Shoot us a Text.

Episode #1231: We close the year with the smartest auto industry analyst in the game. Paul and Kyle bring on Steve Greenfield to make sense of a fast-moving 2025 and what dealers should really prepare for in 2026. From tariffs to AI-driven efficiency, this is a clear-eyed look at what’s coming and what’s controllable.

• Greenfield says the biggest unresolved story from 2025 is tariffs. Automakers absorbed the pain last year, but that likely changes in 2026 with pressure flowing to MSRPs or dealer margins.
  • Despite political, economic, and affordability headwinds, the auto industry proved once again how resilient it is. Consumers kept buying, and dealers kept selling.
  • Front-end grosses are already back to pre-COVID realities for many brands, making F&I performance, cost discipline, and fixed ops efficiency more critical than ever.
  • AI isn’t about buzzwords—it’s about efficiency. Dealers should start with the metrics they want to move, then choose technology that directly supports those goals.
  • For dealers and vendors alike, having a clear, practical AI strategy is no longer optional. Investors, partners, and customers all expect it.

Thank you to today’s sponsor, Mia. Capture more revenue, protect CSI, and never miss a call or connection again with 24/7 phone coverage and texting (SMS) follow-up for sales, service, and reception. Learn more at https://www.mia.inc/

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.

Get the Daily Push Back email at https://www.asotu.com/

JOIN the conversation on LinkedIn at: https://www.linkedin.com/company/asotu/