CBT Live

How good dealers drift out of compliance, what Tom Wood University has built, and record dealership valuations.

Jim Fitzpatrick and Bridget Fitzpatrick are joined by Vince Melkumyan, Founder of Auto AI Radar, Sam Weaver, Vice President and Partner of Chevy Chase Automotive and Chairman of the Maryland Automobile Dealers Association, and Bill Demaree, Group Director of Fixed Operations at Tom Wood Group.

TODAY'S HEADLINES

• Dealership valuations remain at an all-time high, Dave Cantin of Dave Cantin Group said on Inside M&A, as buyers keep pursuing strong stores and more owners weigh a sale without a successor.
• Rivian delivered 19,248 vehicles in Q3, up 46% and above the roughly 18,000 Wall Street expected, while Tesla delivered 486,532 globally, down 2% but ahead of the roughly 461,000 analysts expected.
• Ford's Q3 U.S. sales fell 6.6% to 509,764, but excluding the Escape and Lincoln Corsair phaseout Ford estimates its retail share rose 0.4 points to 12.1%.
• CBT News is partnering with Cherokee Media Group for Used Car Week, November 16 through 19 in San Diego.

GUESTS

• Vince Melkumyan, Founder, Auto AI Radar, and Sam Weaver, Vice President and Partner, Chevy Chase Automotive, and Chairman, Maryland Automobile Dealers Association. How technology helps dealers find compliance issues, and where dealers are most vulnerable from the dealer's side of the desk.
• Bill Demaree, Group Director of Fixed Operations, Tom Wood Group. An update on Tom Wood University, including a new standalone facility expected to be complete this month, plus his service advisor and service manager handbooks and a new book in the works.

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Thank you to Force Marketing for supporting CBT Live.
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Peter Cooper on what dealers can learn from Carvana, Jen Suzuki on what real AI adoption looks like inside a store, and GM holds off Toyota in Q3 sales.

Jim Fitzpatrick and Bridget Fitzpatrick are joined by Peter Cooper, President of Lexus of Lehigh Valley, and Jen Suzuki, Founder & CEO of ZukiTalk and President of eDealer Solutions.


TODAY'S HEADLINES

• GM sold 670,974 vehicles in Q3, down 5.5%, and stays the top U.S. seller, while Toyota sold 633,223, up 0.6%, leaving it 37,751 behind GM for the quarter.
• Honda sold 392,341 vehicles in Q3, up 9.3%, its best third quarter since 2019, while Stellantis sold 324,277, roughly even with a year ago.
• Buyers are looking at sedans and smaller SUVs again: Honda passenger cars rose 18.4% in Q3 and Hyundai Elantra sales rose 18%, while the Tahoe, Suburban and Jeep Grand Cherokee lost ground.
• AutoNation named Ravi Simhambhatla Chief Technology and AI Officer, effective October 1.
• Lithia sold Audi Downtown LA and Volkswagen of Downtown LA to Grace Motorcars LLC. The deal closed September 28 and was announced October 1.

GUESTS

• Peter Cooper, President, Lexus of Lehigh Valley. What Carvana changed about consumer expectations for convenience, transparency and speed, and where traditional dealers still have the edge.
• Jen Suzuki, Founder & CEO, ZukiTalk, and President, eDealer Solutions. What real AI adoption looks like inside a dealership and how to get your people on board.

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https://www.conversica.com/ignite

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Sen. Bernie Moreno on where the Connected Vehicle Security Act stands in Washington and what the auto industry needs to know right now.

Jim Fitzpatrick is joined by Ashby Lincoln, filling in for Bridget Fitzpatrick, and Sen. Bernie Moreno. Weekdays at 12:00 PM ET.

GUESTS

• Sen. Bernie Moreno. Where the Connected Vehicle Security Act stands in the Senate and House, and the milestones dealers should watch between now and the end of the year.

THIS WEEK'S SPONSOR
Thank you to Conversica for supporting CBT Live.
https://www.conversica.com/ignite

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Consumer confidence fell to its lowest level since 2014, Sen. Bernie Moreno says Mercedes-Benz will not be banned under the Chinese vehicle bill, plus ADP hiring, inflation and Walser's largest acquisition.

Jim and Bridget Fitzpatrick are joined by Mike Gilson, CEO of Conversica, and Dave Anderson, President of LearnToLead.

TODAY'S HEADLINES

• Sen. Bernie Moreno told Reuters lawmakers are not going to ban Mercedes-Benz vehicles under a bill that would bar sales by automakers with more than 15% Chinese ownership, though Mercedes sits near 20% and a solution has not been finalized.
• The Conference Board's consumer confidence index fell to 81.9 in September from 88.6 in August, its lowest reading since April 2014, according to Reuters.
• ADP reports private employers added 90,000 jobs in September, up from a revised 36,000 in August, while the latest inflation report showed prices up 3.4% over the past year, below economists' expectations.
• Walser Automotive Group has acquired Metropolitan Ford and Suburban Chevrolet in Eden Prairie and Freeway Ford in Bloomington, Minnesota from Metropolitan Corp., its largest acquisition in company history.

GUESTS

• Mike Gilson, CEO, Conversica. How Ignite turns fragmented dealership data into revenue opportunities, including lease maturity, lapsed service and declined service.
• Dave Anderson, President, LearnToLead. The Q4 mindset, and how dealer leaders respond to the pressure of the final quarter.

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THIS WEEK'S SPONSOR
Thank you to Conversica for supporting CBT Live.
https://www.conversica.com/

MENTIONED IN THIS EPISODE
Conversica: https://www.conversica.com/
LearnToLead: https://www.learntolead.com/

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Antione Burks of Mac Haik Chevrolet on keeping Houston's No. 1 volume Chevy store on top and where AI fits, Lee Harkins of M5 Management Services on fixed ops, plus dealers waiting longer for fresh models, CarMax's volume versus gross tradeoff and a smaller Chevrolet Bolt run.

Jim and Bridget Fitzpatrick are joined by Antione Burks, General Manager of Mac Haik Chevrolet in Houston, and Lee Harkins, President & CEO of M5 Management Services. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• The Wall Street Journal reports dealers are feeling fewer redesigns, with analyst John Murphy projecting automakers will redesign an average of 9% of their lineups across the 2026 through 2028 model years, against a 20-year average of 14%.
• CarMax retail used unit sales rose 13.8% to 227,391 in its fiscal second quarter, while retail used gross profit fell $111 to $2,105 per unit.
• On Training Camp, Rob Ruth of Bob Ruth Ford tells Adam Marburger how his used car buying center helped one store grow from about 200 sales a month to the mid-400s.
• Reuters reports GM is building far fewer Chevrolet Bolts at its Fairfax plant than planned, with the local union president estimating about 35,000 against an earlier projection of about 150,000. GM has not confirmed those figures.

GUESTS

• Antione Burks, General Manager, Mac Haik Chevrolet. The store is Houston's No. 1 volume Chevrolet dealer and a 21-time Chevrolet Dealer of the Year. What he is seeing from customers, and how he uses AI while keeping the store human-first.
• Lee Harkins, President & CEO, M5 Management Services. The two numbers he says show what is really happening in the service drive: additional sales request (ASR) closing percentage and the parts-to-labor ratio.

THIS WEEK'S SPONSOR
Conversica: https://www.conversica.com/ignite

MENTIONED IN THIS EPISODE
Mac Haik Chevrolet: https://www.machaikchevy.com/
M5 Management Services: https://m5ms.com/
Rob Ruth on Training Camp: https://www.cbtnews.com/bob-ruth-ford...
John Murphy on the new product drought: https://www.cbtnews.com/navigating-th...

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Derek Hansen of Cox Automotive on what's really happening with used car sales and inventory heading into Q4, plus JC Prats, The Good GM, on how he uses social media to reach customers.

Jim and Bridget Fitzpatrick are joined by JC Prats, Executive General Manager at Starling Automotive, known as The Good GM, and Derek Hansen, Senior Vice President of Dealer, Lender and Inventory Management Solutions at Cox Automotive. Weekdays at 12:00 PM ET.

We also remember longtime Ford executive Jim O'Connor, who died September 25 at 83.

TODAY'S HEADLINES

• Nissan Americas Chairman Christian Meunier told CNBC that competing with Chinese automakers is "a hell of a challenge," calling their government-supported pricing "all dumping."
• Oil prices rose Monday after President Trump rejected an Iranian proposal to reopen the Strait of Hormuz, with Brent crude above $107 a barrel and WTI above $94.
• Jim O'Connor spent more than 40 years at Ford, serving as president of Ford of Canada, Lincoln Mercury and Ford Division before retiring in 2004 as group vice president of North American Marketing, Sales and Service.

GUESTS

• JC Prats, Executive General Manager, Starling Automotive, known as The Good GM. How he uses social media to connect with customers, build his brand and bring his team into the conversation.
• Derek Hansen, Senior Vice President of Dealer, Lender and Inventory Management Solutions, Cox Automotive. The state of used car sales and inventory heading into Q4, and how affordability is changing what dealers should stock.

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THIS WEEK'S SPONSOR
Thank you to Conversica for supporting CBT Live.
https://www.conversica.com/ignite

MENTIONED IN THIS EPISODE
Cox Automotive: https://www.coxautoinc.com/

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Washington is sending dealers mixed signals on Chinese automakers as Trump and Xi extend their trade truce, plus a Stellantis dealer on MAAP pricing and Subaru's $24,595 Impreza.

Jim and Bridget Fitzpatrick are joined by Bill Zadeits, President of Cherokee Media Group and Conference Chair of Used Car Week, and Phil Pecoraro, Operating Partner and Owner-Operator of Murdock Chrysler Dodge Jeep Ram of Bountiful, Utah. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• President Trump and Chinese President Xi Jinping met at the White House Thursday, and Treasury Secretary Scott Bessent says the two countries agreed to extend their trade truce by two months. Sens. Bernie Moreno and Elissa Slotkin delayed their push for quick Senate passage of a bill that would make restrictions on Chinese vehicles and connected vehicle technology permanent.
• Subaru is bringing back a lower-priced base trim for the 2027 Impreza at $24,595 MSRP, $2,000 below the 2026 entry price, or $25,840 with destination.
• Cox Automotive forecasts Ford's U.S. market share at 12.5% and GM's at 16.7% through the first three quarters of 2026, the largest share losses among the automakers it tracks.
• Tesla says it is beginning Semi deliveries to a first group of customers, with its long range version rated at 500 miles loaded on a charge.
• Nashville marks today, 9/25, as Dolly Day, a nod to Dolly Parton's 9 to 5, with events and donations supporting causes including her Imagination Library.

GUESTS

• Bill Zadeits, President, Cherokee Media Group, and Conference Chair, Used Car Week. Used Car Week brings dealers and industry leaders to San Diego November 16-19, and CBT News will be there through its partnership with Cherokee Media Group.
• Phil Pecoraro, Operating Partner and Owner-Operator, Murdock Chrysler Dodge Jeep Ram of Bountiful. What he's seeing from Stellantis and his take on the new MAAP pricing, which sets a floor for the prices and discounts dealers can advertise.

THIS WEEK'S SPONSOR
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Cox Automotive expects the Detroit 3 to finish the quarter at their lowest U.S. market share on record, dealers are watching whether Trump and Xi change anything for Chinese brands, and the chairman of the VW National Dealer Council on Scout Motors and VW's new plan.

Jim and Bridget Fitzpatrick are joined by Fred Emich, Managing Partner of Emich Automotive and Chairman of the VW National Dealer Council, and Joe Laham, President of Premier Companies.


TODAY'S HEADLINES

• Honda is in the final stages of planning a hybrid plant in Ohio that could cost as much as $2.5 billion, with production expected to begin in 2030, according to a Nikkei report. Honda has not announced the plant.
• A newly published survey of automaker CEO pay raises the question of what results automakers should reward when they set leadership compensation.
• Bentley unveiled the Torcal, its first fully electric vehicle, in London on Wednesday.
• President Trump hosts Chinese President Xi Jinping today, after NADA and other auto trade groups urged him to keep restrictions on Chinese automakers in place.
• Cox Automotive raised its 2026 new-vehicle sales forecast to 16.1 million from 15.8 million, and expects Detroit 3 brands to finish the third quarter at just over 36% market share, the lowest on record.

GUESTS

• Fred Emich, Managing Partner, Emich Automotive, and Chairman of the VW National Dealer Council. What VW dealers are telling the automaker they need, VW's new North America leadership and strategy, Scout Motors and the franchise model, and whether Colorado's state incentives are moving EV demand.
• Joe Laham, President, Premier Companies. What Stellantis' new pricing and digital advertising rules mean for its dealers starting October 1, and what the FTC's new price transparency guidance means for dealer advertising.

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THIS WEEK'S SPONSOR
Thank you to Capital One Navigator Platform for supporting CBT Live.
https://www.capitalone.com/cars/auto-financing/dealer

MENTIONED IN THIS EPISODE
Emich Automotive: https://www.emichauto.com/
Premier Companies: https://www.drivepremier.com/
Cox Automotive Q3 2026 sales forecast update: https://www.coxautoinc.com/insights/q3-2026-cox-automotive-sales-forecast-update-content/
Honda hybrid plant report: https://www.cbtnews.com/honda-plans-2-5-billion-hybrid-plant
Auto groups urge Trump to keep Chinese automakers out: https://www.cbtnews.com/trump-to-keep-chinese-automakers-out/

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Households earning more than $150,000 now account for 43% of new car sales, what Mark Miller Subaru has learned since the first AI agent-to-AI agent car deal, and what the Fed's first rate hike in three years means for dealers.

Jim and Bridget Fitzpatrick are joined by Chris Hudson, General Manager of Mark Miller Subaru, and Dan Varroney, Founder and CEO of Potomac Core. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• Households earning more than $150,000 account for 43% of new car sales so far this year, up from 29% in 2020, while households earning less than $100,000 fell to 36% from 50%, according to Cox Automotive data.
• Group 1 Automotive is adding Benjamin Hart, a member of the investment team at shareholder Conifer Management, to its board on November 1, according to an SEC filing.

GUESTS

• Chris Hudson, General Manager, Mark Miller Subaru. What he has learned since the store's first AI agent-to-AI agent car deal in May, what is live inside the dealership today, and how much authority a dealer should give an AI agent.
• Dan Varroney, Founder and CEO, Potomac Core. What the Federal Reserve's first rate hike in three years means for car buyers, dealers and the economy, and what dealers should plan for over the next six to twelve months.

THIS WEEK'S SPONSOR
Capital One, Navigator Platform: https://www.capitalone.com/cars/auto-financing/dealer/

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27 House Democrats urge President Trump to keep Chinese automakers out of the U.S., why a compliance problem can cut what a dealership is worth, and a look at the good news in the economy.

Jim and Bridget Fitzpatrick are joined by Christopher Singleton, Managing Partner of Mike Terry Chevrolet, and David J. Long, President of David J. Long Coaching and author of Step Zero. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• 27 Democratic lawmakers, led by Michigan Rep. Debbie Dingell, are urging President Trump to keep current restrictions on Chinese vehicles and connected-vehicle technology ahead of his meeting with Chinese President Xi Jinping (Reuters).
• Dave Cantin of the Dave Cantin Group and Seth Dobbs of Fox Rothschild explain why compliance, reputation and clean profits can raise or lower what a buyer will pay for a dealership.
• The Nasdaq closed at a record Monday, initial jobless claims fell to 196,000, their lowest since mid-July, and single-family housing starts rose 7.6% in August.
• CBT News is partnering with Cherokee Media Group to bring CBT Live to Used Car Week 2026, November 16 to 19 at the Manchester Grand Hyatt in San Diego.

GUESTS

• Christopher Singleton, Managing Partner, Mike Terry Chevrolet. The service metrics and KPIs that separate high-performing dealerships, customer retention and why fixed ops matters more when the market gets tougher.
• David J. Long, President, David J. Long Coaching. His new book, Step Zero, out September 28, and why success starts with attitude and approach before any process.

THIS WEEK'S SPONSOR
Capital One, Navigator Platform: https://www.capitalone.com/cars/auto-financing/dealer/

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