Steve Rowley, Marianne Johnson, and David Richardson
Cox Automotive used the stage at NADA 2026 to deliver a clear message: artificial intelligence and electrification are no longer future concepts — they are competitive dividing lines.
In a post-show recap published on its Insights Hub, Cox Automotive outlined what it called “winning strategies for 2026,” urging dealers to move beyond experimentation and into operational deployment of AI tools across sales, marketing and fixed ops.
“You don’t really have a choice,” said Marianne Johnson, EVP and Chief Product Officer at Cox Automotive, in a statement. “I think those that lean in now and start getting value are going to have sustained advantages in business in the future. If you wait, you will be one of those that are trying for decades to catch up.”
Executives at the Las Vegas event emphasized that AI agents are already assisting dealership workflows, from lead management to customer communication. But leaders stressed that performance depends heavily on clean, structured data — an area where many stores still lag.
Cox also pointed to a coming shift in consumer discovery, with generative AI tools beginning to influence how shoppers research vehicles and dealerships. That evolution, speakers said, will require retailers to rethink digital visibility beyond traditional search strategies.
On the product side, Cox highlighted growing off-lease electric vehicle volume as a near-term opportunity. Used EV inventory under $25,000 is expected to expand, presenting both margin potential and education challenges for dealers.
