Fairhurst Trust Helps New Dealers, CarEdge AI Negotiator, TikTok Deal Close?

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Episode #1147: Today we’re covering a first-of-its-kind Stellantis store acquisition backed by Ellenae Fairhurst’s trust, a new AI tool that negotiates car deals for shoppers, and the latest U.S.-China framework over TikTok

• The late Ellenae Fairhurst’s legacy lives on as a Stellantis store in Virginia has new owners, in a new approach to dealership ownership.
  • Fairhurst Automotive, backed by the Ellenae Fairhurst Entrepreneurial Trust, acquired and rebranded the South Richmond CDJR store.
  • Ellenae Fairhurst was the first Black woman to own Infiniti and Lexus stores in the US and her trust, formed in 2024, funds and mentors first-time Black dealers with a path to majority ownership and wealth creation.
  • New co-owners Ken Banks and Chris Justice navigated regulatory hurdles and surprise costs, including a $50,000 business license and $40,000 in IT upgrades.
  • Adviser Stuart McCallum and the team at Biltmore Automotive guided the operators through everything from DMS installation to state licensing.
  • “They took two people who knew nothing about ownership… and just walked us through it,” said co-owner Chris Justice.

• Many customers dread negotiating a car price, so CarEdge thinks AI should do it for you. The startup’s new “AI Negotiator” lets customers pay $40 to have an AI agent haggle with dealers on their behalf.
  • CarEdge launched its AI Negotiator app in July; over 2,000 customers have already paid to try it.
  • Users set a target price, and the AI contacts dealers directly via email and text — without revealing it’s not a human.
  • The system tracks 150+ data points per interaction, building a database of doc fees and add-ons nationwide.
  • Founder Zach Shefska says dealers and OEMs are already taking notice, calling CarEdge “the tip of the spear.”
  • “There’s still going to be people that walk up to the dealership [to negotiate], but there’s a percentage of sales that can happen without the incumbent cost infrastructure, and everyone can win. That’s what I’m passionate about,” Shefska said.

• The U.S. and China have struck a framework deal over TikTok’s ownership, potentially shifting control from ByteDance to a U.S. company.
  • Treasury Secretary Scott Bessent confirmed the framework during trade talks in Madrid; Trump and Xi are expected to discuss final details Friday.
  • The deal addresses U.S. demands for local control of user data and oversight of TikTok’s proprietary algorithm.
  • China insists it won’t compromise on principles or allow “politicization” of technology and trade.
  • Broader issues remain unresolved, including fentanyl chemical exports, sanctions on Chinese firms, and new U.S. export controls.

Join Paul J Daly and Kyle Mountsier every morning for the Automotive State of the Union podcast as they connect the dots across car dealerships, retail trends, emerging tech like AI, and cultural shifts—bringing clarity, speed, and people-first insight to automotive leaders navigating a rapidly changing industry.

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