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Episode #1211: Today we break down fading dealer confidence heading into 2026, hear how Mazda’s retail-led strategy is boosting margins despite tariff headwinds, and look at why holiday shoppers are leaning on real human reviews over influencers.

Show Notes with links:

• Dealer confidence slid hard to close out 2025 as rising costs, shaky consumer confidence, and slowing demand pushed the Cox Automotive Dealer Sentiment Index well below the positive threshold.
  • Current market sentiment fell to 38 (down from 43 in Q3), with franchised dealers holding slightly stronger at 47, and independent dealers lower at 35. Future outlook declined from 46 to 42
  • Customer traffic hit record lows, especially for franchised dealers, with both in-person and digital traffic declining.
  • “Compared to the rest of the year, the current market feels like it’s running out of gas,” said Mark Strand, Deputy Chief Economist at Cox Automotive.

• In a recent interview with Automotive News, Mazda CEO Masahiro Moro breaks down how the brand quietly climbed upmarket—growing dealer throughput, elevating brand value, and pushing margins higher—even as tariffs briefly knocked profitability off course.
  • U.S. market share climbed from 1.7% to 2.6% since 2017, with ATPs jumping from $24K to $33K and dealer throughput nearly doubling at Retail Evolution stores.
  • Tariff pressures led to a temporary loss, but Mazda expects a return to profitability in the back half of the year as CX-30 production adjusts and large-vehicle margins hold strong.
  • On rotary’s return, Moro teased: “2027 marks the 50th anniversary of our rotary engine… What do you want to see?”

• Turns out the real power shoppers this year aren’t influencers—they’re everyday consumers dropping reviews at record pace. Trustpilot reports a massive surge in review activity as buyers lean heavily on peer feedback before spending.
  • Consumer reviews spiked 76% YoY, with nearly 4 million visitors participating in National Write a Review Week.
  • 86% of shoppers checked reviews before buying, and 40% waited specifically for others to post first.
  • Top complaints? Delivery delays, tech issues, and weak customer service.
  • “When people share their experiences, everyone shops smarter,” said Alicia Skubick, Trustpilot’s chief customer officer.

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

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Episode #1210: President Trump moves to unwind fuel-economy rules, hybrids surge while EV sales stumble across major brands, and OpenAI hits “code red” as the AI race heats up.

Show Notes with links:

• The Trump administration is preparing to undo Biden-era fuel economy rules, arguing the standards have inflated new-car prices and forced unwanted EV adoption.
  • Proposed rules expected to significantly soften the Biden-era 2031 target of ~50 mpg.
  • Detroit automaker execs, including Stellantis CEO Antonio Filosa, will attend Wednesday’s announcement.
  • Trump frames the rollback as necessary to reduce vehicle prices, despite economists noting price drops wouldn’t be immediate.
• Trump said he’s “bringing back the automobile business,” predicting the industry will be “bigger than we’ve ever been.”
• He noted he likes EVs and believes hybrids “are working really well,” but defended ending what he called the “insane electric vehicle mandate” to ensure buyers “have a choice.”
• 
  

• November delivered a clear message from American shoppers: hybrids are in, EVs… not so much. Across Toyota, Ford, Honda, Hyundai and Kia, strong hybrid gains couldn’t offset steep EV drop-offs after the loss of federal tax credits—shaking up sales trends as dealers prep for year-end pushes.
  • Toyota sales rose 2.7%, powered by light trucks, but EV volume cratered; electrified sales (mostly hybrids) still made up 44% of all deliveries.
  • Ford deliveries dipped 0.7% as F-150 Lightning sales fell 72% and Mustang Mach-E dropped 49%, while hybrids climbed 14%.
  • Honda sales slid 15% on semiconductor shortages; EVs collapsed—Prologue down 87% and ZDX down 98%.
  • Hyundai-Kia stayed mixed: Hyundai down 2.3% as EV demand tanked again, Kia up 2.7% on strong hybrids and core crossovers.
  • “With more tariffed products replacing existing nontariffed inventory, prices are drifting higher, leading to slower sales… and this may last through the remainder of the year and into next year,” said Cox Automotive’s Charlie Chesbrough.

• OpenAI is hitting the panic button—literally—declaring a “code red” to overhaul ChatGPT’s quality as Google’s Gemini surge and Anthropic’s business traction close the gap. With massive data-center spending, user expectations rising, and now early signs of ads coming to ChatGPT, the pressure is officially on.
  • Sam Altman told staff OpenAI is pausing other projects to focus entirely on ChatGPT’s speed, reliability, personalization, and question-handling, including starting a daily call for those responsible for improving ChatGPT.
  • Competitor pressure is mounting: Google’s latest Gemini model beat OpenAI on

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Episode #1209: Today, we remember and honor Tim Kintz for the massive impact he’s had on the automotive industry. 

Plus, we welcome in John Bozella, President and CEO for the Alliance for Automotive Innovation as we get set to cover the The Merge 2025 live from the National Press Club in Washington DC.

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

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Episode #1208: Today we’re joined by guest host Todd Caputo and break down why car buyers are finally pushing back on pricing and how BMW and Audi are muscling into the booming off-road segment.

Show Notes with links:

• American car buyers are finally tapping the brakes. After years of paying whatever it took to get into a new car, stretched consumers are hitting affordability ceilings and forcing both dealers and OEMs to rethink what demand really looks like heading into 2025.
  • Shoppers are shifting downmarket—buying used, taking longer loans, delaying purchases, and gravitating toward lower-priced models like the Chevy Trax.
  • Industry projections for 2025–26 have softened as tariffs, inflation, and tighter labor markets cool big-ticket spending.
  • Rising days’ supply is prompting deeper discounting while lower-income borrowers fall behind on payments and overall vehicle spending drops YoY.
  • Retailers report weaker new-vehicle margins, though service traffic is climbing as more owners try to stretch aging vehicles.
  • “People are asking, ‘How can I afford this?’” said dealer Robert Peltier. “There are people who are in debt and living paycheck to paycheck.”

• The all-terrain SUV segment is heating up fast as BMW and Audi prepare to challenge icons like Wrangler, Bronco, G-Wagen, and Defender—tapping into a growing niche that’s suddenly not niche at all.
  • The off-road segment is booming: nine core models totaled 371,495 sales through Q3 2025, on pace for a post-pandemic record. Wrangler and Bronco remain the kings.
  • Audi will build its first true off-roader on the upcoming Scout Terra/Traveler platform in South Carolina, offering both full EV and range-extender options.
  • BMW’s G74 aims straight at the G-Wagen and Defender, built on the X5 platform in Greer, SC, with U.S. production helping dodge tariff pressure.
  • Analysts say styling—not specs—will make or break these newcomers; anything too close to G-Wagen territory risks immediate backlash.
  • “Adding a true off-road-capable SUV will attract buyers… but whether that investment pays off is the challenge,” said S&P Global Mobility’s Sam Fiorani Bernard.

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 #1207: Paul and Chris come to you on this Black Friday to talk about our favorite part of this season, how dealers are giving back.

West Herr stepped up big this week, donating 1,400 turkeys and bags of Thanksgiving essentials to Rochester partner organizations as part of their 2025 Turkey Drive.

• The food was collected throughout the month by West Herr employees and customers.
• Six community partner organizations received the donations during an event outside the Rochester Auditorium Theatre.
• The effort marks nearly 15 years of West Herr serving the Rochester community.
• CEO Scott Bieler: “We are trying to do as much as we possibly can to take those blessings and have others benefit from it.”

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 #1206: Happy Thanksgiving from the More Than Cars Crew! Today, we're talking about our Thanksgiving plans and what we're thankful for this year.

Most of all, we're thankful for you, everyone who is living out the More Than Cars mindset on a daily basis. You are an inspiration to the rest of the industry!

Let us know what you're thankful for by sending us an email at [email protected]

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 #1205: We break down how automakers are strengthening supply chains, why Stellantis is pushing out in-car ads, and what’s driving up the overall cost of Thanksgiving this year.

Show Notes with links:

• After five years of nonstop crises—from pandemics to tariffs to literal factory fires—automakers and suppliers are rethinking supply chain strategy with a focus on resilience, transparency, and deeper collaboration.
  • GM, Stellantis, and suppliers say “resilience” now means shorter, simpler, more visible supply chains to avoid single-point failures.
  • GM is using AI and machine-learning tools to map multilevel suppliers, but trust and data protection remain barriers.
  • Stellantis’ command center is rapidly shifting materials—like swapping aluminum for steel after a supplier fire—to avoid shutdowns.
  • GM’s senior vice president of manufacturing and product engineering, research and development Josh Tavel: “When we share data, align on standards and innovate together…we can all elevate our game.”

• Stellantis is catching heat after Jeep, Ram, and Chrysler owners reported marketing pop-ups showing up on their infotainment screens. It’s not the first time, but this round is louder, wider, and way more frustrating for drivers.
  • Jeep owners across social media shared identical “marketing notifications,” sparking backlash and déjà vu from February’s warranty-ad pop-ups.
  • Auto writer Zerin Dube posted the now-viral screenshot—then ironically used the $1,500 loyalty offer to buy a new Wrangler Rubicon X.
  • Stellantis said the messages appear only at startup, disappear when driving, and can be permanently opted out via their customer care line.
  • Stellantis spokesperson: “Our goal is to deliver the best vehicle experience… As a result of these efforts, we have seen our customers take advantage of this offer.”

• Thanksgiving shoppers are feeling the squeeze this year as bird flu, tariffs, and weather combine to push up the cost of the holiday meal—even as grocers scramble to keep turkey prices in check.
  • The U.S. turkey flock hit a 40-year low after disease outbreaks, tightening supply and raising wholesale turkey prices more than 40%.
  • Retailers are discounting turkeys, but staples like canned goods, sides, and produce are up—raising total meal costs between 2% and 5% depending on whose estimate you trust.
  • Tariffs on imported steel and aluminum are making canned items pricier, including cranberry sauce, which surged 38% in one survey.
  • “I don’t know of anything that’s down in price since last year except for eggs,” said consultant Paul Nadeau

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 #1204: Scout Motors accelerates toward 2027 as test mules and plant prep hit major milestones. Amazon’s push into vehicle retail gains real traction with new brands and first-time buyers. And Target rolls out a strict “10-4” greeting rule as retailers fight for customer connection.

Show Notes with links:

• Scout Motors put the Traveler and Terra prototypes on display at the LA Auto Show while accelerating development back home as they aim for a 2026 launch. The test mules are advancing fast, and the South Carolina plant is nearly ready for early builds.
  • Scout will begin building bodies and early vehicles in its Blythewood, S.C. plant by late 2026 as equipment installation continues.
  • Executives are now driving early mules, noting strong dynamics and rapid software integration tied to the Rivian–VW electrical architecture JV.
• Final production designs closely mirror the LA Auto Show prototypes, with only manufacturability tweaks such as new lighting inserts.
• VP of Strategy & Brand Ryan Decker: “I drove my first mule a few weeks ago… Super special moment. It’s dynamic for a vehicle that has our capability.”

• Amazon’s experiment with car retail is turning into something real, as early buyers and dealers say the platform is already driving fresh traffic and confidence into the process, with Ford, Hyundai and Hertz now listing vehicles on the platform.
  • Dealers say the visibility is unmatched: “Amazon gets a tremendous amount of eyeballs… We expect it to be a powerful tool,” said Brady Schmidt of Puente Hills Ford.
  • Hyundai reports that nearly all Amazon browsers were new to the brand, and 40% became more likely to consider Hyundai after seeing vehicles on the site.
  • Early buyer Steve Picciotti bought an $8 USB cable, a $90 beard trimmer and a $45,000 Hyundai Santa Fe SUV. “I’m a pretty religious Amazon shopper. I knew if it was coming directly from Amazon it would be legit. I said to my wife: ‘Let’s just try it.’”

• Target is launching a new “10-4” customer-interaction rule—mandating smiles, greetings, and waves—to boost guest satisfaction as the retailer battles declining traffic.
  • Employees must smile, wave, or acknowledge any shopper within 10 feet, and give a verbal, friendly greeting within 4 feet.
  • Others see it as normal retail hospitality: a simple “Need anything?” or “How’s it going?” depending on the guest’s cues.
  • “We know when our guests are greeted, feel welcomed and get the help they need that translates to guest love and loyalty,” said EVP Adrienne Costanzo.

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 #1203: Autonomy expands its EV subscription fleet with new brands, Foxconn doubles down on becoming a global EV battery powerhouse, and the U.S. labor market enters a “Great Freeze” that’s keeping both hiring and firing on ice. 

Show Notes with links:

• EV subscription company Autonomy has secured $25 million to add more than 1,200 vehicles and broaden its lineup beyond Tesla.
  • Autonomy operates a subscription-based model where customers choose an EV in the app, pay by credit card, and receive delivery through dealer partners.
  • New funding brings in Polestar and Volvo models, plus updated Tesla Model 3 and Model Y variants.
  • Recent model-year and off-lease CPO EVs are being added to offer more price points for subscribers.
  • Dealer partners handle delivery—Galpin Motors will lead the Polestar rollout in L.A. using a Deloitte-built digital experience.
  • “Our goal is to make getting a car as easy as streaming a movie… on the customer’s terms,” said founder & CEO Scott Painter.

• Foxconn—the same company that builds your iPhone—is rapidly reinventing itself again, this time as a global battery supplier capable of powering future cars, buses, and data centers.
  • A new $193M battery plant in Kaohsiung is ramping from 0.5 GWh to 1.2 GWh next year, supplying commercial vehicles now and passenger EVs in 2025.
  • Foxconn says it can replicate its full, automated, 85% in-house battery supply chain anywhere in the world, creating local supply for OEM partners.
  • Its EV lineup is expanding (Model C, B, D, E, A), and the company has its first U.S. customer for the Model C—awaiting North American certification.
  • Partnerships are multiplying, including a new electric-bus venture with Mitsubishi Fuso using Foxconn-built battery packs.
  • “We can duplicate this anywhere and scale up,” said Troy Wu, global battery strategy lead. “Customers are looking for one-stop shopping.”

• A chill has settled over the American labor landscape as companies avoid both layoffs and hiring, creating what economists are calling the “Great Freeze.” It’s a market stuck in neutral—good for job security, not so great for career mobility.
  • Layoffs remain low, but hiring has also slowed as companies cling to workers while avoiding expansion during economic uncertainty.
  • Tariff questions, AI impact, supply constraints, and weak pockets like construction are all contributing to hesitancy in adding headcount.
  • Companies are holding onto workers for stability, but a recession could break that trend. Unemployment is still low, yet job openings have fallen to 7.2 million.
  • Career growth is stalling as workers struggle to move roles or negotiate raises in a low-turnover environment.
  • “We’re seeing employers and job seekers both trying to wait out any of t

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 #1202: Day 2 from Automobility LA at the LA Auto Show, and we host Amit Chandarana, CEO of Curbee to talk about how there are now 16 independent repair shops to every 1 franchise dealership.. Plus, Paul and Kyle get gifts to welcome them to their first West Coast activation.

This episode is brought to you by our Automobility LA Press and Content Partner Curbee, the fastest growing mobile service technology platform for dealerships.

• Dealers may be facing a bitter reality as new data reveals there are now 16 independent repair shops for every franchised dealership in the U.S.—and that gap is only growing.
  • The 16:1 ratio highlights a major competitive disadvantage for dealerships in service accessibility.
  • With over 300K independent shops and aging vehicles on the road, independents are winning on location, price, and speed.
  • Dealership service appointments are down 6% YoY while consumer expectations around convenience continue rising.
  • Mobile service is emerging as the top solution—dealers offering it see high ROI and retention gains.
  • “The 16 is more than a ratio—it’s a reality check,” says Curbee. “Convenience wins and accessibility is the new loyalty program.”

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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