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Good morning, New Orleans! 
 
Today, we're broadcasting from outside the NADA Main Stage as we get ready for the first day of NADA 2025. 
 
Joining us is Tom Castriota, incoming chairman of NADA! 
 
Here to a great Friday!

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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We are coming to you live from New Orleans with the most comprehensive coverage of the NADA Show and J.D. Power Auto Summit.

Conditions are rapidly improving and schedules are adjusting to accommodate all of the events and expo floor for attendees.

On our minds this morning is Jack Hollis stepping down from Toyota and Michael Cirillo's podcast, The Dealer Playbook, is joining the More Than Cars Media Network.

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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It’s wheels up to New Orleans for the ASOTU Crew. On this NADA Show Eve, we’re giving you the official preview of where we’ll be and how to track us down. Plus, we talk about NADA pushing back against OEMs who have decided to sell direct and how you can get a Tesla Model Y for under $40,000.

Show Notes with links:

• What Is A Must Attend?
  • The ASOTU First Stop Party
  • ASOTU on the NADA Live Stage
  • Stop by the ASOTU booth #8059
  • Watch for the new More Than Cars Season 1 Trailer around the Show

• NADA will make an Official Statements on VW/Scout and Sony/Honda
  • Following the franchise meetings for Volkswagen and Honda at NADA Show in New Orleans NADA President and CEO Mike Stanton will be available to talk to the press about these manufacturers’ recent announcements to attempt the direct sales model to retail sell the Scout and Sony vehicles.

• Tesla is offering steep discounts on its Long Range AWD Model Y, with prices dipping below $40,000 after the $7,500 federal tax credit—a rare price point for an AWD electric SUV.
  • Tesla’s inventory Model Y now starts at $39,490, undercutting the build-to-order price.
  • Leasing deals have dropped to $329/month, lower than the usual $399/month.
  • The discounts apply to the 2020 Model Y, as Tesla prepares for the Juniper refresh next year.
  • Tax credit uncertainty looms with the new Trump administration, potentially affecting future EV incentives.

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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Tuesday of NADA week means our bags are packed for New Orleans! Today, we’re talking about President Trump’s plans for tariffs on Mexican and Canadian imports, Stellantis’s plan to revive sales and market share, and how consumers prefer to shop on marketplaces rather than brand websites.

Show Notes with links:

• President Donald Trump has reaffirmed his intention to impose 25% tariffs on all Mexican and Canadian imports, citing concerns over drug trafficking and illegal immigration. With a February 1 deadline in mind, the proposed tariffs have set off alarm bells across the automotive industry and beyond.
  • The tariffs would affect $97 billion worth of auto parts and 4 million finished vehicles, increasing average new-car prices by about $3,000.
  • Detroit automakers face major disruption, as Stellantis imports 40% of its U.S. vehicle sales, GM 30%, and Ford 25%.
  • Both Canada and Mexico have threatened retaliatory tariffs against American goods, potentially leading to a broader trade war.
  • Canadian Prime Minister Justin Trudeau flew to Florida to emphasize that Canada is not the problem, while Mexico has increased enforcement efforts to appease Trump.
  • Trump also indicated he was still considering a universal tariff on all foreign imports to the U.S., but said he was “not ready for that yet.”

• With the departure of CEO Carlos Tavares, Stellantis is reviving popular models, reintroducing incentives, and refocusing on affordability. The company hopes these changes will reverse plummeting sales and rebuild relationships with dealers and suppliers.
  • Jeep is bringing back the Cherokee-sized SUV, a key nameplate that once made up 17% of the brand’s sales.
  • Dodge is reviving the gas-powered Charger, reversing its shift away from internal combustion engines.
  • Ram is delaying its all-electric pickup, opting instead for a hybrid model with a gas backup.
  • Stellantis’s market share fell from 12.5% to 8% under Tavares, prompting a strategic overhaul.
  • “We need to be sure that in the next 12 months, we see a clear path to go to double-digit [market share],” said Stellantis COO Antonio Filosa.

• A new global study highlights just how dominant online marketplaces have become for shoppers in the U.S., UK, France, Germany, and the Netherlands—leaving traditional brand-owned websites in the dust.
  • 63% of consumers prefer marketplaces over shopping directly from brands.
  • 47% use marketplaces for product discovery rather than Google or other search engines.
  • 59% of U.S. shoppers browse marketplaces for fun, but that often leads to impulse buys.
  • 56% admit to making unplanned purchases, while 13% do so often.
  • “Retailers must embrace a multichannel strategy to stay competitive—or risk being left behind. It’s not just about

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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It’s the biggest week in retail auto as the industry prepares to descend on New Orleans. Today, we’re previewing what you can expect at the Show on the mainstage, plus we’re talking about Canoo filing for bankruptcy and looking at how much range EVs actually have during the winter.

Show Notes with links:

• Every year, the NADA Mainstage is a must-attend while at the Show, and this year is no different. These sessions start at 8:45AM Friday through Sunday and feature leadership, humor and knowledge from outside of automotive.
  • Friday, January 24 kicks off with Best-Selling Author & Executive Coach, Ryan Leak discussing strategies for self-leadership and team empowerment. He’ll help dealers answer key questions like “What am I like as a leader?” and offer practical tools for fostering a high-performing team. Plus, 2024 NADA Chairman Gary Gilchrist will speak.
  • Saturday, January 25 features Frank Caliendo, Comedian, Actor & Impressionist bringing his signature humor to the NADA stage. He’s famous for spot-on impressions of sports figures, celebrities, and politicians. Then, incoming 2025 NADA Chairman Tom Castriota will speak and the highly anticipated Time Dealer of the Year ceremony.
    • Our friends who have been nominated this year: Andy Guelcher of Mohawk Chevy and Mohawk Honda, Andrew Walser of the amazing Walser automotive Group, Julie Herrera of Toyota of Cedar Park, Shaun Del Grande of Del Grande Dealer Group
  • Sunday, January 26 wraps up with Legendary Duke Basketball Coach Mike Krzyzewski (Coach K). He’ll share lessons on leadership and teamwork from his Hall of Fame career, and provide insights into building a winning team culture.

• EV startup Canoo Inc. has filed for Chapter 7 bankruptcy, halting operations immediately and liquidating its assets. Despite efforts to secure foreign investment, the company struggled with cash flow, weak demand, and failed funding attempts.
  • Known for its microbus-inspired cargo vans, Canoo supplied government and commercial fleets, including NASA, the Department of Defense, and Walmart.
  • Production began in Oklahoma (Nov. 2023), with $100M in potential incentives, but cut 23% of its workforce within a year.
  • The company reported a $165M net loss in 2024, generating just $1.5M in revenue—less than the $1.7M spent on its CEO’s private jet in 2023.
  • CEO Tony Aquila: “We are truly disappointed that things turned out as they did.”

• The latest 2025 Scandinavian winter EV test results are in. While all vehicles lose range in cold weather, EVs feel the impact —and this year's test saw some unexpected results.
  • The Polestar 3 lost just 5% of its expected range, outperforming models with longer official ratings.
  • Tesla’s Model 3 flopped, losing 24% range, falling short of its 702km expectations,
  • 4 out of the top 5 performers were China-made, including two BYD models: 5. BYD Sealion 7 4. Lotus Emeya 3. Min

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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It's the last weekend before the 2025 NADA Show and so we're looking ahead to next week. Head Writer Chris Reeves gives us the rundown on what to expect, what to look for and what to avoid.

Plus, Paul and Kyle tell us what they want to achieve.

Follow Nathan Southwick

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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We’re wrapping up the week so we can hit NADA running. Today, we cover how GM has settled a case with the FTC about collection and selling of data collected through Onstar. Plus, EV registrations are rising amid concerns that President Trump will get rid of the IRA tax credit, and lessons learned from the 2025 National Retail Foundation Big Show.

Show Notes with links:

• General Motors has reached a settlement with the FTC over allegations that it sold customer driving data without their consent. The FTC alleged that GM's OnStar service collected precise geolocation and driving behavior data, which was then sold to third parties, including consumer reporting agencies. 
  • GM failed to clearly disclose to consumers that it collected and sold this data.
  • The FTC claims that GM's enrollment process for the OnStar Smart Driver feature was "confusing and misleading."
  • GM has discontinued the Smart Driver program and ended its third-party telematics relationships with LexisNexis and Verisk.
  • Under the settlement, GM is banned from disclosing this type of consumer data to consumer reporting agencies for five years.
  • The company will also take steps to provide greater transparency and choice to consumers over the collection, use, and disclosure of their connected vehicle data.
  • "Respecting our customers' privacy and earning their trust is deeply important to us," GM said.

• Electric vehicle registrations saw a significant jump in November as consumers rushed to take advantage of automaker discounts and secure the $7,500 federal tax credit, which may be repealed under President-elect Donald Trump.
  • EV registrations surged 21% year-over-year to 109,120 vehicles in November.
  • Battery-electric vehicles captured 8.3% of the U.S. light-vehicle market, up from 7.4% a year earlier.
  • Automakers, fearing a drop in EV demand if incentives are repealed, offered deep discounts and lease deals.
  • Tesla led the market with 46,225 registrations, while GM brands saw the most growth, particularly Chevrolet.

• The National Retail Foundation 2025 Big Show in New York brought together tens of thousands of retail professionals to discuss the landscape of shopping, technology, and consumer behavior. Key themes included adaptability, embracing failure, and the growing role of AI-driven dynamic pricing in retail strategies.
  • Best Buy CEO Corie Barry emphasized "adaptability over perfection," noting that retailers must balance both in-store and digital experiences to remain competitive.
  • Amazon's Doug Herrington echoed Jeff Bezos’s sentiments on learning to fail, saying, "If you get too good at avoiding failure, innovation becomes nearly impossible."
  • Macy’s CEO Tony Spring rejected the idea that department stores are dead, instead calling them a "curated marketplace"

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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Is NADA really only a week away? Today, we’re looking back at Gary Gilchrist’s time as 2024 NADA Chairman, seeing how Rivian became the best selling electric van in the country, and examining Starbucks new code of conduct and how baristas are responding.

Show Notes with links:

• Yesterday, we covered incoming NADA Chairman Tom Castriota’s priorities for 2025, so today, it’s only fitting that we give 2024 Chairman Gary Gilchrist the floor for a bit. As he prepares to hand over leadership, Gilchrist emphasizes the importance of strong dealer advocacy in Washington and continued defense of the franchise system amid direct-sales threats and regulatory changes.
  • On EV Adoption: “[Dealers have] spent millions of dollars in our facilities to make this transformation, but it is the consumer choice, and the consumers are not adopting it. [W]e’re at 7.8% nationally for fleet adoption, so we’ve got a ways to go
  • On the CARS Rule: “NADA has been at the tip of the spear on that. We’ve challenged it, and now we’re just waiting for the ruling. We feel good about it, but obviously we’re waiting to see where the ruling comes.
  • On the IRA Tax Credit potentially going away: “We need that $7,500 tax credit right now as we cut the line down on EV inventory. Let’s give it some time for customers to take advantage of it.”
  • On Scout Motors: “It’s a real simple answer: It will be challenged nationwide.”
  • What he would like to see incoming Chairman Tom Castriota accomplish: 1. Defend the franchise system against direct sales. 2. Strengthen relationships with ATAEs. 3. Monitor government overreach.

• Rivian has taken the top spot in the electric van market, surpassing Ford with its Electric Delivery Van (EDV). Despite facing manufacturing hurdles and supply shortages, Rivian’s partnership with Amazon and expansion into new fleets helped drive record-breaking sales.
  • Rivian delivered 13,423 electric vans in 2024, a 67% increase from 2023, outpacing Ford’s 12,610 E-Transit sales.
  • The EDV’s strong Q4 performance (4,397 units, +84.1% YoY) helped Rivian claim the title of best-selling electric van in the U.S.
  • Rivian’s Normal, IL plant underwent upgrades in April to improve cost efficiency but also faced temporary shutdowns in the summer due to part shortages.

• Starbucks Workers United (SBWU), which represents more than 11,000 baristas, is pushing for clarity and bargaining over Starbucks' new code of conduct. The revised policy ends the company’s open-door policy, sparking concerns over enforcement and its impact on customers.
  • The new policy ends free access to store spaces and restrooms without a purchase, shifting enforcement responsibilities to baristas.
  • SBWU is demanding negotiations over how baristas are expected to enforce the policy and how it will impact th

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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Michael Cirillo joins the show on this hump day, as talk about incoming NADA Chairman Tom Castriota, how Ebay is joining the online used car game and ChatGPT making repeatable tasks happen.

Show Notes with links:

• Tom Castriota, incoming chairman of the National Automobile Dealers Association (NADA), has outlined his priorities for 2025, focusing on regulatory changes, the EV transition, and franchise system challenges.
  • Tom is a Marine Corps veteran with 27 years of service and was recognized as the 2011 TIME Magazine Dealer of the Year. His philosophy is to “try to do it right, every day. Do it honestly and do it correctly.”
  • On the incoming administration: “I believe personally that we have an administration that’s a little more pro-business. The consumer is very important. Without the consumer’s ability to buy, then we’re all struggling.”
  • On affordability: “My biggest concern is the average consumer, they’re stretched…  Those are the ones that are struggling today to buy that $30,000 truck or that $30,000 car or $30,000 EV. And that’s where I really believe that we as an industry, from the retail standpoint, that’s where many of us are missing that opportunity to grow.”
  • On inventory and day supply: “I don’t know if we, in the next few years, the manufacturers, want to get to that standpoint that there’s 3 million, 4 million cars and trucks sitting on dealers’ lots at a 120-day supply. I don’t think any manufacturer wants to do that."
• eBay has announced plans to acquire Caramel, a Los Angeles-based startup that simplifies the final steps of car sales, including financing, ownership transfer, and insurance. The acquisition aligns with eBay’s strategy to enhance trust and efficiency in its automotive marketplace.
  • The platform facilitates identity verification, title transfers, financing, and vehicle delivery, aiming to reduce post-sale complexities for buyers and sellers.
  • eBay aims to expedite and secure used car transactions, building on its existing escrow services and maintaining its competitive edge in the growing online automotive market.
  • The move comes as Amazon enters the car sales space with its Amazon Autos platform, signaling increased competition in the industry.
  • "The acquisition is all about ‘creating trust’ in the vehicle buying process," said Chris Prill, General Manager of eBay Motors.
• OpenAI has announced a new feature for ChatGPT called 'Tasks,' allowing users to schedule actions and reminders. The feature, currently in beta, aims to position ChatGPT as a digital assistant for Plus, Team, and Pro subscribers.
  • Users can schedule up to 10 simultaneous active tasks such as reminders, daily updates, or specific prompts, either as one-time or recurring events.
  • Tasks can be managed, modified, or canceled directly within chat threads or a dedicated "Tasks" section on the web interface.
  • ChatGPT can

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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9 days to NADA and you can feel the anticipation around the social media halls. Today, we’re talking about how the US Commerce Department is banning Chinese and Russian car hardware and software, Google’s new automotive AI agent debuting in the Mercedes CLA and Target changing production timelines to match social media trends.

Show Notes with links:

• The U.S. government has finalized a sweeping ban on the use of Chinese and Russian-made hardware and software in internet-connected vehicles to bolster national security and protect consumer privacy.
  • The Commerce Department will ban Chinese and Russian connectivity hardware in 2030 models and driving software from 2027 models.
  • Manufacturers tied to China and Russia are also prohibited from selling connected vehicles in the U.S.
  • Commercial vehicles, such as trucks and buses, are not yet covered but will be addressed soon.
  • Secretary Gina Raimondo stressed the ban as a measure to protect national security and American privacy. “This is a targeted approach to ensure we keep PRC and Russian-manufactured technologies off American roads,” 

• Google Cloud has unveiled its Automotive AI Agent platform, debuting in the new Mercedes CLA. The advanced system promises seamless, conversational interactions tailored for driver with enhanced natural language processing.
  • The next-gen MBUX Virtual Assistant has four “personality traits” (natural, predictive, personal, empathetic) and can ask clarifying questions to improve responses.
  • Powered by Google’s Gemini and Vertex AI, it offers real-time Google Maps updates, restaurant reviews, recommendations, and handles multi-turn dialogue.
  • Older Mercedes models with MBUX Voice Assistant may receive updates incorporating ChatGPT and Bing, though without full conversational AI features.
  • “This is just the beginning of how agentic capabilities can transform the automotive industry,” said Sundar Pichai, Google CEO.

• Target is speeding up its production process, slashing timelines from 27 weeks to just eight, to keep pace with consumer demands and trends driven by digital giants like Shein and Temu.
  • Target’s new model responds to rapidly shifting social media trends, aiming to match fast fashion’s quick go-to-market strategies.
  • For example, Target recently pivoted from decorative bows to cherry-themed holiday apparel, responding to consumer demand in time for the season.
  • Innovations in supply chain and design allow Target to cut product development cycles by nearly 70%.
  • “The next chapter in retail is going to be about innovation, newness, creativity,” said Rick Gomez, Target’s Chief Commerce 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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