From the floor of the 2026 NADA Show in Las Vegas, CBT News continues its exclusive coverage with an on-site conversation at the CarNow booth. Today, Bridget Fitzpatrick joins Tim Cox, Co-Founder of CarNow, to discuss how dealers can use AI, lead follow-up technology, and performance-driven tools to improve conversion rates, strengthen customer engagement, and sell vehicles the way today’s buyers want to buy.
Key Takeaways
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Cox emphasized that dealers cannot sell vehicles without engaging every lead, noting that CarNow dealers average a 75% conversion rate, with some stores exceeding 90% by consistently following up and treating digital leads like showroom ups. Dealers seeing the strongest results are those treating internet leads with the same urgency as showroom ups, resulting in significantly higher conversion and closing rates. Stores that build disciplined follow-up processes consistently outperform the national average.
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While AI can help ensure no lead goes untouched, it must be integrated into existing sales and service processes with clear accountability and human handoffs. Dealers that pair AI with defined follow-up standards and performance tracking see stronger engagement and more appointments set.
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Cox urges dealers to look beyond buzzwords when evaluating vendors. The most effective technology partners actively work alongside dealership teams, analyze conversion data, identify process breakdowns, and help managers coach their staff. Sustainable improvement comes from aligned partners who focus on outcomes, not just software deployment.
Catch all of CBT News’ coverage of the 2026 NADA Show here.
