CBT Live

Ryan Crenshaw of Toyota of Riverside on how dealers are adapting to California's CARS Act one month in, Les Csorba on the leadership blind spots that drive good employees away, and CDK's new numbers on buyers visiting more dealerships.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Ryan Crenshaw, vice president, general manager of Toyota of Riverside, and Les Csorba, CEO coach and partner at Heidrick & Struggles.

TODAY'S HEADLINES

• New numbers from CDK show 30% of surveyed buyers visited three or more dealerships in October, up from 19% in September. Agreeing on a trade value got harder, with 51% calling it easy, down from 58%, while CDK's Ease of Purchase score reached 82%.
• The U.S. and Canada are signaling progress toward a possible trade agreement, with President Trump describing the concept of a deal and Prime Minister Mark Carney describing constructive discussions. No final agreement or specific auto tariff relief has been announced.
• Collin Sewell and Jason Willis have acquired Willis Automotive's 11 Iowa locations from Rich Willis and Willis Automotive. Jason Willis becomes CEO, and the business remains independent from the Sewell Family of Companies.
• On Inside M&A, Sid Barron, senior vice president of strategic initiatives at Dave Cantin Group, and Dave Cantin discuss the personal side of selling a dealership and why owners need support beyond the closing table.

GUESTS

• Ryan Crenshaw, vice president, general manager, Toyota of Riverside. California's CARS Act took effect October 1, and this is what has changed on the showroom floor one month in, from advertised pricing and add-ons to the three-business-day cancellation right for qualifying used-car buyers.
• Les Csorba, CEO coach and partner at Heidrick & Struggles and author of Aware: The Power of Seeing Yourself Clearly. The leadership blind spots behind turnover and low morale, and what owners and managers can do about them.

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THIS WEEK'S SPONSOR
Thank you to GoTo Connect for Automotive for supporting CBT Live.
https://www.goto.com/automotive

MENTIONED IN THIS EPISODE
Toyota of Riverside: https://www.toyotaofriverside.com/
Heidrick & Struggles: https://www.heidrick.com/
CDK Global: https://www.cdkglobal.com/insights/ri...
Willis Automotive on CBT News: https://www.cbtnews.com/collin-sewell...
Sid Barron on CBT News: https://www.cbtnews.com/dave-cantin-g...

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Cyberattacks hit Honda's dealer network and VinSolutions this month, Mike Perkins of NorthRock Cybersecurity on how dealers protect themselves, and David Allison on The Values Map and what really drives customers and employees.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Mike Perkins, chief information security officer at NorthRock Cybersecurity, and David Allison, keynote speaker, author and founder of the Valuegraphics Research Company.

TODAY'S HEADLINES

• AutoNation and Sonic Automotive report Q3: AutoNation posts record after-sales gross profit as same-store new retail falls about 5%, and Sonic posts record revenue of $4 billion as EchoPark retail units rise 22%.
• Used EV asking prices rose nearly 10% year over year to about $32,500 in September, and used EVs averaged about 42 days on market versus nearly 55 for gas vehicles, according to iSeeCars.
• Georgica Auto Holdings acquires Mangino Chevrolet in Amsterdam and Mangino Buick GMC in Ballston Spa, New York, with Dave Cantin Group advising the Mangino family.
• Hackers stole an estimated $6.3 billion from Binance, most of it moved in about 20 minutes across 10 blockchain networks, in what could be the largest crypto theft on record. About $3 billion has been frozen, and Binance says customer losses will be covered.

GUESTS

• Mike Perkins, chief information security officer, NorthRock Cybersecurity. As Cybersecurity Awareness Month ends, the threats facing retail auto, how AI is changing attacks, why IT support is not the same as cybersecurity, and what dealers should do this week.
• David Allison, keynote speaker, author and founder of the Valuegraphics Research Company. His new book, The Values Map, out in January, and how understanding human values helps dealers connect with customers and keep employees.

DEALER OF THE WEEK

Phillips Chevrolet in Illinois is donating $10 for every test drive completed in October, with a goal of raising $10,000 for the American Cancer Society.

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THIS WEEK'S SPONSOR
Thank you to Auto AI Radar for supporting CBT Live.
https://radar.autoai.inc/

MENTIONED IN THIS EPISODE
NorthRock Cybersecurity: https://northrockcybersecurity.com/
Valuegraphics: https://valuegraphics.com/

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Leading under pressure with the FBI negotiator who helped talk the Boston Marathon bomber into surrendering, Tom Maoli on what the midterms mean for dealers, and Carvana's record third quarter.

Jim and Bridget Fitzpatrick host with Tom Maoli, President and CEO of Celebrity Motor Cars, and Kyle Vowinkel, former FBI negotiator and author of Shaping Chaos. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• Carvana sold 217,385 retail vehicles in the third quarter, up 39% from a year ago, on record revenue of $8.04 billion.
• Cox Automotive forecasts about 1.38 million new-vehicle sales in October, fleet included, up 7.2%, at an annualized pace near 16.1 million.
• GM is preparing its Lansing Delta Township plant to build hybrids, part of more than $2 billion in Lansing-area investment; GM has not confirmed the models or timing.
• Lithia has acquired four Memphis dealerships from Gossett Motor Cars, two Kia and two Hyundai, in a deal announced this week.

GUESTS

• Tom Maoli, President and CEO, Celebrity Motor Cars. Tariffs, regulation, the 2026 midterms and vehicle affordability, from the dealer's side of the desk.
• Kyle Vowinkel, former FBI negotiator and author of Shaping Chaos. More than 24 years with the FBI, eight on its Hostage Rescue Team, and what crisis negotiation teaches business leaders.

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THIS WEEK'S SPONSOR
Auto AI Radar
https://radar.autoai.inc/

MENTIONED IN THIS EPISODE
Celebrity Motor Cars
https://www.celebritymotorcar.com/
Shaping Chaos by Kyle Vowinkel, out Nov. 3
https://www.kylevowinkel.com/

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Brian Benstock and Jay Abraham launch Beyond Belief, a new CBT News series on rethinking what's possible in your dealership, with the stories behind it from Joe Girard to selling out of the service lane.

Bridget Fitzpatrick and Jim Fitzpatrick are joined in studio by Brian Benstock of White Plains Honda, general manager and vice president of Paragon Honda and Paragon Acura, and business strategist Jay Abraham.

A special edition of CBT Live introducing Beyond Belief: The Inspirare Sessions.

GUESTS

Brian Benstock, general manager and vice president, Paragon Honda and Paragon Acura. Meeting Joe Girard at 23, writing down ambitious goals, the pickup and delivery decision his team questioned, and selling vehicles out of the service lane.

Jay Abraham, business strategist. What separates people who achieve extraordinary results from those with the same talent and opportunity, and where he would look first for untapped revenue inside a dealership.

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THIS WEEK'S SPONSOR
Thank you to Auto AI Radar for supporting CBT Live.
https://radar.autoai.inc/

MENTIONED IN THIS EPISODE
Paragon Honda: https://www.paragonhonda.com/
Paragon Acura: https://www.paragonacura.com/
Jay Abraham: https://abraham.com/

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Jim Sabino of All American Auto Group on turning the first service visit into a loyal customer, Zach Shefska of CarEdge on hidden fees and buyer trust, plus Cox's VinSolutions investigation.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Jim Sabino, fixed operations director at All American Auto Group, and Zach Shefska, president and CEO of CarEdge.

TODAY'S HEADLINES

• Cox Automotive is investigating suspicious activity involving VinSolutions that it says was quickly contained and affected a limited subset of dealers; a hacking group's claims that it stole data remain unverified.
• Audi CEO Gernot Doellner faces criticism from Germany's IG Metall union after presenting the company's proposed Georgia factory at a campaign rally, and the investment still needs approval from Volkswagen's supervisory board.
• Microsoft is offering voluntary buyouts to approximately 60,000 employees, more than a quarter of its global workforce, as it works to contain costs alongside its AI investments.

GUESTS

• Jim Sabino, fixed operations director, All American Auto Group. First-appointment retention, mobile service, and pickup and delivery, and how those options can drive loyalty and grow fixed ops.
• Zach Shefska, president and CEO, CarEdge. Dealer pricing practices, the gap between advertised prices and actual quotes, and why transparency is becoming a bigger issue for the whole industry.

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THIS WEEK'S SPONSOR
Thank you to Auto AI Radar for supporting CBT Live.
https://radar.autoai.inc/

MENTIONED IN THIS EPISODE
All American Auto Group: https://www.allamericanautogroup.com/
CarEdge: https://caredge.com/
Cox investigates VinSolutions incident: https://www.cbtnews.com/hacking-group...

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Audi plans its first U.S. plant in Georgia, a federal judge keeps California dealers' Scout lawsuit alive and Len Bellavia breaks down the ruling, plus April Ancira on dealer data and David Spisak previewing his new CBT News show.

Bridget and Jim Fitzpatrick talk with Len Bellavia, Founding Partner of Bellavia Cohen P.C., April Ancira, Vice President of Ancira Auto Group, and David Spisak, President and CEO of Disruptive Growth Solutions. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• Audi plans its first U.S. production site near Macon, Georgia, with about $4 billion in planned investment, about 4,500 jobs and capacity for up to 200,000 vehicles a year, still subject to Volkswagen supervisory board approval.
• A federal judge in California denied the latest motions from Volkswagen Group of America and Scout Motors to end the California New Car Dealers Association's lawsuit, so the remaining claims move into discovery.
• Cox Automotive's Q2 2026 AI in Auto Retail Tracker found 63% of shoppers would definitely or probably use AI for their next vehicle purchase, while 29% of dealers had started adjusting for AI search.

GUESTS

• Len Bellavia, Founding Partner, Bellavia Cohen P.C. What the California federal court's rejection of the Volkswagen and Scout Motors bids to end the CNCDA lawsuit means for dealers.
• April Ancira, Vice President, Ancira Auto Group. Why having the right information in one place matters more than ever, from connecting data to getting more out of the tools dealers already pay for.
• David Spisak, President and CEO, Disruptive Growth Solutions, and host of The David Spisak Show. A first look at his new show coming to CBT News and what dealers can expect from it.

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THIS WEEK'S SPONSOR
Thank you to Auto AI Radar for supporting CBT Live.
https://radar.autoai.inc/

MENTIONED IN THIS EPISODE
Bellavia Cohen P.C.: https://bellaviacohen.com/
Ancira Auto Group: https://www.ancira.com/
Disruptive Growth Solutions: https://www.disruptivegrowthsolutions...
Audi's announcement: https://www.audi.com/en/press-release...
CNCDA on the Scout ruling: https://www.cncda.org/news/federal-co...
Is your dealership discoverable?: https://www.cbtnews.com/is-your-deale...
Cox Automotive AI in Auto Retail Tracker: https://www.coxautoinc.com/retail/ai-...

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October car payments are forecast to hit a record $823, Tesla targets Cybercab deliveries by year end, and Ben Affleck directs Ford's new Raptor campaign.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Jeremy Stephens, remote operations director at Bozard Ford Lincoln, and Raul Tomsa, client advisor at Motor Werks in Barrington, Illinois. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• J.D. Power and GlobalData forecast an average October finance payment of $823, the highest on record for the month, even as the average transaction price eases to a projected $46,329 and loan rates reach 6.81%.
• Tesla says it aims to begin Cybercab customer deliveries before the end of 2026, while Reuters reports NHTSA is examining how Tesla determined the two-seat vehicle meets federal safety standards.
• Ford's Raptor Origin Story campaign, directed by Ben Affleck and featuring Jon Bernthal alongside Ford engineers, tells how the truck went from Baja inspiration to a production model. MotorTrend reports the original project survived six cancellations before its 2008 debut.

GUESTS

• Jeremy Stephens, remote operations director, Bozard Ford Lincoln. An update on the store's mobile service operation: what is working, the role of fleet, and how to make mobile service make financial sense.
• Raul Tomsa, client advisor, Motor Werks in Barrington, Illinois. Known as Vincierge on social media, he left more than a decade in management to go back to selling cars.

DEALER OF THE WEEK

Mercedes-Benz Country Hills held its eighth annual NICU Fashion Show Gala, clearing an 80-car showroom and raising more than $200,000.

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THIS WEEK'S SPONSOR
Thank you to Joe Verde Group for supporting CBT Live.
https://www.joeverde.com/

MENTIONED IN THIS EPISODE
Bozard Ford Lincoln: https://bozardford.com/
Mercedes-Benz Country Hills: https://www.mercedes-benz-countryhill...
October payments forecast: https://www.cbtnews.com/new-vehicle-s...

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Nearly 3 in 10 financed trade-ins on new-car deals are underwater, plus GM's hybrid plans and the return of Jeremy Raaymaker, the creator behind Baddie in a Benz.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Jeremy Raaymaker, van and fleet specialist at Mercedes-Benz Country Hills.

TODAY'S HEADLINES

• Edmunds says 29.1% of trade-ins with an outstanding loan applied to a new-vehicle purchase were underwater in the third quarter, up from 28.1% a year ago, with average negative equity reaching $7,107.
• GM CEO Mary Barra confirmed on the company's third-quarter earnings call that GM will offer hybrids in multiple segments where it already competes, without additional capital spending. GM has not named the models or the timing.

GUESTS

• Jeremy Raaymaker, van and fleet specialist, Mercedes-Benz Country Hills. The creator behind the Baddie in a Benz videos is back on social media and has expanded into van and fleet sales and leasing.

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THIS WEEK'S SPONSOR
Thank you to Joe Verde Group for supporting CBT Live.
https://www.joeverde.com/

MENTIONED IN THIS EPISODE
Mercedes-Benz Country Hills: https://www.mercedes-benz-countryhill...
Negative equity rises to 29%: https://www.cbtnews.com/negative-equi...
GM adds hybrids: https://www.cbtnews.com/general-motor...

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Where is AI actually paying off for dealers? Ben Sporn of VIP Auto Group joins us, plus Toyota's RAV4 shortage, a Reuters poll that sees a December Fed hike and NADA's second woman chairman.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Ben Sporn, chief marketing officer of VIP Auto Group. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• Toyota says dealers have just four days' worth of RAV4 inventory, against an industry average of 51 days, after North American production fell 30% through September while the plants retooled for the redesigned 2026 model.
• All 100 economists in a Reuters poll expect the Federal Reserve to raise rates in December, and 94 expect it to hold at next week's meeting, up from fewer than half who saw another hike this year just a month ago.
• NADA elected Sandy Fitzgerald Angello of Pohanka Automotive Group its 2027 chairman, the second woman to lead the association after Annette Sykora in 2008, with Jeff Weber elected vice chairman.

GUESTS

• Ben Sporn, chief marketing officer, VIP Auto Group. How VIP replaced outside software costs with more than a dozen AI tools built in-house and tripled customer service ticket productivity in its e-commerce parts operation.

THIS WEEK'S SPONSOR
Joe Verde Group: https://www.joeverde.com/

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Who takes over when AI hands off your dealership's leads? Durran Cage of Cage Auto joins us in studio, plus GM's nearly 22% profit jump, Ford's recall of more than 102,000 trucks and two dealership deals.

Bridget Fitzpatrick and Jim Fitzpatrick are joined in studio by Durran Cage, founder and owner of Cage Auto.

TODAY'S HEADLINES

• GM brought in $50 billion in third-quarter revenue, and adjusted EBIT rose nearly 22% to $4.1 billion as a higher mix of large pickups helped results. GM narrowed its full-year adjusted profit forecast to $14.5 billion to $15.5 billion.
• Ford is recalling 102,159 trucks in the U.S. because the speedometer and tachometer can stick or move erratically. It covers certain 2025 and 2026 F-Series trucks, including Super Duty models and some 2026 F-150s, and dealers will replace the instrument cluster at no charge.
• Dobbs Family Automotive bought Fields Mazda and Fields Chrysler Dodge Jeep Ram in Asheville, North Carolina, bringing it to 14 dealerships, and Spreen Automotive Group bought Volkswagen of Murrieta from Hendrick Automotive Group in a deal that closed October 19.

GUESTS

• Durran Cage, founder and owner, Cage Auto. How dealers can align AI, BDC and sales teams so more leads turn into appointments that actually show.

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THIS WEEK'S SPONSOR
Thank you to Joe Verde Group for supporting CBT Live.
https://www.joeverde.com/

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Bridget Fitzpatrick and Jim Fitzpatrick are joined by Matthew Groves, CEO of the Colorado Automobile Dealers Association, and Karl Brauer, Executive Analyst at iSeeCars.

TODAY’S HEADLINES

• New York City alleges CarGurus violated consumer protection law more than 2,000 times by applying favorable deal ratings to listings with mandatory fees or other pricing conditions. CarGurus rejects the allegations and says it will defend itself.
• Used EV sales rose 21.2% year over year to an estimated 47,862 vehicles in September. Market share reached a record 3.3% as supply tightened to 35 days and the average listing price fell to $36,767.
• Slate Auto opened its first Experience Center in Chicago, where shoppers can explore and test-drive its electric pickup. The direct-sales startup plans to provide service through RepairPal’s independent repair network.
• Lexus Group Vice President and General Manager Dejuan Ross discusses the brand’s 2027 growth plans, hybrid demand, affordability and opportunities for dealers across sales, service and certified preowned vehicles.

GUESTS

• Matthew Groves, CEO, Colorado Automobile Dealers Association. The concerns shaping state dealer-association conversations, including affordability, regulation, manufacturer relationships and changing consumer demand.
• Karl Brauer, Executive Analyst, iSeeCars. What Tesla’s Roadster and Porsche’s Mission S reveal about competing performance strategies and the future of the sports-car market.

This week's sponsor, Joe Verde Group: https://www.joeverde.com/

Get the newsletter: https://www.cbtnews.com/newsletter-si...

#CBTLive #CarDealers #AutoRetail

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Jason Becknell sits in for Jim and Bridget Fitzpatrick and is joined by Lauren Fix, automotive expert, founder of Car Coach Reports and co-host of “The Drive with Lauren & Karl.”

TODAY’S HEADLINES

• Tesla unveiled its second-generation Roadster nearly nine years after its first reveal, with production targeted for 2028. The invite-only Rocket version is not approved for public roads, and reserving the Thrust version requires $250,000.
• Penske Automotive Group agreed to go private at an enterprise value of about $16.3 billion. Outside shareholders will receive $212 per share in cash, and Penske Corp. and Mitsui will own the company when the deal closes, expected in the first quarter of 2027.
• Slate Auto opened its first Slate Experience Center in Chicago, where shoppers can see its $24,950 electric pickup, explore options and take test drives. The truck is expected to go on sale by the end of 2026. Instead of running its own service centers, Slate will rely on independent shops vetted through RepairPal.

GUESTS

• Lauren Fix, Automotive Expert, founder of Car Coach Reports and co-host of “The Drive with Lauren & Karl."

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THIS WEEK'S SPONSOR
Thank you to Auto AI Radar for supporting CBT Live.
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Leading Through Uncertainty: How Business Owners Can Keep Teams Motivated and Finish Q4 Strong

GUESTS

• Tyler Dickerhoof, Founder, Impact Driven Leader

THIS WEEK'S SPONSOR
Auto AI Radar: https://radar.autoai.inc/

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Bridget and Jim Fitzpatrick are joined by Jessica Caldwell, Head of Insights at Edmunds, and Andrea Anderson, Salesperson at Andrews Cadillac, known as "Andrea Sells Cadillac" on social media.

TODAY’S HEADLINES

• U.S. EV sales reached 262,649 vehicles in the third quarter, rising 6.1% from Q2 but falling 39.5% from a year earlier. Electric vehicles represented 6.4% of all new-vehicle sales.
• Consumer prices increased 0.6% in September, lifting annual inflation from 3.4% to 3.7%. Gasoline prices jumped 9.1%, while used-vehicle prices rose 0.7% and new-vehicle prices increased 0.2%.
• The average new-vehicle transaction price reached $50,562 in September, just $52 below the record set last December. Buyers are increasingly choosing lower-priced segments even as individual vehicle prices continue to rise.
• CBT News announced the honorees for its fourth annual 40 Under 40 Awards, recognizing rising leaders making an impact across automotive retail.

GUESTS

• Jessica Caldwell, Head of Insights, Edmunds. What record monthly payments, longer loan terms and rising interest costs reveal about vehicle affordability and the third-quarter financing market.
• Andrea Anderson, Cadillac Salesperson, Andrews Cadillac, and creator of “Andrea Sells Cadillac.” How authentic social content can build trust, connect with buyers and generate dealership business.

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Affordability shifts buyers toward hybrids and older used vehicles, U.S. EV sales rebound and Stellantis reports lower North American shipments, plus Parth Donda on the processes behind a 606-vehicle month and Christopher Hunsicker on what the Porsche dealer lawsuit means for franchise dealers.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Parth Donda, Store Manager at Hyundai of New Port Richey, and Christopher Hunsicker, author of Unstoppable Culture and President of Hunsicker Coaching International.

TODAY'S HEADLINES

• Affordability pressure is shifting demand toward hybrids and older used vehicles. Personal expenses have risen faster than incomes since the pandemic, while prices for eight- to 10-year-old vehicles have increased nearly 10% year over year.
• U.S. EV sales rose 7.7% from the second quarter to 266,630 vehicles. EVs captured 6.5% of new-vehicle sales as Toyota, Lexus, Rivian and Subaru recorded gains.
• Stellantis’ worldwide shipments slipped 1% in the third quarter to approximately 1.3 million vehicles. North American shipments fell 12%, while CEO Antonio Filosa rejected the idea of separating the company’s European and U.S. brands.

GUESTS

• Parth Donda, Store Manager, Hyundai of New Port Richey. The people, processes and execution behind the dealership’s 606-vehicle September.
• Christopher Hunsicker, author, Unstoppable Culture, and President, Hunsicker Coaching International. What the Porsche dealer lawsuit reveals about allocation, facility requirements and protecting dealership interests.

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Hurricane Isaias recovery and Volkswagen Group's 14.3% delivery drop, plus Marsh Buice on the leadership mindset it takes to keep moving through challenges and Matt Easton on connecting with today's car buyers.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Marsh Buice, General Sales Manager at Mark Dodge Chrysler Jeep and host of the What's Your Problem? podcast, and Matt Easton, founder of Easton University Sales Coaching. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• Hurricane Isaias came ashore near Destin, Florida, Friday night as a Category 2 storm, and communities across the Florida Panhandle and Alabama are now cleaning up and working to restore power.
• Volkswagen Group's worldwide deliveries fell 14.3% in the third quarter to about 1.89 million vehicles, with China down 38.5% and North America down 5.8%. Those are Group-wide figures, not the Volkswagen brand alone.

GUESTS

• Marsh Buice, General Sales Manager, Mark Dodge Chrysler Jeep, and host of the What's Your Problem? podcast. The mindset it takes to lead a dealership through challenges and keep moving forward.
• Matt Easton, founder, Easton University Sales Coaching. What it takes to connect with today's car buyers and earn their business.

THIS WEEK'S SPONSOR
Auto AI Radar: https://radar.autoai.inc/

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Porsche deliveries fall 16%, a Reuters/Ipsos poll shows cost-of-living strain, and Michael Dunne on Chinese automakers in the U.S.

Bridget Fitzpatrick and Jim Fitzpatrick are joined by Michael Dunne, CEO of Dunne Insights, and Bob Kain, formerly President of Jack Kain Ford. Weekdays at 12:00 PM ET.

TODAY'S HEADLINES

• Porsche delivered 178,532 vehicles worldwide in the first nine months of 2026, down 16%, with China down 33% and U.S. retail deliveries down about 14% to 49,038, while 911 deliveries rose 12%.
• A Reuters/Ipsos poll of 4,506 U.S. adults finds Americans deeply concerned about rising living costs, with more than half saying their cost of living has risen substantially over the past year.
• Yesterday on CBT Live: Adam Marburger on F&I and fixed ops as front-end margins stay under pressure, and Car Guy Coffee's Lou Ramirez and Fred Lennartz on dealership culture and leadership.

GUESTS

• Michael Dunne, CEO, Dunne Insights. His response to the concern over Chinese vehicles in America: lessons from Europe, the potential impact on U.S. automakers and dealers, and what happens if Chinese brands get a foothold. His book, How China Seized the Auto Industry and How America Wins It Back, is due in 2027.
• Bob Kain, formerly President of Jack Kain Ford. The sale of the dealership after 66 years, now O'Brien Ford of Versailles, his father Jack's legacy, and the people who made it what it was.

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Force Marketing: https://www.forcemarketing.com/

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Car Guy Coffee's Fred Lennartz and Lou Ramirez on developing dealership people, and Adam Marburger on F&I and building stronger teams.

Jim Fitzpatrick and Bridget Fitzpatrick are joined by Fred Lennartz and Lou Ramirez of Car Guy Coffee and Certified Solutionaries, and Adam Marburger, President and CEO of Ascent Dealer Services and host of Training Camp on CBT News.

GUESTS

• Fred Lennartz and Lou Ramirez, Car Guy Coffee and Certified Solutionaries. How two friends built a podcast brand around encouraging people in the car business, and the dealer training they run through Certified Solutionaries.
• Adam Marburger, President and CEO, Ascent Dealer Services, and host of Training Camp. Nearly two decades in dealerships before starting Ascent: what dealers are telling him now, how the F&I experience can improve, and how to develop a team.

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AI is rearranging dealership jobs, the California CARS Act is now in effect, and the FTC has dropped its case against Asbury Automotive.

Jim and Bridget Fitzpatrick are joined by Todd Smith, CEO of Qore AI, and Brian Maas, President of the California New Car Dealers Association.

TODAY'S HEADLINES

• The FTC dismissed its administrative complaint against Asbury Automotive Group and three Texas dealerships without ruling on the allegations, and says it is not backing away from enforcement on dealership pricing and transparency.
• IONNA plans to offer EV and charging education at several hundred dealerships starting in early 2027, with 191 active charging locations as of early October, up from about 90 in January.
• Tomorrow on CBT Live: Adam Marburger joins in the studio, plus Lou and Fred from Car Guy Coffee. Send your questions to LIVE@CBTNEWS.COM.

GUESTS

• Todd Smith, CEO, Qore AI. How AI rearranges dealership jobs, from pay plans to who owns the dealership's operational record.
• Brian Maas, President, California New Car Dealers Association. What changed when the California CARS Act took effect October 1, what dealers should do differently, and a look back at the CNCDA convention.

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THIS WEEK'S SPONSOR
Thank you to Force Marketing for supporting CBT Live.
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MENTIONED IN THIS EPISODE
Every Job in the Dealership, Todd Smith's whitepaper and interactive model: https://toddsmith.ai/whitepapers/ever...
California New Car Dealers Association: https://www.cncda.org/

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One in five financed new-car buyers now pays $1,000 or more a month, plus a dealer who built his own AI tools and what Carvana's Stellantis relationship means for franchised dealers.

Jim and Bridget Fitzpatrick talk with Mike Yates of BMW of Bridgewater and Len Bellavia of Bellavia Cohen P.C.

TODAY'S HEADLINES

• New-car buyers financed a record $44,664 on average in Q3, with a record $787 monthly payment, per Edmunds.
• Automakers have canceled, delayed or paused nearly 20 EVs in 2026, per Business Insider, as they shift to EVs they believe compete on price, range and profitability.
• Brand loyalty rose to 50.2% from 49% last year, per J.D. Power.
• CDK's Ease of Purchase score fell to 79% in September, and 49% of buyers visited two dealerships, up from 37% in August.

GUESTS

• Mike Yates, General Manager, BMW of Bridgewater. After 30 years in auto retail, he is building AI tools inside his dealership and talks about where AI gives employees time back.
• Len Bellavia, Founding Partner, Bellavia Cohen P.C. He breaks down the Carvana-Stellantis relationship and the legal questions it raises for franchised dealers.

THIS WEEK'S SPONSOR
Force Marketing: https://www.forcemktg.com/

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