In this episode of Full Throttle, host Jason Stein sits down with Tom Castriota, owner of Castriota Chevrolet, Inc., for a wide-ranging conversation on the forces reshaping the auto retail industry.

Castriota reflects on his year traveling the country — and the world — listening directly to dealers about their biggest concerns, from direct-to-consumer sales and franchise law threats to affordability, tariffs, workforce shortages, and consolidation. He explains why NADA’s role as “the voice of the dealer” has never been more critical, and what it really means to have a seat at the table with policymakers in Washington.

The conversation also dives into the shrinking middle-class buyer, $50,000 transactions, $800 monthly payments, and why the industry can’t reach 18 million annual sales without more affordable vehicles. Plus, Castriota shares personal reflections on leadership, legacy, and what’s next after passing the torch.

🎙️ Topics covered:
- Franchise laws vs. direct sales
- Dealer consolidation & rural dealer survival
- Vehicle affordability & buyer economics
- Tariffs, trade policy, and Washington influence
- Workforce challenges & future talent pipelines
- Leadership, legacy, and what comes next

📌 Subscribe for more insider conversations with the people shaping the future of the automotive industry.

⏱ Timestamps:

00:00 – Intro
3:26 – A year on the road: what dealers are really saying
5:58 – The threat of direct sales & the future of franchise laws
7:44 – “Don’t be afraid”: generational dealers and long-term stability
8:52 – The affordability crisis facing car buyers
11:48 – Tariffs, trade policy, and having a seat at the table
15:00 – Workforce challenges & preparing the next generation
18:46 – Life after leadership: vineyards, drums, and passing the torch

In this return appearance on Full Throttle, host Jason Stein sits down with Kevin Tynan, Director of Research at The Presidio Group, for a no-nonsense breakdown of what 2026 really looks like for the U.S. auto industry.

This is not a hype cycle conversation.

Kevin explains why the market is hitting a structural tipping point — where chasing volume starts to destroy pricing, margins, and long-term profitability. With inventories creeping higher, incentives looming, EV strategies under pressure, and fixed ops emerging as the real profit engine, this episode is essential listening for dealer principals, OEM executives, and industry operators planning for the next phase.

🔑 Key topics include:
- Why 15.5–16 million units is the profit ceiling — and why going higher hurts
- Inventory discipline vs. volume-at-all-costs thinking
- What 2019 taught dealers about oversupply — and why 2026 rhymes
- The return of used-vehicle supply and what it means for margins
- EV profitability realities and the growing “now what?” problem for OEMs
- Why six-figure EVs don’t work — and what might
- Fixed ops, F&I, and where AI and automation actually deliver ROI
- The biggest strategic mistake dealers must avoid heading into 2026

Kevin also delivers a clear warning: the era of easy gross is over. The winners in 2026 won’t be the dealers who chase volume — they’ll be the ones who tighten operations, control inventory, and find margin in efficiency.

If you’re responsible for profit, planning, or performance in the auto business, this episode is required viewing.

🎧 Subscribe to Full Throttle for unfiltered insights from the people shaping the automotive industry.

3:32 – Why 2026 Is a Tipping Point for the Auto Market
6:13 – The 16 Million Unit Ceiling: Where Pricing Breaks Down
8:40 – Lessons from 2019: Oversupply, Incentives, and Margin Erosion
10:28 – Overcapacity, Incentives, and the Inevitable Reckoning
12:28 – Used Cars Return: Off-Lease Supply and Margin Pressure
14:30 – EV Reality Check: Profitability, Write-Downs, and “Now What?”
19:06 – Fixed Ops, Technicians, and the Real Profit Bottleneck
22:07 – AI, Automation, and Where Dealers Actually See ROI in 2026
24:53 – The #1 Strategic Mistake Dealers Must Avoid in 2026

#FullThrottlePodcast #AutomotiveIndustry #AutoDealers #CarDealerships #EVs #FixedOps #FandI #AutoRetail #JasonStein #KevinTynan #PresidioGroup

In this episode of Full Throttle, host Jason Stein sits down with Jay Vijayan, Founder & CEO of Tekion, to unpack how AI, data, and platform thinking are reshaping the future of automotive retail.

Jay brings a rare perspective—having built enterprise systems at Tesla, invested in dozens of technology companies, and now leading one of the fastest-scaling automotive software platforms in the industry. From simplifying fragmented dealer systems to deploying AI with measurable ROI, Jay explains why technology only matters if it delivers real value.

The conversation dives into:

• Why automotive retail has accumulated decades of complexity—and how to unwind it
• How Tekion approaches AI differently, with ROI dashboards and real-world impact
• The biggest challenge in scaling dealer technology: change management, not software
• Lessons from onboarding thousands of rooftops and working with major dealer groups
• Data ownership, security, and responsible AI in a post-CDK world
• Why productivity—not headcount—is the real promise of AI in auto retail
• Jay’s vision for the next 10 years of automotive software and dealer operations

Jay also draws a powerful parallel between today’s AI moment and Netflix’s transition from DVDs to streaming—explaining how dealers will gradually shift from traditional UI-driven systems to AI agents that work in natural language.

This is a must-watch conversation for:

• Dealer principals and operators
• Automotive technology founders and investors
• Anyone thinking seriously about AI beyond the hype

📌 Full Throttle brings you unfiltered conversations with the leaders shaping the future of mobility, retail, and technology.

0:00 – Why automotive retail became so complex (and why simplification matters)
7:09 – Tech founder and investor: how Jay evaluates technology, teams, and ROI
9:18 – Scaling Tekion: thousands of rooftops, real growth, and onboarding challenges
10:04 – The hardest part of scaling dealer tech: change management, not software
14:53 – How Tekion uses AI internally—plus why ChatGPT is restricted inside the company
18:10 – Data ownership, security, and responsible AI in automotive retail
27:40 – Why AI can finally improve dealer productivity without increasing costs

In Episode 58 of Full Throttle, Jason Stein sits down in Atlanta with Presidio Group President George Karolis for a deep-dive into one of the hottest dealership M&A markets we’ve ever seen. With 16 transactions closed in the first 10 months of 2025, The Presidio Group has a front-row seat to the momentum, the deals, and the shifting strategies shaping automotive retail.

George breaks down why the second half of 2025 surged, which brands and geographies are most in demand, how sophisticated groups are reshaping their portfolios, and why “relational, not transactional” is the mindset defining industry leaders.

You’ll also hear insights on:
⚡ Rising dealership profitability and the new post-COVID baseline
⚡ Landmark deals involving AutoNation, Group 1, Lithia, and Sewell
⚡ The continued dominance of Toyota, Lexus, and top luxury brands
⚡ The importance of real-world dealer sentiment across 3,000+ rooftops
⚡ How valuation models are evolving with volatility in earnings
⚡ The outlook for 2026—and why the pipeline is already overflowing

Chapters:
00:12 – Market Momentum & Why 2025 Took Off
Election-driven slowdown, post-election surge, renewed dealer confidence, and Presidio’s 16 completed transactions.

02:40 – Landmark Deals & the Seller’s Market
Major transactions with AutoNation, Group 1, Lithia, and Sewell; Toyota/Lexus dominance; brand desirability across luxury, import, and domestic segments.

05:40 – Pipeline Strength, Portfolio Strategy & Human Capital
Why 2026 may double activity, relational vs. transactional approach, portfolio management discipline, and the growing importance of talent & resource allocation.

07:23 – Dealer Sentiment, Industry Risks & Staying Ahead
The significance of Presidio’s dealer survey, market expectations, AI/China disruption concerns, and providing strategic insights beyond buy-sell advisory.

10:10 – Profitability, Valuations & What Really Drives Returns
New post-COVID earnings baseline, fixed-ops strength, volatility across segments, why multiples mislead, revenue multipliers, and looking ahead to Auto Team America at NADA.

If you're a dealer, investor, OEM leader, or just passionate about where automotive retail is headed, this episode is packed with perspective you won’t find anywhere else.

👉 Learn more about The Presidio Group: thepresidiogroup.com
👉 Learn more about AutoTeam America: autoteamerica.com

Amazon is changing the way cars are bought and sold. In this episode of Full Throttle, Jason Stein sits down with Fan Jin, Global Director of Amazon Autos, to talk about how Amazon is building a dealer-centric marketplace that aims to make car buying more transparent, flexible, and convenient than ever before.

Fan explains why Amazon entered the automotive space, how the Hyundai pilot shaped the launch, what customers are asking for, and why dealers who lean in can unlock new customer acquisition, lower sales costs, and long-term service loyalty.

This conversation covers:
- Why Amazon believes car buying is ready for change
- How Amazon Autos works with, not against, dealerships
- The role of data and customer insights in the purchase journey
- Lessons learned from Hyundai dealers and OEM partners
- Where Amazon is heading next in automotive retail

If you work in automotive retail, marketing, tech, or OEM strategy, this episode gives a clear perspective on where the market is moving and why the next phase of digital retail will be built with the dealer in mind.

Listen. Learn. Shift gears.

0:00 – Intro
1:58 – Why Amazon Entered the Automotive Space & Building an Online Car-Buying Experience Customers Actually Want
9:02 – Lessons From the Hyundai Launch & Dealer Integration
12:46 – What OEMs Need: Data, Visibility & Customer Journey Insight
15:53 – The Business Model: Advertising Power + Marketplace Access
19:33 – How Amazon Uses Audience & Behavioral Data to Predict Demand & Slowing Down Checkout Speed
27:29 – The Future of Amazon Autos & Why Dealers Should Lean In
30:22 – Which Dealers Will Succeed With This Model (and Which Won’t)

What happens when hard work, humility, and a love of cars collide?
Toyota Motor North America’s Senior VP of Automotive Operations, Andrew Gilleland, joins Jason Stein to share his remarkable rise from teaching skiing in Colorado to becoming one of Toyota’s top leaders.

In this episode of Full Throttle, Andrew reveals how a random encounter on a chairlift launched his career — and why the mindset of “be great every day” still guides him today. He explains what makes Toyota different: a 50-to-100-year outlook, authentic relationships with dealers, and a culture grounded in accountability, Kaizen, and long-term trust.

In this conversation:
• How a ski-lift conversation led to 30+ years at Toyota
• Imposter syndrome, early struggles & a relentless work ethic
• Toyota’s long-game philosophy: “We get paid on decades”
• The dealer network that refuses to be fooled
• Why you learn more from losing than winning

Andrew’s story is a masterclass in perseverance, culture, and the business of cars.

🎧 Subscribe for more conversations with automotive leaders, innovators & racing icons.

▶️ Full interview available now.

00:00 – Intro
2:45 – How a chance encounter on a Colorado mountain launched Andrew Gilleland’s 30-year career at Toyota.
6:55 – The mindset that fueled his rise through the ranks — effort and attitude over titles.
8:08 – Why Toyota doesn’t chase trends — and how its 50-year vision drives hybrids, EVs, and ICE together.
10:58 – Inside Toyota’s unique dealer culture, built on trust, authenticity, and over-communication.
18:13 – Tariffs, pricing, and the fight to keep new cars within reach for everyday buyers.

#FullThrottlePodcast #JasonStein #AndrewGilleland #Toyota #Leadership #AutomotiveIndustry #WorkEthic #BusinessStrategy #CarCulture #Motivation #BeGreatEveryDay #ToyotaDealers #LongTermThinking #Kaizen

From a five-year Subaru project to cutting-edge AI in auto retail — Vince Sheehy is steering Sheehy Auto Stores into the future.

In this episode of Full Throttle, host Jason Stein sits down with Vince Sheehy, President of Sheehy Auto Stores, one of the largest privately held dealership groups in the Mid-Atlantic. Vince shares an insider’s look at what it takes to expand a 30-rooftop business while navigating affordability challenges, soaring vehicle prices, and rapidly evolving technology.

You’ll hear about:
🚗 The five-year journey to launch a state-of-the-art Subaru dealership in Springfield, Virginia
🔧 Why fixed operations (service & parts) are the biggest growth opportunity in automotive retail
🤖 How Sheehy is using artificial intelligence to streamline operations, improve communication, and strengthen customer experience
💡 Lessons from Amazon’s frictionless model — and where human interaction still matters most
📈 The future of used-car acquisition, M&A strategy, and staying competitive with disruptors like Carvana & CarMax
⚡ The challenges and opportunities ahead as inflation and affordability reshape the industry

0:00 – Intro
2:20 – A five-year journey to open a new Subaru dealership in Springfield, VA
3:53 – Fixed operations as the biggest growth opportunity in auto retail
6:01 – The state of the auto industry: affordability, inventory, and used car trends
8:31 – How Sheehy Auto Stores is leveraging AI to transform dealership operations
14:31 – Technology & training: balancing innovation with human touch
18:07 – Expansion strategy, M&A outlook, and preparing for industry headwinds

If you’re passionate about auto retail, dealership growth, or emerging technology, this episode delivers valuable insights straight from one of the industry’s most experienced leaders.

Ryan shares how he balances rapid expansion with family values, why 95% of his promotions come from within, and what it really takes to preserve a people-first culture while scaling across brands and markets. He also dives into:

🚗 Betting on brands like Mitsubishi & Infiniti for long-term growth⚡ The EV transition, tax incentives, and what consumers really want🤖 The role of AI & tech in service, sales, and customer experience🛠 How LaFontaine invests in technicians — with some earning $300K+ a year🏈 His passion for Detroit football and why he became a Lions superfan on ESPN

Whether you’re in the automotive industry, leading a fast-growing business, or just want a behind-the-scenes look at dealership leadership at scale, this conversation is packed with lessons on culture, technology, and the future of mobility.

🔔 Subscribe to Full Throttle with Jason Stein for more conversations with leaders driving the future of the auto industry.
#FullThrottle #RyanLaFontaine #AutomotiveIndustry #JasonStein #Leadership

⏱ Timestamps:
0:00 – Intro
2:27 – How LaFontaine Automotive scaled to 43 dealerships while protecting culture and DNA.
5:01 – Why Ryan personally interviews most hires and how the “Family Deal” training works.
8:27 – Why he doubled down on Mitsubishi and Infiniti — and his long-term brand philosophy.
12:23 – Integrating technology, AI, and CRM tools to enhance the customer journey.
17:12 – How tariffs and the $7,500 EV tax credit are shaping sales strategies.
18:47 – Why LaFontaine techs can make $300K+ and the future of skilled trades.
21:08 – Ryan’s ESPN cameo and passion for the Lions.

🔗 Connect with The Presidio Group on LinkedIn: https://www.linkedin.com/company/the-presidio-group-llc/
🌐 Learn more at: https://thepresidiogroup.com

In this episode of Full Throttle, Jason Stein sits down with Kasi Edwards, Senior Vice President of Marketing at Reynolds and Reynolds, to discuss the future of automotive retail. From the challenges of fragmented technology systems to the opportunities of AI, robotics, and data-driven growth, Kasi shares how Reynolds is working to make dealerships more efficient, profitable, and future-ready.

They explore why a unified data layer is critical for AI success, how dealers can truly benefit from technology when guided by the right support, and where the next big opportunities lie for innovation and acquisitions. Kasi also reflects on the daily realities dealers face, the optimism that defines the retail environment, and what it means to have legends like Roger Penske recognize Reynolds’ contributions.

If you’re interested in the intersection of technology, retail, and the automotive industry’s transformation, this is a conversation you won’t want to miss.

3:09 – Spark AI and the power of a unified data layer
7:51 – Becoming stewards of technology, not just sellers
9:46 – Reynolds’ growth through acquisitions and new markets
12:14 – Robotics in the dealership: parts delivery robots in action
13:35 – A redefining age in automotive retail
18:06 – Roger Penske calls out Reynolds & Kasi Edwards by name

Asbury Automotive Group President & CEO David Hult joins Jason Stein on Full Throttle, presented by The Presidio Group, to discuss one of the year’s biggest automotive retail stories — the $1.4 billion acquisition of Herb Chambers Companies.

In this candid conversation, David shares what it took to close the deal after four years of discussions, how it fits into Asbury’s luxury growth strategy, and his long-term vision for the company. He also weighs in on the future of ICE vs. EV sales, the shifting economic environment, and where he sees the M&A market heading next.

Whether you’re in the automotive industry or just fascinated by high-stakes business moves, this episode offers a rare insider’s look into one of the most strategic acquisitions in dealership history.

⏱ Timestamps:
0:00 – How a 30-year friendship led to a $1.4B acquisition
2:56 – Integrating Herb Chambers’ culture while protecting its legacy
4:31 – Expanding Asbury’s luxury portfolio with Bentley, Porsche, Mercedes, and more
7:14 – Navigating today’s market: tariffs, EV tax credits, and shifting consumer demand
12:43 – EV investments, ICE resurgence, and the next 7–10 years of auto retail
14:25 – The future of dealership M&A and why private ownership still dominates

🔗 Connect with The Presidio Group on LinkedIn: https://www.linkedin.com/company/the-presidio-group-llc/

🌐 Learn more at: https://thepresidiogroup.com