Are you truly operating your stores, or are you just a holding company for automotive real estate?

We caught up with Jim Fitzpatrick, Co-Founder of CBT News and retail auto veteran, for an exclusive sneak peek at the industry trends and leadership strategies he is bringing to the VADA '26 Convention stage at the Marriott Virginia Beach Oceanfront.

Register for VADA '26: https://vada.com/convention/

In this bonus "Convention Sneak Peek" episode, Jim hits hard on what it takes to survive modern automotive retail. He shares the operational data behind CBT's recent viral interview with VADA's Don Hall, explores the changing expectations of incoming Gen Z talent, and explains why dealership groups must professionalize their training programs to protect their bottom line. As Jim notes plainly on industry survival, "Engagement is the key".

In this episode:

• The Engaged Operator — Flying off in a private jet or hanging out on a yacht is great, but the dealers winning right now are deeply embedded in the day-to-day operations. Jim explains why modern business pressures require hands-on leadership.

• The 750K View Sparring Match — Jim breaks down his recent global trade debate with Don Hall regarding Chinese OEMs. While their views differ on sealing off the market, the viral numbers prove that this topic touches a massive nerve across the country.

• The Critical Need for Association Voice — No individual dealer wants to sue or fight their OEM. Jim highlights why powerful state associations like VADA are vital for protecting the franchise model at the state house and in DC.

• Stop the Hiring Insanity — Dealerships readily burn $100,000 a month on ad spend but skip investing in actual staff training. Jim challenges dealers to hire dedicated in-house training managers rather than forcing untrained sales managers to do it.

• Recruiting Gen Z Transparency — The incoming generation demands an authentic work-life balance. Forcing recruits into grueling schedules without complete transparency upfront is fueling the industry's high salesperson turnover rate.

Watch, then register: https://vada.com/convention/

🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail — from the showroom floor to the main stage at the VADA Annual Convention. Subscribe for new episodes: https://www.youtube.com/@VADALive

👤 ABOUT JIM FITZPATRICK Jim Fitzpatrick is the Co-Founder of CBT News, one of the most prominent digital media platforms serving the retail automotive industry. Jim has been embedded in the auto sector since the early 1980s, serving across various roles from variable operations to becoming a successful dealer principal himself.

🏢 ABOUT CBT NEWS CBT News (Car Biz Today) is an industry-leading multimedia platform providing daily news, analysis, dealer interviews, and high-impact training resources for automotive professionals nationwide.

#VADA26 #AutomotiveRetail #VADALive #CBTNews #DealershipOperations #SalesTraining #JimFitzpatrick

With regulators increasingly urging consumer communities and dealers to "turn in your neighbor," your dealership cannot rely on local complacency to escape compliance penalties. We caught up with Lauren Bailey, Vice President of State and Regulatory Affairs at ComplyAuto, for an exclusive sneak peek at the advertising, privacy, and safety compliance strategies she is bringing to the VADA '26 Convention stage at the Marriott Virginia Beach Oceanfront. Register for VADA '26: https://vada.com/convention/ In this bonus "Convention Sneak Peek" episode, Lauren challenges dealers to shift their mindsets away from viewing legal compliance as a dry line-item cost. Instead, she outlines how robust compliance gives dealerships a massive edge in customer experience and employee retention. Lauren breaks down the shifting rules of AI-generated advertising, emerging state privacy laws, and why your physical service drive setup might be making you a target for unexpected OSHA inspections. In this episode: The "Turn In Your Neighbor" Era — Regulatory agencies are actively hunting for deceptive automotive retail ads. Relying on the excuse that "the guy down the street is doing it" is no longer a safe harbor. The Deceptive Reality of AI Ads — Dealerships are leveraging AI for customer testimonials, virtual chatbots, and credit decisions. Lauren highlights the legal risks of automated deception and the mandatory disclosures required by attorneys general. The Looming Privacy Patchwork — State privacy regulations have expanded across 21 states. Assuming your business is fully exempt under the Gramm-Leach-Bliley Act (GLBA) is an operational trap. OSHA's Heat Enforcement Trap — Franchise dealerships are usually excluded from OSHA's national emphasis program on heat injury. However, depending on your NAICS code classification and whether your service center is a non-contiguous location, your shop could be hit with steep penalties under the General Duty Clause. Once Every 100 Years — Statistically, a standard dealership is only inspected by OSHA once a century. But disgruntled employees or unsatisfied consumers change those odds instantly. Lauren details how to handle complaints proactively. Watch, then register: https://vada.com/convention/ 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail — from the showroom floor to the main stage at the VADA Annual Convention. Subscribe for new episodes: https://www.youtube.com/@VADALive 👤 ABOUT LAUREN BAILEY Lauren Bailey is the Vice President of State and Regulatory Affairs at ComplyAuto. With over 15 years of experience embedded within the NADA legal department, Lauren is an industry-leading expert in automotive policy, federal compliance, and operational risk mitigation. At VADA '26, she will be co-presenting on stage alongside industry heavyweight Barry Shrapp. 🏢 ABOUT COMPLYAUTO ComplyAuto is a premier compliance technology platform purpose-built for automotive dealerships. By translating complex state and federal regulations into automated, boots-on-the-ground software solutions like Guardian, ComplyAuto helps dealerships seamlessly manage privacy, advertising, and workplace safety compliance.

Is your dealership so focused on the end of the month that you're missing the massive geopolitical and economic shifts reshaping the auto industry? We caught up with Sam D'Arc, Chief Operating Officer of Zeigler Auto Group and host of the Daily Dealer Live podcast, for an exclusive sneak peek at the operational insights he is bringing to the VADA '26 Convention at the Marriott Virginia Beach Oceanfront — where he will be moderating two powerhouse panels featuring experts like Diana Lee, Don Hall, and Jim Fitzpatrick! Register for VADA '26: https://vada.com/convention/ In this bonus "Convention Sneak Peek" episode, Sam warns that the industry's focus on short-term profitability is holding it back. "One of our shortcomings is we live on a 30-day cycle," he explains. Sam breaks down the urgent need for a long-term "Apollo moon landing" vision to compete against Chinese manufacturers, the reality of service department defection, and how to stop "cheating" your consumers in the F&I office. In this episode: The Popularity Contest — Don Hall and VADA are known for their unapologetic advocacy of the franchise system. As Sam notes, "I think there's some associations that collect dues and try to win a popularity contest. I don't think Don cares about the popularity contest". The 30-Day Cycle — The automotive industry excels at solving immediate problems, but often struggles with long-term strategy. Sam warns that "in a 30-day cycle, people will do things that benefit the short rather than the long-term". The Global EV Threat — When competing against state-sponsored Chinese auto manufacturers, Sam wants to see US legacy automakers adopt an "Apollo moon landing" mentality. Instead of lobbying to ban the competition, OEMs need a unified, bold vision to out-innovate them. Service Retention & Buy Centers — Dealerships are losing service customers despite rising revenues padded by inflation. Sam emphasizes that retaining service customers via video MPIs and utilizing the service drive as a used-car buy center are critical operational priorities. F&I Education — With record-high vehicle prices, interest rates, and insurance costs, consumers need protection products more than ever. But as Sam warns, "You cheat yourself, you cheat the consumer if you skip those steps" of properly educating them early in the process. 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail. Subscribe for new episodes: https://www.youtube.com/@VADALive 👤 ABOUT SAM D'ARC Sam D'Arc is the Chief Operating Officer of Zeigler Auto Group and a leading operator voice in automotive retail. With decades of experience across dealership operations and F&I, he also hosts the Daily Dealer Live podcast. Sam brings practical, real-world operator experience to help dealers think more clearly about operational strategy and long-term industry challenges. 🏢 ABOUT ZEIGLER AUTO GROUP Zeigler Auto Group is a growing, privately-owned dealership network spanning the Midwest, including locations across Michigan, Illinois, Indiana, and Wisconsin. They prioritize reducing friction in the customer experience, innovating inside the service drive, and maintaining a high standard for employee education and consumer advocacy.