Driving Solutions with Jim Fitzpatrick, powered by CBT News

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Welcome to Driving Solutions, the podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode dives into the real-world strategies, tools, and vendor solutions helping today’s auto dealers run smarter, more profitable operations. From fixed ops and F&I to digital retailing and dealership leadership, Driving Solutions covers the full scope of dealership operations. Whether you're a dealer principal, GM, sales leader, or part of the management team, you’ll hear the trends, tactics, and expert insights that drive real results. Listen now and visit CBTNews.com for even more expert interviews, dealership news, and solutions.  Follow us on social @carbiztoday and @cbtnews to stay connected and join the conversation.

  1. JAN 20

    Lauren Donalson and Jason Wiley on AI-Driven Dealer Growth

    PureCars executives Lauren Donalson, CEO, and Jason Wiley, President and Chief Revenue Officer, join Driving Solutions to discuss how clean data and AI-powered marketing can help dealerships drive service visits, strengthen customer engagement, and improve profitability in 2026. They explain why fixed operations remain one of the most underleveraged profit centers in automotive retail—and how smarter data practices can unlock long-term value across the ownership lifecycle. Donalson and Wiley outline PureCars’ evolution from a digital media platform into a data-driven solution built around data hygiene, customer unification, and intelligent automation. The conversation explores how poor data quality limits marketing effectiveness, why AI is critical for identifying high-probability service and sales opportunities, and how omni-channel outreach can deliver measurable gains in service revenue and customer satisfaction. As dealerships plan for 2026, they share practical insights on where to focus investments to drive sustainable growth. Key discussion points: Why fixed ops marketing is critical to dealership profitabilityThe impact of poor data hygiene on customer engagementUnifying DMS, CRM, and third-party data into a single CDPUsing AI to identify high-value service and sales opportunitiesDriving measurable gains in service visits and revenue per RODriving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    29 min

  2. JAN 15

    Ryan Kerrigan on the State of Dealership Buy-Sell Activity

    Ryan Kerrigan, managing director at Kerrigan Advisors, joins Driving Solutions to discuss why dealership buy-sell activity remains resilient despite ongoing industry uncertainty. He breaks down key transaction trends from 2025, including major multi-rooftop deals and continued consolidation among large dealer groups, while offering insight into how ownership dynamics are shifting across the industry. Kerrigan also shares findings from the firm’s latest dealer survey, which shows improving sentiment and growing optimism heading into 2026. The conversation explores normalization of margins, rising Blue Sky valuations, and how EV market challenges and direct-to-consumer threats are shaping dealer strategy. From portfolio realignment to OEM developments and regulatory risks, Kerrigan outlines what dealers and investors should watch closely as the new year unfolds. Key discussion points: Why dealership buy-sell activity stayed strong through 2025Consolidation trends and the growing scale of large dealer groupsDealer sentiment and profitability expectations for 2026Blue Sky valuation trends across franchise brandsRisks tied to direct-to-consumer EV sales and OEM strategiesEarly signs of stabilization within StellantisDriving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    18 min

  3. JAN 13

    Cole Reiken on Using Diagnostics to Protect Used Car Margins

    Cole Reiken, managing director of BlueDriver MAX, joins Driving Solutions to explain how professional-grade diagnostics are changing the way dealers appraise and acquire used vehicles. As higher-mileage vehicles become a larger part of dealer inventory, Reiken outlines why visual inspections and basic scan tools are no longer enough to protect margins and maintain customer trust. The conversation explores how BlueDriver MAX delivers VIN-specific diagnostics, expanded OEM module coverage, and actionable repair insights that help dealers uncover hidden issues before purchase. Reiken also discusses how standardized diagnostic workflows can improve reconditioning efficiency, reduce unexpected repair costs, and create consistency across dealership locations. With real-time auction insights, seamless integrations, and measurable financial impact, diagnostic-driven appraisals are becoming a critical advantage in today’s used vehicle market. Key discussion points: Why accurate diagnostics matter more as used vehicles age and mileage risesHow BlueDriver MAX supports smarter appraisals and acquisition decisionsUsing real-time diagnostic data in auctions and at the dealershipReducing reconditioning costs and protecting used vehicle grossStandardizing appraisal workflows across multiple rooftopsIntegrating diagnostics with inventory and appraisal platformsDriving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    21 min

  4. JAN 6

    Solving Dealer Transport Delays with Royce Neubauer

    Royce Neubauer, founder of Auto Hauler Exchange, joins Driving Solutions to discuss how vehicle logistics is becoming a competitive differentiator for dealers and OEMs. Drawing on more than two decades of experience in automotive transport, Neubauer explains why traditional hauling processes often create delays, limit visibility, and tie up dealer capital—especially as customer expectations around delivery continue to rise. The conversation explores how Auto Hauler Exchange was designed to remove brokers from the transport process, allowing dealers and carriers to work directly through a transparent, real-time marketplace. Neubauer outlines how improved communication, documentation standards, and driver accountability can reduce risk, accelerate delivery timelines, and protect dealer profitability. As logistics increasingly becomes part of the retail promise, he shares why dealerships must rethink transport as a core operational function rather than a back-end necessity. Key discussion points: Why vehicle transport delays strain dealer cash flow and inventory turnsConnecting shippers and carriers directly without brokersImproving shipment visibility and accountability through real-time updatesReducing risk with stricter pickup verification and documentationEvaluating driver-level performance to improve service qualityHow logistics is evolving into part of the customer experienceDriving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    38 min

  5. JAN 6

    How eLEND Solutions Streamlines Dealer Financing — Pete MacInnis

    Pete MacInnis, CEO of eLEND Solutions, joins Driving Solutions to discuss the company’s recent Finance Report and how its fintech platform is helping dealerships overcome inefficiencies in auto financing. He explains how outdated credit-tier models can create a $4.7 billion annual revenue gap for dealers and outlines how modern, dynamic lender practices are reshaping the financing landscape. MacInnis details how eLEND’s tools integrate credit, identification, and financial workflows to streamline pre-approval and deal-making processes. The platform reduces friction, accelerates transactions, and protects margins while maintaining SOC 2 Type II compliance and robust audit trails. He also highlights the new DealMaker tool, which seamlessly connects digital retailing, CRM, and inventory systems to dealer finance workflows—allowing dealerships to improve accuracy, speed, and customer satisfaction across the sales process. Key discussion points: The $4.7 billion annual revenue loss caused by outdated credit-tier modelsTransition from fixed FICO tiers to dynamic lender pricing modelsHow eLEND integrates credit, ID, and finance tools to streamline dealsDealMaker tool for connecting digital retailing and finance workflowsEnsuring compliance, reducing errors, and protecting dealer profitabilityEnhancing customer experience and transaction speedDriving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    14 min

  6. 12/11/2025

    Erin Kerrigan Breaks Down Dealership Valuations and Consolidation

    Erin Kerrigan, founder and managing director of Kerrigan Advisors, joins Driving Solutions to analyze why dealership buy-sell activity is on pace for a record-setting year in 2025. Drawing on the firm’s latest data and blue sky insights, she explains how strong buyer cash reserves, easing interest rates, and surging demand for luxury and ultra-luxury brands are reshaping the transaction landscape. Kerrigan discusses regional consolidation trends, rising valuations, and why operator performance now plays a greater role in dealership profitability. She also outlines how tariff absorption by manufacturers, evolving EV policies, and AI adoption are influencing buyer strategy and long-term growth. As dealers focus on regional dominance and revenue expansion, Kerrigan offers a clear view of what to expect as the industry moves toward 2026. Key discussion points: Why 2025 is shaping up to be a record year for dealership transactionsRegional consolidation trends and the rise of tuck-in acquisitionsValuation growth, brand performance, and operator-driven profitabilityLuxury and ultra-luxury demand, including Ferrari, Lamborghini, and Rolls-RoyceHow tariffs, EV policy shifts, and AI adoption impact dealer strategyDriving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    23 min

  7. 12/10/2025

    Amberly Allen Breaks Down Modern Payments for Dealers

    Amberly Allen, founder and managing partner of Dealer Merchant Services (DMS), joins Driving Solutions to discuss DMS’s recent acquisition by Priority Payments and what it means for automotive dealers navigating a rapidly changing payments landscape. She explains why finding a more sophisticated payments partner became critical as surcharging rules, compliance demands, and consumer payment preferences continue to evolve. Allen breaks down how Priority Payments’ scale, technology, and extensive compliance resources strengthen DMS’s ability to protect dealers, reduce liability, and modernize dealership payment ecosystems. The conversation also explores how the partnership expands DMS’s capabilities across treasury, cash flow optimization, and emerging payment methods, while maintaining the company’s high-touch service model. From new card network requirements to digital wallets and crypto adoption, Allen outlines what dealers need to know now—and how the transition will remain seamless for existing clients. Key discussion points: Why DMS sought a more scalable and compliance-focused payments partnerHow Priority Payments’ technology and legal resources benefit dealersNavigating Visa and Mastercard’s Commercial Enhanced Data Program (CEDP)Modernizing dealership payments with digital wallets and crypto optionsExpanding payment solutions across automotive and adjacent industriesDriving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    10 min

  8. 11/18/2025

    Amberly Allen on Surcharging, Taxes, and Payment Technology

    In this episode of Driving Solutions, Amberly Allen, founder and managing partner of Dealer Merchant Services (DMS), breaks down how evolving payment rules are reshaping dealership operations and compliance strategies. As credit card surcharging gains traction nationwide, Allen explains why dealers must understand state-specific regulations, disclosure requirements, and tax implications to protect revenue and avoid costly penalties. She outlines why cash discounting can create risk in automotive transactions and how compliant surcharge programs, paired with modern payment technology, can help dealerships navigate growing regulatory complexity. Allen also discusses how updated processing tools and data requirements from card brands are changing dealer payment ecosystems. Topics covered in the conversation include: The expanding legality and limits of credit card surchargingState-by-state sales tax treatment of surchargesRisks associated with cash discounting in dealershipsThe role of modern payment technology and BIN range toolsNew card brand data requirements and rate optimizationConsumer demand for alternative digital payment methodsAllen emphasizes that compliance, technology, and training are now critical components of dealership financial operations. Driving Solutions is the go-to podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode brings you real strategies, smart tools, and expert insights to help you run a more profitable operation. Subscribe on your favorite podcast platform and visit CBTNews.com for more.

    10 min
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About

Welcome to Driving Solutions, the podcast for dealership professionals who want to stay sharp, informed, and ahead of the curve. Hosted by Jim Fitzpatrick and powered by CBT News, each episode dives into the real-world strategies, tools, and vendor solutions helping today’s auto dealers run smarter, more profitable operations. From fixed ops and F&I to digital retailing and dealership leadership, Driving Solutions covers the full scope of dealership operations. Whether you're a dealer principal, GM, sales leader, or part of the management team, you’ll hear the trends, tactics, and expert insights that drive real results. Listen now and visit CBTNews.com for even more expert interviews, dealership news, and solutions.  Follow us on social @carbiztoday and @cbtnews to stay connected and join the conversation.

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