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If you’ve ever wondered why some dealers win online and others don’t, it often comes down to one thing: who has better data.
JATO might not be a household name for most people in automotive retail—but quietly, for 40 years, they’ve been the data backbone behind the industry’s biggest decisions. In this conversation, Head of Retail Paul Hilton reveals how JATO has become the global source of truth for vehicle specs, pricing, options, EV attributes, and competitive insights, fueling everything from OEM strategy to dealership retailing. And even though they power 52 countries, he’s clear: the real opportunity—and the work he’s obsessed with—is giving U.S. dealers the data advantage they’ve been missing.
Paul breaks down why today’s shoppers arrive smarter than ever, why dealers are often under-equipped to match that knowledge, and how accurate option-level data can redefine used-car merchandising, valuation, and online conversion. From the complexities of EV specs to the rise of plug-ins, to why rear USB-C ports now matter more than anyone expected—this is a rare, candid look at the invisible infrastructure shaping retail automotive’s next era.
Timestamped Takeaways:
00:00 – The global data company you’ve never heard of
01:21 – What JATO actually does
02:21 – Why retail is where the real action is
03:06 – How data shapes a shopper’s decision
04:13 – The truth about VIN decoding and valuation
05:24 – EV complexity no one is talking about
06:36 – Why U.S. buyers care about range more than anyone else
07:12 – The future JATO wants to build for dealers
Connect with Paul Hilton: https://www.linkedin.com/in/paul-hilton-27434917/
Learn more about JATO: https://www.jato.com/
Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/
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