Shoot us a Text.

Episode #1214: Asbury sets the stage for its next leadership chapter, Ford teams with Renault to regain momentum in Europe, and the President’s kei-car wish sparks a reality check on what it would take to bring microcars to U.S. dealerships.

Show Notes with links:

• Asbury Automotive is gearing up for a major leadership handoff this May as longtime CEO David Hult moves into the Executive Chairman role and COO Dan Clara steps into the top seat. The move caps a disciplined succession plan following years of rapid growth.
  • Hult, 60, says the transition comes at “the right time” as Asbury continues strong momentum from record acquisitions and profit expansion.
  • Under Hult, Asbury tripled earnings and shareholder value while nearly tripling annual new-vehicle volume.
  • Clara joined Asbury as a client adviser at a BMW store in 2002 and rose through the ranks, most recently becoming COO in February.
  • Leadership praised Clara’s operational chops, strategic mindset, and success integrating large-scale acquisitions.
  • “His drive, strategic mindset, and strong dedication to our values make him the logical choice to serve as Asbury’s next CEO,” Hult said.
• Ford is teaming up with Renault to develop small EVs tailored for Europe as competition from Chinese automakers accelerates. The partnership gives Ford a more cost-competitive path forward after years of shrinking share and restructuring in the region.
  • Renault will build two Ford-designed small EVs in France, with the first arriving in 2028.
  • Ford’s U.S. “skunk works” EV platform is too large and expensive for Europe’s compact segments.
  • Ford’s European share has fallen to 3.3%, down from 7.2% in 2015, despite multiple restructuring rounds and job cuts.
  • ““We know we’re in a fight for our lives in our industry, and no better example than here in Europe,” CEO Jim Farley told reporters.
• After the President floated the idea of bringing Japan’s tiny kei cars to the U.S. to address vehicle affordability, experts quickly noted the steep sales and production hurdles. While automakers say they’re always exploring lower-cost options, kei cars would require a level of demand the U.S. has never shown.
  • In a Truth Social post, Trump said he had "just approved TINY CARS to be built in America," calling them "inexpensive, safe, fuel efficient and, quite simply, AMAZING!!!" and urged manufacturers, "START BUILDING THEM NOW!"
  • Microcars peaked at just 114,000 U.S. sales in 2014—far below the volume needed to make kei-car production viable today.
  • Analysts say an automaker would need around 200,000 annual sales to justify investment, even under ideal conditions.
  • “When we had a chance to buy smaller cars in the past, most of us chose not to purchase them,” said Stephanie Brinley of S&P Global Mobility.
• Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage an

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.

Episode #1213: Today we’re talking Scout’s aggressive service-first launch strategy, Carvana’s stunning rise past Detroit’s giants as it joins the S&P 500, and Waymo’s shift from polite AV to confidently assertive city driver.

Show Notes with links:

• Scout Motors is doubling down on a factory-run service network as it preps for a 2027 U.S. launch, betting that premium, reliable service will become a differentiator in the direct-to-consumer EV space.
  • Scout will open 25 brand-owned rooftops at launch, both “Studios,” where customers shop and interact with a sales adviser, and “Workshops,” where service is performed. 57 rooftops are planned in Year 2.
  • The brand plans 15% more annual service labor capacity than projected need to stay ahead of demand and reduce wait times.
  • Scout aims to staff 1,400 service bays with roughly 900 technicians within five years, backed by VW Group resources but operating independently.
  • “The way we describe our retail operations is a digital-first experience built on a service-first infrastructure.” — Cody Thacker, VP Commercial Operations, Scout
• Carvana’s comeback is officially Wall Street-certified as the online used-car disruptor joins the S&P 500, marking a stunning rebound from near-bankruptcy to an $87B valuation that now eclipses Ford and GM.
  • Shares have surged more than 8,000% since 2022 and nearly doubled in 2025 as demand rebounded and cost discipline kicked in.
  • Carvana now trades at 57× forward earnings, massively outpacing Detroit’s single-digit multiples.
  • The company sold a record 155,941 units in Q3, driving 55% revenue growth and fueling analyst confidence in potential volume leadership over CarMax by 2026.
  • Index inclusion on Dec. 22 is expected to trigger significant buying from funds tracking the S&P.

Waymo’s once overly-courteous robotaxis are getting a software personality shift in San Francisco—assertive, human-like driving that’s raising eyebrows, improving flow, and occasionally bending rules.

• • Riders report more aggressive lane changes, quicker merges, and tighter gaps—closer to how real-world urban drivers operate.
  • The shift follows complaints that overly passive AVs caused congestion, got stuck behind obstacles, and struggled downtown.
  • Recent incidents include an illegal U-turn, a lane-change with no signal, and even a tragic neighborhood cat strike—fueling debate over “too human” behavior.
  • Waymo says more assertiveness is required to scale in busy cities, with updates teaching AVs to make “common-sense decisions” when laws conflict.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.

Episode #1212: Today we welcome our good friend Ed Roberts onto the show, to catch up on his new role and how he’s approaching the challenges of 2026.

Show Notes with links:

A major leadership shift is underway at Bozard Ford Lincoln, designed to fuel its future growth and operational alignment.

• • Ed Roberts steps into the expanded role of COO and General Manager.
  • Jeff King transitions to CEO after 15 years as GM, focusing on strategic growth.
  • Ed has 13 years of leadership experience at Bozard, including a tenure as Fixed Ops Director.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.

Episode #1211: Today we break down fading dealer confidence heading into 2026, hear how Mazda’s retail-led strategy is boosting margins despite tariff headwinds, and look at why holiday shoppers are leaning on real human reviews over influencers.

Show Notes with links:

• Dealer confidence slid hard to close out 2025 as rising costs, shaky consumer confidence, and slowing demand pushed the Cox Automotive Dealer Sentiment Index well below the positive threshold.
  • Current market sentiment fell to 38 (down from 43 in Q3), with franchised dealers holding slightly stronger at 47, and independent dealers lower at 35. Future outlook declined from 46 to 42
  • Customer traffic hit record lows, especially for franchised dealers, with both in-person and digital traffic declining.
  • “Compared to the rest of the year, the current market feels like it’s running out of gas,” said Mark Strand, Deputy Chief Economist at Cox Automotive.

• In a recent interview with Automotive News, Mazda CEO Masahiro Moro breaks down how the brand quietly climbed upmarket—growing dealer throughput, elevating brand value, and pushing margins higher—even as tariffs briefly knocked profitability off course.
  • U.S. market share climbed from 1.7% to 2.6% since 2017, with ATPs jumping from $24K to $33K and dealer throughput nearly doubling at Retail Evolution stores.
  • Tariff pressures led to a temporary loss, but Mazda expects a return to profitability in the back half of the year as CX-30 production adjusts and large-vehicle margins hold strong.
  • On rotary’s return, Moro teased: “2027 marks the 50th anniversary of our rotary engine… What do you want to see?”

• Turns out the real power shoppers this year aren’t influencers—they’re everyday consumers dropping reviews at record pace. Trustpilot reports a massive surge in review activity as buyers lean heavily on peer feedback before spending.
  • Consumer reviews spiked 76% YoY, with nearly 4 million visitors participating in National Write a Review Week.
  • 86% of shoppers checked reviews before buying, and 40% waited specifically for others to post first.
  • Top complaints? Delivery delays, tech issues, and weak customer service.
  • “When people share their experiences, everyone shops smarter,” said Alicia Skubick, Trustpilot’s chief customer officer.

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.

Episode #1210: President Trump moves to unwind fuel-economy rules, hybrids surge while EV sales stumble across major brands, and OpenAI hits “code red” as the AI race heats up.

Show Notes with links:

• The Trump administration is preparing to undo Biden-era fuel economy rules, arguing the standards have inflated new-car prices and forced unwanted EV adoption.
  • Proposed rules expected to significantly soften the Biden-era 2031 target of ~50 mpg.
  • Detroit automaker execs, including Stellantis CEO Antonio Filosa, will attend Wednesday’s announcement.
  • Trump frames the rollback as necessary to reduce vehicle prices, despite economists noting price drops wouldn’t be immediate.
• Trump said he’s “bringing back the automobile business,” predicting the industry will be “bigger than we’ve ever been.”
• He noted he likes EVs and believes hybrids “are working really well,” but defended ending what he called the “insane electric vehicle mandate” to ensure buyers “have a choice.”
• 
  

• November delivered a clear message from American shoppers: hybrids are in, EVs… not so much. Across Toyota, Ford, Honda, Hyundai and Kia, strong hybrid gains couldn’t offset steep EV drop-offs after the loss of federal tax credits—shaking up sales trends as dealers prep for year-end pushes.
  • Toyota sales rose 2.7%, powered by light trucks, but EV volume cratered; electrified sales (mostly hybrids) still made up 44% of all deliveries.
  • Ford deliveries dipped 0.7% as F-150 Lightning sales fell 72% and Mustang Mach-E dropped 49%, while hybrids climbed 14%.
  • Honda sales slid 15% on semiconductor shortages; EVs collapsed—Prologue down 87% and ZDX down 98%.
  • Hyundai-Kia stayed mixed: Hyundai down 2.3% as EV demand tanked again, Kia up 2.7% on strong hybrids and core crossovers.
  • “With more tariffed products replacing existing nontariffed inventory, prices are drifting higher, leading to slower sales… and this may last through the remainder of the year and into next year,” said Cox Automotive’s Charlie Chesbrough.

• OpenAI is hitting the panic button—literally—declaring a “code red” to overhaul ChatGPT’s quality as Google’s Gemini surge and Anthropic’s business traction close the gap. With massive data-center spending, user expectations rising, and now early signs of ads coming to ChatGPT, the pressure is officially on.
  • Sam Altman told staff OpenAI is pausing other projects to focus entirely on ChatGPT’s speed, reliability, personalization, and question-handling, including starting a daily call for those responsible for improving ChatGPT.
  • Competitor pressure is mounting: Google’s latest Gemini model beat OpenAI on

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.

Episode #1209: Today, we remember and honor Tim Kintz for the massive impact he’s had on the automotive industry.

Plus, we welcome in John Bozella, President and CEO for the Alliance for Automotive Innovation as we get set to cover the The Merge 2025 live from the National Press Club in Washington DC.

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.

Episode #1208: Today we’re joined by guest host Todd Caputo and break down why car buyers are finally pushing back on pricing and how BMW and Audi are muscling into the booming off-road segment.

Show Notes with links:

• American car buyers are finally tapping the brakes. After years of paying whatever it took to get into a new car, stretched consumers are hitting affordability ceilings and forcing both dealers and OEMs to rethink what demand really looks like heading into 2025.
  • Shoppers are shifting downmarket—buying used, taking longer loans, delaying purchases, and gravitating toward lower-priced models like the Chevy Trax.
  • Industry projections for 2025–26 have softened as tariffs, inflation, and tighter labor markets cool big-ticket spending.
  • Rising days’ supply is prompting deeper discounting while lower-income borrowers fall behind on payments and overall vehicle spending drops YoY.
  • Retailers report weaker new-vehicle margins, though service traffic is climbing as more owners try to stretch aging vehicles.
  • “People are asking, ‘How can I afford this?’” said dealer Robert Peltier. “There are people who are in debt and living paycheck to paycheck.”

• The all-terrain SUV segment is heating up fast as BMW and Audi prepare to challenge icons like Wrangler, Bronco, G-Wagen, and Defender—tapping into a growing niche that’s suddenly not niche at all.
  • The off-road segment is booming: nine core models totaled 371,495 sales through Q3 2025, on pace for a post-pandemic record. Wrangler and Bronco remain the kings.
  • Audi will build its first true off-roader on the upcoming Scout Terra/Traveler platform in South Carolina, offering both full EV and range-extender options.
  • BMW’s G74 aims straight at the G-Wagen and Defender, built on the X5 platform in Greer, SC, with U.S. production helping dodge tariff pressure.
  • Analysts say styling—not specs—will make or break these newcomers; anything too close to G-Wagen territory risks immediate backlash.
  • “Adding a true off-road-capable SUV will attract buyers… but whether that investment pays off is the challenge,” said S&P Global Mobility’s Sam Fiorani Bernard.

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/

Shoot us a Text.

Episode #1207: Paul and Chris come to you on this Black Friday to talk about our favorite part of this season, how dealers are giving back.

West Herr stepped up big this week, donating 1,400 turkeys and bags of Thanksgiving essentials to Rochester partner organizations as part of their 2025 Turkey Drive.

• The food was collected throughout the month by West Herr employees and customers.
• Six community partner organizations received the donations during an event outside the Rochester Auditorium Theatre.
• The effort marks nearly 15 years of West Herr serving the Rochester community.
• CEO Scott Bieler: “We are trying to do as much as we possibly can to take those blessings and have others benefit from it.”

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/