Affordability is causing consumers to spend more time in market before making a purchase. John Fitzpatrick, CEO of Force Marketing, discusses how the current affordability crisis is creating a challenge for dealers that rely on traditional marketing metrics. He points out how longer shopping journeys can make lead volume and conversion rates appear weaker even when consumers remain interested in buying. Joining us on CBT Live, John Fitzpatrick went over what his team is seeing across more than 1,500 dealerships, including the impact of higher payments, rising insurance and gas costs, Labor Day opportunity and the rapidly changing role of AI in dealership marketing.

Mike Maroone isn't dismissing Chinese vehicles. Build quality and technology are outpacing many competitors in the US. Government backing sets Chinese automakers apart from every import wave that came before. There's also growing suspicion that they're selling into Europe and South America at a loss just to move through overcapacity at home. He also commends Senator Bernie Moreno's efforts to protect the American auto industry. Maroone joined CBT Live to share where he lands on the question of U.S. market entry. ______ CBT Live, powered by: @CDKGlobal

WEEKLY ROUNDUP 🗣️ Get the top stories from this week in under 2 minutes! • SAAR holds at 16.4 million • Canada retaliates, matching US tariffs • Honda targets US for next plant • Volkswagen CEO & union leaders clash • Hyundai plans 100 new/refreshed models Powered by: @mialabsinc (

Going into Labor Day weekend, there’s an opportunity for dealers to turn increased vehicle usage into sales and service conversations. John Fitzpatrick, CEO of Force Marketing, discusses how Americans are expected to drive more over the holiday weekend. Hence, this notion alone gives dealers a big reason to engage with customers before and after their trips; especially, a consumer who spends several days driving an older vehicle may begin thinking differently about replacing it. Having joined us on today’s CBT Live, John Fitzpatrick went over what his team is seeing across more than 1,500 dealerships, the Labor Day opportunity and rapidly changing role of AI in dealership marketing.

U.S.-Canada tariff fight raises new concerns for North American dealers Canada says protecting its auto assembly and parts manufacturing industry — and the jobs tied to it — is a nonnegotiable condition of any future U.S. trade agreement as tariff tensions escalate. – Canada says vehicle assembly and parts manufacturing must remain protected in any trade deal. – Tariff treatment for medium- and heavy-duty vehicles remains a major sticking point in negotiations. – General Motors and Ford both operate production facilities in Canada that could be affected by the dispute. – The U.S. has ordered 50% tariffs on roughly $20 billion in Canadian goods following the collapse of talks. – Canada plans to impose its own $20 billion package of retaliatory tariffs beginning Sept. 8. – Prolonged uncertainty could affect vehicle pricing, inventory planning and the cost of imported components. For U.S. dealers, the dispute highlights just how interconnected North American automotive manufacturing has become — and how changes in cross-border trade rules can ultimately impact sourcing, inventory and the price of vehicles.

Volvo expands connected safety alerts across its EV lineup Volvo is expanding its Connected Safety suite with an over-the-air update that adds four new real-time safety alerts to select EVs, giving drivers more information about hazards before they encounter them. – New alerts cover large animals, pedestrians and cyclists, roadwork, and accidents – The EX90, ES90 and EX60 are among the models receiving the expanded Connected Safety features – More than 1 million Volvo vehicles already have connected safety features activated – Alerts use data from connected Volvo vehicles and traffic centers to help drivers react faster – Select EX90 and ES90 models with Bowers & Wilkins and Dolby Atmos also gain Apple CarPlay Spatial Audio – In Europe, Volvo vehicles can share certain alerts with vehicles from other brands through the European Data for Road Safety ecosystem The update highlights how automakers are increasingly using software to add safety and technology features after a vehicle has already been sold — creating another opportunity for dealers to demonstrate the ongoing value of connected vehicles.

Hybrid financing jumps as EV demand cools, Experian reports Hybrid vehicles are gaining momentum with U.S. buyers as EV demand cools, with hybrids reaching a larger share of new-vehicle financing while also offering the lowest average monthly payments. – Hybrids accounted for 16.80% of new-vehicle financing in Q2 2026, up from 12.99% a year earlier. – EV financing fell to 8.15%, down from 9.21% last year. – Hybrid loans had the lowest average monthly payment at $646, compared with $692 for EVs and $721 for gasoline vehicles. – Hybrid leases averaged $566 per month, also below gas vehicles at $602 and EVs at $641. – The expiration of the federal EV tax credit and continued gas-price pressure are helping make hybrids more attractive to shoppers. – The average new-vehicle loan amount increased $1,715 year over year to $43,610, while the average payment climbed $16 to $765. – Despite higher vehicle costs, the average new-vehicle interest rate fell to 6.35% from 6.79% a year earlier. – Refinancing also gained momentum, with consumers saving an average of $83 per month by refinancing their auto loans. – Credit unions delivered the largest average refinance savings at $102 per month. The financing data reinforces a broader shift in the market: consumers aren’t necessarily abandoning electrification—they’re increasingly choosing the lower-cost middle ground of hybrids. For dealers, hybrids can offer an attractive combination of fuel savings, lower payments and familiar ownership compared with fully electric vehicles.

It's Friday! Join CBT Live today at Noon ET! On deck: Bradley Hoffman, Chairman of Hoffman Auto Group, and John Fitzpatrick, President & CEO of @ForceMarketing. (@JWFitzForce) (@HoffmanAutoGrp) Noon ET. Live everywhere. Be there.

Toyota’s global sales & production fall in July on China, Middle East weakness Toyota’s global sales and production declined in July as sharp drops in China and the Middle East outweighed stronger results in Japan. – Global sales fell 4.8% year over year to 856,125 vehicles, marking another monthly decline. – China sales plunged 24.3%, the sixth consecutive monthly decline in the market. – U.S. sales, Toyota’s largest market, slipped 0.8%. – Middle East sales dropped a significant 44.5%. – Japan provided a bright spot, with sales rising 11% and production increasing 12.4%. – Global production declined 2.1%, with output falling 32.7% in China and 4% in the U.S. – Japanese exports rose 10.2% to more than 196,000 vehicles, marking their third consecutive month of growth. – Toyota said higher gasoline prices in China have weakened demand for both hybrid and traditional combustion vehicles. The results highlight how uneven Toyota’s global performance has become. While Japan and exports are providing momentum, continued weakness in China and the Middle East, combined with softer U.S. sales, is weighing on overall volume as Toyota navigates shifting consumer demand across its major markets.

"It's a new world, and you better adapt." Mike Maroone, Chairman & CEO of Maroone USA, speaks on the lessons that dealers can learn from Carvana's success. Transparency. Fair pricing. No hassle. No games. No gimmicks. No dealer fees. @MikeMarooneCO ______ CBT Live, powered by: @CDKGlobal

"I think I got the best tenure of anybody." That's not a statement you would expect from someone who was handed the gavel as NADA Chairman during the height of the pandemic in 2020. Rhett Ricart, Executive Chairman & Owner of Ricart Automotive, says there was never a dull moment during his tenure. "We had to learn how to hit curveballs the whole time. There wasn't a fastball thrown." _____ CBT Live, powered by: @CDKGlobal

The FTC’s recent $4 million settlement with Manchester City Nissan shows the agency remains active elsewhere. According to Shannon Robertson, Executive Director of theAssociation of Finance & Insurance Professionals (AFIP), the case came down to a simple violation, that the dealership advertised vehicles online as certified pre-owned, then added a separate charge for that certification on the buyer’s addendum. Robertson joined us on CBT Live to break down what the FTC’s shifting focus means for dealers. ______ CBT Live, powered by: CDK Global

As profit margins normalize, scrutinizing operational overhead is key. Angelo Mendola, President & COO of Priority Payments Local, discusses how passing credit card processing fees to consumers while offering fee-free alternatives like debit or cash can help dealerships recover substantial operating expenses. For multi-store operations, this could mean hundreds of thousands in pure net profit per rooftop every year!

"I call it a front row seat looking at the future." Mike Maroone, Chairman & CEO of Maroone USA, speaks on the current sentiment surrounding Carvana. Early on, the reaction was alarm. Now it's closer to respect. Maroone says the shift happened when dealers realized @Carvana pays the same price for vehicles as anyone else and prices them off market algorithms rather than trying to undercut the competition. Maroone joins CBT Live puts Carvana's rise in historical context. ________ CBT Live, powered by: @CDKGlobal

90 minutes until CBT Live! We have Rhett Ricart, Executive Chairman & Owner of Ricart Automotive Inc., and Shannon Robertson, Executive Director of AFIP, joining us! Come hang out during your lunch (or breakfast) and ask your questions.

Data center backlash could reach automakers’ new battery storage plans Ford, GM and Tesla are turning excess battery capacity into a growing stationary energy-storage business as EV demand falls short of earlier expectations—but that opportunity could also expose automakers to the growing backlash against data centers. – Tesla, Ford and GM are expanding into stationary battery storage for data centers, utilities and the broader power grid. – Softer EV demand has left automakers with battery manufacturing capacity that can be redirected toward energy storage and new revenue streams. – Tesla’s Megapack business is already well established, with SpaceX purchasing $295 million worth of Megapacks in Q2 alone. – Ford Energy plans to begin producing stationary storage systems at its Kentucky plant in 2027, targeting 20 gigawatt-hours of annual capacity. – GM’s Ultium Cells venture with LG Energy Solution has begun producing lithium iron phosphate cells for stationary storage at its Tennessee facility following a $70 million investment. – GM also plans to produce sodium-ion battery cells for storage beginning in 2028 and is exploring second-life applications for EV batteries. – At least 75 data center projects worth roughly $130 billion faced opposition in the first quarter, with concerns ranging from electricity costs and water use to noise and land use. – Battery storage can nevertheless help reduce peak grid demand, improve reliability and support renewable energy. The opportunity is significant, but it comes with a new type of risk for automakers. As Ford, GM and Tesla move deeper into the energy business, their batteries could increasingly connect them to controversial AI and data center projects—meaning automakers may have to manage not only the economics of energy storage, but also the political and community backlash surrounding where that energy is being used.

Hyundai to launch more than 100 new and refreshed models by 2030 Hyundai is planning the largest product rollout in its history, with more than 100 new or refreshed models coming worldwide by 2030 as it targets growth in hybrids, EVs and previously underserved segments. – 58 of the 100+ models are planned for North America, Hyundai’s largest market. – Hyundai will enter 18 new vehicle segments, including a midsize pickup, light commercial vehicles and body-on-frame models. – Those “white space” segments represent nearly 30% of U.S. auto sales, creating significant room for Hyundai to expand. – Hyundai expects to offer more than 10 hybrid models in North America by 2030, with hybrids potentially making up nearly half of regional sales. – Hyundai’s U.S. hybrid sales jumped 71% in Q2 2026, while the overall U.S. hybrid market grew 19% during the first half. – The automaker plans to increase North American parts sourcing from 60% to 80% to reduce tariff exposure. – Seven new or refreshed vehicles are scheduled to arrive within the next eight months, including the Tucson, Tucson Hybrid, Ioniq 3 and Santa Fe Extended Range EV. – The Santa Fe EREV targets more than 600 miles of total range and will be built in Alabama. – Hyundai sold a record 595,457 vehicles in North America during the first half of 2026, including 489,656 in the U.S. – Hyundai raised its long-term operating-margin target to above 9%, up from its previous 8%–9% target. For dealers, this is a major expansion of the Hyundai product portfolio. The combination of more hybrids, new body styles and additional locally sourced production gives retailers more opportunities to capture customers currently shopping Toyota and other established competitors—while also giving Hyundai more ways to respond to changing EV demand and tariff pressures.

Volkswagen’s CEO and union leaders clash over deeper cost cuts Volkswagen CEO Oliver Blume is pushing for deeper cost reductions as the automaker struggles to close its cost gap with European rivals, but labor leaders are resisting layoffs and plant closures. – Blume said additional savings are needed at vulnerable German EV plants, including Emden and Zwickau. – Volkswagen is considering doubling its previously announced job cuts, with as many as 100,000 positions and four plant closures reportedly under discussion. – Labor representatives and the state of Lower Saxony control a majority of Volkswagen’s supervisory board, setting up a contentious vote on September 4. – Emden and Zwickau currently lack confirmed production plans beyond 2030, while Hanover and Audi’s Neckarsulm plant face similar uncertainty. – Osnabrück could stop vehicle production as early as next year, although a potential defense partnership could preserve the facility. – Works council chief Daniela Cavallo has rejected layoffs and plant closures as solutions. – The supervisory board already rejected an earlier restructuring proposal 12–7 in July, highlighting the divide between management and labor. The September 4 vote could become a major turning point for Volkswagen. The outcome will determine how aggressively the automaker restructures its German manufacturing footprint—and ultimately could influence which Volkswagen and Audi products reach U.S. dealerships in the years ahead.

Mitsubishi to expand U.S. lineup with new pickup and electrified models Mitsubishi is expanding its U.S. product lineup and market reach under its Momentum 2030 strategy, with plans to grow from four models today to six in 2027. – Mitsubishi plans to return to the U.S. pickup market, more than 15 years after discontinuing the Raider. – The new pickup is expected to help dealers compete in a segment they have long wanted Mitsubishi to enter, though the automaker has not confirmed where it will be built. – The brand’s U.S. lineup will expand with new electrified and rugged offerings, including the Eclipse Sportback EV and a rugged Outlander variant. – The Eclipse Sportback EV is expected to launch later this year and will be sourced from alliance partner Nissan. – Mitsubishi currently reaches about one-third of U.S. sales markets and wants to expand that coverage to more than half. – The Outlander PHEV gives dealers another electrified option alongside the upcoming EV. – Mitsubishi is pairing the product expansion with dealer network growth and a modernized retail strategy. The pickup could be the biggest opportunity for Mitsubishi dealers, giving them access to a high-volume segment that has been missing from the brand’s lineup since 2009. But expanding inventory alone won’t be enough—the success of Momentum 2030 will depend on whether Mitsubishi can grow its dealer reach and convert that broader lineup into new customers.