TOGETHER WITH :
Howdy Fam!
ASOTU CON is coming, and I cannot wait to introduce you to the newer members of the team. Since the merger, we’ve grown and then grew some more.
For instance, our social team, Rob and Paul (not that one) are like Batman and Robin. More like Batman and Batman, honestly.
Keep Pushing Back,
—Chris with Paul, Kyle & Kristi
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From The Pod: GM expands dealers’ used-car business under CarBravo
GM is reorganizing how its U.S. dealers sell used vehicles to compete with online players like Carvana. It’s winding down a long-running warranty-backed used-car program and shifting more activity to CarBravo, GM’s national online used-car platform launched in 2023.
Starting in June, Chevrolet, Buick, and GMC dealers must use CarBravo to sell warranty-backed used GM vehicles, while Cadillac keeps its traditional CPO approach. GM also plans to add non-GM and much older vehicles with warranties.
From the Pod: Carvana buys its 6th Stellantis dealership
Carvana keeps pushing deeper into franchised retail, buying Colonial Dodge-Chrysler-Jeep-Ram in Hudson, Massachusetts, and rebranding it under the Carvana name. It’s the company’s sixth new-car dealership purchase since February 2025, all tied to Stellantis’ CDJR brands.
The deal lands amid a newer Stellantis rule limiting ownership to one CDJR acquisition per 12 months, raising questions about timing and approvals. Analysts think Carvana wants local trade-in flow, delivery proximity, and service/parts learning more than big new-car volume.
DARCARS donates big to erase student meal debt
DARCARS Automotive Group and DARCARS Toyota donated $230K to Montgomery County Public Schools to eliminate student meal debt for qualifying families. The gift, made through the MCPS Educational Foundation’s Dine with Dignity Program, wipes out two years of outstanding balances for families in the Free and Reduced-price Meals System.
District leaders framed the donation as removing a real barrier to student success and protecting student dignity. The donation was presented at a December 22 Board of Education ceremony with community partners present.
Say the Right Things at the Right Time
Most dealerships don’t have a lead problem. They have a conversation problem.
HeyGreenlight’s Wingman gives your sales and BDC team live, real-time prompts while they’re on the call, so they say the right things, at the right time.
Better openings. Stronger objection handling. Clear appointment asks.
If you want more consistent performance without hiring more people, check out HeyGreenlight.com.
What Dealers Should Know About Negative Equity and the Real Cost of Car Ownership
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Why buyers hesitate even when the payment works, and how to replace uncertainty with simple monthly ranges.
A recent Automotive News headline about record negative equity points to a bigger issue than deal structure: buyer confidence. Shoppers aren’t only doing payment math. They’re reacting to a steady narrative that car ownership is financially risky.
Even well-qualified buyers can hesitate if they don’t trust the full monthly picture.
Negative equity is a real blocker
Edmunds’ Q4 2025 vis Auto News data shows 29.3% of trade-ins on new-vehicle purchases had negative equity, averaging $7,214.
Negative equity doesn’t just complicate deals. In many cases, it prevents them. When shoppers believe they’re already underwater, replacing a vehicle can feel financially irresponsible—even when the numbers could work.
Ownership costs that aren’t part of the loan payment often create uncertainty for buyers.
MarketWatch estimates average costs of about $2,697 per year for insurance (~$225/month) and $1,650 per year for maintenance and repairs (~$138/month).
Together, that’s roughly $363 per month beyond the vehicle payment. For many shoppers, the fear isn’t the payment—it’s the surprise expenses they didn’t budget for.
Fees reinforce the “cars are a trap” narrative
The Wall Street Journal reports destination charges now average about $1,600, with buyers paying more than $26B in destination charges last year.
Whether justified or not, fees can reinforce the perception that unexpected costs appear late in the buying process.
Some ownership costs are starting to improve
Not every trend is moving in the same direction.
Axios reports State Farm is returning about $5B to customers through an average $100 per vehicle dividend and reducing rates about 10% in 40 states. Axios also cites Insurify data showing auto insurance premiums fell 6% in 2025 to an average full-coverage cost of $2,144.
Bringing it home
Put together, these factors create a specific type of hesitation: buyers aren’t only questioning affordability—they’re questioning the total cost of ownership.
In the article, we break down what consumers are reacting to and share practical ways dealers can bring more clarity into ownership-cost conversations with shoppers.
Dealer Conferences and Industry Events
March 31: NY Auto Forum
May 12: AutoIndustry.AI Summit
May 13-15: ASOTU CON 2026—get ready for the Year of the Human
🤖 AI: Blockchain had trouble connecting with users, but apparently, it’s exactly what AI agents need. It’s the robot’s world, baby, we’re just living in in.
🛒 Retail: Food & Wine released a customer-generated list of the best Costcos. Which reminded me how good wine goes with Costco hot dogs.
💰 Economy: They’re talking about raising tariffs again. I’m tired, boss.
👽 Weird: Something weird is going on at McDonald’s. The CEO seems only vaguely aware of how humans eat in a recent video featuring the chain’s new “product.”
1836 – Samuel Colt established his first factory to produce the recently patented production-model revolver, the .34-caliber "Paterson".
1927 – LaSalle debuted as Cadillac’s stylish lower-priced companion brand, designed by Harley Earl, and was later discontinued in 1940.
1981 – The ZX81, a pioneering British home computer, is launched by Sinclair Research and would go on to sell over 1.5M units around the world.
Thanks for reading, Friend!
They’re all 24 hours, but not every day is the same. Sometimes they go easy and sometimes less so. Whatever sorta day today is for you, I hope it lands you where you gotta get.
