On today’s episode of Inside Automotive, we’re joined by Tom Maoli, President and CEO of Celebrity Motor Car, to discuss how his dealership is navigating today’s tight inventory, rising vehicle prices, and strong service demand. Maoli also weighs in on recent changes to the EV tax credit, workforce challenges, and broader economic and policy trends affecting the industry.
Navigating market trends
According to Maoli, inventory constraints persist as manufacturers hold back production, keeping margins high. Recent data from Cox Automotive confirms that average transaction prices are exceeding $50,000, raising concerns about affordability for consumers, noted Maoli. Dealers, he said, are focusing less on chasing record sales and more on maximizing profitability through strong fixed operations, a shift from pre-pandemic strategies aimed at hitting high sales volumes.
The EV market, Maoli said, is reaching saturation in New Jersey, with sales accounting for roughly 12% of the market. He argues that infrastructure limitations are restricting consumer adoption, and that some luxury brands, including Mercedes and Lexus, are pivoting back toward hybrids. Additionally, Maoli mentions that policy changes, including the end of the EV tax credit, could consolidate Tesla’s dominance as competitors scale back EV efforts.
“We’re going to come into a cycle, probably in the next 12 months, where inventories are going to have to boost or else used car prices are going to go out of the roof because you can’t keep repairing [your vehicle].”
Policy & economic pressures
On the policy front, Maoli weighed in on the New Jersey gubernatorial race, backing Republican candidate Jack Ciattarelli for pro-business policies, regulatory reform, and tax incentives to attract corporations. Further, Maoli disputes federal inflation figures, claiming consumer prices are rising at 6-7%, not 2%. He also notes that tariffs, initially beneficial, are now inflating vehicle prices, suggesting lower interest rates to offset the costs.
Post-COVID shifts
The automotive industry faces a persistent shortage of skilled service technicians, with Tom Maoli urging manufacturers to boost training to attract younger workers to counter the appeal of tech careers. While leasing is recovering, it lags pre-COVID levels due to manufacturers’ hesitancy to heavily subsidize programs, citing past losses from high-mileage lease returns. Dealerships are currently profiting from high used car values, enabling lucrative reconditioning and resale.
Maoli’s perspective reflects post-COVID automotive market trends, emphasizing profitability, service strength, and strategic inventory management over sales volume alone. He said U.S. technology companies must continue competing globally, including selling into China, and that the automotive market is adapting to both economic and policy pressures while navigating evolving consumer preferences.
