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We're at the North Hall of the NADA Show today, getting ready for another amazing day.

An underlying theme of all our conversations has been the "Year of the Human." Even though AI is a big theme, dealers are asking, "How does this help my people?"

We love that because of our belief in the motto of Love People More Than You Love Cars, and today we had on Jeremy Rowland to talk more about it.

Thank you to our friends at Mia for making all of the content possible.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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We've been on the show floor all day, and so this afternoon, we stopped by our friends at Cars Commerce to catch up with the one and only Brian Kramer.

As a former dealer himself, Brian has great insights to the market and how its moving. His latest interest: AI Search, and he unpacks how the trust level in AI search is increasing, and how their tool Carson on Cars.com is an example of that.

Thanks to Cars Commerce for making all of our content today possible.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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The More Than Cars team is on the ground ready to run hard during the NADA Show.

Today, we’ll be at the JD Power Auto Summit grabbing interviews and writing up all the sessions.

Follow More Than Cars, Paul J Daly, Kyle Mountsier, Michael Cirillo for more great NADA Show Content.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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Episode #1259: As the automotive world heads to Las Vegas, Paul sits down with outgoing NADA Chairman Tom Castriota for a candid conversation on a whirlwind year of leadership.

• As dealers head to Las Vegas, Paul sits down with outgoing NADA Chairman Tom Castriota for a true Automotive State of the Union. From Washington wins to AI realities and dealer trust, Castriota reflects on a fast-moving year and what lies ahead.
  • Castriota recaps a landmark year of dealer advocacy, including the FTC Cars Rule defeat, CRA action, and direct involvement in major White House policy moments.
  • He frames leadership as service over spotlight, describing his role as an ambassador who spent the year listening to dealers and state associations nationwide.
  • The conversation looks ahead to consolidation, rural dealerships, and long-term stability, with an emphasis on franchise protection and profitability.
  • AI is a major focus, with NADA positioning itself as a trusted, practical resource to help dealers navigate hype versus reality.
  • “My goal was never about Tom Castriota — I’m just an ambassador. We’re the voice of the dealers.”

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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On this Saturday before NADA, Chris and Nathan join Kyle to talk about a recent car crash where a dealership jumped into action.

When three-vehicle crash with a rollover happened directly outside the dealership, putting lives at immediate risk, team members from the Bob Ross Group Mercedes-Benz of Centerville jumped into action, checking on every driver and helping lift a trapped driver from an overturned van.

• Employees stayed on scene, ensuring all involved were safe and accounted for until first responders arrived.
• The moment reinforced that dealerships are often front-line community members, not just businesses behind glass doors.
• “What a great group of Good Samaritans you have there,” wrote one of the drivers involved, thanking the team for their quick, selfless response.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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Episode #1257: Chinese automakers are taking real share in Europe, AI at NADA is growing up fast, and U.S. consumer confidence just hit a decade low.

• Chinese automakers just hit a milestone in Europe, capturing nearly one in 10 new-car sales. Fueled by competitive EVs and hybrids, strong battery tech, and rapid expansion, Chinese brands are moving from disruptors to serious incumbents across the continent.
  • Chinese brands claimed 9.5% of Europe’s total car market in December, a record share.
  • Electrified vehicles are the growth engine, with Chinese automakers now holding 16% of Europe’s EV and plug-in hybrid market, more than double last year.
  • Europe’s auto industry is under strain, with over 110,000 jobs lost in 18 months, as domestic brands face shrinking share at home and abroad.
  • “The progression of Chinese cars in Europe is massive… It’s a matter of survival for our industry,” said Roberto Vavassori, head of Italy’s Anfia trade group.

• AI is everywhere in dealer tech talk, but 2026 is shaping up as the year it moves from buzzword to baseline. At NADA in Las Vegas, expect fewer “wow” moments and far more conversations about integration, maturity, and ROI.
  • More than 40 AI-specific exhibitors are registered for NADA 2026, up from just 10 last year, with many more vendors baking AI into existing platforms.
  • Expect AI centered on lead engagement, chat, marketing automation, inventory, pricing, service prediction and more
  • Dealers are showing up with sharper questions, focusing on cost savings, productivity, and ROI, not shiny add-ons or disconnected tools.
  • “Everybody has the same ice cream. It’s just flavored a little bit different,” said Cox Automotive’s Mo Zahabi, summing up what dealers should expect on the floor.

• America’s economic mood just took a sharp turn south. Consumer confidence fell to its lowest level in more than a decade in January, with households rattled by rising prices, job anxiety, and geopolitical noise—setting up an uneasy backdrop for spending as 2026 gets underway.
  • The Consumer Confidence Index dropped to 84.5, its lowest reading since 2014 and well below economist expectations, signaling broad-based unease.
  • Inflation remains front and center, with consumers citing food, gas, electricity, insurance costs, and tariffs as top concerns.
  • “The K-shaped economy is great for the top 20%, but many middle-class Americans are barely keeping up,” said Heather Long, chief economist at Navy Federal Credit Union.
    
    
    
• This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop:

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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Episode #1256: Tesla IS phasing out its legacy models X and S to make room for humanoid robots. EV sales just passed petrol cars for the first time in the EU. Finally, Starbucks is brewing a comeback under a new CEO, but margins are still on the drip.

Show Notes with links:

• Tesla is officially sunsetting the Model S sedan and Model X crossover to make room for its future: humanoid robots made in a Fremont, TX factory. CEO Elon Musk says the move reflects Tesla’s shift from automaker to physical AI pioneer.
  • Sales of the S, X, and Cybertruck fell 40% in 2025 to just over 50,000 combined units.
  • Tesla will aim to produce 1 million Optimus robots annually in the long term.
  • Musk also confirmed Tesla's robotaxi service will expand to 7 more U.S. cities this year.
  • "It’s time to bring the Model S and X programs to an end with an honorable discharge," said Musk.
    
    
    
• In a milestone moment for the EV market, fully electric cars outsold petrol-only vehicles in the EU for the first time in December, highlighting the region’s accelerating shift toward electrification.
  • EVs took 22.6% of the EU market in December, just edging out petrol at 22.5%.
  • Hybrids, including plug-ins, remained dominant with a 44% share.
  • EV sales in Europe, Britain, and the EFTA rose for a sixth straight month.
  • Tesla’s EU registrations dropped 20.2%, while Chinese brand BYD jumped 229.7%.
  • "We’re seeing consumer buy-in to this," said E-Mobility Europe’s Chris Heron.

• Starbucks is seeing its first U.S. sales growth in two years thanks to new CEO Brian Niccol’s back-to-basics approach, though investors remain wary due to continued margin pressure.
  • U.S. same-store sales rose 4% in Q1; average order value increased 1%.
  • Niccol’s “Back to Starbucks” plan focuses on simplified menus and service speed.
  • Margins fell for a second straight year, down 290 basis points in Q1.
  • High bean costs and past tariffs on imports like Brazilian coffee remain a drag.
  • “I’m most excited that our turnaround plan is coming to life in the way we envision, first turn around the top line, and then earnings growth will follow…”, said Niccol.

This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet customers where they shop: reach high-intent buyers shopping for their next car on the #1 online retailer.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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Episode #1255: Waymo gains ground on rideshare rivals as Tesla undercuts them all. A global study shows bad CX drives customers away faster than high prices. And automakers pull back from Super Bowl ads, choosing more flexible, efficient buys.

• Only two automakers — Toyota and Cadillac — are confirmed for Super Bowl 2026, as most brands step away from the pricey event. Facing budget pressure and chasing efficiency, car companies are shifting spend to longer campaigns across other live events.
  • Brands like Ford, BMW, Kia, Honda, Nissan, and Stellantis are sitting it out, citing affordability and better ROI elsewhere.
  • With a $9 million price tag per 30 seconds plus production, the Super Bowl is losing appeal amid industry cost pressures.
  • Automakers are turning to the Olympics, World Cup, and NBA All-Star Game for more cost-effective, multi-week campaigns.
  • “There’s no secret that the premium of being in the Super Bowl certainly would come at the expense of having some additional investment,” said Sean Gilpin, Hyundai CMO.

• Waymo is becoming a real contender in ride-hailing while Tesla goes for a classic price war play. A new Obi study compares autonomous and traditional services, showing a market reshaping rapidly — especially in San Francisco.
  • Waymo's robotaxi pricing has dropped and is now only 12.7% more than Uber and 27.3% more than Lyft, compared to 30–40% higher in mid-2025.
  • Tesla Robotaxi leads on price at just $8.17 per ride, but lags with 15.32-minute average wait times.
  • Obi CEO Ashwini Anburajan: “They’re using the playbook that Uber and Lyft used... and we know that playbook works."
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• Consumers now prioritize customer experience over price with 59% abandoning a brand after one bad experience versus 55% fleeing due to price hikes, according to a global Havas CX study. Consistency and emotional connection are key drivers of loyalty.
  • A global survey of 59,000+ shoppers shows experience matters more than cost — more consumers ditch brands after poor service than high prices.
  • Consistent, seamless experiences across digital and physical channels top what customers value most.
  • Emotional connection and personalization now weigh as heavily as functional efficiency in shaping CX.
  • “Loyalty can only be earned by delivering unwavering consistency, authentic personal connection, and experiences that create lasting emotional memories,” says David Shulman.

• This episode of the Automotive State of the Union is brought to you by Amazon Autos: Meet

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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