🚗 The used car game just went into overtime

Hey Hey!

Today, we’ve got some news and perspective for you, as always, but first, I wanted to share a story out of Maine that’s worth your attention.

In Bangor, a dealership team and local automotive community came together after one of their own, Scott Thibodeau, was critically injured while stopping to help a stranded driver. In the days that followed, local car groups and dealers organized a benefit meet to raise money, sell decals, and even collect messages of support for his family. So far, they’ve helped raise more than $50,000.

Bad news has a way of making people feel powerless. Giving people a way to help can be just as meaningful as the help itself.

It’s a simple reminder that this business is still built on people showing up for each other when it counts.

Now, let’s get you caught up on what’s happening in your world today.

Keep Pushing Back,
—Chris with Paul, Kyle & Kristi

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NADA webinar with the FTC left dealers with the same questions and no new guidance.

The FTC declined to expand beyond its original warning letters, leaving key issues unresolved around pricing, fees, and third-party liability.

Bottom line: nothing changed.

“NADA expressed disappointment with yesterday’s Advertising webinar… The FTC has pledged to conduct another webinar with senior leadership participating and to develop an FAQ document to help answer questions about the warning letters. Details are being worked out.”

We’ll keep you updated as soon as more information is available. In the meantime, clear and straightforward pricing remains the safest move.

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Chinese automakers are delivering vehicles that can compete with anyone in the world. But they’re still struggling to earn global confidence.

A recent U.S. test of Geely’s Galaxy M9 raised eyebrows for all the right reasons. A $25,000 SUV with an 800-mile range, high-end tech, and features that rival vehicles twice the price. Even seasoned reviewers came away saying this should concern American automakers.

At the same time, BYD is dealing with a very different kind of headline. Brazil just added the company to a government watchlist tied to “slave-like” labor conditions after a 2024 scandal involving 163 workers. Allegations include withheld wages, confiscated passports, and poor living conditions.

The contrast is hard to ignore. China is building cars that many in the world want, but questions around labor, governance, and oversight still follow closely behind.

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While headlines often focus on EVs and innovation, the real action in the market right now is simpler. People are buying used cars.

Wholesale prices jumped 6.2% year over year in March, reaching their highest level since summer 2023. Inventory is tight, sitting below 40 days supply. And demand remains steady, even with global tension and rising fuel costs.

The reason is straightforward. New vehicles now average over $49,000. Used vehicles sit closer to $25,000.

That gap is doing more than nudging buyers. It’s reshaping behavior. What used to be a fallback option is becoming the first choice for many households.

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Automakers continue to explore subscription-based features, but the pushback isn’t going away.

Honda is the latest example. In some new models, the built-in garage door opener has been replaced with a subscription-based system. What used to be a simple button is now tied to an app, extra hardware, and a multi-year fee.

The cost itself isn’t the real issue. It’s what’s being monetized.

Drivers are generally open to paying for advanced services. But when basic, everyday functions get locked behind a paywall, frustration shows up fast.

Car buyers have not disappeared.
They’ve just changed how they buy.

Right now, most shoppers are not walking in asking about features or trim levels. They’re asking two things:

What will this cost me every month?
What will this cost me at the pump?

And the data backs it up.

U.S. new-vehicle sales are down about 5% year over year to start 2026. At the same time, gas prices have climbed back above $4 in many areas, and average monthly payments are now over $800.

This is not a traffic problem. It’s a confidence problem.

Buyers are still out there. But they’re taking longer, comparing more, and thinking harder about total cost before they commit.

That’s why hybrids are gaining ground, and why used demand remains strong. Wholesale used prices are up over 6% year over year, with dealers actively stocking up as fuel costs rise.

Here’s the opportunity.

Most dealers try to solve this inside the showroom. But by the time a shopper shows up, they’ve already formed an opinion.

So show up earlier.

Talk about what it actually costs to own a vehicle right now. Gas. Payments. real monthly impact.

The dealer who explains the market earns the conversation.

Inventory doesn’t just show up anymore. You have to go get it. And do it faster, smarter, and with fewer gaps along the way.

AutoAcquire AI is bringing that conversation to ASOTU CON with a look at what happens when the entire acquisition process actually lives in one place. From targeting to title, all connected, all moving.

Because when your acquisition engine runs clean, everything downstream gets easier. Pricing, reconditioning, speed to lot. All of it.

Find AutoAcquire AI at ASOTU CON and discover how they’re tightening the whole system.