The automotive industry is evolving fast—and dealerships are being forced to adapt.

In this episode of The Presidio Group’s Podcast “Full Throttle”, host Jason Stein sits down with Scott Gunnell, President of JM&A Group, to break down how AI, data, and shifting consumer behavior are reshaping the dealership model.

From rising cost pressures to the growing role of automation, Scott shares how dealers can stay competitive—and why leveraging data is no longer optional.

They also dive into JM&A’s latest innovation, Gyde, a new platform designed to transform the F&I process using real-time data, AI-driven insights, and personalized customer experiences.

🚗 What You’ll Learn:
- How AI is changing the dealership experience
- Why dealership margins are under pressure
- The role of data in improving F&I performance
- How personalization (personas) is shaping customer interactions
- What dealers should focus on to improve efficiency and profitability
- Why the auto industry continues to show resilience

⏱ Key Topics Covered:
- Introduction of Gyde (Guiding Your Dealership Experience)
- AI-powered decision making in F&I
- Cost reduction and operational efficiency
- Dealer strategies for navigating margin compression
- Industry outlook and growth projections

🎙 About the Guest:
Scott Gunnell is the President of JM&A Group, a leading provider of F&I products, training, and dealership performance solutions. With decades of experience, Scott is at the forefront of helping dealers adapt to a rapidly changing automotive landscape.

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#AutomotiveIndustry #CarDealership #AI #FandI #JMAGroup #FullThrottlePodcast #JasonStein #DealerStrategy #AutoIndustry #digitaltransformation 

0:00 – Scott Gunnell joins Full Throttle to discuss the future of dealerships, AI, and F&I
0:23 – Dealer optimism, skepticism, and rising curiosity around AI
2:00 – What is Gyde? A new approach to F&I using data, automation, and integration
3:45 – How personalization is changing the dealership experience
5:45 – Reducing the learning curve from 500–600 deals to real-time guidance
7:58 – The strategy behind owning the transaction and continuous iteration
10:20 – FlexCare Drive + investing in the future of automotive talent
14:45 – Where dealers should focus to improve efficiency and profitability
17:40 – Why the auto industry remains strong despite economic pressures