Car Dealership Guy Podcast

“Time Kills Deals!” – The 40% Rule and the Speed Strategy That Closes More Car Deals | Chase Abbott, VP of Sales at Cox Automotive

Dec 18, 2025
Guest
Chase Abbott
Chase Abbott, VP of Sales at Cox Automotive, brings a wealth of industry expertise with a focus on AI and dealership innovation. He discusses how integrated tech can streamline operations, improve customer experience, and combat challenges like affordability and staffing. Chase highlights the importance of using first-party data for predictive insights and overcoming resistance to new tools. He shares strategies for applying AI effectively and emphasizes that dealerships need to evolve digitally to remain competitive in the future.
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INSIGHT

Margin Compression Means Experience Wins

  • Margin compression is returning as inventory normalizes, shifting power back to customers.
  • Dealers must double down on experience, pricing strategy, and online merchandising to compete.
ANECDOTE

Avoiding High Negative Equity Trades

  • Chase recalls dealers avoiding customers with heavy negative equity to save time.
  • He illustrates how affordability and equity issues block trades and complicate financing.
INSIGHT

Integration Beats Piecemeal Tools

  • Using many point solutions without integration creates chaos and duplicate work on the showroom floor.
  • Integrated ecosystems reduce re-entry and speed deals, which preserves CSI and conversion.
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