Glenn Lundy, automotive leadership coach and founder of the 800% Elite Automotive Club, joins Inside Automotive to share practical strategies for helping dealerships start the year with clarity, focus, and momentum. Lundy outlines why simplifying processes is often the first step toward stronger execution and how leaders can build consistency by committing to clear 90-day priorities. He explains the relationship between accountability and alignment, and why many well-intentioned plans fail without a strong foundation of expectations.

Lundy also challenges outdated sales benchmarks, arguing that today’s technology, marketing reach, and training investments demand a higher standard of performance. He emphasizes the dealer’s responsibility to drive traffic, the importance of continuous top-down training, and the growing role of social media as a modern visibility tool. Together, these elements form a roadmap for sustained growth as dealers move through the first quarter and beyond.

Topics covered:

• Simplifying processes to restore clarity and execution
• Setting 90-day priorities across inventory, marketing, and people
• Accountability as the foundation for team alignment
• Rethinking sales benchmarks and performance expectations
• Training, leadership development, and social media visibility

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Premier Companies President Joe Laham joins Inside Automotive to discuss his group’s recent acquisition of a BMW dealership in Northern California and what it signals about brand confidence, market risk, and long-term strategy. Laham explains why California—despite regulatory pressure and dealer exits—still represents a compelling opportunity, particularly given BMW’s product mix and EV strength. He also shares candid concerns about Volkswagen-backed Scout Motors and its implications for franchise dealers, fixed operations, and technician retention.

Drawing from Premier Companies’ multi-brand experience, Laham outlines why he believes direct-to-consumer efforts tied to legacy automakers differ fundamentally from independent EV startups. He also reflects on recent shifts in consumer demand, lessons from 2025 performance volatility, and what may lie ahead as affordability, leasing, and used-vehicle supply shape the road to 2026.

Topics covered:

• Why Premier Companies expanded into California with a BMW acquisition
• Brand trust and risk management in highly regulated markets
• Scout Motors and growing dealer concerns around direct sales
• Potential impacts on fixed operations and technician staffing
• Market demand shifts and outlook for affordability in 2026

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China’s rapid rise as a global automotive powerhouse is reshaping competitive dynamics worldwide. On this episode of Inside Automotive, Michael Dunne, CEO of Dunne Insights and host of Driving with Dunne, analyzes how the surge in Chinese vehicle exports is impacting automakers, dealers, and suppliers as the industry approaches 2026. Dunne explains how China has gone from a marginal exporter to a dominant force in just five years, outlines where Chinese brands are gaining traction, and assesses which global manufacturers face the greatest pressure. He also explores why affordability and improving quality are driving adoption abroad, how trade policy is responding, and what the next phase of expansion could look like, including potential North American production. The conversation frames China’s ascent as a structural shift that will force established players to adapt faster than ever.

• China’s unprecedented growth in global vehicle exports
• Key international markets absorbing Chinese volume
• Competitive pressure on Japanese, Korean, and U.S. automakers
• Pricing, quality, and affordability advantages of Chinese brands
• Automakers to watch, including BYD, Xiaomi, Xpeng, and Leapmotor
• Implications for dealers and manufacturers heading into 2026

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As the industry looks toward 2026, Don Hall, president and CEO of the Virginia Automobile Dealers Association, joins Inside Automotive to help dealers put market conditions and legislative priorities into context. Hall shares why Virginia’s vehicle sales remain a bright spot, with fleet purchases from businesses and government agencies playing a significant role in supporting overall volume. He reflects on how shifts in federal EV policy have affected demand, why hybrids continue to gain traction, and why consumer choice—not mandates—should guide powertrain adoption. The conversation also addresses rising inventory levels, margin pressure from volume-driven OEM strategies, and the growing threat of direct-to-consumer sales models. Looking ahead, Hall outlines advocacy priorities, workforce challenges, and the critical role dealer associations play in protecting the franchise system as economic and regulatory conditions evolve.

Key discussion points include:

• Fleet sales and their impact on Virginia’s market performance
• EV policy changes and consumer-driven powertrain adoption
• Rising inventory levels and dealer profitability concerns
• OEM volume strategies and franchise system risks
• Direct-to-consumer sales threats and dealer value
• Legislative priorities and workforce investment for 2026

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Colorado’s approval of Scout Motors’ dealer license has raised new concerns about franchise protections and manufacturer-owned retail models. On this episode of Inside Automotive, Fred Emich IV, managing partner at Emich Automotive and chairman of the Volkswagen National Dealer Council, explains why the ruling is a wake-up call for dealers and OEMs nationwide. Emich breaks down how legal gray areas around affiliated entities and same-line manufacturing allowed the decision to move forward, and why similar interpretations could surface in other states. He also discusses the impact on Volkswagen dealers, the broader implications for the franchise system, and how dealer groups are responding through legislative and legal channels. Looking ahead, Emich shares perspective on market volatility, EV demand in Colorado, and the operational challenges dealers may face in 2026 as policy, pricing, and retail models continue to evolve.

Key discussion points include:

• Why the Scout Motors ruling exposes franchise law loopholes
• The implications for Volkswagen dealers and OEM–dealer trust
• How ambiguous state statutes can reshape retail models
• The role of dealer associations in legislative responses
• Consumer perception challenges facing franchise dealers
• What dealers should watch as similar cases emerge

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Colorado’s approval of Scout Motors’ dealer license has intensified concerns around direct-to-consumer sales and the future of the franchise system. On this special episode of Inside Automotive, Mike Stanton, CEO and President of NADA, and Don Hall, CEO and President of the Virginia Automobile Dealers Association, examine what the decision means for dealers nationwide and why the issue extends far beyond one state. They explain why the ruling represents the start of a longer legal and legislative battle, not a final outcome, and outline how dealer advocacy efforts are already underway at both the state and national levels. The conversation underscores the importance of dealer engagement, unity, and sustained advocacy as OEMs increasingly test franchise protections.

Topics covered include:

• Why the Scout Motors ruling raises national franchise concerns
• NADA’s ongoing legal challenges in multiple states
• The risks of OEM-led direct-to-consumer strategies
• How the decision impacts dealer–manufacturer trust
• The role of dealer advocacy and grassroots involvement
• What dealers should expect as the legal fight continues

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Colorado’s decision to grant Scout Motors a dealer license has reignited national debate over direct-to-consumer sales and the future of the franchise model. On this episode of Inside Automotive, Mike Maroone, CEO of Mike Maroone Auto and former AutoNation executive, shares his perspective on why the move represents a circumvention of long-standing franchise protections and risks destabilizing OEM–dealer relationships. Maroone challenges Scout’s claims of independence from Volkswagen, argues that bypassing dealers does not benefit consumers, and outlines the potential legal, political, and market consequences of the decision. He also discusses how Colorado’s strong EV market, shifting incentives, and growing interest in hybrids factor into the broader picture, while emphasizing the importance of dealer associations and advocacy. The conversation closes with Maroone’s outlook on acquisitions, tariffs, and why respecting the franchise system remains critical as the industry evolves.

Don't miss:

• Scout Motors’ dealer license and franchise law implications
• OEM–dealer relationship strain and long-term risks
• Litigation, negotiation, and political advocacy options for dealers
• EV demand trends, incentives, and hybrid adoption in Colorado
• Direct-to-consumer sales and precedent-setting concerns

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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Minnesota’s auto market is entering a period of reset, and Scott Lambert, president of the Minnesota Automobile Dealers Association, joins Inside Automotive to break down the forces shaping dealerships statewide. Lambert explains how soft economic conditions—driven in part by agriculture headwinds and rising tariffs—are influencing vehicle demand and affordability. He also details ongoing legal and legislative challenges, including enforcement of Minnesota’s third-party time guide law and negotiations with manufacturers over warranty reimbursement. The conversation explores how parts theft and fraud continue to impact dealer operations, as well as why EV adoption in cold-weather markets like Minnesota remains uneven. Looking ahead, Lambert outlines MADA’s priorities for 2026, including modernizing title and registration systems and maintaining a firm advocacy posture to protect franchise dealers as the market evolves.

Discussion topics include:

• Economic and agriculture-related pressures on vehicle demand
• Warranty reimbursement and manufacturer compliance challenges
• Parts theft, fraud, and dealer cost exposure
• EV and hybrid adoption trends in cold-climate markets
• Legislative priorities and dealer advocacy heading into 2026

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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Despite softer EV demand in California and ongoing cost pressures, dealership operations remain resilient. On this episode of Inside Automotive, Del Grande Dealer Group CEO Jeremy Beaver explains how disciplined growth, strong fixed operations, and workforce investment are positioning dealers for success heading into 2026. Beaver discusses how the expiration of EV tax credits has reshaped demand in Northern California, why hybrids and fuel-efficient vehicles are gaining traction, and how supply constraints are limiting how quickly OEMs can respond. He also shares DGDG’s approach to acquisitions, internal promotions, and technology adoption, emphasizing that people and process remain central to performance in a volatile market. The conversation offers a grounded view of how dealerships can focus on controllable factors to maintain profitability and stability in the year ahead.

Key topics:

• The impact of EV tax credit changes on California demand
• Record fixed-operations performance and workforce expansion
• Acquisition strategy and internal promotion as growth drivers
• Managing tariffs, inventory, and rising operating costs
• The role of technology and AI in long-term planning
• Leadership priorities shaping dealership performance in 2026

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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As 2025 comes to a close, Dave Cantin, CEO and Chairman of the Dave Cantin Group, joins Inside Automotive to discuss AutoNation’s acquisition of Jerry’s Toyota—its first Toyota deal in more than a decade—and what it signals for dealer succession planning and the future of automotive M&A. Cantin explains why more than half of dealerships remain without a formal succession plan and how that gap can limit optionality when opportunities arise. He outlines why successful transactions require more than top-line pricing, emphasizing preparation, legacy protection, and long-term strategic fit. The conversation also explores broader consolidation trends, buyer and seller behavior heading into 2026, and why mid-sized dealer groups are expected to be especially active. Cantin closes by addressing direct-to-consumer developments and reinforcing the resilience of U.S. dealers amid ongoing industry change.

Key points:

• AutoNation’s Toyota acquisition and its strategic significance
• The growing importance of dealership succession planning
• Shifts in buyer and seller behavior in automotive M&A
• Consolidation trends among public, private, and mid-sized groups
• Dealer performance and resilience heading into 2026

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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