Top 100 Used Dealers, Tesla Delays Affordability, Sam’s Club Scan and Go

Automotive State of The Union

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Episode #1025: Today we’re talking about how the Top 100 used-car dealers are adapting to a tougher wholesale market, why Tesla is hitting pause on its most affordable Model Y plans yet and what Sam’s Club is doing with checkout.

Show Notes with links:

• The Automotive News Top 100 U.S. Used-Car Dealership Groups list is out—and the big takeaway isn’t just who’s up or down, but how they’re adapting to survive. As competition at auctions grows fiercer, retailers are shifting hard into alternative sourcing strategies.
  • Krause Auto Group posted the biggest leap on the list, jumping 25 spots to No. 67 with a 39% sales increase.
  • Holman (up 24 spots), DARCARS (up 20), and Swickard Auto Group (up 17) also made significant moves, with strategies ranging from better internal competition to expanded certification and F&I offerings.
  • Van Horn Automotive Group, based in Plymouth, Wis., cracked the Top 100 for the first time at No. 69. Roughly half of its monthly used purchases come from auctions; the rest are sourced through service lanes and direct outreach.
  • “We’ve had to readapt... because it’s just not that easy to go to the auction and get 100 cars,” said Brian Wieland, used-car director at Van Horn.
  • Groups represented at ASOTU CON - 98 Holler-Classic, 87 CMA, 71 Russ Darrow, 67 Krause, 48 Rohrman, 28 RML Automotive, 21 Ourisman, 20 Walser, 16 Holman

• Tesla's long-anticipated push into affordable EV territory is hitting a speed bump. The automaker has delayed the launch of a stripped-down Model Y, codenamed E41, intended to bolster waning sales and broaden its customer base.
  • Production of the lower-cost Model Y in the U.S. is now expected in late 2025 or early 2026, missing earlier targets for this year.
  • Tesla plans to build 250,000 units of the model in the U.S. in 2026.
  • The E41 is designed to cost 20% less to produce than the refreshed Model Y, which currently starts around $49,000.
  • The delay underscores mounting pressure from aging models, increased global tariffs, and reputational challenges linked to Elon Musk’s political activity.

• Sam’s Club is betting on the future of checkout by putting it into customer’s hands and phones. As part of a major remodel of all 600 locations, the retailer is ditching both traditional and self-checkout lanes in favor of a fully app-powered experience.
  • Every store will adopt the Scan & Go app, eliminating traditional checkout entirely.
  • AI tech will verify purchases, removing the need for receipt checks at exits.
  • One-third of members already use the app, with usage up 50% over three years.
  • Digitally engaged customers shop three times as frequently as those are are not, and spend three times as much

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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