Dealerships generate massive amounts of data, but turning it into actionable insights is where the advantage lies. At NADA Show 2026, Jim Fitzpatrick sits down with CDK CEO Brian MacDonald to explore how AI, predictive analytics, and CDK’s customer data platform are helping dealers optimize operations, drive sales, and strengthen customer relationships.
Key Takeaways:
- Dealers are focusing on back-to-basics operations as they navigate ongoing market volatility. Sales of new and used vehicles, fixed operations, and finance remain strong drivers of profitability, with many dealerships supplementing revenue through collision centers and other service offerings. Despite fluctuations in sentiment, industry resilience and entrepreneurial agility continue to support dealer performance across multiple revenue streams.
- Affordability remains a central concern for both manufacturers and dealers. Average vehicle prices can be misleading: SUVs and trucks average $55,000–$56,000, while cars average closer to $35,000. CDK insights highlight these distinctions, helping dealers and OEMs make data-driven decisions while exploring opportunities to expand car offerings and maintain competitive pricing for consumers.
- CDK is leveraging its vast data and AI capabilities to provide dealerships with actionable tools that enhance customer engagement and operational efficiency. The company’s customer data platform (CDP) consolidates buyer histories, service records, and predictive analytics to inform marketing, service, and sales strategies. Recent innovations, including warranty recovery and embedded lien payoff processes, demonstrate how AI-driven solutions can deliver measurable value, streamline workflows, and support dealership growth.
Catch all of CBT News’ coverage of the 2026 NADA Show here.
