Presented by:
Hey everyone,
We've just launched a Circles Referral Program for the industry, in anticipation of starting another cohort of sign-ups!
— CDG
Welcome to The Weekly, a roundup of the top five auto industry headlines of the week.
U.S. retail auto sales to rise 4% in 2025 despite Q4 slowdown — J.D. Power
New-vehicle retail sales cooled in Q4, but 2025 still closed out with higher full-year volume, steadier pricing, and healthier per-unit margins, according to J.D. Power.
By the numbers: Full-year retail sales are expected to rise 4% to 13.6 million units, even as December volume slipped and EV demand softened following the pull-ahead from expiring tax credits.
Transaction prices, meanwhile, continued to inch higher, all while monthly payments hit a record December level as buyers stretched loan terms to stay in the market.
Looking ahead: With incentives easing and supply rebalancing, J.D. Power says the industry is setting up for a more stable, though still affordability-constrained, 2026.
P4 Automotive COO says sales managers prove toughest role to fill in 2026
As P4 Automotive scales to five stores and 10 brands, staffing has emerged as the limiting factor to continued growth.
And according to COO and partner Scott Pharr:
The sales manager role has become the hardest position to fill, driven by shifting pay dynamics and expanding responsibilities.
Big picture: Pharr points to sales managers carrying more of the operational and deal-making load, often for less compensation than the finance roles they came from, which is exactly why P4 is widening its hiring lens and tightening performance tracking as it looks to support growth in 2026.
A quick word from our partner
Shopping AI at NADA? Choose Carefully.
AI can drive growth, or create risk, depending on how it’s deployed.
Toma helps dealers deploy voice AI the right way, with built-in safeguards that protect revenue, retention, and your reputation.
Our AI agents:
Answer calls
Handle real service workflows
And know when to bring a human in.
If you’re evaluating AI at NADA, see what thoughtful deployment actually looks like.
Pre-book a demo before spots fill up.
CarMax resets pricing strategy as it pushes for 2026 recovery
CarMax is going back to basics as it looks to reset its business and recover in 2026.
This week, leadership admitted its average used-car prices have drifted too high, prompting a more surgical pricing reset alongside heavier marketing spend and meaningful cost cuts.
The strategy signals a willingness to give up some margin in exchange for volume, particularly on core used inventory in the mid-$20K range.
Zooming out: Expect sharper pricing and louder messaging from CarMax as it works to reassert itself in a tighter used-car market.
Stellantis to phase out all plug-in hybrid vehicles in the U.S.
Stellantis is winding down all plug-in hybrid vehicles in the U.S., including the Jeep Wrangler 4xe, Grand Cherokee 4xe, and Chrysler Pacifica PHEV.
The decision, first reported by The Drive, reflects a broader reset of the automaker’s electrification strategy as it pulls back from both PHEVs and select EV programs.
Instead, Stellantis is leaning harder into traditional hybrids, range-extended options, and performance-driven gas models.
Looking ahead: As the powertrain mix shifts again, dealers will need to adjust inventory, messaging, and service strategies around outgoing 4xe and PHEV models.
Ford lists eligible vehicles for $10,000 auto loan tax deduction
Also this week, Ford released its list of vehicles eligible for the new $10,000 auto loan tax deduction, covering many of its highest-volume cars, trucks, and SUVs.
The lineup includes the F-150, Super Duty, Bronco, Explorer, Transit, and several Lincoln models, giving dealers a timely advantage in a payment-sensitive market.
And with roughly 80% of Ford’s U.S. sales assembled domestically, the incentive aligns unusually well with Ford’s portfolio.
For dealers: Knowing how to explain who qualifies and how the deduction impacts payments is what creates a real opportunity at the point of sale.
Missed yesterday’s episode of Daily Dealer Live?
Presented by:
Fixed Ops Friday: David Cerqueira, Danny Negalha
Featured guests:
David Cerqueira, Service Director at Benzel-Busch Motor Car
Danny Negalha, Corp Fixed Ops Dir. at McGovern Automotive Group
