Daniel Pilger and Brian Traugott break down key trends shaping dealer performance, from used-vehicle dynamics to fixed ops profitability and luxury sales cycles.

Drawing on recent public dealer earnings, the conversation highlights how shifting supply, affordability pressures, and margin compression are reshaping dealership strategy. Pilger and Traugott explain why used vehicles remain central to volume, how fixed operations are stabilizing profits, and what’s really happening in the luxury segment. They also emphasize the growing importance of disciplined execution, data-driven decision-making, and inventory management in a more normalized market environment.

•  Why used vehicles now drive the majority of dealership volume and affordability 
•  Rising used EV demand and the impact of incoming off-lease supply 
•  Fixed operations as a primary profit center amid front-end margin pressure 
•  The role of data and operational discipline in improving inventory turns and margins 
•  Understanding the recent dip in luxury sales and why demand remains resilient 
•  How dealers can position for growth through execution, efficiency, and market intelligence

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Pre-owned vehicle growth and operational flexibility are driving strong performance across dealership groups in 2026. On this episode of Inside Automotive, Jeff Dyke shares how the company is scaling its used-car strategy through EchoPark while navigating affordability pressures and shifting market dynamics.

Dyke reflects on Sonic Automotive’s record-setting 2025 and explains how adapting inventory strategies—leveraging franchise stores, loaners, and fleet vehicles—has strengthened EchoPark’s performance. He also discusses brand-level trends across OEMs, the impact of rising vehicle prices, and why pre-owned demand is expected to grow if affordability challenges persist.

With expansion plans underway and cautious optimism for the year ahead, Dyke outlines how disciplined growth and operational efficiency position the company for continued success.

Discussion points include:

•  EchoPark’s rebound and flexible inventory sourcing strategy 
•  Record-breaking 2025 performance and key operational metrics 
•  Rising vehicle prices and their impact on new vs. used demand 
•  OEM performance trends across Nissan, Stellantis, Mercedes, and Audi 
•  EV adoption trends and market-driven growth expectations 
•  Expansion plans and outlook for pre-owned vehicle growth

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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Alex Casebeer and Phillip Cianni discuss how employee engagement and customer-focused strategies are driving retention and profitability at Capitol Auto Group.

In a market defined by shifting demand and margin pressure, the group is prioritizing culture, operational discipline, and service-driven growth over volume alone. Casebeer and Cianni explain how empowering employees, enhancing the customer experience, and leveraging fixed operations are helping sustain performance across multiple franchises. They also share how internal talent development and selective technology adoption are strengthening long-term stability.

•  Building a culture where employees are treated as the top priority 
•  Empowering staff with autonomy to enhance customer experiences in real time 
•  Leveraging fixed operations to drive sales through service-to-sales conversion 
•  Developing technician talent through structured training and career pathways 
•  Using AI and digital tools to improve service efficiency and customer communication 
•  Balancing profitability, affordability, and inventory strategy in a flat market 

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Dodge is doubling down on performance, brand identity, and dealer engagement as it navigates electrification and market uncertainty. On this episode of Inside Automotive, Matt McAlear concludes a three-part series by outlining how the brand is positioning itself for the future while staying true to its roots.

McAlear explains how Dodge is building on its muscle car legacy with next-generation vehicles that expand performance capabilities and appeal to a broader audience. He also addresses the impact of tariffs on production and pricing, the importance of dealer engagement, and how Dodge’s passionate customer community helps shape product strategy.

As new models arrive in showrooms, the focus remains on delivering best-in-class performance, strengthening dealer confidence, and maintaining a distinct identity in a rapidly evolving automotive landscape.

Discussion points include:

•  Reinforcing Dodge’s identity as a performance-first brand 
•  Expanding next-generation vehicles beyond traditional muscle car benchmarks 
•  Leveraging customer community feedback to guide product strategy 
•  Tariff impacts on production, pricing, and supply chain decisions 
•  Dealer engagement through hands-on product experience 
•  Positioning Dodge for multi-generational consumer appeal

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Dodge is working to rebuild dealer confidence while redefining performance for a new generation of buyers. On this episode of Inside Automotive, Matt McAlear shares how the brand is resetting its dealer relationships and rolling out a flexible, multi-energy strategy to meet shifting consumer demand.

McAlear explains how Dodge is balancing electrification with internal combustion options through a “freedom of choice” approach, giving dealers and customers greater flexibility. He also discusses the launch of Dodge’s next-generation performance platform, pricing strategy, and efforts to attract younger buyers while maintaining the brand’s core identity.

With new models arriving in showrooms and dealer engagement initiatives underway, Dodge aims to align production, performance, and affordability to support long-term growth.

McAlear covers:

• Rebuilding dealer relationships and improving sentiment post-NADA
• Launch of Dodge’s next-generation performance platform
• Multi-energy strategy: EV, ICE, and future hybrid considerations
• Pricing and value positioning of new Charger models
• Flexibility in production based on regional demand shifts
• Targeting Gen Z and younger performance-focused buyers

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Dodge is redefining American performance in an era of electrification and evolving consumer expectations. On this episode of Inside Automotive, Matt McAlear discusses how the brand balances heritage, innovation, and performance to appeal to enthusiasts across generations. McAlear shares insights on Dodge’s evolving lineup, the role of flagship vehicles, and the company’s strategy for maintaining its identity as a bold, performance-driven brand.

Listeners will hear how Dodge leverages its storied history while embracing modern technology, from the 710-horsepower Durango Hellcat to the fully electric Charger, and how brand identity guides marketing and product development for a passionate, younger demographic. McAlear also explains how Dodge positions its vehicles as lifestyle statements, not just transportation, while preparing for future growth within Stellantis.

Discussion topics include:

• Evolution of Dodge from a full-line to high-performance brand
• Maintaining heritage with the Charger and Durango lineups
• Introduction of electrified and high-output performance models
• Targeting younger, enthusiast-driven consumer demographics
• Brand identity as a cornerstone of marketing and product strategy
• Multi-generational appeal and customer engagement initiatives

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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People-first leadership and community engagement are at the center of this conversation with David Wright, president of Dave Wright Nissan Subaru and the 2026 recipient of the TIME Dealer of the Year. On Inside Automotive, Wright reflects on his path in the automotive industry and how a culture-focused approach has helped his dealership achieve long-term success.

Wright discusses building an engaged workforce, maintaining strong community ties, and navigating industry changes affecting dealerships today. His team’s emphasis on service, mentorship, and philanthropy has earned national recognition while strengthening local relationships and employee retention.

Discussion topics include:

• Wright’s career journey from finance manager to dealer principal
• Building a dealership culture that attracts and retains talent
• Community engagement initiatives and charitable partnerships
• Mentorship programs and workforce development efforts
• Industry challenges, franchise relationships, and the future of dealerships

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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The EV market is shifting as automakers recalibrate investments and production, and dealers must adapt to a new sales landscape. On this episode of Inside Automotive, Tim Hovik discusses how these changes affect dealerships, consumers, and the broader automotive economy. Hovik shares insights on EV sales trends, generational adoption patterns, and what the “second-generation” EV market could look like as incentives wind down and technology evolves.

He explains how consumer behavior, charging infrastructure, and household vehicle strategies are shaping demand while highlighting the opportunities and challenges for dealers navigating a transitional market. Hovik also provides perspective on the used EV market and its emerging role in dealership operations.

Discussion points include:

• The impact of federal tax incentives on EV sales and leasing trends
• Automaker production adjustments and regulatory pivots
• Emerging used EV market dynamics and pricing
• Generational adoption patterns and dual-EV household potential
• Technological advances reducing range anxiety
• Economic outlook and its influence on consumer confidence

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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Strategic acquisitions, operational discipline, and leadership development are key drivers behind the growth of Empire Automotive Group, according to Michael Brown on this episode of Inside Automotive. Brown shares how his organization has expanded across the Northeast while maintaining a strong focus on culture, workforce development, and brand strategy.

Drawing on early experience working alongside his father and later mentorship from industry leaders such as Roger Penske and John Stalupi, Brown explains how disciplined execution and thoughtful expansion have shaped Empire’s growth. He also discusses evolving manufacturer relationships, market trends affecting affordability and leasing, and investments in fixed operations designed to support long-term profitability.

Discussion topics include:

• Scaling a dealership group through strategic acquisitions
• Strengthening OEM partnerships amid direct-sales pressures
• Workforce development and leadership training initiatives
• Expanding fixed operations with a new 55-bay service facility
• Leveraging used inventory sourcing to drive sales opportunities

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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Negative equity and shifting market dynamics are shaping dealer strategy in 2026, according to Jessica Caldwell, AVP of Insights at Edmunds, on this episode of Inside Automotive. While the share of trade-ins with negative equity isn’t at record highs, the average amount now exceeds $7,000—creating new pressures for lenders, dealers, and consumers.

Caldwell explains how elevated transaction prices during the microchip shortage continue to impact loan structures and affordability. As lenders evaluate how much negative equity they are willing to finance, dealerships may need to adjust inventory, pricing conversations, and customer education strategies.

• Why average negative equity has reached historic highs
• How lender limits could influence approvals and sales volume
• The shift toward used vehicles and higher-mileage trade retention
• Growth in certified pre-owned and lease returns in 2026
• Stabilizing pricing and days-to-turn metrics signaling market balance

As affordability concerns persist, dealers must navigate inventory mix, consumer expectations, and financing realities to sustain profitability.

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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