The Dealer Playbook for a Tougher Automotive Market

Coulter McMahen Explains What the Latest Regulations Mean for Dealers

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. For more content, visit CBTNews.com [https://www.cbtnews.com] and follow us on your favorite podcast platform.

Scott Pioli Explains What Separates Good Teams from Great Ones

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. For more content, visit CBTNews.com [https://www.cbtnews.com] and follow us on your favorite podcast platform.

Peter Cooper Explains the Risks of Chinese Vehicles in the U.S. Market

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. For more content, visit CBTNews.com [https://www.cbtnews.com] and follow us on your favorite podcast platform.

The Dealer Playbook for a Tougher Automotive Market

Affordability pressures, shifting EV demand, and evolving pricing expectations are reshaping dealership operations. In this episode, Manny Sedano of Sedano Automotive Group discusses how his dealerships are adapting to rising interest rates, changing consumer preferences, and increased regulatory scrutiny while remaining competitive in Southern California. Sedano shares how his group is using flexible financing options, expanding mobile service, and adjusting its inventory strategy to meet today's market. He also weighs in on Volkswagen's direct-to-consumer approach with Scout Motors, the growing appeal of hybrids and used EVs, and why consistent pricing and strong OEM support will be critical for dealers moving forward. Key discussion points: * How affordability and higher interest rates are changing customer buying behavior * Why mobile service has become a growing opportunity for dealership fixed operations * The shift toward hybrids and used EVs as gas prices remain high * Manny Sedano's concerns about Scout Motors' direct-to-consumer sales model * How inconsistent OEM support affects dealer competitiveness * Why pricing transparency and FTC scrutiny could strengthen the industry over time Sedano offers practical insights into balancing profitability, customer expectations, and long-term growth in today's evolving automotive retail landscape. 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 [https://www.cbtnews.com] and follow us on your favorite podcast platform.

Scott Traylor on Mia's AI Strategy for Modern Dealerships

AI is quickly becoming a core part of dealership operations, but not every platform is designed with automotive retail in mind. In this episode, Scott Traylor, Vice President of Sales at Mia, explains how the company's AI platform was built by dealership professionals to automate customer engagement, improve operational efficiency, and generate revenue outside traditional business hours. Drawing on decades of dealership leadership experience, Traylor discusses how Mia integrates with existing dealership systems to manage appointments, answer customer questions, and support sales and service teams around the clock. He also shares why after-hours customer engagement is becoming a competitive advantage and what dealers should consider as AI adoption accelerates across the industry. Key discussion points: * How Mia's automotive-focused AI platform supports dealership operations * Why after-hours engagement is generating new sales and service revenue * The evolution from scripted automation to agentic AI * How AI integrates with dealership CRM, DMS, inventory, and service systems * What Mia's General Motors IMR partnership means for dealers * Why AI strategy will soon become more important than AI adoption itself Traylor offers practical insights into how dealerships can use AI to improve customer service, increase efficiency, and stay competitive in a rapidly evolving retail landscape. 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 [https://www.cbtnews.com] and follow us on your favorite podcast platform.