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• Avoiding common mistakes, including competitor-focused content and outdated advertising approaches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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Retention expert David Alemian explains why dealerships need to think beyond compensation when it comes to keeping top-performing employees. As skilled workers become harder to replace, Alemian argues that employees stay when they see a stronger future with their current employer than they would elsewhere.

In this episode of Inside Automotive, Alemian explores the financial and operational costs of turnover and outlines strategies dealers can use to build long-term employee loyalty.

• Why top performers leave even when compensation is competitive
• The hidden cost of turnover and its impact on revenue, morale and productivity
• Why simply increasing pay may not create lasting retention
• Long-term incentives that give employees a financial reason to stay
• How retention strategies can be tailored to top performers
• Why dealerships need to make retention an ongoing business strategy

Alemian also discusses how dealerships can create benefits that strengthen an employee’s future while aligning their long-term interests with the success of the business.

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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Michael Dunne, CEO of Dunne Insights, examines China’s growing influence in the global automotive industry and what it could mean for U.S. automakers, dealers and policymakers.

In this episode of Inside Automotive, Dunne argues that China’s automotive strategy goes beyond traditional market competition, pointing to the rapid expansion of Chinese EVs, government support and control of critical supply chains. He also explores the national security implications of connected vehicles and the potential consequences of allowing Chinese automakers broader access to the U.S. market.

• China’s global auto expansion and how its strategy differs from previous foreign automakers
• The economic and national security risks tied to Chinese vehicles and connected-car technology
• EV competition and the role of Tesla, software and autonomous driving
• Tariffs and import quotas as potential tools to give U.S. automakers time to adapt
• The challenges facing Detroit, including labor costs, overhead and operational efficiency
• How U.S. manufacturing and technology could work together to compete globally

Dunne ultimately argues that American automakers must address their own structural challenges while preparing for a more competitive global market.

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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Gary Ng Wai, Chief Revenue Officer at CarJiffy, discusses how dealerships can turn website traffic into completed online vehicle sales with a true e-commerce buying experience.

Most dealership websites are built to generate leads, but shoppers increasingly expect to complete more of the purchase process online. Ng Wai explains how digital retailing can help dealers reduce friction by allowing customers to value trades, apply for credit, select F&I products, e-sign documents, leave deposits and schedule delivery without leaving the dealership’s website.

• Closing the gap between online shopping and online buying
• Improving lead quality by engaging customers further into the purchase process
• Extending dealership reach beyond the local market with remote transactions
• Increasing after-hours sales while maintaining dealership ownership of the customer relationship
• Supporting sales and F&I teams with higher-intent buyers and more structured transactions
• Using technology to improve efficiency without replacing human interaction

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 Bowers, Owner of Matt Bowers Auto Group, discusses his counter-cyclical approach to dealership growth, profitability and navigating a softer retail market.

Bowers shares how his 12-store group is approaching acquisitions, inventory, fixed operations and long-term portfolio strategy as affordability pressures reshape consumer demand. He explains why he is targeting undervalued franchises rather than paying peak multiples, and why diversification is central to his expansion strategy.

Key discussion points:

• Counter-cyclical M&A: Why Bowers targets brands at the bottom of their market cycle 
• Profitability vs. volume: The risks of sacrificing used-car margins to chase sales 
• Fixed operations: How vehicle affordability is supporting service revenue 
• EVs and Chinese imports: Bowers’ outlook on pre-owned EV demand and global competition 
• Portfolio strategy: Why no single OEM should account for more than 20% of group profits 
• Leadership and growth: The fundamentals behind scaling from one store to a multi-state operation

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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Modern dealership payment processing is evolving beyond simple transactions, and Tom Priore, Chairman and CEO of Priority Commerce, and Amberly Allen, Managing Partner of Priority Commerce Automotive, explain why. On this episode of Inside Automotive, they discuss how dealers are rethinking payments, compliance, and cash flow management as financial operations become more complex across multiple departments and rooftops.

In this episode, you'll learn:

•  How centralized payment platforms provide real-time visibility into cash flow across departments and dealership groups. 
•  Why FTC scrutiny and varying state regulations are making compliant surcharging more important than ever. 
•  How a "universal wallet" simplifies payments by supporting credit cards, Venmo, PayPal, Cash App, cryptocurrency, and more. 
•  The benefits of programmable cash flow management for controllers, CFOs, and accounting teams. 
•  Why flexibility and automation are becoming essential as payment technologies and regulations continue to evolve. 

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.

For more content, visit CBTNews.com and follow us on your favorite podcast platform.

Matt Leone, CEO of DriveCentric, joins CBT News from the DC20 User Conference to discuss how dealerships can strengthen customer engagement, simplify their technology stack, and improve retention in an increasingly competitive market.

As dealership margins tighten and showroom traffic becomes less predictable, Leone argues that retaining customers across sales, service, and F&I has never been more important. He explains how DriveCentric has evolved from a traditional CRM into a customer engagement platform by integrating AI, digital retailing, reputation management, and communication tools into a single solution. Leone also shares why dealerships should rethink disconnected software vendors, how successful dealer groups approach technology adoption, and the role company culture plays in delivering long-term customer success. The conversation offers practical insights for dealers looking to improve efficiency, strengthen loyalty, and build a more connected customer experience.

Key discussion points:

•  Why customer retention is the top priority in today's retail market 
•  How DriveCentric evolved beyond a traditional CRM platform 
•  The benefits of consolidating multiple dealership technologies 
•  How AI and engagement tools improve the customer experience 
•  Best practices for implementing new dealership technology 
•  The role of company culture and customer success in long-term 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.

For more content, visit CBTNews.com and follow us on your favorite podcast platform.