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.

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#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.

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