Niello lands 28th straight sales record, Capitol Auto builds used car inventory scouts, Banks reclaim lending share

Hey everyone. Fresh new episode of the CDG Podcast just went live with Ted Rubin, President of ActivEngage.

We went through why dealers don’t need more leads, why the human element isn't going anywhere, and the danger from AI that dealers don’t see coming.

Don't sleep on this one: YouTube, Spotify, Apple

— CDG

Welcome to the Daily Dealer, a concise rundown of the most important automotive industry headlines that matter to car dealers, automakers, and industry insiders.

Average used car prices are up $630 year-over-year, but some models are bucking the trend:

In May, the Porsche Taycan dropped over $12K and the Tesla Model S fell more than $9K—the biggest declines on a list dominated by high-priced EVs and luxury models.

The signal: Whether it’s market oversaturation or softening new EV demand, used EVs are quickly becoming some of the best deals on the lot.

The Niello Company just hit their 28th consecutive sales record in May, with even fewer leads than before.

And here’s how:

All while operating in California—a state many have called one of the toughest retail environments in the country, and one facing affordability pressures, doc fee increases, regulatory uncertainty, and civic unrest.

The Niello mindset? Market conditions are real, but they’re not an excuse to miss the mark.

(Go deeper: 3 min. read)

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At Capitol Auto, everyone’s a buyer—and it’s working.

What this means: GM Alex Casebeer set up a four-person team to hunt private party used cars online. Think Craigslist and Facebook Marketplace.

But even beyond that squad, all 400 employees get $600 if they help land one.

As a result: They’re pulling in 100–120 units a month without the auction markup, and according to Casebeer, they’re selling quicker, with better front-end gross to show for it.

(Go deeper: 4 min. read)

This episode is brought to you by: Nomad Content Studio

Featuring:

Banks just grabbed their biggest slice of auto financing in over five years, capturing 26.55% market share in Q1, up from 24.79% last year.

Meanwhile, captive finance companies (manufacturer financing arms) dropped from 31.28% to 29.81%, losing their aggressive post-pandemic push.

The shift signals that interest rates are stabilizing and captives are pulling back on heavy incentives they used to steal market share.

For dealers: This realignment could mean fewer promotional financing rates and manufacturers scrambling for new ways to move inventory without subsidizing loans.

(Go deeper: 2 min. read)

Thanks for reading, everyone.

— CDG

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