Full Throttle, a Presidio Podcast

Jason Stein
  • 5.0 (6)
  • Business
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The Presidio Group’s Director of Multimedia and Events, Jason Stein, hosts Full Throttle, a podcast that brings together industry leaders to discuss retail trends, innovation and thought-provoking business models. Jason interviews some of the industry’s key personalities and insiders. Full Throttle will be available on YouTube, Spotify, Apple Podcasts, Google Podcasts, Stitcher and Pandora. Tune in to stay ahead of industry news and learn how some companies are thriving in the new automotive landscape.

  1. Aug 12

    Episode 73: Matt Leone, CEO of DriveCentric

    On this episode of Full Throttle, Jason sits down with Matt Leone, CEO of DriveCentric, at what he calls a true inflection point for retail automotive — turbulence at the micro and macro level, and the most exciting moment he's seen in nearly 30 years in technology. Matt makes the case that the CRM shouldn't live only in the sales department. It should be the engagement platform for the entire dealership — sales, service, F&I, the cashier, the BDC — with one centralized customer card and one compliant, responsive voice across every touchpoint. In this conversation: - Why most dealership AI is overhyped — and the three flaws that got AI "canceled" in a lot of stores (bolt-ons, too many disconnected tools, and compliance gaps) - DriveCentric's new Sales-to-Service Agent, powered by Genius AI, that spots trade potential in the service drive and turns repair orders into sales opportunities - The rollout of autonomous agents across the platform in 2026 — after-hours lead response, proactive database outreach, and retention - Why "optionality" is the key to building trust and loyalty with today's consumer - How mobile, portals, and secure PII exchange are changing the way dealers connect - Why consolidating your tech stack onto one platform can eliminate five or six tools — and actually save money - What almost everyone still gets wrong about AI: it's not a widget Matt Leone will be on stage October 14th in Denver at Presidio's 4th Annual Auto Technology Summit — where innovation meets capital. More info at https://thepresidiogroup.com Chapters: 0:00 Intro 2:39 Why a CRM should be an engagement platform, not task management 5:16 The 3 flaws in the AI race — and why some tools got canceled 7:30 Inside the new Sales-to-Service Agent 9:43 Autonomous agents & knowing what to hand off 11:57 Hiring Michael Afronti from Salesforce — and why 14:07 The mobile & portal strategy 16:10 What the Service-to-Sales agent does to your pipeline 18:42 One budget line: the argument for DriveCentric 20:58 The one thing people get wrong about AI 🎙️ Full Throttle is a podcast from The Presidio Group. 🔔 Subscribe for more conversations with the leaders shaping automotive retail.

    Episode 73: Matt Leone, CEO of DriveCentric

  2. Jul 29

    Chase Fraser: "This Is Seismic" — Inside FM Capital's $240M Bet on Auto Retail's AI Future

    Chase Fraser, Founding & Managing Partner of FM Capital, returns to Full Throttle for his most wide-ranging conversation yet. Fresh off closing Fund Four at ~$240M — oversubscribed by 20% and his largest to date — Chase pulls back the curtain on what it actually takes to raise capital in today's market, why the barrier to entry for auto-tech startups has collapsed from $5M to $50K, and the "cleansing" he sees coming for an overcrowded vendor landscape. He and Jason dig into where the real upside lives (hint: F&I and outbound AI calling), why humanoid robots may cut dealership labor faster than AI itself, and how FM Capital is building 36 of its own internal AI agents to triple the size of the firm without replacing a single person. Plus: the Impel double-down, the RockED bet, the Holman family partnership that unlocked Fund Four, and why Chase now invests in a founder's psychology above almost anything else. ⏱️ Chapters 00:00 Intro & closing Fund Four at $240M 5:14 Raising in a tough market & the coming vendor shakeout 8:49 What FM Capital looks for: betting on the mid-tier 12:03 Doubling down on Impel & the future of F&I 15:03 Outbound AI, humanoid robots & the dealership of the future 20:18 Building FM Capital's own AI agents & backing founders (RockED) 23:47 Valuations, M&A & what gets a founder to "yes" 27:03 What outsiders get wrong about AI + Presidio Summit (Oct 14, Denver) 🎟️ Join Chase and us at the Presidio Auto Technology Summit — Denver Art Museum, October 14.

    Chase Fraser: "This Is Seismic" — Inside FM Capital's $240M Bet on Auto Retail's AI Future

  3. Jul 14

    Episode 71: Kevin Tynan, Director of Research at The Presidio Group

    The easy money is gone. Double-digit front-end gross on new vehicles isn't coming back — so where does dealer profit come from now? In this six-month market checkup, Presidio Group Director of Research Kevin Tynan joins Jason on Full Throttle to break down the pivot every dealer needs to be making right now. Fresh off four state-association talks in ten days, Kevin lays out the real story behind the headline numbers: why he doesn't want a juiced-up SAR, where average transaction prices are actually headed, why Carvana isn't the used-car threat everyone thinks it is, and the ~55% gross-margin business most dealers are leaving on the table. Plus a clear-eyed take on China's export surge, VW's plant closures, and what it all means for the U.S. market. If you sell, service, or study cars for a living, this one's a roadmap. In this episode: 00:00 — Intro 03:07 — Four states in ten days: Kevin's main message to dealers 03:47 — The pivot: peak front-end gross is over, now what? 07:04 — SAR: why "boring" is actually the healthy number 09:46 — Average transaction prices near $49K — and why volume, not pricing, is the drag 11:04 — The used market: 38M units, and why Carvana is a smaller player than you think 14:44 — Fixed ops: the oldest fleet in history and a $6B-per-point opportunity 18:45 — China: 55M units of capacity, the export surge, and the U.S. stance 24:23 — VW plant closures & the political fallout Key takeaways: - Grow the other business units or cut expenses — keep more of the gross pool - Used vehicles are a feeder for F&I and service, not just front-end margin - Recall/warranty work is quietly distracting dealers from the bigger customer-pay pool - "Seven out of ten customers who bought from you aren't coming back to your service base" Every percentage point of parts-and-service market share is worth $6 billion to the dealer base — Kevin explains why that's where the next decade of profit lives. 🔔 Subscribe for more Full Throttle market insights from The Presidio Group. 💬 What's your take on the pivot? Drop a comment below. #AutoIndustry #CarDealers #AutomotiveNews #PresidioGroup #FullThrottle #KevinTynan #AutoRetail #FixedOps #UsedCars #DealershipProfit

    Episode 71: Kevin Tynan, Director of Research at The Presidio Group

  4. Jul 1

    Episode 70: Ujj Nath - Co-Founder & CEO of MyKaarma

    What separates a dealership that customers love from one they avoid? According to Ujj Nath, co-founder and CEO of MyKaarma, it comes down to three things: every interaction must be convenient, transparent, and contextual. In this episode, host Jason Stein sits down with one of the sharpest minds in automotive retail to unpack why dealers still miss nearly half their inbound calls, how AI is about to transform both the front desk and the back of the shop, and why the best service experiences in the world have nothing to do with cars at all. From a $500 dinner at the Strand House to Amazon's 20-second returns, Ujj reveals the customer-experience playbook every dealer should be stealing — and how fixed-ops departments can win service work back from the independents before 2030. If you run a service drive, manage a dealership, or build the tech behind it, this one's a masterclass in thinking backwards from the customer. ⏱️ Chapters 00:00 — Intro 00:48 — Where dealers and customers disconnect 06:13 — Killing friction with the single-number concept 09:31 — Fixed-ops economics: selling labor hours 11:06 — AI that captures the complaint, not just the appointment 14:10 — The technician knowledge graph (back-of-house AI) 17:15 — Seamless omnichannel: carrying context everywhere 19:19 — Why Amazon is the North Star 21:48 — 2030 & beyond: winning back the service bay 🎧 Full Throttle is Presidio's podcast on the cutting edge of automotive retail. #Automotive #CarDealership #FixedOps #AI #CustomerExperience #MyKaarma #FullThrottle #AutoRetail #DealershipMarketing

    Episode 70: Ujj Nath - Co-Founder & CEO of MyKaarma

  5. Jun 17

    Episode 69: Rick Hendrick - Owner, Hendrick MotorsportsChairman and CEO, Hendrick Automotive Group

    He started with one Chevy franchise in a cornfield. Now he runs a $14 billion empire and NASCAR's greatest dynasty. Rick Hendrick doesn't talk about culture — he builds it. Fifty years in the car business, 40 years in racing, 304 NASCAR Cup Series wins, and a people-first philosophy that has outlasted oil embargoes, 20% interest rates, a financial crisis, and a global pandemic. This is the story of how he did it. In Episode 69 of Full Throttle, Jason Stein sits down with Rick Hendrick for a wide-ranging conversation about what it really takes to build something that lasts — recorded live at Hendrick Motorsports in Charlotte, NC. 🎧 What's inside: - The COVID decision to pay every employee rather than lay anyone off — and what his CFO told him - Why employee satisfaction always comes before customer satisfaction - The cornfield Chevy dealership in Bennettsville, SC that started it all - How Hendrick Motorsports almost shut down after six races - Jeff Gordon as Vice Chairman and what he brings to the organization - The GM Cadillac Formula One engine facility being built on his campus - Rolling out AI across 135+ stores — from an admitted "old car dog" - Why the Hendrick family committed to staying private for the next 50 years 🔔 Subscribe for more conversations with the people shaping the future of the automotive industry. 0:00 - Intro 2:54 - The COVID Decision: Paying Every Employee 4:19 - "We're in the People Business" 8:14 - State of the Industry & Rolling Out AI Across 135 Stores 11:20 - The Origin Story: A Cornfield, a Chevy Sign & Linda's Push 13:11 - How Close Hendrick Motorsports Came to Never Existing 17:15 - The Formula One Cadillac Engine Facility Being Built on Campus 19:12 - The Car Collection: 130+ Corvettes & a Lifelong Obsession 20:49 - The Next 50 Years: Why the Hendricks Are Staying Private #FullThrottle #RickHendrick #HendrickMotorsports #HendrickAutomotiveGroup #NASCAR #ThePresidioGroup #JasonStein #CarDealership #Automotive #Formula1 #CompanyCulture #Leadership

    Episode 69: Rick Hendrick - Owner, Hendrick MotorsportsChairman and CEO, Hendrick Automotive Group

  6. May 27

    Episode 68: Duncan Aldred - GM Senior VP and President of North America

    What does it take to run the most powerful brand portfolio in American automotive history? Duncan Aldred knows. As GM's Senior VP and President of North America, Duncan oversees Chevrolet, Cadillac, Buick, and GMC — and he sat down with Jason Stein to break down exactly where the industry is headed, and how GM plans to lead it. From the real state of EV adoption (the numbers might surprise you) to Cadillac's historic Formula One debut, next-gen full-size truck launches, the jaw-dropping Corvette ZR1, and why GM's biggest superpower has nothing to do with horsepower — this is a rare, unfiltered conversation with one of the most experienced executives in the global auto industry. Duncan's story is as compelling as the products he oversees — from an internship on the factory floor in Liverpool to running Vauxhall, overseeing 30 European markets, and now leading all of North America for General Motors. In this episode: - Why EV adoption has plateaued — and what actually comes next - How GM is expanding combustion engine capacity while keeping EVs as the "north star" - The real story behind Cadillac's F1 entry and what it means for the brand - Super Cruise, OnStar, and the software-defined vehicle revolution - The Corvette ZR1 — 1,150 hp and a legitimate hypercar killer - Duncan's leadership philosophy forged across 30+ countries 0:00 – Welcome to Full Throttle 2:52 – GM's Most Diverse Product Portfolio Ever 5:29 – The EV Reality Check: What the Numbers Actually Say 10:00 – GM's Adaptability Superpower (And Why It's Winning) 13:02 – From Factory Floor Intern to President of North America 19:18 – A Leadership Philosophy Built Across 30+ Countries 25:37 – Inside the Brand Portfolio: Chevrolet, GMC, Buick & Cadillac 32:21 – Cadillac's Formula One Moment 29:56 – Super Cruise, OnStar & the Software-Defined Vehicle Future 38:52 – The Corvette ZR1: GM's Hypercar Killer 🔔 Subscribe for weekly conversations with the leaders reshaping the auto industry. #FullThrottle #GeneralMotors #DuncanAldred #Cadillac #Corvette #Formula1 #EVs #Chevrolet #GMC #Automotive

    Episode 68: Duncan Aldred - GM Senior VP and President of North America

  7. Apr 28

    Episode 67: Adam Chamberlain - CEO of Mercedes-Benz USA

    Adam Chamberlain came back to Mercedes-Benz at the worst possible moment — and that's exactly why he took the job. After 3.5 years on the retail side at Lithia (the largest dealer group in the US), Adam returned to lead Mercedes-Benz North America on July 1, 2025 — walking into tariffs, Chinese EV pressure, a crowded luxury landscape, and a brand that had slipped to #3 in the US behind BMW and Lexus. In Episode 67 of Full Throttle, Jason Stein sits down with Adam for a remarkably candid conversation about the comeback plan: 30+ new vehicles by 2029, a path to 400,000 US sales, holding the line on pricing while competitors raise prices, and what he learned about OEM bosses from the other side of the desk. If you sell cars, run a dealership, or care about where the luxury auto business is headed — this one is essential listening. 🎧 What's inside: - The 12 listening-tour dinners that shaped his entire 9-month plan - Why dealers told him Mercedes had "over-complicated" the business - Lessons from Lithia CEO Brian DeBoer ($9B → $40B) - The CLA BEV at $55,900 — and why the math finally works - Tariffs, war rooms, and the case for export credits - The Chinese EV threat and the level-playing-field problem - The new S-Class, the electric AMG GT, and the Brad Pitt F1 halo ⏱️ CHAPTERS 0:00 — Intro - Back to Mercedes: The Listening Tour 3:51 — "We Over-Complicated the Business" 5:57 — The Lithia Years & Working for Brian DeBoer 11:31 — Why Return to the OEM Side? 13:09 — The Road to 400,000 US Sales by 2030 16:48 — Powertrain Flexibility: Letting Customers Decide 21:55 — Manufacturing, Tariffs & Holding the Line on Pricing 29:07 — The Chinese EV Threat 32:40 — The New S-Class & the Electric AMG GT 35:51 — F1, Brad Pitt & the Brand Halo 🔔 Subscribe for more conversations with the people shaping the future of the automotive industry. #FullThrottle #MercedesBenz #AdamChamberlain #JasonStein #AutoIndustry #LuxuryCars #ThePresidioGroup #CarDealers #EV #FormulaOne

    Episode 67: Adam Chamberlain - CEO of Mercedes-Benz USA

  8. Apr 15

    Episode 66: George Karolis - President, The Presidio Group

    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.

    Episode 66: George Karolis - President, The Presidio Group
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About

The Presidio Group’s Director of Multimedia and Events, Jason Stein, hosts Full Throttle, a podcast that brings together industry leaders to discuss retail trends, innovation and thought-provoking business models. Jason interviews some of the industry’s key personalities and insiders. Full Throttle will be available on YouTube, Spotify, Apple Podcasts, Google Podcasts, Stitcher and Pandora. Tune in to stay ahead of industry news and learn how some companies are thriving in the new automotive landscape.

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