In this return appearance on Full Throttle, host Jason Stein sits down with Kevin Tynan, Director of Research at The Presidio Group, for a no-nonsense breakdown of what 2026 really looks like for the U.S. auto industry.

This is not a hype cycle conversation.

Kevin explains why the market is hitting a structural tipping point — where chasing volume starts to destroy pricing, margins, and long-term profitability. With inventories creeping higher, incentives looming, EV strategies under pressure, and fixed ops emerging as the real profit engine, this episode is essential listening for dealer principals, OEM executives, and industry operators planning for the next phase.

🔑 Key topics include:
- Why 15.5–16 million units is the profit ceiling — and why going higher hurts
- Inventory discipline vs. volume-at-all-costs thinking
- What 2019 taught dealers about oversupply — and why 2026 rhymes
- The return of used-vehicle supply and what it means for margins
- EV profitability realities and the growing “now what?” problem for OEMs
- Why six-figure EVs don’t work — and what might
- Fixed ops, F&I, and where AI and automation actually deliver ROI
- The biggest strategic mistake dealers must avoid heading into 2026

Kevin also delivers a clear warning: the era of easy gross is over. The winners in 2026 won’t be the dealers who chase volume — they’ll be the ones who tighten operations, control inventory, and find margin in efficiency.

If you’re responsible for profit, planning, or performance in the auto business, this episode is required viewing.

🎧 Subscribe to Full Throttle for unfiltered insights from the people shaping the automotive industry.

3:32 – Why 2026 Is a Tipping Point for the Auto Market
6:13 – The 16 Million Unit Ceiling: Where Pricing Breaks Down
8:40 – Lessons from 2019: Oversupply, Incentives, and Margin Erosion
10:28 – Overcapacity, Incentives, and the Inevitable Reckoning
12:28 – Used Cars Return: Off-Lease Supply and Margin Pressure
14:30 – EV Reality Check: Profitability, Write-Downs, and “Now What?”
19:06 – Fixed Ops, Technicians, and the Real Profit Bottleneck
22:07 – AI, Automation, and Where Dealers Actually See ROI in 2026
24:53 – The #1 Strategic Mistake Dealers Must Avoid in 2026

#FullThrottlePodcast #AutomotiveIndustry #AutoDealers #CarDealerships #EVs #FixedOps #FandI #AutoRetail #JasonStein #KevinTynan #PresidioGroup

In this episode of Full Throttle, host Jason Stein sits down with Jay Vijayan, Founder & CEO of Tekion, to unpack how AI, data, and platform thinking are reshaping the future of automotive retail.

Jay brings a rare perspective—having built enterprise systems at Tesla, invested in dozens of technology companies, and now leading one of the fastest-scaling automotive software platforms in the industry. From simplifying fragmented dealer systems to deploying AI with measurable ROI, Jay explains why technology only matters if it delivers real value.

The conversation dives into:

• Why automotive retail has accumulated decades of complexity—and how to unwind it
• How Tekion approaches AI differently, with ROI dashboards and real-world impact
• The biggest challenge in scaling dealer technology: change management, not software
• Lessons from onboarding thousands of rooftops and working with major dealer groups
• Data ownership, security, and responsible AI in a post-CDK world
• Why productivity—not headcount—is the real promise of AI in auto retail
• Jay’s vision for the next 10 years of automotive software and dealer operations

Jay also draws a powerful parallel between today’s AI moment and Netflix’s transition from DVDs to streaming—explaining how dealers will gradually shift from traditional UI-driven systems to AI agents that work in natural language.

This is a must-watch conversation for:

• Dealer principals and operators
• Automotive technology founders and investors
• Anyone thinking seriously about AI beyond the hype

📌 Full Throttle brings you unfiltered conversations with the leaders shaping the future of mobility, retail, and technology.

0:00 – Why automotive retail became so complex (and why simplification matters)
7:09 – Tech founder and investor: how Jay evaluates technology, teams, and ROI
9:18 – Scaling Tekion: thousands of rooftops, real growth, and onboarding challenges
10:04 – The hardest part of scaling dealer tech: change management, not software
14:53 – How Tekion uses AI internally—plus why ChatGPT is restricted inside the company
18:10 – Data ownership, security, and responsible AI in automotive retail
27:40 – Why AI can finally improve dealer productivity without increasing costs

In Episode 58 of Full Throttle, Jason Stein sits down in Atlanta with Presidio Group President George Karolis for a deep-dive into one of the hottest dealership M&A markets we’ve ever seen. With 16 transactions closed in the first 10 months of 2025, The Presidio Group has a front-row seat to the momentum, the deals, and the shifting strategies shaping automotive retail.

George breaks down why the second half of 2025 surged, which brands and geographies are most in demand, how sophisticated groups are reshaping their portfolios, and why “relational, not transactional” is the mindset defining industry leaders.

You’ll also hear insights on:
⚡ Rising dealership profitability and the new post-COVID baseline
⚡ Landmark deals involving AutoNation, Group 1, Lithia, and Sewell
⚡ The continued dominance of Toyota, Lexus, and top luxury brands
⚡ The importance of real-world dealer sentiment across 3,000+ rooftops
⚡ How valuation models are evolving with volatility in earnings
⚡ The outlook for 2026—and why the pipeline is already overflowing

Chapters:
00:12 – Market Momentum & Why 2025 Took Off
Election-driven slowdown, post-election surge, renewed dealer confidence, and Presidio’s 16 completed transactions.

02:40 – Landmark Deals & the Seller’s Market
Major transactions with AutoNation, Group 1, Lithia, and Sewell; Toyota/Lexus dominance; brand desirability across luxury, import, and domestic segments.

05:40 – Pipeline Strength, Portfolio Strategy & Human Capital
Why 2026 may double activity, relational vs. transactional approach, portfolio management discipline, and the growing importance of talent & resource allocation.

07:23 – Dealer Sentiment, Industry Risks & Staying Ahead
The significance of Presidio’s dealer survey, market expectations, AI/China disruption concerns, and providing strategic insights beyond buy-sell advisory.

10:10 – Profitability, Valuations & What Really Drives Returns
New post-COVID earnings baseline, fixed-ops strength, volatility across segments, why multiples mislead, revenue multipliers, and looking ahead to Auto Team America at NADA.

If you're a dealer, investor, OEM leader, or just passionate about where automotive retail is headed, this episode is packed with perspective you won’t find anywhere else.

👉 Learn more about The Presidio Group: thepresidiogroup.com
👉 Learn more about AutoTeam America: autoteamerica.com