Steve Greenfield on Profitability, Tariffs, and AI in Auto Retail

Inside Automotive with Jim Fitzpatrick, powered by CBT News

In this episode of Inside Automotive, Steve Greenfield, CEO of Automotive Ventures, breaks down the current state of the retail automotive industry and explains why dealer profitability remains strong despite tariffs, economic pressure, and shifting market dynamics. He highlights how the industry has transitioned from volume-driven strategies to more disciplined, profit-focused operations, and offers practical guidance on where AI is delivering real value for dealerships.

Key topics explored:

• Why dealer profitability remains elevated compared to pre-2020 levels
• How tariffs are impacting automakers more than retailers
• The shift toward operational efficiency and stable revenue despite lower SAAR
• Practical, high-impact applications of AI in sales, service, and CRM
• Evaluating new technology ahead of NADA 2026 with an ROI-first mindset
• How digital-first competitors like Tesla and Carvana are reshaping consumer expectations

Greenfield also shares examples of AI tools improving warranty processing and workflow efficiency, emphasizing the importance of adopting technologies that demonstrate measurable, strategic outcomes.

Inside Automotive with Jim Fitzpatrick is powered by CBT News, your go-to source for the latest news, trends, and insights in retail automotive. Subscribe for more interviews with top industry leaders, dealership innovators, and experts shaping the future of automotive.

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1. Industry Pulse And Dealer Resilience (00:00:00)

2. Rethinking SAR And Revenue Reality (00:01:17)

3. What AI Does Well Right Now (00:03:43)

4. Replicating Top Performers With AI (00:06:30)

5. How To Buy AI Without Regret (00:09:18)

6. Outlook And What Dealers Control (00:12:08)

7. Used Car Sourcing And Competition (00:15:02)

8. Carvana’s Experience Advantage (00:18:20)

9. Labor Costs, Productivity, And AI (00:22:20)

10. WarCloud’s Model And Fixed Ops Wins (00:25:05)

11. NADA Plans And Media Opportunities (00:28:05)