Category: Uncategorized

Technology turns alternative deal structures into 21st century competitive advantage 

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Today’s tech innovation and automation help you meet today’s market demands and grow originations.

0:05
And we’re back.


0:06
I’m Greg Payne, Marketing Manager with Cox Automotive and I’m joined yet again by my colleague Andy Mayors, AVP of Deal Track Lender Solutions.


0:15
So Andy, what we’re coming to do together to do today is actually discuss our next topic in the small Byte series, alternative deal structures.


0:22
Now in our last session, you did a great job of unpacking 2 AP is that enable consumers to find a monthly payment that they can live with and have their financing approved before they engage with a dealer.


0:33
So let’s keep that train moving to the next logical step in the process and facilitating deal finalization.


0:39
Now, why should lenders implement alternative deal structures?


0:42
Well, I think alternative deal structures is another example of driving efficiency and automation in the auto finance space.


0:49
And just to step back, alternative deal structures is the ability for a lending partner to send multiple approvals back to a dealer and or a consumer.


1:00
So then the event that a consumer wants to change their mind, they can do that without requiring another application coming back into the lender.


1:08
So think about it this way.


1:10
I go in and we use finance services, I use my payment services.


1:13
I calculated a deal at 60 months and then all of a sudden I decided, you know what, I want to change my mind.


1:19
Well, changing my mind means a new application in some cases, but alternative deal structures actually gives us the power to communicate back to the dealer and the consumer that if you change your mind from 60 months to 72, you can still be approved at this LTV and this rate.


1:36
So I think when you talk about alternative deal structures, you’re really talking about giving more capability for a consumer to change their be what they want, give more flexibility to dealers to restructure deals so they can generate more profitability.


1:50
So that’s why ADS or alternate deal structures are important.


1:53
As you mentioned, you know, we did a study and like 70% of our dealers told us it’s beneficial to have multiple approvals back from the same lender so they can restructure deal and maximize profitability.


2:04
From our lending perspective, you know, as we move to more automation drives efficiency, but it also opens up an opportunity for a lender to pack, perhaps get a deal that they might not have gotten before.


2:18
Because traditionally when a dealer submits an application for 60 months, you know, let’s say bank A says, OK, I’ll do 60 months at 9%.


2:26
Well, the dealer may say that’s not like the best rate I could get.


2:28
But if they also saw that they could do 72 months at a lower rate, they may say, you know what, that’s a good deal for me or I can, you know, put a little more money down South ADS or alternate deal structures is really important for helping the dealer and ultimately the consumer get faster decisions and eliminates the need for dealers to rehash with our lenders, cuts down costs and savings and allows lenders to potentially win more business than what they have today.


2:55
It’s, it’s important as our technology and our, our financing journey evolves more intelligence and what we can provide back to dealers and consumers.


3:05
ADS is a great example of that.


3:07
All righty.


3:08
Thanks, Andy for that.


3:08
Great explanation on alternative deal structures sounds once again like another straightforward improvement.


3:14
And that one sounds like one that every lender should be implementing as well.


3:18
It sure is.


3:19
I I really think that as our industry’s evolving Greg, that alternative deal structures is going to be table stakes.


3:26
As we’ve mentioned a couple times before, obviously it’s relatively new in the industry.


3:30
We’re still working with the loan origination system providers to have it more standard in their responses.


3:36
We actually have lenders that send something like ADS back today, but it’s in a very static text.


3:41
We want to make that more data-driven so we can use the data to help our customers.


3:46
But I, I definitely think that ADS is, is one of those things that we’ll look back in a few years from now and say this is where the industry needs to be from a financing perspective.


3:56
And it only once again helps with this financing journey and workflow of driving efficiency.


4:02
You know, first you structured the deal with a payment, then you actually got your approval.


4:07
Now you modified your deal again and you’ll get another approval back with ADS without requiring another deal to go back to you.


4:14
And then it helps take us to the next step, which is really the funding and you know, how you manage your steps and documents.


4:20
So we’ll talk about that soon, I’m sure.


4:22
Absolutely.


4:24
We’re really looking forward to that and our next discussion as we talk about structured steps.


4:28
And I know our lender partners are going to be looking forward to that one as well.


4:31
So thank you, Andy, for joining me again today.


4:34
And thanks to everyone in the listening audience for tuning in.


4:37
Join us next time for the next topic in our small bites discussion, Structure Steps.


4:41
Until next time, have a great day.

Start Small, Scale Smart: A Practical Path to AI for Modern Dealerships

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Start Small, Scale Smart: A Practical Path to AI for Modern Dealerships

Guest Expert:
Amy Anderson
Senior Director, Market & Consumer Research
Cox Automotive

Guest Expert: Amy Anderson, Senior Director of Market & Consumer Research at Cox Automotive, joins Jade Terreberry to share powerful insights from the latest AI Readiness Study. Amy reveals how leading dealers are turning AI into real business results—boosting efficiency, customer engagement, and profitability—while overcoming challenges like trust, data quality, and training. Her advice: start small, build a clear plan, and measure progress. Dealers who take action now are gaining a competitive edge and unlocking the true potential of AI in automotive retail.

Top Takeaways:

  1. AI is moving from buzzword to business driver: 81% of dealers say AI is here to stay, and 63% see investing in it as essential for long-term success. The momentum is real—and those who lean in are already seeing results.
  2. Overcoming barriers unlocks opportunity: Dealers are tackling challenges like trust, data reliability, and training. By investing in education and improving data quality, they’re building confidence and setting the stage for smarter operations.
  3. Success starts with a plan—and small wins: The most successful dealers don’t wait for perfection. They start with focused pilots, measure outcomes, and iterate—leading to greater efficiency, profitability, and a competitive edge.
  4. Tailored AI solutions deliver real impact: From personalized marketing to predictive pricing, dealers who apply AI to their unique needs are seeing the biggest gains in revenue and customer engagement.
  5. Implementation is easier than you think: 81% of dealers who’ve adopted AI found it simpler than expected. The key? Take action, solve one real business problem at a time, and watch your dealership transform.

Timestamps: 

0:00 – 1:30 – Introduction & Why AI Readiness Matters

Jade Terreberry introduces the episode and guest Amy Anderson, and previews the discussion on the importance of AI for dealers.

1:30 – 2:30 – Dealer Attitudes Toward AI

Amy shares key stats from the AI Readiness Study, showing strong dealer confidence and commitment to AI adoption.

2:30 – 4:04 – Barriers to Adoption

Jade and Amy discuss the biggest challenges dealers face—trust, data reliability, and training—and strategies to overcome them.

4:04 – 5:38 – What Sets Successful Dealers Apart

Amy explains how having a formal plan, starting small, and iterating leads to stronger performance and measurable benefits.

5:38 – 7:29 – Practical Applications & Impact

The conversation highlights where AI is making the most difference, including marketing, pricing, and predictive outreach.

7:29 – 8:20 – Overcoming Hesitation & Entry Barriers

Jade and Amy address common misconceptions about AI implementation and encourage dealers to take the first step.

8:20 – 10:20 – Implementation Insights & Dealer Experiences

Amy reveals that most dealers found AI adoption easier than expected, emphasizing the value of solving real business problems.

10:20 – 11:10 – Closing Thoughts & Call to Action

Jade wraps up the episode, encourages listeners to explore the full AI Readiness Study, and thanks Amy for her insights.

Paving the R.O.A.D. Forward: How Dealers Can Win with ROI, Omnichannel, AI, and Data

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Paving the R.O.A.D. Forward: How Dealers Can Win with ROI, Omnichannel, AI, and Data

Guest Experts:
Elizabeth Stegall
Senior Director of Client Retention
Autotrader, Kelley Blue Book and ICO

Bethany Johnson
Strategic Planning Director
vAuto

Guest Experts: Elizabeth Stegall, Senior Director of Client Retention for Autotrader, Kelley Blue Book, and ICO, and Bethany Johnson, Strategic Planning Director at vAuto, join Jade Terreberry to break down essential strategies for dealers and OEMs to thrive in 2026, focusing on the acronym R.O.A.D.: ROI Focus, Omnichannel Everything, Application and Adoption of AI, and Database Decision Making. Together, they share straightforward ways for dealers to move beyond outdated metrics, simplify inventory management, and harness AI and data in everyday operations. Their advice empowers automotive leaders to connect with customers, run a smoother business, and stay ahead of the competition in the year to come.

Top Takeaways:

  1. ROI and real sales matter more than old metrics: Elizabeth and Bethany urge dealers to move beyond lead counts and last-click attribution, focusing instead on actual sales and meaningful customer outcomes.
  2. Omnichannel strategies drive engagement and loyalty: Delivering a seamless experience—online and in-store—is now essential. Dealers who connect with shoppers across all channels see higher engagement, better retention, and increased sales.
  3. AI and real-time data are transforming operations: Adopting AI-powered tools and leveraging up-to-date data helps dealers optimize inventory, marketing, and customer interactions for greater efficiency and profitability.
  4. Inventory acquisition requires discipline and diversification: Bethany highlights the importance of using all seven acquisition channels and continually refining strategies to ensure the right vehicles are available to meet demand.
  5. Dealership websites are the new walk-in: Jade’s advice: treat your website as a primary sales channel in your CRM. Understanding where customers originate—virtual or physical—helps dealers capture more opportunities and adapt to changing shopper behavior.

Timestamps: 
0:00 – 0:49 – Introduction

Jade Terreberry welcomes listeners, introduces Elizabeth Stegall and Bethany Johnson, and previews the episode’s focus on automotive trends and strategies for dealers and OEMs.

0:49 – 2:16 – Setting the Stage: R.O.A.D. for 2026

Jade introduces the R.O.A.D. acronym—ROI Focus, Omnichannel Everything, Application and Adoption of AI, and Database Decision Making—as the framework for thriving in the year ahead.

2:16 – 5:40 – R: ROI Focus & Evolving Metrics

Elizabeth discusses the shift away from outdated metrics, the importance of understanding the full consumer journey, and how new attribution models help dealers measure what truly drives sales.

5:40 – 11:10 – O: Omnichannel Everything

Bethany and Elizabeth explore omnichannel strategies, emphasizing seamless connectivity between online and in-store experiences, and the impact on inventory management and customer engagement.

11:10 – 16:17 – A: Application and Adoption of AI

Elizabeth and Bethany share practical advice for adopting AI, leveraging trusted partners, and using real-time data to improve efficiency, personalization, and profitability.

16:17 – 18:26 – D: Database Decision Making

The conversation turns to using data as a daily operating tool, with insights on how real-time, high-quality data enables smarter decisions and drives long-term success.

18:26 – 20:22 – Top Advice for Dealers in 2026

Jade asks Elizabeth and Bethany for their one big piece of advice. Bethany highlights disciplined inventory acquisition across all channels, while Elizabeth stresses efficiency and focusing on the metrics that matter. Jade adds the importance of treating dealership websites as key sales channels.

20:22 – 21:55 – Closing Thoughts

Jade wraps up the episode, previews future topics, and encourages listeners to subscribe for more insights on navigating the road ahead in automotive retail.

2025 Fixed Ops Focus Series: Common Fixed Ops Misconceptions

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Watch our latest 30 minute webinar hosted by Matt Warpinski and Tiffani Stefanescu, Directors of Performance Management at Xtime, as they share actionable insights and best practices on how your dealership can address some of the most common misconceptions of fixed operations so that you and your team can improve service performance and drive revenue growth.

Learn about how overcoming these misconceptions can positively impact customer perceptions, help you sell more services by using perceived value vs. cost, and remove client mistrust to increase retention. This recorded session, which includes Q&A, will help you stay ahead with Xtime’s cutting-edge solutions.

The ‘AI Moment’: Why Standing Still Isn’t an Option in Automotive 

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The ‘AI Moment’: Why Standing Still Isn’t an Option in Automotive

The automotive retail industry is buzzing with talk of AI, but most dealers are still trying to figure out where they stand, and more importantly, where consumers and car shoppers stand when it comes to using AI. But even in just over the few past few years, AI adoption has exponentially increased. And now is your time to get ready for what’s coming quickly down the road.  

The latest Cox Automotive study1 reveals that dealers who use AI intentionally are seeing real improvements in profitability, efficiency, and customer satisfaction—and there are practical ways for others to do the same.  

Let’s look at the key findings and highlight the actions you and your team should be taking as you strategize for 2026.  

Why AI Matters – What Dealers Stand to Gain 

AI isn’t just another tool – it’s a way for dealers to:

  • Respond to leads faster, so fewer opportunities slip away. 
  • Make smarter pricing and inventory decisions, maximizing every car on the lot. 
  • Connect with shoppers in a personal way, reaching buyers with the right message at the right time. 
  • Streamline daily tasks, freeing up staff to focus on selling and service. 
  • See real growth – dealers using AI are 50% more likely to report stronger sales and profits. 

Whether the goal is to fix everyday headaches or find new ways to grow, AI delivers results that matter – today and for the future. 

Clearing Up the Concerns 

It’s normal to have questions about bringing AI into the dealership. The study highlights a few key points that help clear up the most common concerns: 

  • Getting started is easier than expected. Over 80% of dealers who’ve adopted AI say the transition was smoother than anticipated. 
  • AI supports staff, not replaces them. Automation takes care of repetitive tasks, so people can focus on what they do best – serving customers and closing deals. 
  • No need to be a tech expert. Dealers found that starting small and building on early wins works, no matter the team’s experience level. 

AI isn’t here to take over – it’s here to help dealers work smarter and deliver a better experience for customers. The real risk? Sitting on the sidelines while competitors race ahead. 

The Data-Driven Advantage 

Dealers who go all-in on AI are 50% more likely to report stronger sales, smoother operations, and higher profits than those who just dabble. And if complexity is a concern, remember – 81% say getting started was easier than expected. 

Graphic showing two key AI adoption statistics for automotive dealers. Left side: 'Dealers who have fully adopted and optimized AI are 50% more likely to report revenue growth, efficiency gains, and higher profitability than those who are just dabbling.' Right side: '81% say implementation was easier than expected, compared to just 10% of other dealers in the study.' The percentages 50% and 81% are highlighted in large orange text.

Level Up: How Dealers Can Make AI Work 

Ready to take action? Here’s a few things to consider as you’re reviewing and building your AI plan with your team for next year:  

  1. Pinpoint your bottlenecks. Where is time lost or opportunities missed? 
  2. Set clear goals and KPIs. Define what success looks like and track progress. 
  3. Build buy-in across your team. Share the plan, appoint champions, and celebrate early wins. 
  4. Pilot, learn, and scale. Start small, gather feedback, and refine your approach. 
  5. Make AI part of your everyday life. Encourage use in daily workflows and keep training a priority.  
  6. Clean your data. AI relies on clean, connected, up-to-date information that is easily ‘crawlable’ – gain visibility by optimizing your data. 

Easy Ways to Get Started Now 

No need to overcomplicate or fear AI. There are easy ways to get moving now so that you’re not left behind: 

  • Automate lead follow-up and appointment scheduling. 
  • Personalize communications with predictive insights. 
  • Use AI-powered pricing tools to maximize every vehicle’s ROI. 
  • Review performance regularly and adjust your strategy. 

For the Road Forward 

AI isn’t about replacing people or fearing something that’s coming at us 100mph – it’s about preparing for the exponential growth in use that is inevitable. It’s time to adopt, strategize, and help your team work smarter, not harder.  

Whether you’re just starting out or already using AI to optimize your efficiencies, and ultimately, profitability, the key is to take action. The longer dealers wait, the more they risk falling behind competitors who are already seeing results. 

With AI-driven search and car buying tools, Autotrader can help you experience more sales. We’re here to partner with you as we all navigate the new world of AI together.  

Download the full eBook, “A Dealer’s Guide to Driving Outcomes with AI,” for practical tips, real-world examples, and a step-by-step roadmap to level up your dealership. 

Want to hear more about AI in automotive from Cox Automotive experts?

Register for our Dealer Partner exclusive Automotive News webinar

1: How This Study Was Conducted 

This report is based on a June 2025 survey of 516 decision makers and influencers at franchise dealerships. Additional insights were gathered through surveys and interviews with dealership leaders actively involved in AI adoption. Unless otherwise cited, all data presented in this eBook is sourced from the 2025 Cox Automotive AI Readiness Study. 

Win Service Customers with Transparency, Expertise, Automation & Communication 

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Your service customers want to take control of their experiences. This eBook discusses how dealerships can win customers by providing them with flexibility, support, education and transparency. Discover actionable strategies that will help customers feel more empowered in the service drive in ways that drive conversion, more dollars per RO, and overall service revenue. 

What You’ll Learn:  

  • Empowering Buyers with Flexibility: Discover how to give customers confidence with the ability to schedule appointments and see personalized service recommendations online and also check in online when they arrive. 
  • Building Trust: Learn how you can speed up ASR approvals by sharing photos and videos of recommended repairs, clearly showing the value of your team’s expertise. 
  • Increasing Transparency: See how tailored pricing menus, real-time status updates and real-time communications personalize the service experience and keep customers engaged. 

Download your copy now to learn more about the drivers of customer satisfaction during the financing process. 

Competing Beyond the Offer: Why Dealers Need a Long Tail Strategy Now

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Competing Beyond the Offer: Why Dealers Need a Long Tail Strategy Now

How do you win beyond the offer without racing to the highest upfront number? In this quick-hitting 13‑minute For the Road Forward episode, host Jade Terreberry sits down with Micah Tindor to unpack why shifting consumer behavior demands that dealers adopt a long‑tail acquisition strategy—and how pairing that approach with Kelley Blue Book® Instant Cash Offer (KBB ICO) helps dealers win more trades, source the right vehicles, and build durable lifetime value.

Dealer.com Is Leading the Way in Automotive AI Technology 

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Summary: Dealer.com is leading the way in AI-driven automotive search and Generative Engine Optimization (GEO). While Google still dominates car-buying research, AI platforms like ChatGPT and Gemini are reshaping consumer behavior. Dealer.com websites are built for both traditional SEO and AI discoverability through industry-leading GEO, no extra setup required. With structured data, verified AI crawler access, and ongoing enhancements, your dealership stays competitive as search technology evolves. 

Staying Ahead in a Changing Search Landscape 

At Cox Automotive, we’ve always been at the forefront of digital transformation in the automotive industry. Today, AI-powered platforms like ChatGPT and Google Gemini are changing the way consumers search for vehicles, and Dealer.com remains committed to keeping your dealership visible and competitive, no matter where your next customer begins their journey.  

What’s Changing in Automotive Search? 

Search continues to be a strong player in the car shopping journey, but the landscape is more fragmented than ever.  While AI tools are gaining attention, traditional search engines like Google still dominate: 95% of car buyers start their research there, and only about 8% of automotive journeys currently leverage AI platforms1. However, this is shifting, and Dealer.com has already proactively prepared your website for the future by adopting GEO best practices. 

How Dealer.com Ensures AI Discoverability 

Your Dealer.com website is already optimized for both traditional and AI-powered search. Here’s how: 

  • Crawlable by AI Bots: Dealer.com’s platform welcomes verified AI crawlers (like those from OpenAI and Google) while blocking malicious traffic, ensuring your content is discoverable and secure. 
  • No Extra Setup Needed: Unlike some providers who are just now adapting, Dealer.com built AI compatibility into its architecture from the start. Your inventory, pricing, and dealership information are ready for discovery. No extra fees or technical work required. 
  • Structured Data and Content Quality: We use structured data (schema) to ensure your site is optimized for both traditional SEO and AI-powered search. This approach helps position your dealership for visibility in AI-generated search results, like Google’s AI Overview (AIO).  

What Does This Mean for Your Dealership? You’re Already Prepared: Dealer.com clients don’t need to take extra steps to appear in AI-powered search results. Our ongoing technical improvements ensure your site stays ahead as technology evolves. 

  • Focus on Quality Content: Continue to provide clear, helpful information on your site. Incorporate unique “why buy” material, awards, and geo-focused content. These elements help both traditional and AI search engines understand and trust your dealership. 
  • Stay Informed: The AI search landscape is changing rapidly. Dealer.com and Cox Automotive are committed to transparent communication and will keep you updated on new developments, including upcoming AI-powered products and managed services. 

If you have questions about maximizing your digital presence or want to learn more about Generative Engine Optimization and upcoming AI-powered solutions, your Cox Automotive representative is ready to help you leverage these emerging opportunities. 

  1. Source: Datos & SparkToro State of Search 2025 Report, August 2025 https://23904045.fs1.hubspotusercontent-na1.net/hubfs/23904045/EN%20Datos%20State%20of%20Search%202025%20Q2%20report.pdf 

Getting More Buyers Across the Finish Line 

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Getting More Buyers Across the Finish Line

Every car shopping journey has its highs and lows. On the positive side, it’s fun to do test drives and it’s exhilarating to drive off the lot in a new vehicle. But a lot happens in between those two highlights – and that’s where almost a quarter of car buyers consider bailing out altogether. According to Cox Automotive’s 2025 Drivers of Car Shopping Satisfaction Study, 24% of car buyers consider dropping out during their buying journey. 

Where do the negative feelings come in? Time spent sitting idle at the dealership continues to be the thing shoppers find most unpleasant. But according to those shoppers who considered abandoning their purchase, the other low points take place during negotiation and financing, including receiving a trade-in offer, figuring out what vehicle and options they can afford, and applying for credit. 

The Car Shopper's Emotional Journey
Screenshot

To keep more buyers moving forward and get them to the finish line, we can look to the four key drivers of shopper satisfaction: Control, Support, Education, and Transparency. Here is how those factors play into the F&I process for dealers and their customers. 

1. Give Buyers a Sense of Control 

Shoppers want flexibility and choice. Make sure you have the tools in place so they can get started online, complete their purchase the way that’s most convenient for them, and move at their own pace throughout their shopping journey.  

  • Give shoppers the ability to apply for financing online to give them a head start no matter how and where they finalize their deal. 
  • Take a collaborative approach with customers to guide them through the finance process with as little friction as possible. 
  • Use the information that shoppers have provided to personalize the financing process and present the aftermarket products that make the most sense for them. 

2. Support Buyers by Making Every Interaction Count 

Informed buyers expect your staff to be helpful and knowledgeable. Make sure your team is equipped to deliver expert, personalized service at every step. 

  • Ensure that your systems are integrated so that customer and deal information are consistent no matter how the customer began their shopping journey. 
  • Be transparent about how the financing process works to set expectations up front. 
  • Keep buyers engaged and informed throughout the buying process using automated updates as appropriate. 

3. Education: Knowledge is Power 

Deals can stall out when a buyer feels uncertainty. Make sure every step of the finance process is clear and informative so buyers feel confident in their decisions. 

  • Present all disclosures in a timely manner and explain compliance steps in terms of the customer’s safety and protection. 
  • Clearly explain finance terms, fees, and aftermarket options. 
  • Build trust by continually educating buyers throughout the process and setting their expectations at each phase of the deal. 

4. Transparency Builds Trust and Boosts Satisfaction 

Trust drives loyalty. Keep pricing consistent and transactions error-free, while communicating openly at every stage. 

  • Offer transparent, accurate trade-in appraisals to help car shoppers better understand their budget for the purchase. 
  • Whether online or in-store, be sure to present aftermarket options consistently to every car buyer. 
  • Use digital contracting with built-in functionality that checks data and catches errors. This helps you avoid re-contracting and speed up financing approvals and funding. 

By putting these solutions and processes in place, your dealership can help encourage more car buyers to complete their deals and drive off the lot happy. To learn more about how Dealertrack F&I solutions promote control, support, education, and transparency, take a self-guided demo. 

Mastering Inventory Volatility: Seasonal Insights & Scalable Acquisition Tactics

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Mastering Inventory Volatility: Seasonal Insights & Scalable Acquisition Tactics

This Automotive News webinar led by Micah Tindor from Cox Automotive, focusing on current trade-in market trends, Q4 projections, and strategies for proactive used inventory acquisition. The session covers challenges like slowing sales pace, rising negative equity, affordability issues, and the impact of tariffs and EV tax credits. You will learn how to optimize acquisition channels, leverage data-driven solutions, and use Kelley Blue Book tools to navigate a changing automotive market.