Dave Mondragon, Founder and CEO of AutoTrust Dealer Alliance, explains how dealer-owned scale can help family and independent franchise dealers compete without giving up ownership. AutoTrust uses a cooperative membership model that allows dealers to pool their buying power while retaining the economic benefits generated by their own businesses.

Key discussion points include:

• How AutoTrust’s cooperative model gives dealers greater negotiating leverage 
•  Why scale without selling could help family-owned dealerships remain independent 
•  The economic pressures of margin compression, higher capital costs, and affordability
•  How collective buying power can help dealers compete with public and consolidator-backed groups
•  The role of independent ownership and community involvement in the franchise model 
•  How additional economics can support employee pay, retention, and dealership operations

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Angelo Mendola of Priority Payments Local and David Spisak of Disruptive Growth Solutions examine how dealers can turn payment processing from an administrative burden into an opportunity to improve profitability and reduce compliance risk. The discussion covers the importance of securing customer financial data throughout the entire payment workflow, from the initial estimate or quote through accounting reconciliation.

Key discussion points include:

• Payment compliance and why terminal hardware alone does not guarantee compliance 
•  Automating payment reconciliation and accounting workflows to reduce administrative work 
•  Meeting customer expectations with digital wallets, tap-to-pay, text-to-pay, and BNPL
•  How surcharging and fee recovery can reduce payment processing expenses 
•  Why dealers should conduct regular technology stack audits to eliminate redundant vendors 
•  Connecting payment systems with the DMS to improve efficiency and financial control

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Gary Ng-Wai, Chief Revenue Officer at CarJiffy, explains how dealerships can prepare for the shift from AI-powered vehicle shopping to AI-assisted buying. As consumers increasingly use tools like ChatGPT, Gemini, and Claude throughout the purchase journey, dealers may need to make their websites capable of completing transactions rather than simply generating leads.

Key discussion points include:

• AI buying vs. AI shopping and how the two differ 
• 24/7 digital transactions spanning trades, financing, F&I, deposits, and delivery 
•  Why convenience and reduced friction could influence where AI directs buyers 
•  The importance of owning the customer relationship and transaction data
•  How AI can automate handoffs and repetitive tasks without replacing salespeople 
•  The infrastructure dealers need to support the next phase of automotive retail 

Ng-Wai also discusses how dealers can integrate AI buying capabilities with their existing DMS and CRM while adapting to changing consumer expectations.

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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Greg Uland, Vice President of Marketing at Reynolds and Reynolds, explains how dealerships can approach AI adoption strategically by starting with business problems rather than technology for its own sake.

On the latest episode of Inside Automotive, Uland discusses why unified dealership data is essential for AI to deliver reliable results and how disconnected systems can create more problems than they solve. He also breaks down the difference between generative AI, which assists employees with individual tasks, and agentic AI, which can take action across workflows and systems.

Key discussion points include:

• Problem-first AI adoption and identifying where technology can create measurable value
• Unified data as the foundation for effective AI implementation
• Generative vs. agentic AI and how their roles differ in dealership operations
• Human behavior and workflow changes needed to realize AI’s full potential
• Rapid software development and how dealer feedback is accelerating AI innovation
• Operational efficiency amid rising labor costs and increasingly complex dealership processes

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Angelo Mendola, President and COO of Priority Payments Local, explains how dealerships can improve profitability by optimizing payment processing, technology and financial workflows.

On the latest episode of Inside Automotive, Mendola examines the operational costs hidden within dealership payment systems and technology stacks. He discusses how redundant vendors can increase expenses and reduce efficiency, while consolidation can simplify operations and free up staff resources. The conversation also explores surcharging and dual pricing, including the compliance considerations dealers must address when shifting payment costs to customers.

Key discussion points include:

• Reducing technology overlap and the costs of “multi-layer syndrome”
• Surcharging vs. dual pricing and how each approach works
• Payment compliance across pricing, receipts, taxes and accounting
• Modern payment options, including mobile wallets, text-to-pay and BNPL
• Streamlining dealership workflows to improve efficiency and EBITDA
• Faster technology implementation during acquisitions and operational transitions

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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Amit Chandarana, CEO of Curbee, and Ed Roberts, COO and General Manager of Bozard Ford Lincoln, discuss how dealers can build more efficient, profitable mobile service operations.

On this episode of Inside Automotive, Chandarana and Roberts explain how technology, routing and technician strategy can help dealerships reduce unproductive drive time while increasing appointment capacity and customer convenience. Roberts shares how Bozard Ford Lincoln used Curbee to improve scheduling and expand the capabilities of its mobile service fleet, while also discussing the dealership’s approach to recruiting and training technicians from outside the traditional automotive talent pool.

Key discussion points include:

• Route optimization and efficiency in mobile service operations
• Bozard Ford Lincoln’s results after implementing Curbee
• Expanding mobile repairs beyond basic maintenance
• Recruiting mobile technicians from nontraditional backgrounds
• Mobile service as a retention and sales tool
• How dealers can phase in mobile service while managing investment and risk

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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Matt Hogan, Vice President of Infiniti North Miami and Palm Beach Mitsubishi, explains how authentic social media content can drive dealership sales, generate leads and attract new talent.

On the latest episode of Inside Automotive, Hogan shares how he turned personal, behind-the-scenes content into a major business development and recruiting tool. Since launching his social media strategy in April 2025, he has built an audience of roughly 40,000 followers across TikTok, Facebook and Instagram while generating about 1,000 paid leads and up to 300 organic direct messages each month.

Key discussion points include:

• Authentic content and why showing the reality of dealership life resonates with consumers
• Lead generation through organic social media and targeted Meta advertising
• Recruiting through personal branding, with social media driving 60%–70% of new sales hires
• Building customer trust through transparent pricing and real dealership experiences
• Getting started with simple videos and customer delivery content
• Avoiding common mistakes, including competitor-focused content and outdated advertising approaches

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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Matt Muilenburg, Chief Product Officer at Impel, explains how artificial intelligence is moving automotive retail beyond fragmented technology and toward more connected, efficient dealership operations.

In this episode of Inside Automotive, Muilenburg explores how AI can unify dealership data, automate routine work and improve customer engagement across sales, service and F&I. He also discusses the emerging role of AI leaders within dealerships, the importance of establishing clear employee policies around AI use, and how centralized platforms could replace disconnected point solutions.

Key discussion points include:

• AI and dealership technology: Why AI may finally deliver on the promise of decades of CRM and lead-management investments.
• The “AI quarterback”: Why dealerships will need people responsible for training, managing and overseeing AI systems.
• Service-lane opportunities: How AI can identify high-value customers and potential trade opportunities in real time.
• Technology consolidation: The shift from multiple point solutions toward centralized AI platforms.
• Customer experience: How AI can make the vehicle-buying process more informed, responsive and welcoming.

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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Tim Mullins, Chief Market Officer at Capital One, explores how dealerships can better connect with Gen Z and first-time car buyers as their expectations around digital shopping, affordability and human interaction evolve.

Mullins breaks down new research showing that while younger consumers often begin their vehicle journey online, most still want dealership employees involved at key moments. The conversation examines how retailers can create a seamless experience that connects digital research with in-store interactions without removing the human element.

• Gen Z buying preferences and why a fully digital purchase is less appealing than many dealers assume
• Social media’s role in how younger consumers begin researching vehicles
• Growing trust in dealerships and the importance of carrying the online experience into the showroom
• Affordability concerns, including payments, insurance, fuel and interest rates
• Human interaction and where Gen Z still wants guidance from dealership employees
• Flexible communication across texting, email, online tools and phone conversations

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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Rob Larson, President of Larson Ford, discusses how his family-owned dealership has adapted to seven decades of change while preparing for the next generation of automotive retail.

Larson shares how the dealership embraced internet sales, AI and mobile service while maintaining a focus on personal customer relationships. He also addresses affordability, inventory constraints and the growing pressure from direct-sales brands and unauthorized brokers.

Key discussion points:

• Technology adoption: How Larson Ford has integrated internet sales and AI into daily operations.
• Customer convenience: The growth of mobile service and pickup-and-delivery options.
• Affordability: Rising vehicle prices and the challenge of reaching younger, first-time buyers.
• Franchise competition: The impact of direct-sales startups and unauthorized brokers.
• Future growth: Larson’s approach to expansion and preparing the business for the next generation.
• Adaptability: Why evolving with the market while preserving core values has helped sustain the dealership for 70 years.

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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