June 23, 2026
If there was a common theme throughout the VADA '26 conversation between VADA chief Don Hall, Zeigler Auto Group's Sam D'Arc, and CBT News co-founder Jim Fitzpatrick, it was this: the automotive industry is changing quickly, and dealers can't afford to stand still.
From FTC compliance to customer experience and competition from new entrants, the auto industry veterans — combined, more than a century of industry knowledge — covered a wide range of issues facing dealers today. Here are five key takeaways.
1. FTC compliance isn't optional
The three agreed that the FTC's new vehicle shopping rules represent a major shift for the industry. Hall described the changes as a "sea change" and warned dealers against assuming enforcement will be limited to federal regulators.
"Customers will know exactly what the drive-out price truly is, unless they opt to add things to their vehicles after the fact," Hall said. "If you load up things beforehand and you don't include in the price, you run the risk of a lawsuit getting into over the FTC — and giving away a lot of free stuff as well."
Several panelists argued that dealerships should consider designating a compliance officer to oversee advertising, pricing and sales practices. As Fitzpatrick noted, compliance isn't a once-a-year training exercise anymore — it's an everyday responsibility.
2. The real competition is friction
The discussion repeatedly returned to one word: friction.
Sam D'Arc, Don Hall, and Jim Fitzpatrick at the June 23 panel at VADA '26.
Whether consumers are using brokers, shopping with Carvana or exploring other alternatives, D'Arc argued that many customers are looking for a simpler buying experience.
"What have we done so poorly in automotive that creates a need or a demand or an excitement for that kind of personless experience?" he asked.
The takeaway wasn't that dealers need fewer people, but that customers want transparency, speed, and convenience.
3. Dealers need to see the process through the customer's eyes
Hall challenged attendees to remember that most customers buy vehicles very differently than industry professionals.
"We don't understand what happens to a customer when they come in, because that's not what we do. We're in the business," he said.
His point: dealership leaders often know how to navigate the process because they've spent their careers inside it. Customers haven't. Creating a better experience starts with understanding that difference.
4. The franchise system faces pressure from all sides
The panel touched on everything from Carvana and brokers to direct-to-consumer sales and Chinese automakers.
The speakers didn't always agree on the solutions, particularly when it came to Chinese manufacturers, but they agreed on one thing: dealers cannot ignore the forces reshaping the market.
"The U.S. franchise system is under attack," Fitzpatrick said. "It's under attack by manufacturers. It's under attack by consumers."
5. The future still belongs to dealers who adapt
Despite the challenges, the panel ended on an optimistic note.
D'Arc described automotive retail as one of the few industries where someone can still build a successful career regardless of background.
"The auto industry is a leading economic indicator of health in the United States of America," he said. "It's a unique industry because you can come into it from any background — not much education, not much experience — and you can accomplish almost anything. Something we explore often: 'Is the American dream still alive and automotive?' I would say yes, but it's not assured for that next generation. It's our job, as we are more transparent, as we reduce friction, as we think and have conversations that cause us to be more innovative and to progress, we help to preserve that."