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Episode #1325: Cox Automotive makes a major AI acquisition, April sales show resilient demand under affordability pressure, and developers everywhere are racing to keep up with AI.

Show Notes with links:

• Cox Automotive is doubling down on AI with its planned acquisition of Fullpath, signaling a major shift toward fully connected, data-driven retail. The move aims to help dealers turn fragmented data into smarter marketing and more personalized customer experiences.
  • Fullpath specializes in stitching together years of CRM and DMS data into a single customer profile.
  • The platform enables always-on, AI-driven campaigns with attribution from click to purchase.
  • Cox plans to integrate this with assets like Autotrader and Kelley Blue Book shopper data.
  • For dealers, this means less manual marketing and more automated, high-precision engagement.
  • “Fullpath gives dealers the AI and data infrastructure they need to compete.” – Steve Rowley, Cox Automotive

• New vehicle sales are holding steady—but the story underneath is all about pressure. April’s forecast from JD Power shows demand staying resilient even as affordability challenges mount, with rising payments, growing negative equity, and increased incentives reshaping how dealers move metal.
  • April new vehicle sales are projected at 1.36M units, down 7.3% year-over-year—but last year’s numbers were inflated by tariff-driven pull-ahead demand.
  • Average monthly payments hit a record $812, driven by declining trade-in equity and higher negative equity rates.
  • Incentives are climbing again, averaging $3,141 per vehicle, with EV incentives still topping $10K per unit.
  • Leasing is on the rise, now at 23.2%, as more customers return to the market after the pandemic gap.
  • “Affordability continues to constrain the vehicle sales pace…” – Thomas King, JD Power

• Developers are now spending hours each week learning new AI skills, turning upskilling into a required part of staying relevant in a rapidly evolving tech landscape.
  • Many engineers are spending 5–20+ hours per week learning AI tools, courses, and concepts to keep up.
  • AI is reshaping roles, with traditional engineering work shifting toward AI implementation and integration.
  • The pressure is clear: adapt quickly or risk falling behind in the job market.
  • Even tech leaders are dedicating significant time to experimenting with AI tools to stay ahead.
  • “In order to keep up with everything that's coming out right now, you have to have no job.” – Jason Grad, CEO, Massive

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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