The easy money is gone. Double-digit front-end gross on new vehicles isn't coming back — so where does dealer profit come from now? In this six-month market checkup, Presidio Group Director of Research Kevin Tynan joins Jason on Full Throttle to break down the pivot every dealer needs to be making right now.

Fresh off four state-association talks in ten days, Kevin lays out the real story behind the headline numbers: why he doesn't want a juiced-up SAR, where average transaction prices are actually headed, why Carvana isn't the used-car threat everyone thinks it is, and the ~55% gross-margin business most dealers are leaving on the table. Plus a clear-eyed take on China's export surge, VW's plant closures, and what it all means for the U.S. market.

If you sell, service, or study cars for a living, this one's a roadmap.

In this episode:
00:00 — Intro
03:07 — Four states in ten days: Kevin's main message to dealers
03:47 — The pivot: peak front-end gross is over, now what?
07:04 — SAR: why "boring" is actually the healthy number
09:46 — Average transaction prices near $49K — and why volume, not pricing, is the drag
11:04 — The used market: 38M units, and why Carvana is a smaller player than you think
14:44 — Fixed ops: the oldest fleet in history and a $6B-per-point opportunity
18:45 — China: 55M units of capacity, the export surge, and the U.S. stance
24:23 — VW plant closures & the political fallout

Key takeaways:
- Grow the other business units or cut expenses — keep more of the gross pool
- Used vehicles are a feeder for F&I and service, not just front-end margin
- Recall/warranty work is quietly distracting dealers from the bigger customer-pay pool
- "Seven out of ten customers who bought from you aren't coming back to your service base"

Every percentage point of parts-and-service market share is worth $6 billion to the dealer base — Kevin explains why that's where the next decade of profit lives.

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💬 What's your take on the pivot? Drop a comment below.
#AutoIndustry #CarDealers #AutomotiveNews #PresidioGroup #FullThrottle #KevinTynan #AutoRetail #FixedOps #UsedCars #DealershipProfit

What separates a dealership that customers love from one they avoid? According to Ujj Nath, co-founder and CEO of MyKaarma, it comes down to three things: every interaction must be convenient, transparent, and contextual.

In this episode, host Jason Stein sits down with one of the sharpest minds in automotive retail to unpack why dealers still miss nearly half their inbound calls, how AI is about to transform both the front desk and the back of the shop, and why the best service experiences in the world have nothing to do with cars at all. From a $500 dinner at the Strand House to Amazon's 20-second returns, Ujj reveals the customer-experience playbook every dealer should be stealing — and how fixed-ops departments can win service work back from the independents before 2030.

If you run a service drive, manage a dealership, or build the tech behind it, this one's a masterclass in thinking backwards from the customer.

⏱️ Chapters
00:00 — Intro
00:48 — Where dealers and customers disconnect
06:13 — Killing friction with the single-number concept
09:31 — Fixed-ops economics: selling labor hours
11:06 — AI that captures the complaint, not just the appointment
14:10 — The technician knowledge graph (back-of-house AI)
17:15 — Seamless omnichannel: carrying context everywhere
19:19 — Why Amazon is the North Star
21:48 — 2030 & beyond: winning back the service bay

🎧 Full Throttle is Presidio's podcast on the cutting edge of automotive retail.

#Automotive #CarDealership #FixedOps #AI #CustomerExperience #MyKaarma #FullThrottle #AutoRetail #DealershipMarketing

He started with one Chevy franchise in a cornfield. Now he runs a $14 billion empire and NASCAR's greatest dynasty.

Rick Hendrick doesn't talk about culture — he builds it. Fifty years in the car business, 40 years in racing, 304 NASCAR Cup Series wins, and a people-first philosophy that has outlasted oil embargoes, 20% interest rates, a financial crisis, and a global pandemic. This is the story of how he did it.

In Episode 69 of Full Throttle, Jason Stein sits down with Rick Hendrick for a wide-ranging conversation about what it really takes to build something that lasts — recorded live at Hendrick Motorsports in Charlotte, NC.

🎧 What's inside:
- The COVID decision to pay every employee rather than lay anyone off — and what his CFO told him
- Why employee satisfaction always comes before customer satisfaction
- The cornfield Chevy dealership in Bennettsville, SC that started it all
- How Hendrick Motorsports almost shut down after six races
- Jeff Gordon as Vice Chairman and what he brings to the organization
- The GM Cadillac Formula One engine facility being built on his campus
- Rolling out AI across 135+ stores — from an admitted "old car dog"
- Why the Hendrick family committed to staying private for the next 50 years

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

0:00 - Intro
2:54 - The COVID Decision: Paying Every Employee
4:19 - "We're in the People Business"
8:14 - State of the Industry & Rolling Out AI Across 135 Stores
11:20 - The Origin Story: A Cornfield, a Chevy Sign & Linda's Push
13:11 - How Close Hendrick Motorsports Came to Never Existing
17:15 - The Formula One Cadillac Engine Facility Being Built on Campus
19:12 - The Car Collection: 130+ Corvettes & a Lifelong Obsession
20:49 - The Next 50 Years: Why the Hendricks Are Staying Private

#FullThrottle #RickHendrick #HendrickMotorsports #HendrickAutomotiveGroup #NASCAR #ThePresidioGroup #JasonStein #CarDealership #Automotive #Formula1 #CompanyCulture #Leadership

What does it take to run the most powerful brand portfolio in American automotive history? Duncan Aldred knows.

As GM's Senior VP and President of North America, Duncan oversees Chevrolet, Cadillac, Buick, and GMC — and he sat down with Jason Stein to break down exactly where the industry is headed, and how GM plans to lead it.

From the real state of EV adoption (the numbers might surprise you) to Cadillac's historic Formula One debut, next-gen full-size truck launches, the jaw-dropping Corvette ZR1, and why GM's biggest superpower has nothing to do with horsepower — this is a rare, unfiltered conversation with one of the most experienced executives in the global auto industry.

Duncan's story is as compelling as the products he oversees — from an internship on the factory floor in Liverpool to running Vauxhall, overseeing 30 European markets, and now leading all of North America for General Motors.
In this episode:

- Why EV adoption has plateaued — and what actually comes next
- How GM is expanding combustion engine capacity while keeping EVs as the "north star"
- The real story behind Cadillac's F1 entry and what it means for the brand
- Super Cruise, OnStar, and the software-defined vehicle revolution
- The Corvette ZR1 — 1,150 hp and a legitimate hypercar killer
- Duncan's leadership philosophy forged across 30+ countries

0:00 – Welcome to Full Throttle
2:52 – GM's Most Diverse Product Portfolio Ever
5:29 – The EV Reality Check: What the Numbers Actually Say
10:00 – GM's Adaptability Superpower (And Why It's Winning)
13:02 – From Factory Floor Intern to President of North America
19:18 – A Leadership Philosophy Built Across 30+ Countries
25:37 – Inside the Brand Portfolio: Chevrolet, GMC, Buick & Cadillac
32:21 – Cadillac's Formula One Moment
29:56 – Super Cruise, OnStar & the Software-Defined Vehicle Future
38:52 – The Corvette ZR1: GM's Hypercar Killer

🔔 Subscribe for weekly conversations with the leaders reshaping the auto industry.

#FullThrottle #GeneralMotors #DuncanAldred #Cadillac #Corvette #Formula1 #EVs #Chevrolet #GMC #Automotive

Adam Chamberlain came back to Mercedes-Benz at the worst possible moment — and that's exactly why he took the job.

After 3.5 years on the retail side at Lithia (the largest dealer group in the US), Adam returned to lead Mercedes-Benz North America on July 1, 2025 — walking into tariffs, Chinese EV pressure, a crowded luxury landscape, and a brand that had slipped to #3 in the US behind BMW and Lexus.

In Episode 67 of Full Throttle, Jason Stein sits down with Adam for a remarkably candid conversation about the comeback plan: 30+ new vehicles by 2029, a path to 400,000 US sales, holding the line on pricing while competitors raise prices, and what he learned about OEM bosses from the other side of the desk.

If you sell cars, run a dealership, or care about where the luxury auto business is headed — this one is essential listening.

🎧 What's inside:
- The 12 listening-tour dinners that shaped his entire 9-month plan
- Why dealers told him Mercedes had "over-complicated" the business
- Lessons from Lithia CEO Brian DeBoer ($9B → $40B)
- The CLA BEV at $55,900 — and why the math finally works
- Tariffs, war rooms, and the case for export credits
- The Chinese EV threat and the level-playing-field problem
- The new S-Class, the electric AMG GT, and the Brad Pitt F1 halo

⏱️ CHAPTERS
0:00 — Intro - Back to Mercedes: The Listening Tour
3:51 — "We Over-Complicated the Business"
5:57 — The Lithia Years & Working for Brian DeBoer
11:31 — Why Return to the OEM Side?
13:09 — The Road to 400,000 US Sales by 2030
16:48 — Powertrain Flexibility: Letting Customers Decide
21:55 — Manufacturing, Tariffs & Holding the Line on Pricing
29:07 — The Chinese EV Threat
32:40 — The New S-Class & the Electric AMG GT
35:51 — F1, Brad Pitt & the Brand Halo

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

#FullThrottle #MercedesBenz #AdamChamberlain #JasonStein #AutoIndustry #LuxuryCars #ThePresidioGroup #CarDealers #EV #FormulaOne

The dealership business has changed — and it’s not going back.

In this episode of Full Throttle, Jason Stein sits down with George Karolis to break down what’s really happening inside the automotive retail industry.

From post-COVID profit normalization to the rise of fixed operations, AI-driven efficiency, and the evolving M&A landscape — this conversation goes beyond headlines and into what dealers actually need to understand right now.

One of the biggest takeaways?

👉 The industry is shifting from a people-based business supported by technology… to a technology business supported by people.

📊 What You’ll Learn in This Episode
- Why dealership profits are still well above 2019 levels
- The real drivers behind today’s “new normal” profitability
- Why parts & service now dominate profit growth
- How AI and automation are reshaping dealership operations
- The surprising truth about Carvana vs traditional dealers
- Why consolidation is happening slower than expected (and what 2060 has to do with it)
- What’s fueling the surge in dealership buy/sell activity
- Why earnings matter more than multiples in valuations

🚗 The Big Picture
Despite margin compression, the industry has found a sustainable new baseline — driven by smarter operations, stronger fixed ops, and rapidly advancing technology.

But with more buyers than deals, rising competition, and shifting consumer dynamics, the next phase of automotive retail will reward those who adapt fastest.

🎙️ About the Podcast

The Presidio Group’s Podcast Full Throttle features in-depth conversations with the leaders shaping the future of automotive retail.

The automotive industry is evolving fast—and dealerships are being forced to adapt.

In this episode of The Presidio Group’s Podcast “Full Throttle”, host Jason Stein sits down with Scott Gunnell, President of JM&A Group, to break down how AI, data, and shifting consumer behavior are reshaping the dealership model.

From rising cost pressures to the growing role of automation, Scott shares how dealers can stay competitive—and why leveraging data is no longer optional.

They also dive into JM&A’s latest innovation, Gyde, a new platform designed to transform the F&I process using real-time data, AI-driven insights, and personalized customer experiences.

🚗 What You’ll Learn:
- How AI is changing the dealership experience
- Why dealership margins are under pressure
- The role of data in improving F&I performance
- How personalization (personas) is shaping customer interactions
- What dealers should focus on to improve efficiency and profitability
- Why the auto industry continues to show resilience

⏱ Key Topics Covered:
- Introduction of Gyde (Guiding Your Dealership Experience)
- AI-powered decision making in F&I
- Cost reduction and operational efficiency
- Dealer strategies for navigating margin compression
- Industry outlook and growth projections

🎙 About the Guest:
Scott Gunnell is the President of JM&A Group, a leading provider of F&I products, training, and dealership performance solutions. With decades of experience, Scott is at the forefront of helping dealers adapt to a rapidly changing automotive landscape.

🔔 Subscribe for More:
Stay up to date with the latest insights from automotive leaders, dealers, and industry experts.

#AutomotiveIndustry #CarDealership #AI #FandI #JMAGroup #FullThrottlePodcast #JasonStein #DealerStrategy #AutoIndustry #digitaltransformation 

0:00 – Scott Gunnell joins Full Throttle to discuss the future of dealerships, AI, and F&I
0:23 – Dealer optimism, skepticism, and rising curiosity around AI
2:00 – What is Gyde? A new approach to F&I using data, automation, and integration
3:45 – How personalization is changing the dealership experience
5:45 – Reducing the learning curve from 500–600 deals to real-time guidance
7:58 – The strategy behind owning the transaction and continuous iteration
10:20 – FlexCare Drive + investing in the future of automotive talent
14:45 – Where dealers should focus to improve efficiency and profitability
17:40 – Why the auto industry remains strong despite economic pressures

What really happened inside Mercedes-Benz during the last five years of industry upheaval?

In this episode of The Presidio Group’s Podcast Full Throttle, host Jason Stein sits down with Joseph Agresta Jr., fresh off a rare three-year term leading the Mercedes-Benz National Dealer Board.

Agresta shares a candid look at what dealers experienced during one of the most turbulent periods in automotive history — from COVID supply chain disruption and EV strategy shifts to margin negotiations, facility investments, and dealer-OEM alignment.

He also weighs in on where the industry is headed next, including electric vehicles vs. hybrids, direct-to-consumer sales models, and how Mercedes plans to regain market share.

In this conversation:
- Why Mercedes may have missed a major growth opportunity
- The reality of the EV transition and Tesla competition
- How dealer profitability has changed since COVID
- Why direct-to-consumer sales may not work for automakers
- The importance of dealer-OEM alignment in today’s market
- What’s next for Mercedes-Benz dealers and luxury auto retail

Agresta also reflects on his family’s 100-year legacy in the automotive business and why he remains bullish on the industry despite rapid change.

If you want an inside look at the relationship between automakers and dealers — and the future of luxury automotive retail — this conversation is a must-listen.

0:00 – Intro
1:41 – Did Mercedes miss a major growth opportunity?
3:09 – Dealer friction, restructuring, and rebuilding transparency
5:00 – Mercedes’ ambitious plan: 400,000 vehicles by 2030
6:49 – Why dealers trust new Mercedes leader Adam Chamberlain
8:23 – Dealer margins, profitability, and the next big negotiation
14:09 – Mercedes EV strategy vs. Tesla and the future of powertrains
18:08 – Why automakers and dealers must win together
21:03 – Direct-to-consumer car sales: myth or real threat?

Subscribe for more conversations with the leaders shaping the future of the automotive industry.

For 25 years, dealership technology has barely changed.

Layered apps. Fragmented systems. Limited productivity gains.

Now Bill Berman — CEO of Pinewood.AI — says that era is over.

In this episode of The Presidio Group’s Podcast “Full Throttle”, host Jason Stein sits down with Berman at NADA in Las Vegas to discuss:
• Why Pinewood isn’t “just another DMS”
• What an embedded AI operating system actually looks like
• The rise of the “digital worker” inside dealerships
• Why most AI in automotive is just another layer — not a solution
• How Pinewood scaled to 4,000+ rooftops globally
• And what it means to launch in North America with Lithia as a strategic partner

Berman shares his journey from leading major retail operations in the U.S. to running a publicly traded automotive tech company on the London Stock Exchange — including signing his CEO contract just weeks before the global shutdown of 2020.

This isn’t about chatbots.
It’s about replacing fragmented systems with a unified automotive intelligence platform built by car people, for car people.

If you’re a dealer principal, operator, or automotive tech executive — this conversation matters.

🎙 Hosted by Jason Stein
🏁 The Presidio Group’s Automotive Industry Podcast

Subscribe for conversations with the leaders shaping the future of retail automotive.

#Automotive #Dealerships #AI #DealerTech #Lithia #NADA #FullThrottle #AutoIndustry

On this episode of Full Throttle, host Jason Stein sits down with Eddie Stivers, Owner and Dealer Principal of Stivers Automotive and former Chairman of the Ford Dealer Council, for an unfiltered conversation about leadership, policy, profitability, and the future of the retail auto business.

Fresh off six years on the Ford Dealer Council — including overseeing Ford Pro and Model e during one of the most turbulent periods in automotive history — Eddie shares what it was really like negotiating directly with Ford Motor Company through COVID, electrification mandates, supply-chain chaos, and shifting government policy.

In this wide-ranging interview, Eddie breaks down:
- Why Ford’s dealer–OEM relationship is fundamentally different from other automakers
- What went wrong with forced EV adoption — and why hybrids made more sense
- How dealers are tightening operations and staying profitable despite margin pressure
- The real risks and realities of Chinese automakers and global supply chains
- Why optimism remains a survival trait in the retail car business

This is a candid, experience-driven perspective you don’t often hear — from someone who’s been in the room, made the hard calls, and lived with the consequences.

If you care about the future of auto retail, dealer profitability, OEM strategy, or how policy decisions ripple through the entire industry, this is an episode you don’t want to miss.

👉 Subscribe for more conversations with the leaders shaping the automotive world.