On this episode of Inside Automotive, Don Hall, President of the Virginia Automobile Dealers Association (VADA), discusses the growing concerns surrounding Chinese automakers entering the U.S. market, national security risks tied to connected vehicles, and the increasing regulatory pressure dealers face from the FTC.

Hall argues that the debate over Chinese vehicle imports extends far beyond trade and competition, touching on data security, intellectual property concerns, and long-term impacts on the U.S. automotive industry. He also examines how dealers are responding to evolving FTC enforcement around advertising transparency and compliance standards, emphasizing the need for clearer pricing and stronger operational discipline.

Key discussion points include:

•  Why Hall views Chinese vehicle imports as a national security issue 
•  Concerns around connected vehicle data and global supply chains 
•  How Chinese automakers differ from prior foreign entrants like Toyota and Honda 
•  Dealer perspectives on franchising future Chinese brands 
•  The FTC’s warning letters and increased compliance enforcement 
•  Why transparent pricing and state-specific legal guidance are becoming critical for dealers

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On this episode of Inside Automotive, Nick Anderson, General Manager of Chuck Anderson Ford and Chairman of the Missouri Automobile Dealers Association, discusses how Ford dealers are navigating ongoing F-150 inventory shortages while adapting to growing FTC scrutiny around pricing transparency and advertising practices.

Anderson explains how supply disruptions tied to aluminum supplier issues have significantly reduced truck availability during peak selling periods, forcing dealers to rely more heavily on factory orders and used inventory strategies. He also shares how transparent pricing practices are helping dealerships reduce customer friction and maintain trust as regulators increase oversight of online advertising and dealer fees.

Key discussion points include:

•  How the F-150 production shortage is impacting dealer operations and customer demand 
•  Why factory ordering has become more accepted by consumers post-pandemic 
•  The rising value and demand for used F-150 inventory 
•  FTC pricing transparency expectations and evolving compliance pressures 
•  How dealers can reduce friction with clear, all-in pricing strategies 
•  Anderson’s outlook on EV adoption, Ford market share, and Chinese automaker competition

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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Artificial intelligence is quickly becoming a defining competitive advantage in automotive retail. On this episode of Inside Automotive, Todd Smith, CEO of QoreAI and author of The Intelligent Dealership, explains why dealers need to rethink how they approach AI adoption and data ownership.

Smith argues that AI should not be treated like traditional software. Instead, dealerships must train AI systems using their internal workflows, operational knowledge, and transactional data to create what he calls a “dealership brain.” He explains how AI can improve efficiency across sales, service, marketing, HR, and used-vehicle operations while helping dealers build long-term operational advantages.

Key discussion points include:

•  Why dealerships misunderstand AI implementation 
•  The importance of building a “dealership brain” 
•  Protecting dealership data from third-party dependency 
•  How consumers are already using AI during the buying process 
•  Practical AI applications across every dealership department 
•  Why AI-driven efficiency compounds over time 
•  The risks of delaying AI adoption in automotive retail 

Smith also discusses why transparency, operational intelligence, and data ownership will become critical differentiators as AI reshapes the customer experience.

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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Rising gas prices, tariff concerns, and changing consumer priorities are reshaping today’s automotive market. On this episode of Inside Automotive, Jenni Newman, Editor-in-Chief of Cars.com, breaks down the latest consumer shopping trends and explains why used EVs and domestically produced vehicles are gaining momentum.

Newman shares insights from recent Cars.com data showing increased shopper interest in EVs and hybrids as fuel costs rise and affordability pressures persist. She also explains how tariff uncertainty is influencing purchase decisions, with more consumers viewing “buying American” as a financial strategy rather than simply a patriotic choice.

Key discussion points include:

•  How tariffs are impacting vehicle shopping behavior 
•  Rising gas prices driving interest in EVs and hybrids 
•  Why used EV searches continue to climb 
•  Tesla’s dominance in used EV search activity 
•  The growing supply of off-lease EV inventory 
•  How dealers can better educate EV shoppers 
•  Why affordability and value remain top consumer priorities 

Newman also outlines how dealers can capitalize on shifting demand by focusing on consumer education, ownership costs, and long-term value.

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Artificial intelligence is rapidly reshaping dealership operations, and some retailers are choosing to build their own tools instead of relying entirely on outside vendors. On this episode of Inside Automotive, Kevin Pitts, General Manager of BMW of Reading, explains how he developed in-house AI solutions to streamline workflows, improve marketing, and enhance customer engagement.

Pitts shares how his dealership automated social media content creation, simplified internal processes, and integrated AI-powered research and communication tools without requiring extensive coding experience. He also discusses how customers are increasingly using AI during the car-buying process and why transparency is becoming even more important in today’s retail environment.

Key discussion points include:

•  Why dealerships are building AI tools internally 
•  Automating social media and marketing workflows 
•  AI-powered customer communication and content creation 
•  Managing employee concerns around AI adoption 
•  How AI is changing customer research and buying behavior 
•  The growing importance of AI visibility and search relevance 
•  Practical advice for dealers starting with AI 

Pitts also explains why dealers should view AI as a tool for efficiency and customer service, rather than a replacement for 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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Affordability, employee expectations, and operational discipline are reshaping dealership management in today’s automotive market. On this episode of Inside Automotive, Colin Liss, General Manager of Green Mazda Lincoln and recent NADA Academy graduate, shares how his dealership is adapting to changing consumer behavior while maintaining stability and performance.

Liss discusses how rising vehicle prices and higher monthly payments are forcing dealers to focus on value-driven selling, product fitment, and customer retention instead of relying heavily on incentives. He also explores how leadership strategies are evolving as dealerships navigate employee retention, work-life balance expectations, and changing workplace dynamics.

Key discussion points include:

•  Affordability challenges and payment-sensitive consumers 
•  Managing negative equity and financing complexity 
•  Leadership lessons from the NADA Academy 
•  Employee retention, staffing flexibility, and workplace culture 
•  The role of urgency and consistency in dealership operations 
•  Using authentic social media engagement to strengthen customer relationships 
•  Why process discipline remains critical during market uncertainty 

Liss explains why dealerships that stay focused on fundamentals, leadership consistency, and customer alignment are better positioned to navigate ongoing market pressure.

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Chinese automakers and their potential entry into the U.S. market take center stage as global competition, tariffs, and shifting trade dynamics reshape the automotive landscape. Michael Dunne, CEO of Dunne Insights, joins Inside Automotive to break down why he believes direct Chinese auto sales in the U.S. are increasingly likely within the next three years.

Michael Dunne outlines how Chinese automakers have rapidly scaled exports from roughly 1 million vehicles to around 10 million annually, now accounting for more than one-third of global production. While U.S. tariffs and regulatory barriers remain significant, indirect market entry and lobbying efforts continue to build momentum.

Key discussion points include:

•  Rapid expansion of Chinese vehicle exports and global market share 
•  Likelihood and timing of direct U.S. market entry 
•  Tariffs, regulatory barriers, and political resistance 
•  Indirect entry strategies through North American channels 
•  Competitive pressure from pricing, design, and technology 
•  Dealer readiness and franchise implications 
•  Multi-powertrain strategies (ICE, hybrid, EV) driving expansion 

Dunne also highlights how affordability, technology integration, and manufacturing scale are reshaping global competition and positioning Chinese automakers as a growing force in the industry.

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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Scott Simons, owner of Simons Chevrolet GMC, shares how he transformed an underperforming rural store into a top-performing operation in just a few months. By focusing on team alignment, disciplined inventory strategy, and expanded financing capabilities, Simons and his team achieved significant gains in sales, service, and parts performance.

Operating in a small market with limited population and income constraints, Simons took a hands-on approach—meeting with every employee, implementing transparent performance tracking, and building a competitive, accountable culture. He also leveraged subprime financing, targeted marketing, and deep community involvement to drive demand and build trust. The conversation highlights how operational discipline, local engagement, and strategic decision-making can unlock growth, even in challenging markets.

•  Building a high-performance team through alignment and accountability 
•  Using real-time data and competitive tracking to drive results 
•  Inventory strategies focused on volume and market demand 
•  Leveraging subprime financing to unlock underserved buyers 
•  Community engagement as a core driver of dealership 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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Paul Sansone Jr., owner of Sansone Jr’s Auto Group, examines the growing scrutiny surrounding automotive brokers and the impact on franchised dealerships. He discusses how broker activity is reshaping vehicle sales in certain markets and raising concerns around compliance, pricing integrity, and dealer agreements.

Sansone outlines how state-level regulations—particularly in New Jersey—prohibit broker involvement, yet enforcement remains uneven across the industry. He explains why relying solely on OEM guidance is insufficient and highlights the operational and legal risks dealers face when engaging in broker-related transactions. The conversation also explores how widespread broker activity can distort market dynamics, weaken dealer control, and create internal vulnerabilities. As regulatory pressure increases, dealers must balance compliance with competitive realities in evolving retail environments.

•  How broker activity impacts pricing, compliance, and dealer agreements 
•  Differences in state laws and enforcement, including New Jersey’s strict stance 
•  Limitations of OEM guidelines in regulating broker transactions 
•  Operational and legal risks tied to non-compliance 
•  Strategies for dealers navigating broker-heavy markets 

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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Russell Richardson, founder of RFW Training, explains how dealerships can turn social media into a consistent driver of leads, sales, and recruitment. He outlines a shift away from chasing views toward building authentic connections that convert into real business outcomes.

Richardson shares why organic, unscripted content often outperforms highly produced marketing, and how social platforms now act as a long-term follow-up system that keeps dealerships top of mind. He also highlights the growing role of social media in hiring, particularly within fixed operations, and emphasizes the importance of leadership involvement to drive adoption. With a structured, repeatable approach, dealerships can generate measurable results within months while reducing reliance on traditional paid channels.

•  Why social media is becoming a top lead source for dealerships 
•  The difference between content for engagement vs. content for sales 
•  Using authentic, daily posts to build trust and drive conversions 
•  Leveraging social platforms for recruiting service and sales staff 
•  The role of leadership in creating accountability and consistency

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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