How Dealers Can Improve Close Rates Without More Leads

Jason Swiech on How Dealers Can Improve the F&I Experience

The finance and insurance office remains the most trusted part of the dealership experience, but customer frustrations haven't disappeared. In this episode, Jason Swiech, F&I Product Marketing Manager at CDK Global, breaks down the findings from CDK Global's 2026 State of F&I at the Dealership study and explains what dealers can do to improve the customer experience without overhauling the entire process. Swiech discusses why customers continue to place their trust in F&I managers despite ongoing complaints about wait times and duplicated paperwork. He also shares how earlier conversations around financing, interest rates, and F&I products can improve transparency, reduce friction, and strengthen customer relationships throughout the sales process. Key discussion points: * Why customers rank the F&I office as the most trusted step in the dealership journey * The biggest pain points, including long wait times and duplicated paperwork * Whether dealerships should rethink the traditional F&I office model * How affordability and higher interest rates are changing F&I conversations * Why financing discussions should begin earlier in the sales process * How customized product presentations can improve the customer experience Swiech offers practical insights into building a more efficient, transparent, and customer-focused F&I process. 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.

Can Stellantis Turn It Around? One Dealer Thinks So

As affordability pressures continue to weigh on the automotive market, Stellantis dealers are navigating tighter margins, limited inventory, and shifting product strategies. In this episode, Dave Kelleher, President of David Auto Group, shares his perspective on Stellantis' recent challenges, why he believes the automaker lost its way under former CEO Carlos Tavares, and why he's optimistic about the company's future under Antonio Filosa. Kelleher discusses the impact of rising vehicle prices and interest rates on consumer demand, the importance of restoring dealer profitability, and why affordable new models will be critical to the brand's turnaround. He also weighs in on FTC pricing compliance, Carvana's expansion into franchised retail, and the role marketing plays in rebuilding customer demand. Key discussion points: * Why inventory shortages—not customer demand—have hurt Stellantis dealers * How affordability and rising interest rates are changing consumer buying behavior * Why Kelleher believes Antonio Filosa can lead a successful Stellantis turnaround * The importance of restoring dealer incentives and profitability * Kelleher's concerns about Carvana's growing role in franchise retail * How dealers are approaching FTC pricing compliance and transparency Kelleher offers an inside look at the challenges facing Stellantis retailers and what he believes must happen for the brand to regain momentum. 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.

How Dealers Can Improve Close Rates Without More Leads

As dealerships compete for sales in a more normalized inventory environment, RevDojo Founder and CEO Kyle Disher says many stores are missing opportunities after the first customer contact. In this episode, Disher explains why dealers may not need more leads, advertising, or inventory as much as stronger follow-up, appointment-setting, and management involvement. Drawing from RevDojo hiring events, sales candidate interviews, and more than 120,000 mystery shops completed in 2026, Disher highlights where dealership teams are falling short in the sales process. He also explains how personalized communication, trade-in conversations, and consistent lead management can help stores improve close rates from the opportunities they already have. Key discussion points: * Why existing leads may hold more value than new traffic * What RevDojo’s mystery shops reveal about dealership follow-up * The role of custom video and personalized communication in shopper engagement * Why salespeople often answer questions without setting appointments * How management involvement can improve internet lead performance * Why trade-in conversations can strengthen close rates Disher outlines practical areas where dealers can improve execution and capture sales opportunities already coming into the store. 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 Leverage Problem Facing Today’s Dealerships

As dealership profits tighten, Dave Mondragon, Founder and CEO of AutoTrust Dealer Alliance, says many retailers are facing a leverage problem rather than an operational one. In this episode, Mondragon explains how collective scale can help independent and smaller dealer groups compete more effectively without giving up ownership. Mondragon discusses how larger public groups use scale to lower costs, improve margins, and accelerate growth, while smaller operators often lack the same negotiating power. He outlines AutoTrust’s dealer-owned cooperative model, which aggregates member volume to secure better terms with vendors, lenders, and partners while returning profits to participating dealers. Key discussion points: * Why dealers may need more leverage, not more operational advice * How collective scale can help smaller groups compete with public retailers * AutoTrust’s 100% dealer-owned cooperative structure * How vendor and lender partnerships can improve back-end profitability * Why AutoTrust focuses on non-OEM opportunities like used and subprime financing * How dealers can preserve independence while gaining scale advantages Mondragon explains why the future may favor dealers who find new ways to scale collaboratively while maintaining local ownership. 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 New Rules of Dealership Visibility in an AI Search World

AI is reshaping how consumers discover dealerships and make vehicle-buying decisions online. In this episode, Robert DeGeorge, Director of Product Consulting for Dealer.com and VinSolutions Retail Solutions & Sales, explains why dealers must rethink website structure, data accuracy, and digital visibility as shoppers increasingly turn to AI tools for direct answers. DeGeorge discusses how platforms like ChatGPT and Google Gemini are changing the research process, making it more important for dealership websites to be readable not only to consumers but also to AI systems. He also explains why structured data, real-time inventory updates, and generative engine optimization are becoming essential to digital retail strategy. Key discussion points: * How AI tools are changing consumer search behavior * Why dealership websites must be understandable to AI systems * The role of generative engine optimization in dealership visibility * Why structured data and clean site architecture matter * How real-time indexing supports pricing transparency and inventory accuracy * What dealers risk if their websites are not ready for AI-driven search DeGeorge outlines how dealers can prepare their websites for the next phase of online automotive discovery. 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.