Pricing power in automotive: Lessons from Kelley Blue Book with Randy Kobat

Episode notes

Pricing power rarely disappears overnight. More often, it erodes slowly as markets become more transparent, buyers gain more information, and sellers struggle to defend value. The automotive industry has lived through this transformation for decades. In this episode of If Prices Could Talk, Partner Patrick McCullough and host Tracy Dent sit down with Randy Kobat, a longtime automotive industry executive, to discuss how pricing, negotiation, and market transparency evolved in the car business - and what other industries can learn from it. From the early days of Kelley Blue Book to today’s data-driven pricing models, the conversation explores how information changed the balance of power between buyers and sellers.

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