CBT News is on the ground at the NADA Show 2026 in Las Vegas, bringing exclusive interviews with the leaders shaping the future of automotive retail. In this conversation, Cox Automotive Sr. Director Enterprise Insights & Advisory, Brian Finkelmeyer shares his insights on the current state of the market, affordability challenges, and the evolving role of AI in dealership operations.
Key Takeaways:
- The automotive market is showing renewed optimism heading into 2026. Dealers and OEMs alike are seeking stability after a chaotic 2025, marked by fluctuating EV availability, tariffs, and pandemic-driven shifts. While overall sales volumes may slightly trail projections, strong inventory levels and easing interest rates provide reason for cautious confidence. Profitability pressures remain a concern, but the mix of vehicles being sold, particularly in higher-end segments, continues to drive revenue opportunities.
- Affordability has become a central issue for both consumers and dealers. Average new car payments now hover around $800 per month, with households earning over $250,000 making up a growing portion of buyers. Meanwhile, the traditionally affordable compact and midsize sedan segments are declining, pushing buyers toward used vehicles or more expensive SUVs. This shift underscores the need for dealerships to rethink pricing strategies, incentives, and customer experience to remain competitive.
- AI is emerging as a transformative tool in automotive retail, primarily enhancing efficiency in call centers and dealership operations. However, Finkelmeyer emphasized that the bigger opportunity lies in leveraging AI to drive revenue growth and unlock value from Cox Automotive’s extensive data resources. At the same time, he cautioned that AI adoption could result in significant workforce reductions, making it essential for dealerships to balance technological innovation with the human interaction that remains central to customer satisfaction.
Catch all of CBT News’ coverage of the 2026 NADA Show here.
