Fixed operations, pricing transparency and global competition are top of mind for dealers heading into the second half of 2026. On today’s episode of Inside Automotive, Nathan Shaver, Managing Partner at Shaver Automotive Group and a fifth-generation dealer, breaks down how those shifts are changing his store’s operations.
Shaver, who has worked with Stellantis brands since the start of his career, sees Jeep and Ram as brands with real staying power despite the headwinds the automaker has faced in recent years.
He believes Stellantis has made stronger decisions in 2025 and 2026, particularly around product strategy, pricing discipline and simplifying rebates.
Fixed ops and retention take priority
Shaver spent the first 15 years of his career in variable operations, but says his focus has shifted. With vehicle costs rising, loan approvals tightening, and consumers holding onto their cars longer, he currently views fixed operations as the real opportunity.
That longer ownership cycle, Shaver believes, has also turned the service drive into a channel for acquiring used vehicles. He says dealers who fail to appraise every vehicle that comes through their service lane are overlooking a valuable, cost-effective sourcing opportunity. When it comes to retention, he advocates shifting away from a transactional mindset toward serving customers throughout the full vehicle lifecycle.
"What our customers are really craving is a dealer partner that provides automotive services for them whenever they need it, whatever it happens to be in that moment."
Pricing transparency and the FTC
In the FTC’s March 2026 warning letters to 97 dealer groups, Shaver says his California operation was already held to a high compliance standard. According to Shaver, his store uses a third-party firm for quarterly audits and is watching how major listing platforms and large groups respond before committing to process changes. He frames the broader push as something the industry brought on itself.
“If a consumer can’t simply explain the breakdown of what they’re paying for, we as an industry could probably do a better job,” said Shaver.
The threat he’s watching most closely
When asked what keeps him up at night, Shaver candidly said, “China.” He sees Chinese automakers’ rapid advances in battery technology, software and fast-charging performance as a competitive force the U.S. market will eventually have to reckon with, drawing a parallel to the disruption Japanese manufacturers caused when they entered the market decades ago. Ultimately, Shaver is open to a structured market entry tied to domestic manufacturing commitments and believes the industry could learn from Chinese EV innovation in the process.
“I do think it’s a matter of time until we figure out those brands’ place in our market,” said Shaver.
For now, Shaver says his focus remains on building what he already has while keeping an eye out for the right acquisition opportunity if one presents itself.
