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Managing 76 dealerships and 11% of Toyota’s U.S. sales isn’t about control—it’s about trust, care, and showing up better every day.

Marcus Williams oversees Toyota’s Los Angeles Region—76 dealerships across Southern California representing 11% of Toyota’s total U.S. sales. That scale brings constant pressure, but Marcus’s approach stays remarkably grounded. His focus centers on leadership development, operational alignment, and making sure dealers are equipped to take care of guests across the entire ownership journey.

In this conversation, Marcus opens up about how Toyota thinks about affordability at the factory level, why captive finance and residual values matter more than most people realize, and how AI is already reshaping service and customer communication. He also shares his leadership philosophy rooted in Kaizen, care, and trust—and why consistent human connection still outperforms any tool or process when it comes to long-term success in automotive retail.

Timestamped Takeaways

0:00 Starting at Toyota’s 1-800 Line Changed How Marcus Leads

2:22 Why One Toyota Region Controls 11% of U.S. Sales

5:30 The Daily Conversations OEMs and Dealers Are Actually Having

6:57 Expanding the Dealer’s Role Beyond Selling the Car

9:04 Who Really Owns the Customer Relationship

9:56 How Toyota Builds Vehicles With Affordability in Mind

11:12 Why Toyota Is Investing in Its Own Battery Production

12:21 Using Residuals and Rates to Keep Payments Manageable

13:51 Care and Trust as the Foundation of Leadership

15:42 What It’s Like Managing 76 Dealerships at Once

17:01 How Dealers Should Be Using AI Right Now

19:46 What Makes a Speech Connect With People

Connect with Marcus Williams at https://www.linkedin.com/in/marcus-williams-b3a1175/

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Paul J Daly and Kyle Mountsier sit down with Alex Kwanten, Managing Editor of U.S. News Autos, to unpack what “affordable” really means in today’s car market. Fresh off presenting U.S. News’ annual Best Cars for the Money awards, Kwanten explains how affordability goes far beyond sticker price—factoring in transaction prices, insurance, fuel, maintenance, and long-term ownership costs that most shoppers overlook.

Drawing on deep experience covering both the media and retail sides of the industry, Kwanten shares which vehicles truly deliver value, why hybrids are exploding in relevance, and how buyers can lower monthly expenses without sacrificing quality. From the Kia Niro’s standout value to the surprising affordability of the Chevy Equinox EV—and the hidden insurance costs of premium EVs—this episode offers a grounded, data-backed look at how consumers can actually win in a market that still feels intimidating.

Timestamped Takeaways

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:36 – Why Affordability Means More Than Sticker Price

1:10 – How U.S. News Calculates “Best Cars for the Money”

1:49 – What Really Drives Long-Term Cost of Ownership

2:10 – Service, Insurance, and Fuel Are the Big Three

3:13 – Why the Awards Expanded to More Hybrid Categories

3:53 – The Kia Niro: One of the Best Values in the Market

4:58 – Why Hybrids Can Lower Monthly Costs Over Time

5:35 – When EVs Are Actually the Cheapest Option

6:40 – How Where You Live Changes EV Economics

7:45 – The Chevy Equinox EV Surprise

8:49 – Why Teslas Are So Expensive to Insure

9:51 – Technology, Repairs, and Insurance Risk

Connect with Alex Kwanten at https://www.linkedin.com/in/alexkwanten/

See all the Winners of the Best Cars For the Money Awards: https://cars.usnews.com/cars-trucks/best-cars-for-the-money

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

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https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

🎧 Like and follow our other podcasts:

1. Automotive State of the Union
2. ASOTU CON Sessions

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Paul J Daly and Kyle Mountsier sit down with Brian Skalovsky, Director of Battery Recycling at Cox Automotive, to unpack one of the least understood—but most critical—parts of the EV conversation: what actually happens to batteries after they leave the vehicle. Skalovsky explains why battery service speed is one of the biggest barriers to EV adoption, how Cox’s EV Battery Solutions division can turn three-week repair nightmares into 48-hour turnarounds, and why keeping EV owners in their vehicles is essential for long-term brand trust.

The conversation goes deep into battery longevity, recycling, and the emerging circular economy behind EVs. Skalovsky breaks down how battery packs are repaired, repurposed, or recycled into “black mass,” how recycled materials can feed directly back into new battery production, and why the U.S. still lacks enough domestic processing capacity. From fleet electrification to shifting battery chemistries and the real risks of second-life energy storage systems, this episode delivers a grounded, inside look at how EV sustainability actually works—beyond the headlines.

Timestamped Takeaways

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:34 – What a Director of Battery Recycling Actually Does

0:50 – Why Fast Battery Repair Is Critical to EV Adoption

1:43 – The Service Experience That Pushes EV Owners Away

2:26 – How Long EV Batteries Really Last

2:47 – Why Battery Technology Keeps Getting Better

3:53 – How EV Batteries Are Broken Into Three Paths

4:19 – Why Recycling Capacity Can’t Keep Up Yet

5:12 – Fleet Electrification and Why It Works So Well

5:38 – How Battery Chemistry Is Changing

6:34 – Solid-State Batteries and the Long-Term Horizon

6:59 – Second-Life Batteries and the Insurance Problem

8:11 – Why Recycling Back Into Batteries Is the End Goal

Connect with Brian Skalovsky at https://www.linkedin.com/in/brian-skalovsky-6aa8a5354/

Learn more about Cox Automotive's EV Battery Recycling at https://www.coxautoinc.com/ev-battery-solutions/

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

We have a daily email!

https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

🎧 Like and follow our other podcasts:

1. Automotive State of the Union
2. ASOTU CON Sessions