The dealership business has changed — and it’s not going back.

In this episode of Full Throttle, Jason Stein sits down with George Karolis to break down what’s really happening inside the automotive retail industry.

From post-COVID profit normalization to the rise of fixed operations, AI-driven efficiency, and the evolving M&A landscape — this conversation goes beyond headlines and into what dealers actually need to understand right now.

One of the biggest takeaways?

👉 The industry is shifting from a people-based business supported by technology… to a technology business supported by people.

📊 What You’ll Learn in This Episode
- Why dealership profits are still well above 2019 levels
- The real drivers behind today’s “new normal” profitability
- Why parts & service now dominate profit growth
- How AI and automation are reshaping dealership operations
- The surprising truth about Carvana vs traditional dealers
- Why consolidation is happening slower than expected (and what 2060 has to do with it)
- What’s fueling the surge in dealership buy/sell activity
- Why earnings matter more than multiples in valuations

🚗 The Big Picture
Despite margin compression, the industry has found a sustainable new baseline — driven by smarter operations, stronger fixed ops, and rapidly advancing technology.

But with more buyers than deals, rising competition, and shifting consumer dynamics, the next phase of automotive retail will reward those who adapt fastest.

🎙️ About the Podcast

The Presidio Group’s Podcast Full Throttle features in-depth conversations with the leaders shaping the future of automotive retail.

The automotive industry is evolving fast—and dealerships are being forced to adapt.

In this episode of The Presidio Group’s Podcast “Full Throttle”, host Jason Stein sits down with Scott Gunnell, President of JM&A Group, to break down how AI, data, and shifting consumer behavior are reshaping the dealership model.

From rising cost pressures to the growing role of automation, Scott shares how dealers can stay competitive—and why leveraging data is no longer optional.

They also dive into JM&A’s latest innovation, Gyde, a new platform designed to transform the F&I process using real-time data, AI-driven insights, and personalized customer experiences.

🚗 What You’ll Learn:
- How AI is changing the dealership experience
- Why dealership margins are under pressure
- The role of data in improving F&I performance
- How personalization (personas) is shaping customer interactions
- What dealers should focus on to improve efficiency and profitability
- Why the auto industry continues to show resilience

⏱ Key Topics Covered:
- Introduction of Gyde (Guiding Your Dealership Experience)
- AI-powered decision making in F&I
- Cost reduction and operational efficiency
- Dealer strategies for navigating margin compression
- Industry outlook and growth projections

🎙 About the Guest:
Scott Gunnell is the President of JM&A Group, a leading provider of F&I products, training, and dealership performance solutions. With decades of experience, Scott is at the forefront of helping dealers adapt to a rapidly changing automotive landscape.

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0:00 – Scott Gunnell joins Full Throttle to discuss the future of dealerships, AI, and F&I
0:23 – Dealer optimism, skepticism, and rising curiosity around AI
2:00 – What is Gyde? A new approach to F&I using data, automation, and integration
3:45 – How personalization is changing the dealership experience
5:45 – Reducing the learning curve from 500–600 deals to real-time guidance
7:58 – The strategy behind owning the transaction and continuous iteration
10:20 – FlexCare Drive + investing in the future of automotive talent
14:45 – Where dealers should focus to improve efficiency and profitability
17:40 – Why the auto industry remains strong despite economic pressures

What really happened inside Mercedes-Benz during the last five years of industry upheaval?

In this episode of The Presidio Group’s Podcast Full Throttle, host Jason Stein sits down with Joseph Agresta Jr., fresh off a rare three-year term leading the Mercedes-Benz National Dealer Board.

Agresta shares a candid look at what dealers experienced during one of the most turbulent periods in automotive history — from COVID supply chain disruption and EV strategy shifts to margin negotiations, facility investments, and dealer-OEM alignment.

He also weighs in on where the industry is headed next, including electric vehicles vs. hybrids, direct-to-consumer sales models, and how Mercedes plans to regain market share.

In this conversation:
- Why Mercedes may have missed a major growth opportunity
- The reality of the EV transition and Tesla competition
- How dealer profitability has changed since COVID
- Why direct-to-consumer sales may not work for automakers
- The importance of dealer-OEM alignment in today’s market
- What’s next for Mercedes-Benz dealers and luxury auto retail

Agresta also reflects on his family’s 100-year legacy in the automotive business and why he remains bullish on the industry despite rapid change.

If you want an inside look at the relationship between automakers and dealers — and the future of luxury automotive retail — this conversation is a must-listen.

0:00 – Intro
1:41 – Did Mercedes miss a major growth opportunity?
3:09 – Dealer friction, restructuring, and rebuilding transparency
5:00 – Mercedes’ ambitious plan: 400,000 vehicles by 2030
6:49 – Why dealers trust new Mercedes leader Adam Chamberlain
8:23 – Dealer margins, profitability, and the next big negotiation
14:09 – Mercedes EV strategy vs. Tesla and the future of powertrains
18:08 – Why automakers and dealers must win together
21:03 – Direct-to-consumer car sales: myth or real threat?

Subscribe for more conversations with the leaders shaping the future of the automotive industry.