Tyson Jominy, SVP of Data & Analytics at J.D. Power, discusses affordability pressures, interest rates, lease returns, and why stable demand and mid-cycle conditions will shape dealer planning for the 2026 auto market.

Episode Breakdown

00:00 - Meet Tyson Jominy from J.D. Power

01:05 - Affordability and the role of monthly payment

03:29 - What longer loan terms mean for dealers

04:36 - Limited used supply and strong trade-in values

05:38 - Service lanes as a used inventory opportunity

06:49 - Does the 2026 demand outlook remain optimistic?

08:47 - SAAR forecast and vehicle price expectations

10:40 - Interest rate outlook and OEM-supported financing

11:46 - Leasing as an affordability strategy for dealers

12:33 - Fixed ops profitability and warranty impact

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

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Christian Crain, VP of Crain Automotive Holdings, discusses leading a 23-store dealer group, their focus on seamless operations and how they are addressing the affordability challenges their guests are facing now.

Episode Breakdown

00:00 - Meet Christian Crain

02:15 - How Crain Automotive is addressing customer affordability

05:24 - Creating a frictionless process

07:45 - Best Bets with Christian Crain

08:31 - Will AI handle more than 30% of your store’s customer communications?

10:32 - Will 100% online purchase happen without in-person viewing of the car?

11:28 - Razorbacks & college football: will the playoffs happen?

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

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John Fitzpatrick, President & CEO of Force Marketing, joins the podcast to share insights on marketing trends in 2026, the future of AI and technology, customer engagement opportunities and strategies for dealership growth.

Episode Breakdown

00:00 - Meet John Fitzpatrick!

01:58 - Trends in Dealership Marketing and Customer Engagement

02:28 - The “4A” Strategy (Audience, Attention, Automation, Attribution)

04:54 - The Importance of Consistent Messaging and Response Time

08:52 - AI in Dealerships: Progress Over Perfection

12:15 - Treating Marketing Expenses Like Investments

14:51 - Marketing Opportunities in Fixed Ops and Service Retention

18:25 - “Bet It or Forget It” Segment

18:54 - AI Chat & Automation Replacing BDC Roles

19:40 - What is a Dealership’s Most Valuable Asset?

20:15 - Local Brand Awareness vs. Vehicle Inventory

22:12 - The Power of TikTok

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

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Ted Ings of Fixed Ops Roundtable shares fixed ops technology innovations, including technician video MPIs and AI, and explains how they improve transparency, approvals and strengthen overall service department performance.

Episode Breakdown

00:00 - Meet Ted from Fixed Ops Roundtable!

03:07 - What's the biggest Fixed Ops innovation?

05:29 - Measuring video engagement and ROI

06:04 - Implementing the technology

07:30 - How service drive acquisition is connecting departments

09:07 - Sales-to-Service handoff

10:20 - Service Advisors vs Sales: Impact on customer loyalty

11:03 - Will AI tools diagnose vehicles before techs?

12:13 - The technician shortage debate

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

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Brian Kramer from Cars.com makes his third podcast appearance with us to share industry insights on the future of AI and digital retailing, how process drives profitability, and the wave of demand for used EVs in 2026.

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

Episode Breakdown

0:00 - Brian returns for a third time! 

2:00 - Digital retailing & AI in 2026

5:53 - Optimizing your dealership’s digital presence

8:30 - Brian’s first impressions on JM&A Group’s Gyde platform

10:33 - Getting smart with appraisals and inventory management

16:32 - How service and sales can collaborate on service lane acquisition

19:37 - The coming wave of used EVs

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NADA President & CEO Mike Stanton discusses dealer sentiment around affordability concerns, NADA's work to strengthen the dealer environment, key public policy initiatives and strengthening the franchise system. 

In this episode you’ll hear:

• The pulse on dealer economic concerns 

• How NADA is addressing technician shortages and training 

• Protecting dealers and remaining compliant with Artificial Intelligence 

For more information about our guest, visit their ⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠. 

Episode Breakdown

0:00 - How are dealers feeling this year? 

3:42 - Franchise laws are evolving 

10:17 - Effects of dealer consolidation 

13:17 - How do you pronounce NADA? 

13:52 - Addressing technician shortages and training 

16:04 - What Mike is excited for this year 

16:42 - Protecting Dealers and remaining compliant with AI

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From the finance office to General Manager, Jesse Hill of Safford Mazda Sterling shares how he balances family life with a busy career, how he led a virtual change in the finance office and advice for future dealership leaders.

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

Episode Breakdown

0:00 - Jesse’s journey to the auto industry 

7:29 - Balancing family with the demands of retail automotive careers

13:39 - Initial thoughts on virtual finance at the dealership

19:42 - How virtual F&I caused other processes to evolve

22:43 - The transition from the finance office to General Manager

28:29 - Key skills to develop for leadership roles

33:23 - The Process of converting a store from one OEM at another

36:50 - Dealership focus for 2026

43:41 - Bet it or Forget it: AI, front end gross profit, dealership culture

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Steve Greenfield, GP at Automotive Ventures, shares his perspective on affordability challenges, dealership profitability, emerging retail tech, and how AI may shape the future of customer experience and operational efficiency.

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

Episode Breakdown

0:00 - Meet Steve of Automotive Ventures! 

0:53 - The state of vehicle affordability and consumer credit

4:00 - Supply chain fragility and new chip constraints

6:19 - What dealers can control to protect profitability

8:05 - DMS disruption and evaluating tech investments

11:10 - The surge of AI and where it will actually help

13:20 - How AI can unlock sales productivity & loyalty

18:33 - Autonomous ride-hailing and its real implications

22:20 - The durability of the franchise dealer model

24:08 - Best Bets: Profit margins, valuations, direct sales & BYD

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Jay Vijayan, Founder & CEO at Tekion, discusses the dealership pain points he saw which led to the creation of his business. He also shares insights on AI and digital retail and lessons he learned from his leadership role at Tesla. 

For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. 

Episode Breakdown

0:00 - Jay’s introduction to the automotive industry 

7:42 - Why Jay’s company decided to acquire dealerships  

10:23 - The major pain points he saw dealerships facing 

15:38 - What Jay learned from owning dealerships 

21:14 - How a focus on people drove their platform creation 

26:11 - Addressing dealers’ concerns with changing technologies 

33:03 - What can dealers expect from AI in the next few years? 

37:56 - The F&I process and what dealers are saying 

39:53 - Best Bets: Cloud platforms, the next industry disruptor and APIs 

42:32 - Lessons learned from working at Tesla 

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Marc Bland, Head of New Business and Growth Audiences for S&P Global, breaks down the trends he’s seeing across customer bases, the segment OEMs are overlooking, how to engage more buyers and his opinion on TikTok car sales.

For more information about our guest, visit their ⁠⁠⁠LinkedIn⁠⁠⁠. 

Episode Breakdown
0:00 - Marc's insight on OEM sales and consumers
3:33 - What’s important for dealers to pay attention to
7:14 - Who is driving buyer growth?
9:09 - How dealers can engage fast growing buyer populations
12:51 - Ways dealers can hit gross margins
17:10 - Generational buying trends
21:23 - Is there a segment OEMs are overlooking?
26:20 - Best Bets: TikTok car sales, small EV buyers adoption

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