The automotive industry is experiencing significant shifts in incentives, EV interest, and technology, which are transforming how dealers sell cars. In today’s episode of Inside Automotive, head coach of marketing at Jeff Wyler Automotive Family, Kevin Frye, shares how his team is helping dealers seize opportunities from expiring federal tax credits, new loan deductions, and the growing influence of AI in retail operations.
One of the most pressing opportunities comes from the federal EV tax credit, which expires Sept. 30. Marketing campaigns that create urgency are driving increased interest and leads, particularly in the Midwest, as shoppers respond to clear messaging about expiring incentives. Frye notes that hybrids remain a strong performer, especially where EV adoption is still developing.
The new auto loan interest deduction allows consumers to deduct up to $10,000 in loan interest per year for vehicles contracted between 2025 and 2028. Dealers are advised to share resources like the NHTSA’s VIN Decoder tool to verify eligibility while directing buyers to tax advisors for final guidance.
Used car acquisition remains highly competitive. Jeff Wyler Automotive is leveraging service lanes, incentivizing its sales teams to source vehicles, and benefiting from consumers shifting away from peer-to-peer marketplaces due to concerns about fraud. These strategies are helping dealers secure valuable trade-ins.
"AI is going to transform our industry... I'm excited because we're going to be seeing a consumer experience like you've never seen before."
AI is increasingly transforming both operations and customer experiences. A recent UX study found that 90% of shoppers are aware they are interacting with AI and respond positively when it provides fast, accurate answers. Dealers that integrate AI early can improve efficiency and enhance the consumer-facing experience.
Looking ahead, Frye is actively sharing insights at industry conferences, including Digital Dealer and Dealer Connect 2025. The panels will cover customer data platforms and marketing technology strategies, giving dealers practical guidance on adopting these tools effectively.
Overall, Frye advises dealers to focus on clear communication around incentives, proactive vehicle acquisition, and early adoption of AI-driven tools to enhance consumer experiences and drive growth.
