CBT News is reporting live from the 2026 NADA Show in Las Vegas, bringing insights from the forefront of automotive retail. Jim Fitzpatrick sits down with Don Hall, President and CEO of the Virginia Automobile Dealers Association (VADA), to discuss the evolving challenges and opportunities facing U.S. dealerships in 2026. From direct-to-consumer competition to affordability pressures and emerging global threats, Hall shares his perspective on how dealers can stay resilient and protect their long-term interests.
Key Takeaways:
- U.S. dealerships face growing pressure from direct-to-consumer models, including Scout Motors and other manufacturers bypassing traditional franchise structures. Hall emphasizes that dealers nationwide must remain vigilant, participate in lobbying efforts, and protect their legal rights to preserve the integrity of the franchise system.
- Chinese automotive companies are preparing to enter the U.S. market, bringing advanced technology and lower production costs. Hall warns that this represents a long-term strategic challenge, urging dealers to understand the competitive landscape, focus on customer experience, and maintain strong manufacturer relationships to remain competitive.
- Affordability and customer experience remain central concerns for dealers. While inexpensive vehicles from new entrants may appear attractive, Hall stresses the importance of sustaining high-quality service, proper warranty practices, and strategic planning beyond short-term gains to ensure the long-term viability of dealerships in a changing market.
Catch all of CBT News’ coverage of the 2026 NADA Show here.
