Ryan Kerrigan, Managing Director of Kerrigan Advisors, joins Inside Automotive to discuss the record-breaking $1.3 billion acquisition of Hennessy Automobile Companies by Group 1 Automotive and what it signals for the future of dealership buy-sell activity.

The transaction—the largest 10-store dealership deal by dollar value in automotive retail history—highlights the growing demand for luxury franchises and the continued strength of the M&A market despite economic uncertainty. Kerrigan explains why premium luxury dealerships are commanding record valuations, how Blue Sky values have reached unprecedented levels, and why generational ownership transitions are fueling more transactions. He also shares insights into the accelerating pace of dealership consolidation, the evolving role of public and private dealer groups, and why the buy-sell market continues to outperform expectations.

Key discussion points:

•  Why the Hennessy acquisition set a new industry record 
•  The growing value and scarcity of luxury dealership franchises 
•  Record-high Blue Sky valuations and what they mean for sellers 
•  How family succession is driving dealership M&A activity 
•  Why dealership consolidation continues to accelerate 
•  The evolving relationship between public dealer groups and private capital

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Randy Kobat, Chief Commercial Officer at Lotlinx, joins us on Inside Automotive to discuss why dealerships need a more proactive approach to inventory management and how earlier intervention can help protect margins.

Drawing on findings from the latest Lotlinx 2026 Inventory Health Survey, Kobat explains why many dealers fail to identify struggling vehicles until it's too late, limiting their options and reducing profitability. He outlines the importance of monitoring inventory health at the VIN level instead of relying solely on aging reports, and discusses how AI is helping dealerships spot risks sooner by analyzing pricing, demand, merchandising, and shopper behavior. Kobat also explores why stronger collaboration between inventory, marketing, and sales teams is essential, and why marketing dollars should be allocated based on each vehicle’s unique needs rather than spread evenly across the lot.

Key discussion points:

•  Why identifying inventory risk within the first 15 days is critical 
•  The difference between inventory aging and inventory health 
•  How VIN-level insights improve pricing and merchandising decisions 
•  Why inventory, marketing, and sales teams need better alignment 
•  How AI helps dealers detect inventory risks before margins erode 
•  Smarter ways to allocate marketing spend across vehicle inventory

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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Gabriel Polanco, Sales Manager at City Kia of Greater Orlando and a 2024 CBT News 40 Under 40 honoree, joins Inside Automotive to discuss how dealerships can deliver faster, more transparent buying experiences in today’s AI-driven market.

As consumers arrive better informed and expecting a seamless purchase process, Polanco explains why traditional sales tactics are no longer enough. He shares how City Kia has reduced the average showroom experience to about 45 minutes through better preparation, consistent pricing, and stronger coordination before customers arrive. The conversation also explores how AI is changing car-buying behavior, what franchise dealers can learn from disruptors like Tesla and Carvana, and why customer experience—not price alone—is becoming the key differentiator. Dealers looking to improve efficiency, build trust, and earn repeat business will find practical strategies for adapting to a rapidly evolving retail environment.

Key discussion points:

•  How AI is changing the way customers evaluate dealership offers 
•  Why speed and convenience matter more than ever in the sales process 
•  How City Kia reduces transaction times through pre-appointment preparation 
•  Lessons franchise dealers can learn from Tesla and Carvana 
•  The importance of pricing transparency and consistent communication 
•  Why customer experience is the biggest competitive advantage 

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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Award-winning dealerships are built on more than strong sales—they're built on culture, trust, and long-term relationships. In this episode, Gary Rome, President and CEO of Gary Rome Auto Group, shares the leadership philosophy behind earning the 2026 Hyundai Dealer of the Year Award and the Board of Excellence Award.

Rome discusses how investing in employees, supporting the local community, and prioritizing transparency have helped his dealership achieve lasting success. He also explains how affordability challenges are changing consumer buying habits, why leasing has become a strategic advantage, and how certified pre-owned vehicles are helping meet customer demand in today's market.

Key discussion points:

• The leadership philosophy behind Gary Rome Auto Group's award-winning culture
• How employee recognition and retention contribute to long-term success
• Why community involvement remains a core part of the dealership's mission
• How affordability is driving demand for certified pre-owned vehicles and leasing
• The importance of pricing transparency and customer trust
• What Rome expects for the second half of 2026 as inventory levels improve

Rome shares practical leadership lessons on building a dealership culture that benefits employees, customers, and the community alike.

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As Congress considers new legislation targeting Chinese-connected vehicles, dealers are being called on to play a more active role in shaping the future of the automotive industry. In this episode, Don Hall, President of the Virginia Automobile Dealers Association (VADA), discusses the Connected Vehicle Security Act, the importance of dealer advocacy, and the broader challenges facing the franchise system.

Hall explains why he supports the bipartisan legislation, why dealer engagement will be critical as the bill moves through Congress, and how retailers can help protect the franchise model amid growing pressure from direct-to-consumer sales. He also shares why stronger customer experiences and greater industry participation will be essential to preserving the dealer network for years to come.

Key discussion points:

• What the Connected Vehicle Security Act means for dealers
• Why dealer advocacy is critical as the legislation advances
• The importance of having automotive retailers represented in government
• How direct-to-consumer sales continue to challenge the franchise model
• Why delivering a better customer experience strengthens the dealer network
• How dealers can get involved through state associations and industry organizations

Hall offers a call to action for dealers to stay engaged in advocacy efforts while preparing for the industry's next chapter.

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As debate over Chinese-connected vehicles intensifies in Washington, franchise dealers are closely watching legislation that could reshape the future of the U.S. automotive market. In this episode, Mike Stanton, President and CEO of the National Automobile Dealers Association (NADA), discusses the advancement of the Connected Vehicle Security Act of 2026 and what it means for dealers, automakers, and consumers.

Stanton explains why NADA supports the bill, how concerns over connected vehicle technology extend beyond competition, and why the association views the legislation as an opportunity to create a more level playing field rather than a permanent barrier to Chinese automakers. He also shares updates on NADA's broader advocacy efforts, including direct sales, FTC advertising guidance, and the REPAIR Act.

Key discussion points:

• What the Connected Vehicle Security Act of 2026 would do
• Why NADA supports restrictions on Chinese-linked vehicles and technology
• How dealers view future competition from Chinese automakers
• NADA's ongoing work on direct sales, FTC compliance, and the REPAIR Act
• Why the legislation still faces key hurdles before becoming law
• What dealers should expect as the bill moves through Congress

Stanton offers an inside look at one of the industry's most significant policy debates and the issues shaping dealership advocacy in 2026.

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Coulter McMahen, President and CEO of the Louisiana Automobile Dealers Association (LADA), joins Inside Automotive to discuss the latest regulatory developments affecting dealerships, recent legislative wins in Louisiana, and the continued importance of the franchise model.

As dealers navigate evolving FTC advertising expectations and state-specific compliance requirements, McMahen explains why retailers are asking for greater regulatory clarity rather than fewer rules. He also highlights key legislative victories that strengthen dealer protections, modernize the vehicle purchase process through electronic titling and registration, and reinforce Louisiana’s franchise laws. Beyond policy, the conversation explores the economic impact of franchised dealerships and why local retailers continue to play a vital role in their communities. McMahen also shares his outlook on Louisiana’s auto market and the legislative priorities dealers should watch in the year ahead.

Key discussion points:

• How FTC pricing guidance intersects with Louisiana advertising laws
• Major legislative victories for Louisiana dealers in 2026
• Why LADA gained new legal authority to defend franchise dealers
• The benefits of electronic titling, registration, and digital transactions
• The economic and consumer advantages of the franchise dealership model
• Louisiana dealers' outlook amid regulatory and affordability challenges

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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Former NFL executive Scott Pioli joins Inside Automotive to share the leadership and culture principles that helped build championship teams—and how dealerships can apply them to create lasting success.

Drawing on 27 years with the New England Patriots, Kansas City Chiefs, and Atlanta Falcons, Pioli explains why sustained performance starts with hiring people who fit the culture, not just the résumé. He discusses the difference between work ethic and work habits, why accountability requires healthy friction, and how small, consistent actions often determine long-term results. Through stories about leaders like Bill Belichick and Tom Brady, Pioli illustrates how humility, discipline, and servant leadership create organizations where people thrive. Whether leading a dealership, managing a sales team, or building the next generation of leaders, Pioli argues that competitive advantage ultimately comes from investing in people—not just processes or technology.

Key discussion points:

• Why culture begins with hiring the right people
• The difference between work ethic and work habits
• How accountability and constructive friction strengthen teams
• Lessons from Bill Belichick and Tom Brady on leadership and discipline
• The concept of "hidden yardage" and why small details matter
• Why servant leadership is the foundation of lasting organizational success

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 the automotive retail landscape evolves, dealers are confronting new competitive threats from direct sales, digital retailers, and global automakers. In this episode, Jim Keffer, CEO of Keffer Auto Group, shares how his dealership group is preparing for the future by focusing on long-term strategy, operational flexibility, and sustainable growth.

Keffer discusses why direct-to-consumer sales remain the biggest long-term challenge for franchise dealers, what the industry can learn from Carvana's customer experience, and why used vehicles have become a cornerstone of his group's growth strategy. He also weighs in on the competitive threat posed by Chinese automakers, the state of dealership acquisitions, and why affordability continues to shape consumer demand.

Key discussion points:

• Why direct sales pose the greatest long-term risk to franchise dealerships
• What dealers can learn from Carvana's customer experience
• How used vehicles fit into Keffer Auto Group's long-term strategy
• The growing competitive pressure from Chinese automakers
• Why affordability and an aging vehicle fleet continue to support demand
• How Keffer Auto Group is approaching acquisitions and future expansion

Keffer offers a strategic perspective on how dealers can remain competitive while preparing for the next decade of automotive retail.

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 debate over Chinese automakers entering the U.S. market intensifies, dealers are weighing the potential impact on affordability, competition, and national security. In this episode, Peter Cooper, President and CEO of Lexus of Lehigh Valley, shares why he believes the long-term risks of allowing Chinese-made vehicles into the U.S. outweigh the short-term benefits of lower prices.

Cooper discusses how government subsidies, tariffs, and global competition are reshaping the automotive industry while outlining the safeguards he believes should be in place before Chinese brands are allowed broader access to the American market. He also explains why dealers should pay close attention to ongoing legislative efforts and what the outcome could mean for the future of U.S. automotive retail.

Key discussion points:

• Why Cooper believes Chinese government subsidies create an uneven competitive landscape
• The potential impact of Chinese automakers on U.S. jobs and the dealership network
• Proposed guardrails for allowing Chinese vehicle imports
• The role tariffs play in offsetting state-backed pricing advantages
• Why Cooper believes congressional action is needed beyond executive orders
• How the debate could shape the future of automotive retail and manufacturing

Cooper offers his perspective on one of the industry's most closely watched policy debates and what dealers should be preparing for next.

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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