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Hey everyone.
We’ve grown a lot. What started out as just Twitter, is now LinkedIn, Instagram, Facebook, podcasts, newsletters, live shows, and a news site (I could go on…)
Point is—our old “Podcast Request” form was very outdated. Now it’s "Get Featured" on Car Dealership Guy—one form, every platform.
It was time.
Nominate a guest (or yourself) here: cdgguest.com
— CDG
First time reading the CDG Newsletter?
Dealerships are writing off leads faster and losing real buyers in the process
New data from Foureyes shows that nearly 14% of “closed-lost” leads are still actively shopping, and many are clicking on dealer emails.
Yet dealers are closing out internet leads in just 16–18 days, three days faster than last year.
As lead volume softens, that faster cleanup could be costing more than it’s saving.
Big picture: Dealers focused on lead quality may be overlooking the real issue—follow-up timelines that are ending the conversation before the customer does.
How Lithia Motors’ Mike Cavanaugh is training the next generation of managers
Lithia’s Midwest VP Mike Cavanaugh, realized many young employees struggle with phone follow-ups. Not because they’re lazy, but because talking on the phone just isn’t natural to them.
Cavanaugh’s response: meet people where they are. That means training leaders to adapt their style, not just expect others to match it.
Zooming out: Dealers who want better results need to tailor how they lead, communicate, and develop their teams.
A word from our partner:
Courtesy transportation is no longer a nice-to-have.
It’s a need-to-have.
That’s why 80% of dealership respondents agree that providing courtesy rides with Uber has helped retain customers, based on Uber’s survey of 79 organizations in 2023.
With Central, you can request an Uber ride on behalf of your customers, even if they don’t have the Uber app. Car dealerships love using Uber because it’s a simple way to offer white-glove customer service, supplement loaner cars or shuttles, and manage parts pickup and delivery.
Dealers can request one-way or round-trip rides, add multiple riders and locations, set spend caps, and even monitor trips in real time.
Plus, you'll get monthly reports to keep track of everything.
If you’re ready to reduce the costs associated with maintaining shuttles and limit the liability of loaner vehicles, it's time to partner with Uber for Business.
Visit t.uber.com/CDGauto today to learn more.
Cox Auto’s Jeremy Robb: Used car supply will ‘change dramatically’ over next few years
Cox Automotive says the lease return mix is about to shift and fast. Today, over 90% are gas-powered. By 2027, that drops to 72%, with EVs, hybrids, and plug-ins making up the rest.
The change traces back to low lease penetration in 2021–2022 and the rise of EV-heavy lease programs since.
And because EVs are more likely to come back with above average negative equity, most will return straight to wholesale.
What we’re watching: The used inventory pipeline is changing. Dealers who rely on lease returns will need to adapt fast as more used EVs start showing up.
Nissan's Vinay Shahani confirms Infiniti version of Rogue, hybrid powertrains are coming 'soon'
Infiniti is down to two core models, but Nissan will be changing that soon.
Senior VP of Marketing and Sales, Vinay Shahani, said Infiniti has its own version of the Nissan Rogue and new hybrid powertrains on the way.
At the same time, Nissan is shifting incentives toward U.S.-built models and cutting a third of its dealer programs to simplify operations. A new framework (Nissan One) streamlines 22 KPIs down to one: retail sales.
Bottom line: With the right product and cleaner dealer alignment, Infiniti may finally be in a position to compete with Acura, Audi, and Lexus.
Spring’s tariff-driven sales rush is creating a ‘payback effect’ in June — J.D. Power
June retail sales are forecasted to up 6.7% year-over-year, but the real story is more complicated.
Last year’s CDK outage and this spring’s tariff rush are distorting the numbers, and masking what’s actually the slowest sales pace in 12 months.
Meanwhile, retail inventory is up nearly 23%, but instead of juicing incentives, OEMs are pulling back to protect margins from rising tariff costs.
At the end of the day: Automakers are absorbing ~$4,275 in extra cost per vehicle without raising sticker prices. But with incentives shrinking and affordability tightening, that strategy has a shelf life.
Missed yesterday’s episode of Daily Dealer Live?
City Kia on offsite recon, Impel on AI future, Sansone Jr. on new Kia facility
Featured guests:
Raul Gomila, General Manager of City KIA of Greater Orlando
Devin Daly, CEO at Impel
Paul Sansone, Jr., Owner of Sansone Jr's Auto Group
Three opportunities hitting the CDG Job Board right now:
St. Louis Auto Group: Chevrolet Service Manager (Missouri)
Goodwyn Partners: Vehicle Acquisition Manager (Alabama)
Ray Catena Mercedes Benz of Union: Salesperson (New Jersey)
Looking to hire? It’s 100% free.
Infotainment still biggest problem in cars despite improvements.
This Chevy dealer is boosting sales volume by eliminating negotiation completely.
Dealers face pressure to meet demand for cheaper, fuel-efficient cars — study.
How Suntrup Auto Group went from siloed departments to a team-first sales process.
Tesla robotaxis are officially live in Austin, Texas.
