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Inside Automotive with Jim Fitzpatrick, powered by CBT News
Jim Fitzpatrick
38 episodes
6 days ago
Mismatched payment quotes are costing dealerships billions, and on this episode of Inside Automotive, Pete MacInnis, founder and CEO of eLend Solutions, breaks down new data highlighting the financial impact on both front-end and back-end operations. He explains how credit application approvals that don’t align with dealer quotes are creating lost revenue, extended sales processes, and reduced customer satisfaction. Discussion highlights include: Less than 60% of dealer-submitted credit appli...
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Entrepreneurship
Business,
Marketing
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All content for Inside Automotive with Jim Fitzpatrick, powered by CBT News is the property of Jim Fitzpatrick and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.
Mismatched payment quotes are costing dealerships billions, and on this episode of Inside Automotive, Pete MacInnis, founder and CEO of eLend Solutions, breaks down new data highlighting the financial impact on both front-end and back-end operations. He explains how credit application approvals that don’t align with dealer quotes are creating lost revenue, extended sales processes, and reduced customer satisfaction. Discussion highlights include: Less than 60% of dealer-submitted credit appli...
Show more...
Entrepreneurship
Business,
Marketing
Episodes (20/38)
Inside Automotive with Jim Fitzpatrick, powered by CBT News
Pete MacInnis Breaks Down the $4.7B Opportunity in Dealer Finance
Mismatched payment quotes are costing dealerships billions, and on this episode of Inside Automotive, Pete MacInnis, founder and CEO of eLend Solutions, breaks down new data highlighting the financial impact on both front-end and back-end operations. He explains how credit application approvals that don’t align with dealer quotes are creating lost revenue, extended sales processes, and reduced customer satisfaction. Discussion highlights include: Less than 60% of dealer-submitted credit appli...
Show more...
6 days ago
13 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Steve Greenfield on Profitability, Tariffs, and AI in Auto Retail
In this episode of Inside Automotive, Steve Greenfield, CEO of Automotive Ventures, breaks down the current state of the retail automotive industry and explains why dealer profitability remains strong despite tariffs, economic pressure, and shifting market dynamics. He highlights how the industry has transitioned from volume-driven strategies to more disciplined, profit-focused operations, and offers practical guidance on where AI is delivering real value for dealerships. Key topics explored:...
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1 week ago
28 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Tom Kondrat on Regulatory Changes and EV Market Impacts
Electric vehicle demand has shifted dramatically with the expiration of federal incentives, and on this episode of Inside Automotive, Tom Kondrat, Global Lead for Advanced Analytics at Urban Science, breaks down what these changes mean for dealers and the industry. Kondrat shares insights on sales trends, regional differences, and consumer behavior as dealerships prepare for 2026. Topics covered in this episode include: October EV sales dropped 45% after federal tax incentives expired, follow...
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1 week ago
15 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Brian Maas on California’s EV Trends and Dealer Advocacy
In this episode of Inside Automotive, CNCDA President Brian Maas unpacks the latest findings from the Q3 2025 California Auto Outlook and outlines the association’s current advocacy priorities. He explains how California’s unique economic and regulatory environment continues to shape EV adoption, dealer operations, and statewide retail trends. Key topics explored: California’s outsized impact on national EV sales and shifting consumer demandHow gas prices, commuting patterns, and expired ince...
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2 weeks ago
23 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Lotlinx Leaders on the Future of Dealer AI
AI is rapidly transforming dealership operations, and on this episode of Inside Automotive, Lance Schafer (EVP & GM of Product & Technology at Lotlinx) and Len Short (Executive Chairman) break down how LotGPT—a new AI tool built exclusively for car dealers—is reshaping inventory management, pricing strategy, and daily decision-making. In this conversation, Schafer and Short discuss: Why dealers need an AI platform designed specifically for proprietary dataInsights from 150,000+ dealer...
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2 weeks ago
21 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
What Q3 Earnings Reveal About Dealer Profitability with Brian Gordon
Public automotive dealer groups are navigating a complex market, and on this episode of Inside Automotive, Brian Gordon, president of the Dave Cantin Group, shares his perspective on third-quarter earnings and what they reveal about industry health. In this conversation, Gordon explores: Stable third-quarter performance signaling balanced growth and profitabilityNew-vehicle sales dipping 15–20% while used-vehicle margins remain steadyGrowth in F&I per unit highlighting strong fixed operat...
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3 weeks ago
24 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Auto Market Trends and Buy-Sell Insights with George Karolis
The automotive retail market continues to evolve—and few have a clearer view of where it’s heading than The Presidio Group. On this episode of Inside Automotive, Presidio President George Karolis shares insights from recent M&A activity and breaks down findings from the latest Presidio-NCM Average Dealership Performance Benchmark report. Based on data from more than 4,000 dealerships across the U.S., the report highlights key shifts influencing profitability, including: Rising profitabili...
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3 weeks ago
22 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
How modern F&I leaders protect profit with Paul Brown
We sit down with Paul Brown to relaunch F&I Today and dig into what modern F&I should look like post‑COVID. From digital menus to staffing ratios, we share practical ways to protect profit, reduce chargebacks, and raise CSI without sacrificing speed. • Why the final F&I conversation shapes long‑term loyalty • How to use digital tools and remote closes to increase trust • Presenting a complete menu to every customer • Turning customer preferences into higher PVR and fewer chargeba...
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4 weeks ago
19 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
How Sonic Grew Revenue While Navigating Taxes, Tariffs, And EV Whiplash
Jeff Dyke and Jim Fitzpatrick unpack record revenue and gross at Sonic Automotive while explaining the net income dip and the operational levers we control. We get real about used sourcing, JLR expansion, Power Sports momentum, fixed ops pricing, and how incentives could make or break Q4. • Record revenue and gross with EPS pressure from tax true-up and medical costs • EchoPark steady margins and measured store reopenings in 2026–2027 • JLR acquisitions building the largest U.S. footprint an...
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4 weeks ago
15 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
How A Chevy Dealer Navigates Prices Over $50K And Keeps Buyers Moving
Host Jim Fitzpatrick and guest Dorian Jimenez dig into the realities of affordability, the surprise rise of EV adoption in Oklahoma City, and how service advisors became the most trusted EV storytellers. We also break down used car sourcing, high-mileage financing, and why Q4 still looks strong for Chevy dealers. • average transaction prices crossing $50,000 • value-focused leasing and entry-level trims • EV demand from commuters and families • service advisors and techs as EV evangelists • ...
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1 month ago
12 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
How Clear Programs, More Bays, And Smarter AI Turn A Dealership Into A Market Winner
Sales surged after a slow start as clear Ford programs, tariff tailwinds, and aligned execution lifted confidence and profitability. Alex Perdikis unpacks tech capacity constraints, mobile service as a force multiplier, EV leasing strategy, and how AI boosts follow-up while keeping managers close to the deal. • Ford pricing programs driving demand and clarity • Consistent execution by managers and sales teams • Fixed ops growth limited by bays, not techs • Apprenticeship pipeline with local ...
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1 month ago
20 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Election, Inventory, And EV Reality Check
We unpack how policy, pricing, and supply shape dealer performance, from tariffs and rates to EV credits and the tech talent gap. Tom Maoli shares blunt insights on inventory discipline, service-led profit, and why hybrids may outpace EVs in the near term. • Political shifts in New Jersey and business impact • Tight inventory strategy and margin discipline • Service demand surge driven by aging fleets • Inflation pressure, tariffs, and interest rates • China tariffs, AI chips, and tech suppl...
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1 month ago
13 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Stop Chasing Transformations And Start Realigning Your Business
We explore why big transformations often fail and how small, steady adjustments keep companies aligned with purpose. Geoff Tuff and Steven Goldbach show how CEOs act as chief system designers who shape behavior through management systems, not slogans. • the honing metaphor and why realignment beats constant sharpening • addiction to transformation and the cost of ignoring daily details • challenging the orthodoxy of bold vision as the core of leadership • CEO as chief system designer of ince...
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1 month ago
17 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
A Dealer’s Mission To Make Breast Health A Year-Round Priority
We celebrate 15 years of the Norma J. Ross Memorial Foundation as Janell Ross shares how an auto group turns grief into lasting community impact. We also cover the market’s ebbs and flows, from EV credits to tariffs, and why breast health must be 365. • Dealership performance and resilient operations • EV tax credit sunset and customer education • Tariff uncertainty and transparent communication • Foundation mission on prevention and early detection • Inclusion of men in breast cancer awaren...
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1 month ago
11 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Tariffs, Valuations, And The Dealer Future
We unpack how tariffs and interest rates truly affect buy-sells, why consolidation is accelerating in key metros, and how OEM image programs are reshaping valuations and deal strategy. Erin Kerrigan shares data on cash-rich buyers, regional concentration, and the path to a 50% revenue tipping point. • tariffs showing limited impact on buy-sells • domestics gaining demand and market share • valuations buffered by tight spreads and cash reserves • consolidation advancing fast...
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1 month ago
19 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
How tax credits expiring reshaped EV demand, dealer strategy, and what’s next for affordability
We sit down with dealer-owner and NADA board member Jeff Aiosa to unpack how expiring EV tax credits, shifting production, and affordability pressures are reshaping demand. We dig into used EV values, plug‑in hybrids as a bridge, and a realistic road to price and range parity. • leasing demand cliff after 45W credit ends • used EV depreciation driving approachable prices • ACV challenges and improving valuation discipline • production pullback to match true EV demand • plug‑in hybrids as low...
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1 month ago
15 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
How Dealers Win Q4 with Fixed Ops, Omnichannel, and Fewer Vendors
We share a practical playbook for finishing 2025 strong by centering retention, cleaning first-party data, and tightening vendor stacks to cut waste and lift ROAS. We also dig into affordability messaging, mobile service as a differentiator, and omnichannel moves that connect sales and service with one voice. • affordability pressure shaping offers and lease strategy • customer retention through fixed ops and off-brand service • gaps in OEM programs and how to close them • prioritising custo...
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1 month ago
24 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Younger buyers are losing trust in F&I—here’s how dealers can earn it again
We break down the 2025 F&I Shopper Study with CDK’s Jason Swiech and unpack why satisfaction slipped, where trust is strained, and what practical changes restore momentum at the end of the deal. We share clear steps to pull F&I forward, reduce overwhelm, balance digital with paper, and modernize staffing without losing expertise. • headline findings from the 2025 F&I Shopper Study • reasons F&I satisfaction declined year over year • process fixes that reduce wait time and fri...
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1 month ago
10 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
What's Your Dealership Worth? The AI Revolution in Automotive Valuations
Dave Cantin, Chairman and CEO of the Dave Cantin Group, shares his expert insights on the current state of automotive M&A and how dealerships are approaching acquisitions in today's market. The conversation reveals how consolidation has evolved from quantity to quality, with buyers becoming increasingly strategic about which dealerships to acquire based on brand performance, geography, and potential return on investment. • M&A activity remains strong with focus shifting from quantity...
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2 months ago
16 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Blind Spots in Dealer Marketing
Cox Automotive commissioned a white paper with Perficient that reveals startling insights about automotive marketing measurement and the massive blind spots most dealers face when evaluating marketing effectiveness. • Research shows car buyers engage with 62 touchpoints before purchase, yet most dealers only track first or last touch • 92% of the customer journey remains invisible to dealers relying solely on CRM data for measurement • Only one in three sales involves any type of lead contac...
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2 months ago
10 minutes

Inside Automotive with Jim Fitzpatrick, powered by CBT News
Mismatched payment quotes are costing dealerships billions, and on this episode of Inside Automotive, Pete MacInnis, founder and CEO of eLend Solutions, breaks down new data highlighting the financial impact on both front-end and back-end operations. He explains how credit application approvals that don’t align with dealer quotes are creating lost revenue, extended sales processes, and reduced customer satisfaction. Discussion highlights include: Less than 60% of dealer-submitted credit appli...