount—your OS, your way.
  • Specs include a 52–84 kWh battery, 150 kW RWD motor, 8-second 0-60, and up to 240 miles range.
  • Slate will sell directly to consumers with a $50 reservation; first deliveries are slated for Q4 2026.
  • CEO Chris Barman says: “The definition of what’s affordable is broken. Slate exists to put the power back in the hands of customers who have been ignored by the auto industry.”

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.

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Episode #1027: Lithia leans into affordability while breaking records despite tariffs. Carvana boosts its reconditioning game in Colorado. And Chipotle turns up the charm, teaching 3,800 teams to smile their way to better hospitality.

Show Notes with links:

• While tariffs loom over the auto industry, Lithia Motors is leaning into its diversified strategy and breaking financial records. CEO Bryan DeBoer says the dealership giant is uniquely positioned to ride out the storm.
  • Roughly 45% of Lithia’s inventory isn’t impacted by current tariffs, providing a significant buffer.
  • The company posted a record $9.2 billion in Q1 revenue (up 7.2%) and $211.2 million in net income (up 28%).
  • Lithia’s emphasis on affordability, including older used vehicles, has strengthened its market position.
  • With parts prices rising, DeBoer stressed the importance of matching pricing with competitors like Jiffy Lube and AutoZone, while offering both OEM and aftermarket parts.
  • “With tariffs, we sit quite nicely,” said DeBoer, calling Lithia “probably the most diversified and least impacted” of the major retailers.

• Carvana is expanding its operational footprint in a big way, bringing inspection and reconditioning (IRC) services to its Colorado Springs ADESA auction site—marking its eighth national Megasite.
  • The new Megasite in Fountain, CO spans 50 acres. It supports both retail recon and wholesale auction needs and will create 100 new jobs.
  • With added IRC capacity, Carvana can offer more inventory and speed up delivery times for local buyers.
  • This move enhances Carvana’s recon and fulfillment network, bringing vehicles to market more efficiently.
  • “This integration will bring a wider selection of vehicles with quick shipping times to local retail customers, and provide a more robust offering for local wholesale customers,” said Brian Boyd, SVP of Inventory.

• A customer study revealed Chipotle lacked friendliness and cleanliness, especially during peak hours so CEO Scott Boatwright has announced a new hospitality push including smiling staff, cleaner dining areas, and better on-site issue recovery.
  • Every employee is now coached to greet customers with a smile at the tortilla station and end transactions with a heartfelt thank you, reinforcing a culture of warmth without slowing operations.
  • Staff across all 3,800+ restaurants have been trained on “exceptional hospitality” standards.
  • Despite a dip in transactions, Q1 sales were up 6.4% to $2.9 billion—driven by new locations.
  • “The fact is, smiles down the line don’t slow us down,” said Boatwright.

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.

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Episode #1026: California dealers are taking legal action against Scout Motors over its direct-sales model. Elon Musk plans to scale back his government role amid Tesla’s slumping sales. And new code reveals OpenAI may soon integrate Shopify directly into ChatGPT, turning the AI into a full retail assistant.

• The California New Car Dealers Association is going to court over Scout Motors’ retail strategy, saying the VW-owned startup is sidestepping franchise laws and undercutting the state's dealer network.
  • Dealers claim Scout violates California Vehicle Code Section 11713.3, which bars automakers from bypassing franchised dealers if the brand is affiliated with an existing franchise network.
  • A 2024 amendment clarifies that new EV brands under a legacy OEM must sell through franchised dealers if they share ownership.
  • CNCDA argues that VW can’t legally claim Scout is “independent” when it's wholly owned by Volkswagen AG.
  • The association says VW dealers are being unfairly excluded from selling Scout’s high-demand electric SUVs and pickups, and the lawsuit seeks over $35M in fines, plus a full sales halt and deposit freeze in California.
  • “Illegal competition will harm not only dealers but also the communities and car buyers that they serve,” said CNCDA President Brian Maas.

• Elon Musk says he’ll scale back his government work next month and refocus on Tesla, where sales are dropping, margins are thinning, and investors are restless.
  • Musk says the “slog” of setting up the Department of Government Efficiency (DOGE) is mostly done, but still plans to spend 40% of his time on it.
  • Tesla stock jumped 5.5% after Musk’s remarks on an earnings call; shares are still down nearly 50% from their December peak.
  • Tesla’s Q1 revenue missed estimates at $19.34B, with auto revenue down 20% and net profit down 71%.
  • Musk reiterated support for lower tariffs but acknowledged Tesla isn't immune to "macro demand for cars," noting that economic uncertainty leads consumers to "pause on doing a major capital purchase like a car."
  • Tesla is on track for a mid-2025 launch of an affordable EV and a June debut of its Austin-based robotaxi fleet.

• OpenAI is setting the stage for ChatGPT to become a full-fledged shopping assistant, as new code hints at a direct integration with Shopify that could streamline the entire purchase journey—from query to checkout.
  • Code found in ChatGPT’s public web assets includes tags like “buy_now” and “shopify_checkout_url,” suggesting native shopping support.
  • If confirmed, this would allow users to move from query to checkout in seconds—no affiliate links, just direct Shopify-powered transactions.
  • OpenAI’s move mirrors Microsoft’s April launch of the Copilot Merchant Program, which embeds shopping directly into the AI experience.

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.

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Episode #1025: We cover Nissan’s plan to hold vehicle prices through early June and increase U.S. production in response to tariffs. Plus we examine Tesla’s strategic repositioning of the Cybertruck and how cybercriminals are creating a realistic-looking phishing campaign using Google’s own tools.

Show Notes with links:

• Nissan is staying steady on pricing through June 2 and looking to its underused U.S. factories to soften the blow of auto tariffs. The strategy focuses on affordability and domestic production leverage.
  • Nissan has a 3-month supply of tariff-free vehicles and won’t raise prices yet.
  • The company plans to boost output at Smyrna, TN and Canton, MS plants, all of which operated at half their capacity in 2024.
  • Rogue production will jump by 54% over the next year, adding 60,000 units, while price cuts of $1K on 2025 Rogue and Pathfinder aim to drive demand.
  • Nissan is incentivizing retailers with its April and May dealer volume bonus program, which pays extra cash to stores that meet sales targets.
  • “We count all the cars [toward the sales target], but we only pay on the U.S.-made cars because we want to give [them a] tailwind,” said Nissan Americas Chair Christian Meunier

• Tesla is quietly shifting the Cybertruck's identity from status symbol to workhorse after early hype faded, trucks stockpiled, and political ties turned divisive. The new approach aims to resonate with a more traditional truck-buying audience.
  • Cybertruck deliveries remain under 50,000; demand has sharply declined with sales dropping 50% in Q1.
  • Tesla updated the product page with rugged, utilitarian imagery, aligning with Ford’s F-150 ads.
  • Sales teams report it’s harder to sell the truck to actual truck buyers; its novelty isn’t enough.
  • "They need to advertise durability. It needs to be used and abused, and all of the capabilities that make it a work truck need to be on full display," said Edmunds' Ivan Drury.

• Cybercriminals are exploiting Google’s own “Sites” app to run a phishing campaign that convincingly mimics law enforcement subpoenas and bypasses email authentication safeguards.
  • Emails appear from “[email protected]” and claim law enforcement access to your account.
  • Attackers use Google Sites to create convincing portals that evade DKIM checks.
  • DomainKeys Identified Mail (DKIM) authentication is passed since the emails originate from Google’s own infrastructure.
  • Google has acknowledged the issue and is deploying mitigations while encouraging 2FA and passkeys.

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.

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Episode #1025: Today we’re talking about how the Top 100 used-car dealers are adapting to a tougher wholesale market, why Tesla is hitting pause on its most affordable Model Y plans yet and what Sam’s Club is doing with checkout.

Show Notes with links:

• The Automotive News Top 100 U.S. Used-Car Dealership Groups list is out—and the big takeaway isn’t just who’s up or down, but how they’re adapting to survive. As competition at auctions grows fiercer, retailers are shifting hard into alternative sourcing strategies.
  • Krause Auto Group posted the biggest leap on the list, jumping 25 spots to No. 67 with a 39% sales increase.
  • Holman (up 24 spots), DARCARS (up 20), and Swickard Auto Group (up 17) also made significant moves, with strategies ranging from better internal competition to expanded certification and F&I offerings.
  • Van Horn Automotive Group, based in Plymouth, Wis., cracked the Top 100 for the first time at No. 69. Roughly half of its monthly used purchases come from auctions; the rest are sourced through service lanes and direct outreach.
  • “We’ve had to readapt... because it’s just not that easy to go to the auction and get 100 cars,” said Brian Wieland, used-car director at Van Horn.
  • Groups represented at ASOTU CON - 98 Holler-Classic, 87 CMA, 71 Russ Darrow, 67 Krause, 48 Rohrman, 28 RML Automotive, 21 Ourisman, 20 Walser, 16 Holman

• Tesla's long-anticipated push into affordable EV territory is hitting a speed bump. The automaker has delayed the launch of a stripped-down Model Y, codenamed E41, intended to bolster waning sales and broaden its customer base.
  • Production of the lower-cost Model Y in the U.S. is now expected in late 2025 or early 2026, missing earlier targets for this year.
  • Tesla plans to build 250,000 units of the model in the U.S. in 2026.
  • The E41 is designed to cost 20% less to produce than the refreshed Model Y, which currently starts around $49,000.
  • The delay underscores mounting pressure from aging models, increased global tariffs, and reputational challenges linked to Elon Musk’s political activity.

• Sam’s Club is betting on the future of checkout by putting it into customer’s hands and phones. As part of a major remodel of all 600 locations, the retailer is ditching both traditional and self-checkout lanes in favor of a fully app-powered experience.
  • Every store will adopt the Scan & Go app, eliminating traditional checkout entirely.
  • AI tech will verify purchases, removing the need for receipt checks at exits.
  • One-third of members already use the app, with usage up 50% over three years.
  • Digitally engaged customers shop three times as frequently as those are are not, and spend three times as much

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Today on the show, Head Writer Chris Reeves joins Kyle and Nathan to talk about their Easter plans, and then Chris talk about how Easterns Auto Group partnered with DC Peers, a volunteer-led social group for neurodiverse people and grew into a full-fledged nonprofit serving individuals from middle school through age 60.

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.

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Episode #1023:  From tariff talk taking over the New York Auto Show to Toyota rethinking RAV4 production, and LiveWire’s electric leap into law enforcement—we've got you covered.

Show Notes with links:

• Automakers came to New York looking to celebrate new vehicles, but found themselves answering the same old questions—about tariffs. Despite flashy debuts and high-octane reveals, the weight of trade policy loomed over every conversation.
  • Subaru U.S. chief Jeff Walters debuted the all-new Outback, only to field immediate questions about tariffs instead of the vehicle.
  • Nissan embraced the tension with a tongue-in-cheek window decal reading “FREE from new tariffs” on its U.S.-built models.
  • They also revealed plans to build 80% of U.S. inventory domestically, up from 50%, citing flexibility amid tariff volatility.
  • Tariffs dominated nearly every conference panel, with one moderator finally pausing and saying, “Ladies and gentlemen, the bar is open.” It was 10 a.m.
  • Our friend John Bozzella of the Alliance for Automotive Innovation called for more time and flexibility, warning that rushed tariff policy could mean “increased prices and a slowing of sales.” “The key is time for adjustment,” Bozzella said. “This is a massive industry.”

• Toyota is reevaluating its production strategy for the next-gen RAV4, exploring a shift to U.S. manufacturing as a hedge against 25% import tariffs and currency swings.
  • Toyota sold over 475,000 RAV4s in the U.S. last year—its most popular model, making up 20% of its U.S. volume.
  • Originally planned for export from Japan and Canada, U.S. production in Kentucky is now under serious consideration.
  • The shift would help meet expected demand and mitigate tariff-related costs, with potential U.S. output beginning in 2027.
  • While plans aren’t final, Toyota noted it “continually studied ways to improve its manufacturing” but declined to confirm speculation.

• LiveWire, the electric spin-off from Harley-Davidson, is getting into the public service game with a new line of police-spec electric motorcycles.
  • The new fleet includes emergency lighting, sirens, and reinforced mounts, tailored for urban patrol, motorcades, and event security.
  • Benefits include low maintenance, silent operation, and instant torque—ideal for quick maneuvering through tight city traffic.
  • Custom ride modes, regenerative braking, and one-handed operation aim to reduce officer fatigue and improve shift efficiency.
  • Police departments can choose from a suite of configurations, reinforcing the model’s flexibility in law enforcement roles.
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Episode #1021: We hit the ground at the NY Auto Forum to catch up with the voices shaping the retail auto landscape, featuring interviews with Mike Stanton, John Bozzella, Stewart Stropp, Tom Castriota, Alan Haig and Bernie Moreno. From EV and tariff turbulence to actionable insights and dealer valuations, this episode is packed with takeaways from the industry’s front lines. Thanks to Liftkit for making it all happen.

• Tariff Talk & EV Targets
  • Tariffs could cause pandemic-level supply shocks; NADA urges policymakers to consider job risk and affordability.
  • EV mandates like NY and CA's 35% target by 2026 are “mathematically impossible” under current conditions, per John Bozzella, President of Alliance for Automotive Innovation.
  • Dealers should monitor, not panic; manufacturers want more time to respond to sudden policy shifts.
  • Tom Castriota, Chairman of NADA echoes the need for consistent messaging: “We’re monitoring, not making knee-jerk moves.”

• Data-Driven Service & Trust
  • JD Power’s Stewart Stropp shared how combining data sets with AI can help dealers act on real-time insights.
  • Platforms that merge call center, OEM surveys, and social content are improving customer retention.
  • Tools like photo/video MPI drive measurable profit gains—up to 40% higher RO totals.

• People First, Politics Later
  • Senator Bernie Moreno encourages dealers to double down on people and operations: used cars, finance, service.
  • Calls on dealers to engage with state reps: “Don’t make me the last auto dealer in the Senate.”
  • Blunt on EV policy: “Make cars consumers want, not what politicians want.”

• Valuation Steady Amid Uncertainty
  • Despite tariff concerns, Alan Haig says dealer buy/sell activity is strong with values beating expectations.
  • Toyota and Lexus remain top targets; Kia and Mazda are rising stars.
  • “Private buyers still see a 20-year horizon,” Haig notes.

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.

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