Stellantis & You losses, job cuts at Bentley and Close Brothers, and all the latest from Car Dealer Live – with Ian Plummer, episode 249
About this episode
Dealers, brands, and tech all collide as Ian Plummer (Auto Trader) breaks down what Cardiola Live revealed: Chinese “new entry” brands are winning fast thanks to value-rich products, long warranties, and rapid network rollout—plus strong conversion on Auto Trader. AI is becoming a productivity tool for sourcing, CRM, and even outbound engagement. Market confidence looks steadier than 2022, but supply and sourcing remain tough. The news round-up covers Stellantis & You’s near-£48m loss, Bentley job cuts tied to tariff pressure, and Close Brothers’ finance-compensation fallout.
Motor finance scandal and £85m of cost savings forces Close Brothers to cut 600 jobs
Stellantis injects £35m into its dealer group after a staggering £47.9m loss in 2024
Bentley announces plans to cull hundreds of UK jobs as carmaker sees profits slump
Lack of EV confidence is ‘a problem that we can’t seem to solve’ – Electrifying founder
Autotrader
"The Cardiola podcast is sponsored by Autotrader. John, have you ever wondered why I, along with 14,000 other dealers, choose to partner with Autotrader?"
Autotrader is a popular UK website where people look for cars. Dealers use it to get their cars in front of buyers and to generate enquiries.
Autotrader is a UK online marketplace and advertising platform for car dealers. In this segment, it’s positioned as a way for dealers to reach shoppers and generate leads through its website traffic and dealer packages.
buying signals
"And now, with the launch of buying signals, we'll have brand new insights on every deal, showing how likely a customer is to buy the car they're interested in."
“Buying signals” are clues from data that suggest whether someone is likely to actually buy a car they’re looking at. It helps dealers focus on the leads that look most serious.
“Buying signals” refers to data-driven indicators that estimate how likely a shopper is to buy the specific car they’re viewing. The idea is to help dealers prioritize leads and tailor follow-up based on intent rather than just clicks.
Dodge Challenger
"...y stood out was the one I hosted with the Chinese Challenger Brands. I think after this, I'm going to stop ca..."
The Dodge Challenger is a sporty car that’s built for strong acceleration and a loud, performance-style driving feel. It’s popular with people who want a muscle car look and power. It might be discussed because it’s a well-known model that many buyers recognize.
The Dodge Challenger is a classic American muscle car known for its powerful V8 options and long-running, performance-focused design. It often comes up in dealer and enthusiast discussions because it’s a recognizable nameplate with strong demand for both new and used examples. In a podcast context, it may be mentioned as a standout model tied to broader brand and product strategy talk.
tariffs
"They can still make a success of this UK market if tariffs came along... tariff thing hasn't stopped them in Europe to put tariffs in European, in the European Union on at variable levels on different brands on EVs."
Tariffs are extra taxes on imported cars. If they’re added to EVs, some cars become more expensive, which can change which brands sell well.
Tariffs are taxes added to imported goods. In the EV context, tariffs can be used to raise the cost of imported vehicles or components, influencing which brands can compete in a market like the UK or the EU.
social proof
"[602.5s] And people are talking about the more social proof is a big factor as well. [605.9s] James, isn't it?"
Social proof is the effect where people are more likely to trust and act when they see others endorsing a product. The segment argues that for Chinese brands, word-of-mouth and peer experiences can significantly boost enquiry and purchase intent.
Tesla
"We included Tesla in that, the new entry player at the time that was the biggest one. We don't include them now."
Tesla is an electric car company. The speaker is saying Tesla was once the biggest example of a “new entrant” that grew quickly, but they’re not counting it the same way now.
Tesla is an EV brand that the speaker calls out as a major “new entry player” earlier in the market. The point is that Tesla’s early growth shaped expectations for how quickly new EV brands could gain share.
AI
"And I had a couple of chats with with George Manning the night before from from Hilton and some of the stuff that they're doing with AI was amazing. ... He had this sort of had this message system like he could text it basically an AI system and said how many cars we sold today."
They’re talking about using “AI” software to do tasks automatically. Here, it helps a dealer get answers fast—like sales numbers or vehicle history—without doing it by hand.
In this segment, AI is being used as a dealer tool to automate information requests and responses. Instead of manually pulling data, the system can query the dealer’s records and return answers quickly to a phone or messaging app.
Ford Fiesta
"...o ask you what's the service history like on this Ford Fiesta we've got for sale and any of his team can do thi..."
The Ford Fiesta Active is a small car with a more “adventure” look, meant to be practical for everyday driving. It’s still based on the Fiesta platform, but with styling and features that make it feel more upright. It’s mentioned because when you buy one used, people want to know the service history.
The Ford Fiesta Active is a crossover-styled version of the Fiesta, aimed at buyers who want a taller, more rugged look while staying in the small-car category. It’s the kind of model that often comes up in dealer inventory discussions because buyers ask about service history and maintenance records. In the podcast excerpt, it’s specifically tied to how a dealer evaluates a used car’s past care.
click and collect
"... he was telling me does 800 click and click and collect sales a month now. 800 click and click sales month, which I think is amazing because most people think that that sort of kind of that click and collect model is dead."
Click and collect means you handle the purchase online and then pick the car up later. They’re saying it’s still working for them, even if some people thought it wouldn’t.
Click and collect is a retail model where customers buy online and then pick up the vehicle (or arrange pickup) without completing everything in-store. The discussion frames it as a sales channel that some people thought was “dead,” but the dealer is seeing strong volume.
CRM
"Other great examples I've seen is people using great CRM AI tools. The likes of what James mentioned from Impel."
CRM is software that helps a business keep track of customers and manage follow-ups. In this episode, they’re talking about using AI with CRM to improve after-service contact.
CRM stands for Customer Relationship Management—software used to manage customer interactions, follow-ups, and sales/service pipelines. The segment focuses on “CRM AI tools” being used (or planned) to improve aftersales and customer contact.
"The other one I just wanted to talk to you about was we had Google on the stage at the end of the day. And we talked at length..."
Google is the main search engine being discussed. The takeaway is that how Google (and its AI) shows results can change which car dealers people find.
Google is referenced as the platform where consumers search for vehicles and where AI-driven results (via Gemini) can surface. The discussion highlights how dealer content needs to align with evolving search behavior.
long tail questions
"He was talking about these long tail questions that they're putting into Google, how Gemini is now surfacing these in a slightly different way."
Long tail questions are the detailed searches people type when they’re closer to buying. Instead of just searching for a car brand, they ask things like whether it’s a good first car, which helps dealers show up for the right buyers.
“Long tail” questions are more specific, multi-part searches (e.g., “Is a Nissan Micra a good first car?”). They tend to reflect higher intent than generic searches and can help dealers match buyers who already know what they want.
Chat GPT
"He suggested, I was chatting to him and he suggested just putting into chat GPT or Gemini, your dealership name. And I did it this morning."
ChatGPT is an AI chat tool you can ask questions to. In the episode, the host used it to find a used car dealer, showing how AI search could affect which dealers get found.
ChatGPT is an AI chatbot that can be prompted with questions to produce recommendations. The speaker describes using it (and Gemini) to ask for where to buy a used car, implying AI can influence dealer discovery.
car porn
"If you want to browse and people call it car porn, sometimes they just like looking at cars."
“Car porn” is slang for browsing cars purely for enjoyment—looking at photos, specs, and details even without an immediate purchase intent. The segment uses it to explain why category browsing can keep users engaged longer.
Mercedes
"and I did it yesterday playing around looking at some classic Mercedes, and you find some of the beautiful old ones"
Mercedes (Mercedes-Benz) is a major luxury car brand known for long-running model lines and a strong classic-car following. The speaker uses “classic Mercedes” as an example of how category browsing can lead you to specific brands and eras.
"Do you use Reddit much? ... Lots of people do. I mean, my teenage children do."
Reddit is a social platform made up of topic-based communities (“subreddits”). The speaker notes that more people are using it for car advice and recommendations, which can influence what buyers search for on dealer or marketplace sites.
interest rates
"Especially when they're thinking interest rates are going to rise again this year."
Interest rates affect the cost of borrowing money. If rates are expected to rise, car loans and monthly payments can get more expensive, so fewer people buy.
Interest rates influence car affordability because many buyers finance through loans or leases. Higher expected rates can make monthly payments more expensive, which can reduce demand for both new and used vehicles.
plug-in hybrids
"Everyone's talking about it going up, and we are seeing a burst of interest in plug-in hybrids. They're up 15% in terms of lead volumes so far this month alone."
A plug-in hybrid is a car that can drive using electricity like an EV, but it also has a regular engine for when you need it. You can charge it at home or at a charger.
Plug-in hybrids (PHEVs) are cars that can run on electricity from a battery, but also have an internal combustion engine for longer trips. They’re typically charged via an external plug, and their sales often rise when fuel prices and incentives make them more attractive.
ICE
"It's 64 for ICE."
ICE just means normal gas or diesel cars. They’re comparing how often these cars come back into the franchise network versus electric cars.
ICE stands for Internal Combustion Engine, meaning petrol/diesel vehicles. The speaker contrasts retention rates for EVs versus ICE cars to show how powertrain type influences where used vehicles end up.
electric vehicles (EVs)
"The second theme is around the opportunity in as much as I mentioned diversification in sales of electric vehicles. So the three to five year old EV, as I mentioned, was the fastest turning segment last year."
They’re talking about selling electric cars (EVs). The point is that EVs are growing, but the pricing and demand can be tricky, so dealers need a plan.
The discussion centers on electric vehicles as a sales opportunity and a market segment dealers need to plan for. It highlights how EV demand and pricing dynamics affect dealer strategy.
used car market
"the market in used cars was defined last year into two categories, independence franchise, the market up a little bit, up a bit more in independent, pretty much flat, tiny bit, 0.5% I think down in franchise."
This is the market for second-hand cars. The podcast is talking about how that market is moving and why some dealers do better than others.
The used car market refers to how demand and supply for pre-owned vehicles changes over time. In this segment, the host breaks it down by dealer type to explain why performance differs between groups.
recon
"They're not used to it. Different processes, different challenges, different recon, different sales process."
Recon means getting a used car ready to sell. It can include fixing small issues and making the car look and drive right, and it gets more work-intensive on older cars.
“Recon” is short for reconditioning—work done to prepare used vehicles for sale (e.g., mechanical checks, cosmetic repairs, and refurbishment). The segment suggests franchise dealers face different reconditioning and sales processes when targeting older cars.
Stellantis
"The loss was so, so painful that Stellantis was actually forced to inject 35 million pounds of capital into that business in the summer of 2024 via some newly issued shares."
Stellantis is a big car company that owns multiple car brands. Here, they had to put extra money into a dealer-related business because it was losing a lot of money.
Stellantis is the multinational automaker formed from the merger of Fiat Chrysler Automobiles and PSA Group. In this segment, it’s described as having to inject capital into a dealer business via newly issued shares, showing financial strain tied to its dealer network and brand performance.
Peugeot
"Well, you know, Stellantis have got some interesting brands. Some of them performing better than others. Peugeot, during that year, did all right."
Peugeot is one of the car brands owned by Stellantis. They’re saying Peugeot did relatively better than other brands in the same group.
Peugeot is one of Stellantis’ major brands. The segment notes that Peugeot performed better than some other Stellantis brands during the year, implying uneven brand strength affecting overall group results.
Carlos Tavares
"...they have had a difficult time under the Carlos Tavares rule and they're coming out of it now much stronger and sharper."
Carlos Tavares is a senior leader in the auto industry. In this discussion, the hosts connect his leadership style to decisions about how high Stellantis tried to price its cars.
Carlos Tavares is a prominent automotive executive associated with Stellantis’ leadership during the period discussed. The episode attributes the pricing strategy and the resulting market challenges to his management approach.
JLR
"...We saw it with JLR. We've seen it with with others who manufacture in this country."
JLR is Jaguar Land Rover, another big car company in the UK. The host is saying it’s not just Bentley—other UK brands have also been hit by the same kind of problems.
JLR refers to Jaguar Land Rover, a major UK-based automaker. The speaker uses it as a comparison point, saying they’ve also been affected by the same trade/tariff pressures impacting other UK manufacturers.
Rolls-Royce
"But equally, it's like the Rolls-Royce announcement where they were putting pulling back the commitment to being purely electric by 2030. That is a similar point, isn't it?"
Rolls-Royce is a top-tier luxury car brand. They’re talking about Rolls-Royce changing its plan for going fully electric by 2030, which can make people hesitate about buying EVs.
Rolls-Royce is a British luxury brand known for ultra-premium vehicles. The segment references a “Rolls-Royce announcement” about pulling back a commitment to being “purely electric by 2030,” highlighting how EV timelines can shift and affect buyer confidence.
Volkswagen
"I do look at brands like Volkswagen, which you would just never have thought that they would ever not be first choice for so many families looking for small or medium sized cars."
Volkswagen is mentioned as a brand that many families traditionally considered first. The speaker is saying even strong brands can struggle if they don’t adapt quickly.
Volkswagen is cited as a brand that used to be a default choice for many families buying small-to-medium cars. The speaker suggests it’s now facing challenges because it hasn’t “revolutionised” itself enough.
13,000 respondents
"...she did some research with the AA and we went into detail into that into that research and 13,000 respondents to the survey."
They mention the survey had 13,000 people. A bigger group usually makes the results more trustworthy.
The survey sample size is given as 13,000 respondents, which matters because larger samples generally provide more reliable insights. It supports the credibility of the confidence statistic discussed next.
Renault Twingo
"But if you look at some Renault, I think they've resurrected themselves brilliantly and with their product. They've got a Chinese R&D center in Shanghai that's helped them develop the Twingo in 20 months."
The Renault Twingo is a small car meant for city driving. The host is saying Renault used a China-based research team to develop a new version much faster than you’d normally expect.
The Renault Twingo is a small city car, and the speaker is using it as an example of how quickly Renault developed a new product using its Chinese R&D presence in Shanghai. The point is that working closely with China’s EV/tech ecosystem can accelerate development timelines.
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