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Episode #1201: Today, we’re coming at you from sunny Los Angeles, where we’ll be hosting interviews at Automobility LA at the LA Auto Show. We look ahead to all the conversations we’re going to be able to have, plus Kyle gives us a recap of the Modern Retailing Conference, and Cox Auto signals affordability is getting worse.

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

Show Notes with links:

• Cox Automotive’s affordability index says October got a little worse… again.
  • Average new-vehicle payment: $766.
  • Weeks of income needed: 36.43, inching up.
  • Incentives dropped, rates stayed high-ish, and prices barely eased.
  • Your customer is doing this math long before they meet your desk manager. If your strategy assumes “they’ll figure it out,” that’s not a strategy.

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 #1200: Paul sits down with Brian Benstock for a focused conversation on how AI is reshaping dealership roles, why strong leadership matters in uncertain markets, and how competition, democracy, and global collaboration all influence the future of automotive. Brian reflects on developing people, adapting to changing conditions, and the responsibility leaders have to push their impact further.

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 #1199: Ford launches CPO sales on Amazon—but the dealer keeps the keys. Plus, Hyundai teases a high-riding electric concept for the off-road segment, and Netflix pivots to a massive experiential retail strategy.

Show Notes with links:

• Ford is leveraging Amazon's massive consumer reach, partnering with the e-commerce giant to allow franchised dealers to sell their Certified Pre-Owned (CPO) inventory directly through the platform.
  • The transaction flow is highly digitized: customers can secure financing and complete the initial paperwork online, streamlining the final steps required in the dealership.
  • The dealership remains the seller of record, ensuring they handle the final transaction and subsequent service.
  • Ford will evaluate the results of CPO-only sales before considering expanding into new vehicle sales on the platform in the future, mimicking the Hyundai model.

• Hyundai is doubling down on the rugged-SUV trend at the LA Auto Show, teasing the "Crater Concept," an extreme off-road show vehicle that aggressively amplifies the brand's popular XRT trim line.
  • The Crater is a boxy, high-riding SUV, a true off-road direction for the brand, possibly targeting the Ford Bronco.
  • The design uses a closed-off grille and no visible exhaust, suggesting it is part of Hyundai's electrification push
  • Hyundai Design North America just unveiled "The Sandbox," a new creative hub dedicated exclusively to developing future outdoor adventure vehicles and XRT-branded gear

• Netflix is betting that the future of retail is experiential, as it opened its first 100,000-sq-ft "Netflix House," setting a new benchmark for brand activation and customer engagement.
  • The space converts a former Lord & Taylor anchor store, demonstrating a highly creative use for large, vacant mall real estate.
  • Initial press reviews were overwhelmingly positive, with critics comparing the staff's training and execution to "Disney and Universal staffers."
  • The model uses a high-low structure: free exploration drives traffic, while paid, premium immersive experiences ($15–$39) are the key revenue drivers.

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 #1198: Audi taps Scout Motors to build its first U.S.-made SUV, the used-car market cools while EVs heat up, and Ford trades “The Glass House” for a high-tech headquarters built for its next century.

Show Notes with links:

• Audi is shifting its U.S. strategy with plans for a large electric SUV designed specifically for American buyers—but instead of building a new plant, it’ll lean on Scout Motors’ upcoming South Carolina facility.
  • The new SUV will use Scout’s body-on-frame EV platform with a range extender for longer driving distances.
  • Production starts in late 2027, giving Audi its first U.S.-built model without a multibillion-dollar factory investment.
  • The move helps Audi avoid steep import tariffs while boosting its U.S. competitiveness.
• Scout CEO Scott Keogh hinted at more group synergies: “There is certainly a possibility that other exciting products from the group will definitely be built there.”

• The used-car market is finding its rhythm again—though buyers are taking their time. Prices keep climbing, but EVs are now the surprise speed sellers of the segment.
  • The average three-year-old car spent 41 days on lots in Q3 2025, the slowest turnover since 2017.
  • The average transaction price hit $31,067, up 5% from last year and nearly $10K higher than pre-pandemic.
  • EVs sold fastest at just 34 days, beating hybrids (40 days) and gas models (43 days).
  • Two-thirds of used EVs were priced between $20K–$30K, often with under 40,000 miles, giving them the best value in the market.
  • Edmunds found that eight of the 19 fastest-selling three-year-old vehicles were EVs, led by the Tesla Model 3, Model Y, and Hyundai Ioniq 5.

• For the first time since 1956, Ford is moving its headquarters—trading “The Glass House” for a massive, ultra-modern campus designed to reflect the automaker’s tech-driven future.
  • The new 2.1 million-square-foot “Ford World Headquarters” doubles the size of the old site, featuring seven restaurants and a 160,000-square-foot food hall.
  • A dramatic showroom dubbed a “James Bond villain’s lair” serves as the centerpiece for product reveals and executive decision-making.
  • The move, just three miles from the old HQ, brings over 14,000 employees within a seven-minute walk of the new complex.
  • Ford’s goal: attract top software and AI talent and foster collaboration—something “The Glass House” wasn’t built for.
  • Ford Land’s Jennifer Kolstad said, “When you’re in it, you feel like you are in the center of automotive design.”

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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On this Saturday episode, Paul and Chris highlight how NADA Academy students and staff collected over 13,000 new socks during their Socktober campaign to support shelters across Virginia and Washington, D.C., showing how future dealership leaders are already stepping up to meet real community needs and proving the power of consistent, ready-to-serve culture in 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 #1196: Today we’re talking about Mazda finally going all-in on EVs, Impel investing in the next wave of auto-tech innovation, and Chery’s viral stair-climb stunt that went downhill…literally.

We’ll be at Automobility LA at the LA Auto Show next Thursday, November 20 hosting the LA Auto Show Sessions. Thanks to our friends at Cars Commerce and Curbee for making it possible. 25% off registration with code MoreThanCars. https://laautoshow.com/me

Show Notes with links:

• After years of hesitation and a short-lived MX-30, Mazda is officially moving its EV plans forward with its first dedicated electric vehicle now in testing in California. This marks a pivotal shift in strategy as the automaker works to electrify its global lineup.
  • A prototype midsize electric crossover, resembling a smaller CX-90, was recently spotted near Mazda’s Irvine R&D center.
  • Built on the new Skyactiv EV Scalable Architecture, it’s Mazda’s first EV designed specifically for the U.S. market.
  • Production is slated for 2027, with U.S. sales expected in 2028.
  • Mazda is investing nearly $11 billion in electrification, but it has scaled back its EV sales target from 100% to 45%  to 25% by 2030.
• Impel is putting its money where its vision is by investing in Automotive Ventures’ Mobility Fund II, signaling a strong commitment to driving innovation in the auto retail space through early-stage tech.
  • The fund focus areas include AI, robotics, mobility, and industrial tech aimed at transforming how vehicles are sold and serviced.
  • The investment highlights Impel’s strategy to back technologies that boost dealership productivity and experience as they Impel bring their AI tools and vast dealership network to support startups within the fund.
  • Impel joins a group of forward-looking investors aiming to accelerate innovation that benefits dealers, OEMs, and consumers alike.
  • Michael Quigley (Impel): “Our investment... reflects our belief that meaningful transformation in automotive retail will be powered by early-stage innovation... We’re helping to accelerate progress across the entire industry.”
• Chinese automaker Chery attempted to recreate Land Rover’s legendary 999-step climb at Heaven’s Gate—but instead of a viral triumph, the stunt turned into a viral fail that forced a public apology.
  • Heaven’s Gate is a famous natural rock arch on Tianmen Mountain in China, reached by a steep staircase with 999 steps and often used in extreme stunts and marketing spectacles.
  • The Fulwin X3L SUV lost power mid-stunt, hit a railing, and rolled back into a fence.
  • A detached safety rope entangled the right wheel, causing the mishap.
  • Chery admitted to poor risk assessments and promised to compensate for damages and repair the area.
  • The X3L boasts a 422 hp range-extended powertrain and is marketed as off-road capable.

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 #1195: Toyota doubles down on hybrids with a $14B battery bet. Waymo hits the freeway ahead of Tesla in the autonomy race. And OpenAI unveils a “warmer” GPT-5.1 with customizable personalities and smarter responses.

We’ll be at Automobility LA at the LA Auto Show next Thursday, November 20 hosting the LA Auto Show Sessions. Thanks to our friends at Cars Commerce and Curbee for making it possible. 25% off registration with code MoreThanCars. https://laautoshow.com/me

Show Notes with links:

• As U.S. EV momentum slows, Toyota is increasing its already big bet that hybrids, not full electrics, are the future of American green driving, anchored by a massive new battery plant in North Carolina.
  • Toyota’s new $14B plant in Liberty, NC is its largest U.S. battery investment yet.
  • The facility will power hybrid production in Kentucky and Alabama, with plans for EV and plug-in hybrid output.
  • Roughly half of Toyota’s U.S. sales are already hybrids or EVs, led by hybrid-only Camry and Sienna models.
  • The RAV4 will become 100% hybrid in 2026, with plug-in sales expected to quadruple.
  • “Regardless of where the regulation goes, we will have the capacity to support our compliance needs,” said David Christ, Toyota North America brand chief.
• Waymo has a commanding lead in the autonomous vehicle race now launching the first-ever robotaxi service on highways across three major U.S. cities. The move distances it even further from rivals like Tesla and Zoox.
  • New highway service rolls out in San Francisco, Phoenix, and Los Angeles, initially for limited riders.
  • This milestone extends Waymo’s reach to San Jose and introduces airport pickups at San Jose International.
  • The Waymo Driver has shown 91% fewer serious-injury crashes compared to human drivers.
  • Waymo now operates over 2,500 vehicles and has logged more than 100 million driverless miles.
  • “The Waymo Driver does not get tired, does not lose focus and does not make emotional decisions behind the wheel,” said project manager Jacopo Sannazzaro.
• OpenAI has rolled out GPT-5.1, calling it a smarter, more engaging upgrade to its August release of GPT-5—complete with expanded personality settings and model matching enhancements.
  • GPT-5.1 includes “Instant” and “Thinking” variants, optimized for speed, clarity, and task persistence.
  • New personality presets include Candid, Quirky, Nerdy, Cynical, and more, adding tone flexibility.
  • Users will begin to see model auto-matching and personalization tools in settings.
  • The upgrade follows user backlash to GPT-5 and competition from Anthropic powering Microsoft tools.
  • “We’re well past the point of one-size-fits-all,” said Fidji Simo, OpenAI's CEO of Applications.

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 #1194: Today we’re talking about the next generation of car buyers shaking up the F&I office, Jim Farley’s humbling EV teardown that’s reshaping Ford’s strategy, and BYD’s jaw-dropping megafactory in China that’s literally larger than San Francisco. 

Show Notes with links:

• Born digital and raised on instant access, Gen Z is reshaping how dealerships sell protection, financing, and paperwork. CDK’s 2025 F&I Shopper Study shows this generation demands transparency, security, and flexibility at every step.
  • Gen Z buyers are twice as likely to purchase six or more F&I products compared to older generations.
  • They’re especially drawn to security and theft protection, with 29% selecting theft protection versus a 23% average.
  • 69% finance outside the dealership, often coming pre-approved with online or bank-based loans.
  • Surprisingly, 53% still prefer paper signatures, though a quarter favor a hybrid process.
  • “Dealers who adapt with flexibility, transparency, and security-focused offerings will capture Gen Z’s loyalty — and their $12 trillion in future buying power,” the report concludes.

• Ford CEO Jim Farley says tearing apart Teslas and Chinese EVs was a “shocking” wake-up call that exposed how far traditional automakers must go to stay competitive — and why Ford can’t afford to back down from electric vehicles.
  • Teardowns of Tesla’s Model 3 showed 1.6 km less wiring than Ford’s Mach-E, proving how much efficiency Ford needed to gain.
  • The discovery led Farley to create Ford’s Model E division, which lost $5 billion in 2024 — but he stands by the decision: “I knew it was going to be brutal business-wise. But it was important for Ford’s EV operations to be accountable to investors.”
  • He’s pushing for a culture shift at Ford: “My ethos is, take on the hardest problems as fast as you can and do it sometimes in public because you’ll solve them quicker that way.”
• In a move that redefines the meaning of “mass production,” Chinese automaker BYD is building an EV complex in Zhengzhou so massive it will literally be bigger than the entire city of San Francisco.
  • The Zhengzhou site will cover 50 square miles, surpassing San Francisco’s 46.9, and include high-rises, sports facilities, and even housing — a “factory with a city attached to it.”
  • The site will serve as a manufacturing and R&D hub, capable of producing hundreds of thousands of vehicles and components annually.
  • BYD recently overtook Tesla in European EV sales and is aggressively targeting the UK and Japan next, with full European lineup availability by 2028.
  • The project highlights China’s strategy to scale vertically and geographically, blending manufacturing, housing, and logist

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 #1193: Today, we’re covering a spike in EV inventory, why dealerships are losing service customers, and how Gen Z’s complex spending habits could reshape the retail landscape.

Show Notes with links:

• A new Cox Automotive study warns that dealerships are quietly losing the long game in fixed ops. Despite the average age of a vehicle being 12.8 years, customer loyalty—especially among recent buyers—is slipping fast.
  • Dealerships now see 12% fewer service visits than in 2018, despite rising service volume overall.
  • Loyalty is weakening: just 54% of owners with cars under 2 years old return to the selling dealer, down sharply from 72% in 2023.
  • Independent shops, quick lube chains, and mobile services are capturing business once assumed to be “locked in.”
  • Primary reasons for defections include surprise costs and poor communication—despite dealership pricing being slightly lower than independents on average.
  • “There is a clear call to action here for dealerships to proactively address customer dissatisfaction, strengthen communication and improve sales to service coordination to build back market share through lasting relationships.” said Skyler Chadwick, Director of Product Consulting at Cox Automotive.

• New-vehicle inventory in the U.S. surged past 3.1 million units in early November, with electric vehicles stacking up the fastest.
  • Total inventory rose from 2.8M to 3.14M units, with days’ supply climbing to 70.
  • EV supply more than doubled in October to 107 days, up from 47 just a month earlier.
  • Gas-powered vehicles sit at 72 days; hybrids at a leaner 57 days. Cars remain tight at 46 days while light trucks sit at 60 days
  • Toyota leads the pack with the tightest supply at just 33 days, while several Stellantis brands now exceed 100 days’ supply.
  • Subaru was the only automaker among monthly reporters to see inventory shrink.

• Retailers are racing to understand Gen Z—set to command $12 trillion in spending power by 2030. A new PwC report shows this generation mixes frugality with emotional spending and values-driven decisions.
  • Gen Z plans to cut holiday spending by 23%, averaging $1,357—far less than millennials at $2,190.
  • 82% plan to buy “dupes”—affordable versions of luxury goods—and 79% wait for sales.
  • While cautious, they’ll splurge on “affordable affluence”: resale sneakers, luxury skincare, and $7 matcha lattes.
  • Loyalty is fleeting: 81% have changed buying decisions based on a brand’s reputation.
  • Quote: “For most Gen Z’ers, customer loyalty has to be earned, and even then it is fragile,” said Greg Petro, Forbes contributor.

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 #1192: Ford faces a jolt of EV reality as the F-150 Lightning may lose its spark. Meanwhile, SEMA goes full throttle with hydrogen, hybrids, and horsepower. And Progressive’s “Flo” gets a digital copilot as AI helps animals hit the road in the brand’s latest ad.

Show Notes with links:

• Ford is reportedly weighing the end of its all-electric F-150 Lightning as it reassesses its EV strategy amid steep losses and cooling demand. The move would mark a dramatic shift from what Ford once called a “Model T moment.”
  • Ford’s Model e division has lost $2.2B in the first half of 2025 and Lightning production remains paused after a fire at aluminum supplier Novelis,
  • Sales have plateaued: only 24,577 units sold through October and fewer than 100,000 total since launch.
  • Ford execs are prioritizing gas and hybrid F-150s as EV tax credits fade and consumer demand softens.
  • The review echoes moves by GM and Stellantis, both of which have scaled back electric truck plans.

• The SEMA Show once again delivered its signature mix of over-the-top creativity and real-world innovation. Automakers used the Las Vegas stage to showcase performance, personalization, and the future of vehicle design.
  • Ford unveiled the Maverick 300T, a 300-hp street truck featuring the Mustang’s turbocharger, a lowered stance, and sport-tuned suspension aimed at AWD trims.
  • Honda came in hot with eight prototypes, led by the Civic Type R HRC Rally XP built for rally racing.
  • Toyota showed off a Turbo Trail Cruiser based on a 1985 Land Cruiser FJ60.
  • Nissan’s Dune Patrol turned the Armada into a desert racer.
  • “SEMA has become the proving ground for what’s next in personalization — if it’s wild enough to work here, it’s only a matter of time before it hits the street,” said one show organizer.

• Progressive is putting artificial intelligence in the driver’s seat—literally—in its new ad “Drive Like an Animal.” The spot uses AI-generated visuals to depict animals behind the wheel while promoting the company’s Snapshot® program, which personalizes rates based on actual driving habits.
  • The ad combines AI-generated animation with the familiar voice of Flo (Stephanie Courtney) for a whimsical twist where llamas, lions, and leopards rule the road.
  • “AI is an exciting tool that adds to our ability to innovate, but it’s just that—a tool,” said Matt Dillon, Business Leader of Creative Development at Ninety6, Progressive’s agency.
  • Progressive says its use of AI follows strict ethical and copyright standards, emphasizing responsible innovation.
  • “‘Drive Like an Animal’ shows that fairness and personalization can be fun—drivers deserve coverage that reflects them,” said Meghan Walsh, Progressive’s Head of Integrated Marketing.

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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