So says automotive industry stalwart Chris Jordan, Senior Consultant at MSX International.

When profitability is under pressure, the dealers who win, are not always the biggest. They are the ones who run tighter operations, protect cashflow and execute consistently.

What’s changing in 2026?

Customers are feeling affordability pressure and shopping harder for value. At the same time, competition and stock dynamics are tightening. This creates a market where:

• Discounting becomes more common
• Days’ supply and stock risk increase
• Price pressure intensifies
• Operational discipline becomes the real differentiator

In short: you can’t “special” your way out of a margin squeeze. You must operate your way out, according to Chris.

The quickest lever is to fixed operations:

In a tight-margin year, aftersales, parts and service become the most reliable profit stabilizer, but only if dealerships treat fixed operations like a performance business and not a background function. This means sharper planning, better workshop flow, stronger service advisor capability, improved parts availability and visible daily management. Done well, fixed ops do not only protect profit, it also improves retention and repeat visits.

F&I becomes a survival skill:

When metal margins thin out, F&I performance becomes critical. It is where deal structure, approval quality and value-added products protect profitability and help customers land the right monthly payment. In 2026, dealerships that strengthen F&I discipline will be far better positioned than those treating it as admin.

Used cars are still the ‘championship department’ within a dealership:

If there is one department that can still swing the numbers meaningfully, it is used cars, but only with the right operating rhythm. Winning dealerships will focus on:

• Buying right (better appraisals and fewer bad trades)
• Fast reconciliation turnaround time (time kills margin)
• Cleaner stock mix and pricing discipline
• Training and accountability, not hope and hustle

Where MSX International helps:

The common thread across 2026 is simple: execution beats intention. This is where MSX International supports the industry, helping dealer networks strengthen the “how” behind performance: capability building, operational improvement, training, field support and structured approaches that improve results when conditions get tight. Because in a year where margin is pressured, the advantage goes to the businesses that can consistently deliver across sales, F&I, service and used vehicles.