TOGETHER WITH

Howdy, Fam!

Thanks for joining us yesterday for the premiere of The Truth About Car Dealers Season 2 at Bozard Ford Lincoln.

We had a good time chatting along with you while the Bozard team gave us a new definition to morning jogs, “work shopping” ideas, and how to participate at your next baby shower.

In case you missed it, check out the replay below.

And make a plan to join us next Wednesday for Episode 2 at Carter Myers Automotive with Liza Borches and her associates!

Keep Pushing Back,
-Paul, Kyle, Chris & Kristi

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Cox Automotive’s latest read shows January started cautiously. New-vehicle sales eased year over year, with weather disruption and thinner incentives playing a role. Average transaction prices dipped seasonally, and incentives fell as OEMs and dealers worked to protect margin while tariff costs rise.

Meanwhile, that combination changes the tone on the ground. Fewer “easy discounts” means more of the win comes from process: sharper trade appraisals, cleaner deal structure, and tighter consistency between online pricing and in-store presentation.

Used is showing steadier momentum. Black Book’s weekly data shows wholesale values rising again, with gains spread across more segments and the strongest movement among late-model inventory. Conversion improved, and bidders are active, but still selective.

And in addition to that, the note about 2024 model-year units staying hot at auction is a practical cue for your acquisition team: clean, right-mileage inventory is still rewarded, but rough units are not getting a free pass.

Dealertrack Credit Availability Index held steady at 100.0 in January (best since October 2022), but the details are mixed. Approval rates slipped, subprime share rose, terms stretched longer, and negative equity jumped.

Also, that mix has a very real dealership impact: more customers can get approved, but more deals will be payment-sensitive and equity-challenged. This is the month to stay disciplined on down payments, set expectations early, and keep trade values anchored to the market, not the hope.

Automotive News Canada reports a new trade arrangement that lowers tariffs on a limited quota of China-made EVs starting in 2026, with the quota expanding annually. Dealers there are already exploring franchise and distribution possibilities, and survey data suggests many buyers are open to switching brands if price and utility make sense.

Meanwhile, even if you are not in Canada, it’s a useful preview: when affordability shows up, brand loyalty can fade fast. That can ripple into how customers value “new,” how they shop payment, and what they expect for features at a given price point.

CNBC reports the EPA plans to revoke the 2009 “endangerment finding” that underpins federal greenhouse gas regulation. If that holds up, it could trigger legal challenges and increase uncertainty around future emissions standards.

And uncertainty by itself tends to slow decisions. Product planning, incentive strategy, and consumer confidence can all wobble when the rules feel like they might change again.

Reuters reports the U.S. is proposing tougher “Buy America” content requirements for federally funded EV charging stations, potentially up to 100% domestic content. Supporters frame it as security and manufacturing. Critics warn it could slow charger deployment.

Also, for dealers, charging confidence is not an abstract policy issue. If rollout slows, EV consideration can soften, while hybrids and ICE stay strong longer. That affects everything from messaging on your website to how you plan inventory for spring shoppers.

Thanks for reading, Friend. We’re excited to be starting another day in such good company. Enjoy the day!