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Episode #1231: Paul sits down with Cars Commerce’s Brian Kramer to break down how 2025 is ending and what dealers should expect in Q1 2026. The big themes: used car supply shifts, EV-heavy off-lease inventory, and why clarity beats cleverness heading into next year.

• Used car supply is finally climbing out of a multi-year trough, but it won’t look like the past. The next wave of inventory is coming largely from leases signed during COVID-era production constraints.
  • EVs will make up a bigger share of used inventory whether dealers “lean in” or not, driven by EV-heavy lease returns and rental fleet activity. Dealers won’t really have a choice.
  • Winning dealers are shifting focus from “look to book” to appraisal volume. If you sell 100 cars, you should be appraising closer to 200—automation is no longer optional.
  • AI search engines are already fact-checking dealer websites against reviews, Reddit, and third-party content. Multiple CTAs, overpromises, or messy workflows can quietly tank visibility.
  • Kramer sums it up with one word for 2026: clarity. Simple workflows, fewer claims, and actually delivering on what you promise online is now a competitive advantage

0:00 Intro with Paul Daly
2:07 Brian Kramer joins the show
4:02 How used car supply finished 2025
5:05 Why EVs will dominate off-lease inventory
6:50 What winning dealers are doing differently
9:22 How AI search is changing dealer visibility
11:43 Why clarity is the defining theme for 2026

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Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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