AI continues to rapidly evolve across the automotive retail industry, but one of the biggest questions is what actually works in the field. The latest episode of CBT Now features Alex Perdikis, CEO and owner of Koons Motors and chairman and founder of InRide, who details how his dealership is leveraging AI in the real world.
According to Perdikis, auto retail is entering a stage where AI is no longer theoretical. He cited early validation by Ford and strong performance metrics from dealer-built platforms as evidence that AI is starting to meaningfully reshape vehicle purchasing, customer engagement, and retail operations.
Koons Motors experienced a strong turnaround after weather disruptions slowed the Washington, D.C., market earlier in the year, with March and April delivering improved lead flow, higher CSI scores, and strong profitability. Perdikis also credited changing market conditions and increased price transparency for helping reduce friction in the purchasing process, noting that recent regulatory focus has helped standardize expectations across the industry, benefiting both customers and dealers.
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Perdikis said inconsistent third-party pricing and lead systems are creating operational challenges across the industry. In response, Koons Motors began reevaluating its relationships with certain vendors and shifting more resources to internal digital marketing channels such as paid search and Google Ads to improve direct customer acquisition.
Results on the ground
The primary focus of Perdikis’ strategy is on InRide, a dealer-built platform originally designed for used car purchases and later expanded into a broader national auction and engagement system. He emphasized that InRide operates independently from Koons Motors and functions as its own technology company.
The platform currently uses what Perdikis describes as an agent AI system that proactively engages with customers, evaluates trade-in vehicles, and manages communications without the need for human intervention every step of the way. He contrasted this approach with traditional chatbot systems, noting that the platform is built to perform multi-step interactions and adjust responses based on customer behavior and dealer feedback.
Perdikis said the system was developed through real-world use cases at dealerships, and early versions revealed gaps in lead quality and engagement. The AI has been improved to address objections, collect additional vehicle details, and adjust valuations in real-time based on inputs such as payoffs and capital scenarios.
“Some of the things we’re announcing are really exciting because they’re real builder tools that allow dealer groups to actually build and solve problems and participate in what AI is offering.”
He reports that Ford has validated the system through internal testing and post-implementation. After initial success with the vehicle purchase workflow, Koons Motors expanded the platform into the service lane, targeting customers who had recently visited a dealership for maintenance and service.
According to Perdikis, the system will identify trade-in opportunities from service customers and begin supporting them with real-time vehicle valuations. He said AI continuously engages with customers through multiple touchpoints until they secure an appointment or lead.
Perdikis reports strong performance metrics from early implementation, including over 50% engagement rates across thousands of customers. He says the campaign generated thousands of leads, over a thousand qualified opportunities, hundreds of appointments, and consistently resulted in vehicle sales.
He also emphasized operational discipline as a key element of success, stressing that high-value leads generated by AI need to be handled by experienced managers with decision-making authority, rather than being screened by multiple dealership staff. He likens the process to bringing a customer closer to a purchase before final execution by a senior representative.
what’s next
Koons Motors currently operates InRide on 51 rooftops, with additional dealerships in the implementation pipeline. Perdikis said onboarding typically takes about two weeks and includes compliance reviews, system configuration, and the integration of each store’s dedicated communication channels.
He notes that the platform continues to expand rapidly as dealers seek tools to improve vehicle acquisition efficiency and reduce reliance on traditional marketing methods such as direct mail. His stores have largely eliminated traditional marketing methods such as direct mail in favor of digital engagement systems.
