Kelly Loeffler, SBA Administrator and former US Senator from Georgia, shares insights on how the administration is supporting America's 34 million small businesses and creating an environment for economic growth and innovation.

• SBA supports small businesses through access to capital, business counseling, government contracting opportunities, and disaster relief
• The agency provides loans up to $500,000 for homeowners affected by disasters like the recent Texas floods
• Recent tax legislation makes permanent the 20% pass-through deduction and 100% expensing of capital purchases
• Working families will take home approximately $10,000 more annually thanks to the elimination of taxes on tips and overtime
• New SBA onshoring portal at sba.gov lists over one million domestic suppliers to help businesses source American-made products
• Current priorities include deregulation and pushing for lower interest rates to further support small business growth
• SBA's 504 loan program funds over 100 factory loans weekly, supporting American manufacturing resurgence

Visit sba.gov to explore resources including our onshoring portal, loan programs, and business counseling services to help start or grow your small business.

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.

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Doug Eroh, president and GM of Longo Toyota, reveals how the world's largest Toyota dealership is navigating industry challenges while maintaining strong sales growth. He breaks down the impact of EV tax credit changes, shifting consumer preferences toward hybrids, and the effects of tariffs on automotive retail in this detailed conversation about the state of auto sales.

• New car sales up 10% year-over-year with used sales remaining flat
• EV mandate rollback in California and 12 other states viewed as positive for consumer choice
• 58% of Longo Toyota's 700 monthly vehicle sales are now hybrids
• Affordability remains the industry's biggest challenge with average new vehicle prices nearing $49,000
• Tariffs initially created a sales "frenzy" that pulled deals forward before normalizing
• Manufacturers largely absorbing tariff costs so far with minimal price increases to consumers
• Focus on leasing as a solution to affordability concerns
• High repair costs driven by advanced safety systems and technology
• Maintaining success through "controlling the controllables" and exceptional guest experience

Visit us at Longo Toyota, where we've been the world's largest Toyota dealership for 58 consecutive years.

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.

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Kevin Tynan, Director of Research at the Presidio Group, discusses the auto industry's shift from chasing market share to maintaining pricing power and margin integrity. This new discipline among manufacturers creates a healthier market environment with controlled production levels and stronger profitability despite lower sales volumes.

• June sales volume was not impressive but pricing power and margin integrity remain strong
• Industry has moved away from chasing market share and overproducing inventory
• Production discipline learned during pandemic shortages is creating a more stable market
• EV sales may surge temporarily as $7,500 federal tax credits face potential elimination
• This surge should not be misinterpreted as genuine demand but rather consumers chasing deals
• The true organic EV market will finally become visible in late 2025/early 2026 without subsidies
• North America rushed to match China's EV pace despite not controlling the mineral supply chain
• American manufacturers excel at producing profitable trucks and SUVs for the domestic market
• Dealerships represent an "undiscovered opportunity" with four diverse revenue streams
• Auto parts retailers provide strong investment returns through their counter-cyclical business model
• Vehicle affordability challenges will persist as domestic brands maintain higher price positioning

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.

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The auto industry secures a significant win with the signing of resolutions to block California's EV mandate, representing a victory for dealers, manufacturers, and consumers by restoring choice in the marketplace.

• NADA CEO Mike Stanton describes the policy shift as "a win for industry, consumers, our country, and common sense"
• The blocking of California's mandate allows for a more diverse approach to reducing emissions beyond just EVs
• Trade associations including NADA and state ATAEs played crucial roles in advocating for this policy change
• Dealers with substantial EV investments will still benefit long-term as electric vehicles remain an important market segment
• The $7,500 EV tax credit is likely to be phased out gradually rather than ending abruptly
• Ford is working to repair relationships with dealers after aggressive EV program requirements
• Despite some business cooling in recent months, dealers report sales still outperforming pre-pandemic levels
• The upcoming NADA Show in Las Vegas is expected to have strong attendance with exhibit space already filling up

We encourage dealers to maintain a positive attitude through industry changes, knowing your trade associations are advocating for your interests in Washington on everything from EV mandates to potential tariffs.

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.

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April Simmons, Corporate Internet and Marketing Director at Horn Auto Group, reveals how dealerships are missing opportunities by failing to properly handle internet leads and phone calls. We explore why many dealerships have lost the fundamental communication skills needed to convert digital leads into sales.

• Most dealerships have recognized they drifted from sales fundamentals in showroom interactions during COVID but haven't applied the same realization to digital communications
• The industry benchmark for internet lead closing ratio is 15%, but most dealerships hover at 8-10%, with many falling to 5-6%
• Templated responses fail to address what customers are actually asking for and miss opportunities to build relationships
• April identifies nine different types of leads (chat, specific vehicle, third-party, OEM, etc.), each requiring a distinct response strategy
• Customers self-qualify through the CTAs they click on websites, revealing their "hot buttons" in the process
• The "Listen, Align, Persuade" approach applies to all sales channels, including digital communications
• AI and automation should serve as assistants to salespeople, not replacements for human connection
• April deleted all templates from her CRM to force personalized responses, resulting in increased closing rates

If you'd like to learn more about improving your internet sales process, reach out to April Simmons on LinkedIn where she's happy to share her training materials and playbook.

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.

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Tom Castriota, 2025 NADA Chairman and owner of Castriota Chevrolet, discusses significant industry developments including the rollback of California's EV mandate and the strategy behind dealer advocacy in Washington.

• Celebrating the successful rollback of California's 35% EV mandate after years of behind-the-scenes work
• Advocating for a "bridge" approach to tariffs that would give manufacturers time to adapt while supporting American manufacturing
• Addressing the affordability crisis with average new vehicles approaching $50,000 while average household income remains around $65,000
• Supporting EVs while emphasizing the importance of consumer-driven rather than mandate-driven adoption
• Analyzing threats from Chinese manufacturers whose government subsidies create an uneven competitive landscape
• Defending the franchise dealer system against direct-to-consumer models from manufacturers like Volkswagen's Scout
• Identifying AI as a transformative force for dealerships and emphasizing the continued importance of dealer attitude surveys
• Highlighting the importance of dealer involvement in legislative outreach that helped secure bipartisan support for industry priorities

Please take time to complete the dealer attitude survey, manufacturers take this feedback seriously and use it to shape future decisions.

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.

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Dave Cantin, President and CEO of the Dave Cantin Group, shares insights on the current state of automotive buy-sell activity and how dealers are approaching strategic acquisitions. Despite macroeconomic headwinds, the dealership M&A market remains incredibly strong with valuations holding firm and even climbing for certain franchises in prime locations.

• DCG has closed multiple deals recently, including a highly sought-after Subaru dealership in Northern California
• Most franchises have strong demand when they're in good locations with solid performance metrics
• Toyota, BMW, and Land Rover remain hot franchises despite challenges like tariffs
• Today's buyers are making more sophisticated, strategic acquisition decisions
• Jump IQ platform provides comprehensive data analysis of all 18,000 new car dealership rooftops
• The tool offers benchmarking capabilities across 40 KPIs and detailed valuation assessments
• Stellantis shows promise for recovery under new leadership, while Nissan remains challenging
• The best time to sell depends on individual circumstances, not just market conditions
• Underperforming stores often distract dealers from their better-performing assets
• Dealers excel at reacting to challenges but could benefit from more proactive planning

If you're considering buying or selling a dealership, contact the Dave Cantin Group to learn how their data-driven approach and market intelligence can help you make strategic decisions that align with your long-term goals.

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.

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Brian Benstock and Jay Abraham explore how automotive retailers can leverage artificial intelligence and strategic thinking to transform their businesses and thrive amidst industry disruption.

• Origins of Benstock and Abraham's professional relationship dating back to the 1980s when Benstock attended Abraham's seminar on "how to sell anything to anybody"
• Three fundamental ways to increase sales: increase volume of transactions, increase amount per transaction, and increase frequency
• The danger of becoming "successfully stuck" in comfortable but limiting business practices
• Looking outside the automotive industry for innovative business models and customer experience approaches
• How incremental improvements across multiple business processes can yield exponential growth
• Why time has become more valuable than money for today's consumers, and how service pickup/delivery models capitalize on this shift
• Viewing AI as a tool for business expansion rather than merely cost reduction
• The importance of "funnel vision" - borrowing success approaches from outside the industry
• How to empower every team member with AI tools to create cumulative impact
• Starting with small AI implementations that generate revenue to fund larger innovation

For more insights on thriving in today's automotive retail environment, watch the full series of Thriving in Chaos with Brian Benstock and Jay Abraham exclusively on CBT News.

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 and follow us on your favorite podcast platform.