NADA 2026 Recap  

How Dealers are Evaluating Technology Today

Technology was a major presence at NADA, but the conversation has shifted toward how it supports daily dealership operations. Dealers are less focused on simply adding tools and more focused on how those tools help teams communicate with customers, stay organized, and execute more consistently across the sales floor and service drive.

Many discussions centered on strengthening communication from the initial purchase through service drive visits and repeat business. When applied intentionally, technology helps teams respond faster, maintain consistent messaging, and stay connected with customers without losing the personal interaction that builds trust in the showroom.

This reflects a growing emphasis on using technology to strengthen execution at the store level and support dealership teams in delivering more consistent results.

Technology Should Support the Store Team, Not Replace People 

One of the clearest takeaways from NADA is that this remains a people-driven business. Dealers consistently emphasized the importance of strong managers, well-trained F&I professionals, and coordinated sales and service teams in delivering a positive customer experience.

Technology is being evaluated based on how well it supports those roles. The most effective solutions are those that provide clearer visibility into performance, reduce administrative workload, and equip teams with the right information to make confident decisions with customers.

When implemented thoughtfully, these tools allow employees to spend more time on meaningful customer conversations and less time on repetitive tasks. That balance reinforces that people remain central to dealership performance, with technology serving as a supporting resource rather than a substitute.

Data Accuracy and Security are Priorities 

As stores rely more on digital tools and integrated systems, data is becoming a strategic priority for dealership leadership. Accurate, centralized data is critical for evaluating performance across sales, F&I, and fixed ops, while strong guardrails remain essential for protecting customer information and maintaining compliance.

This reflects a broader focus on using data to support both operational performance and risk management across the store. 

Dealers are Taking a More Deliberate Approach to EVs

Dealers are evaluating how EVs fit within their specific market, customer base, and profitability model rather than viewing them as an all-or-nothing shift.

With a wave of off-lease EVs expected to return to the market, potential opportunities may emerge across:

•  The used car department

•  The service drive 
•  The F&I office through aligned protection products and service contracts 

 This more balanced perspective allows dealers to stay responsive to consumer demand while managing inventory mix and profitability with greater precision.

Affordability Pressures are Bringing Value Selling Back to the Forefront  

Affordability remains a key factor for many buyers, especially for customers who are more sensitive to monthly payments and financing terms. As a result, stores are placing renewed emphasis on clearly demonstrating value throughout the transaction.

 Key focus areas include: 

•  Greater attention on leasing to support affordability

•  Reinforcing value-based selling in the F&I office
•  Connecting protection products to long-term ownership costs  

This aligns with what strong F&I departments have always done: help customers understand how protection products support their ownership experience and reduce unexpected expenses over time.

Maintaining Strong F&I Performance as Vehicle Margins Shift

As vehicle margins continue to stabilize in many markets, dealers are placing increased focus on sustaining strong F&I performance to support overall store profitability. Conversations at NADA highlighted ongoing attention to refining F&I processes, maintaining consistent menu presentation, and aligning product offerings with customer needs.

Many stores are also investing in training and development for business managers to reinforce foundational selling skills and improve consistency in every deal. These efforts help maintain strong performance while supporting a transparent and customer-focused finance experience.

What’s New at JM&A Group and What it Means for Dealers 

Several JM&A Group initiatives highlighted at NADA reflect an ongoing focus on supporting dealers as market conditions evolve.

Gyde introduces a technology designed to place organized customer data and insights directly into the hands of F&I managers at the point of sale. By bringing relevant information together in one place, the platform helps managers build more tailored menus, select appropriate products, and guide more confident customer conversations.

JM&A Group also announced a strategic alliance with Stellantis to introduce FlexCare Drive, expanding product and participation opportunities for Stellantis dealers. This collaboration supports dealer profitability, strengthens retention through the service drive, and aligns with OEM strategies focused on long-term growth.

Both initiatives are intended to simplify complexity inside the dealership and support stronger store performance without disrupting established processes. 

Preparing for the Year Ahead

The discussions at NADA 2026 reflected an industry evolving with a strong focus on execution. Dealers are adopting new tools with clear intent, strengthening data practices, adjusting inventory and product strategies, and reinforcing value-based selling in the F&I office. 

While market conditions will continue to change, the core drivers of dealership success remain consistent: strong people, effective processes, and purposeful technology supporting daily operations and customer loyalty.

As dealers plan for the year ahead, the opportunity lies in applying innovation where it strengthens in-store execution, protecting profitability through disciplined processes in the showroom and F&I office, and remaining adaptable as customer expectations and market conditions continue to evolve.

Watch the full NADA recap discussion. Hear Ian Hunter and Jonathan Jordan break down these topics in more detail.