Dave Perry argues the real opportunity is solving bigger problems, keeping service customers for life, and turning AI into a force multiplier instead of a replacement.

Dave Perry has spent his career solving complex problems across industries—from secure communications in the United States Air Force to leadership roles in technology companies—and now he's bringing that outside perspective to automotive as CEO of BLiNK AI. What surprised him most? Automotive isn't like other industries. Instead of a level playing field where the best idea wins, Dave describes it as a collection of powerful kingdoms, where OEMs, DMS providers, regulators, and dealers all shape the path of innovation.

In this conversation, Dave shares why most companies waste time solving small problems, how his military experience taught him to identify mission-critical challenges, and why Fixed Ops may be the most underappreciated growth engine in retail automotive. The discussion dives deep into AI hype, the dangers of chasing technology without a clear objective, and how dealers can use automation to scale people—not replace them. If you're trying to separate AI reality from AI marketing, this episode delivers a practical roadmap.

Timestamped Takeaways

0:00 Why Automotive Operates More Like Kingdoms Than A Free Market

2:40 The Outsider's Shock: What Makes Automotive So Different From Every Other Industry

4:16 You Can't Solve One Piece Of Automotive—You Have To Solve The Entire Value Chain

5:54 The Air Force Lesson That Taught Dave To Focus Only On Mission-Critical Problems

7:36 Most Companies Waste Time Fixing Small Problems While The Big Ones Grow

9:11 If You Can't Quantify The Problem In Dollars, It Probably Isn't The Priority

10:47 Could A Seven-Year-Old Understand Your Business? Most Founders Fail This Test

12:38 The Biggest AI Mistake Dealers Are Making Right Now

14:18 Why Fixed Ops Generates Far More Value Than Most Dealers Realize

15:20 AI Isn't Replacing People—It's Removing Friction From The Customer Experience

17:12 The Missing Layer In Most Dealership Technology Stacks: A System Of Action

20:49 Stop Measuring Activity: How AI Can Help BDC Teams Triple Their Output

23:00 What Happens After The AI Hype Cycle Peaks

24:33 Every Extra Service Appointment Question May Be Costing You Customers

25:56 The Service Advisor Has More Influence On The Next Vehicle Sale Than The Salesperson

Connect with Dave Perry at https://www.linkedin.com/in/daveperry360/

Learn more about BLiNK AI at https://www.blinkai.com

The rules around pricing transparency are changing fast, and the industry is scrambling to keep up.

Jim Fitzpatrick, Founder and CEO of CBT News, joins Auto Collabs to discuss why he's bringing the industry back together for a live event focused on one of the biggest challenges facing dealers today: compliance, pricing transparency, and the growing impact of FTC enforcement. As confusion spreads around pricing disclosures, advertising standards, and third-party marketplace responsibilities, Jim shares why now is the time for dealers to get informed and involved.

The conversation explores the ripple effects of the FTC's recent actions, the challenges vendors and lead providers face in adapting to new expectations, and why collaboration between dealers, legislators, regulators, and industry partners is critical. Jim also reflects on the return of CBT's live events, the evolving role of automotive media, and why bringing the right people into the same room may be the fastest path to clarity.

Timestamped Takeaways

0:00 Why Spending Time Together Still Creates Better Industry Conversations

1:24 The Compliance Questions Dealers Won’t Stop Asking

2:19 What Inspired CBT News to Launch a Washington Summit Right Now

3:05 The FTC’s 97 Letters Created Industry-Wide Anxiety

4:01 How a Single Social Media Post Could Create Compliance Risk

5:24 Why Third-Party Lead Providers Are At The Center Of This Debate

6:15 The Competitive Pricing Problem Nobody Has Solved Yet

7:19 The FTC’s Push For Dealer Reporting Changed The Conversation

8:00 What Dealers Should Expect To Learn From The Summit

9:31 Why Dealer Feedback Matters More Than Ever In Washington

10:40 The Real Opportunity Dealers Have To Influence Policy

12:58 Media’s Responsibility Isn’t Just Reporting—It’s Creating Accountability

14:22 How CBT News Reinvented Itself For The Next Generation Of Dealers

15:34 The Industry Needs More Conversations—Not More Commentary

Connect with Jim Fitzpatrick at https://www.linkedin.com/in/jim-fitzpatrick-2977b325/

Learn more about CBT News at https://www.cbtnews.com/

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She's spent decades watching technology trends rise, crash, and reshape industries and she says the AI era feels familiar, dangerous, and full of opportunity all at once.

Beth Hill, General Counsel & COO/Founder, The Shop at Ford Direct has one of the most unexpected résumés in automotive tech. She started in hospitality, planned to become a Wall Street attorney, became an “internet lawyer” during the dot-com boom, wrote about Pokémon Go security risks before most people cared, and now helps shape how Ford and Lincoln dealers evaluate emerging technology. Somewhere along the way, she also named her ChatGPT assistant “John Connor.” Naturally.

In this episode, Beth joins the Auto Collabs crew to unpack what dealers, startups, and tech companies are getting wrong about AI. She explains why every major technology shift follows the same emotional cycle — fear, hype, overcorrection, then real adoption — and why today’s AI boom feels a lot like the early internet era. The conversation dives into cybersecurity risks, AI governance, vibe coding, data ethics, dealer trust, and why the future belongs to companies solving real operational problems instead of simply adding “.ai” to their branding.

Timestamped Takeaways

00:00 Why Beth Hill Named Her ChatGPT Assistant “John Connor”

02:17 From Bartender to Wall Street Lawyer to Automotive Tech Strategist

06:07 How Beth Became an “Internet Lawyer” During the First Dot-Com Boom

07:21 Her First Amazon Purchase in 1999 Says Everything About Her Career

08:53 The AI Security Risks Dealers Aren’t Thinking About Yet

10:26 “Who’s Vibe Coding Here?” — The Hidden Dangers of AI Development

11:30 The Worst-Case AI Scenario Isn’t Science Fiction Anymore

15:07 Why Gen X Has a Unique Advantage in the AI Revolution

17:19 The Same Fear Happened When Email & The Internet First Appeared

18:34 Remember When Every Company Thought They Needed an App?

21:35 Why Beth Thinks AI Will Follow the Same Pattern as Every Tech Boom

22:24 The Real Future of AI Isn’t Hype — It’s Solving Actual Dealer Problems

Connect with Beth Hill at https://www.linkedin.com/in/bethhill2/

Learn more about The Shop at FordDirect at https://www.forddirect.com/

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Most companies chase growth—Sanjay Varnwal is chasing velocity, and it’s changing how dealers think about inventory, AI, and survival.

In this episode, the crew sits down with Sanjay Varnwal, co-founder of Spyne, to unpack how dealerships can compete in an industry where every day a vehicle sits unsold costs real money. From AI-powered merchandising to appointment-setting agents that never sleep, Sanjay explains why “inventory turnaround time” may be the most important metric dealers aren’t thinking deeply enough about.

But this conversation goes way beyond software. Sanjay opens up about building a company across two hemispheres, flying 16 hours between India and the U.S., scaling a 150-person team, and why startup culture survives on one thing: speed with focus. Along the way, the team dives into entrepreneurship, tennis psychology, bad in-flight movies, and the mindset every operator needs when the competition keeps getting faster.

Timestamped Takeaways

0:00 Why Every Unsold Vehicle Quietly Costs Dealers Money Every Single Day

2:36 The Moment Sanjay Realized Auto Retail Was a Massive Opportunity

4:41 How Spyne Helped Dealers Compete With Carvana-Level Merchandising

6:46 Scaling to 2,000+ Dealerships by Solving One Problem Exceptionally Well

7:53 What It Really Looks Like to Run a Global Company Across Two Hemispheres

10:46 The Hidden Mental Toll of Constant Time Zone Switching

12:17 The Startup Advantage Big Companies Can’t Replicate Fast Enough

14:42 Why Speed Is the Only Weapon Startups Truly Have

16:06 The Real KPI Dealers Should Organize Their Entire Business Around

19:30 The Tennis Lesson Every Entrepreneur Needs to Hear Right Now

21:38 How AI Agents Are Changing Appointment Setting and Dealer Operations

27:26 Velocity Isn’t Just Speed — It’s Speed With Relentless Focus

Connect with Sanjay Varnwal at https://www.linkedin.com/in/sanjaykv/

Learn more about Spyne at https://www.spyne.ai/

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Most industries are still complaining about the talent shortage. New Jersey decided to fix it.

In this episode, Laura Perrotta, President of NJ CAR, breaks down a bold, fully funded technician training program that’s flipping the script on workforce development. Backed by state grants and built in partnership with dealerships, the program pays students to learn, trains them inside real service departments, and guarantees job placement—no debt, no guesswork, no fluff. It’s not just workforce development—it’s a full-stack solution to one of the auto industry’s biggest bottlenecks.

We also go deeper into how NJ CAR operates as more than a typical dealer association—running title and registration processing for the state, generating revenue, and reinvesting it into programs like this. The result? A scalable, repeatable model that could reshape how dealers across the country think about hiring, training, and long-term growth.

Timestamped Takeaways

00:00 Why New Jersey’s Reputation Is Completely Misunderstood—and Why It Matters for Dealers

01:22 Inside NJ CAR: The Hidden Infrastructure Powering 500+ Dealerships

03:59 What Truck Dealers Already Solved That Auto Dealers Are Just Facing Now

06:30 The 3-Day Title Processing System That Shouldn’t Work (But Does)

10:58 The Moment Dealers Realized the Technician Shortage Needed a Radical Fix

11:43 How a $665K State Grant Turned an Idea Into a Scalable Workforce Engine

12:50 The 18-Week Program That Replaces Years of Traditional Technical Schooling

13:37 Free Training, Paid Students, $3K in Tools—Why This Model Changes Everything

14:26 “I Thought It Was a Scam”: The Unexpected Talent Entering the Industry

16:07 Why Most States Haven’t Built This Yet—And What They’re Missing

17:56 The Shocking Number: 9,300 Technicians Needed in One State Alone

20:14 Why Hands-On Apprenticeships Are Outperforming Traditional Education

Connect with Laura Perrotta at https://www.linkedin.com/in/laura-perrotta-cae-plc-585a6510/

Learn more about NJ CAR at https://www.njcar.org

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Most dealers think they’re losing on price—but the real reason customers walk away is far more human (and far more fixable).

Tom Kondrat, Advanced Analytics Director at Urban Science, joins Auto Collabs to unpack one of the most misunderstood problems in retail automotive: customer defection. Drawing on real-time sales data and post-purchase surveys, Tom reveals a surprising truth—price isn’t the main reason customers leave. Instead, the breakdown happens in something much harder to measure… and much easier to fix: communication.

The conversation dives into how AI has evolved from predictive analytics to hyper-personalized insights, and how dealers can now use sentiment analysis to understand customer behavior at scale. But here’s the twist: the biggest opportunity isn’t in better tech—it’s in better human connection. From the power of simply being remembered by name to the overlooked value of following up after a lost sale, this episode makes one thing clear: data doesn’t replace relationships—it sharpens them.

Timestamped Takeaways

0:00 Price Isn’t the Real Reason Customers Leave

0:28 Communication Breakdowns Are Driving Defection

1:15 AI Shifted From Scale to Personalization

2:09 Too Much Data Can Hurt Better Decisions

3:26 Predictive AI Was Built to Anticipate Behavior

6:25 Modern AI Needs to Focus on Human Moments

8:42 Dealers Default to Price but Miss the Truth

9:38 Slow or Irrelevant Responses Push Customers Away

11:34 Great Communication Is Timely and Precise

17:35 Fast Feedback Loops Improve Sales Performance

21:26 AI Can Turn Customer Feedback Into Action

22:44 Being Remembered by Name Drives Positive Experiences

Connect with Tom Kondrat at https://www.linkedin.com/in/thomaskondrat/

Learn more about Urban Science at https://www.urbanscience.com

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Jen Suzuki doesn’t walk into a room, she revs it.

In this episode, she brings her signature “Jenergy” to a direct conversation about what’s really holding dealerships back: comfort. From outdated sales processes to leaders who’ve stepped too far away from the front lines, Jen makes it clear that if you’re not pushing yourself, someone else is already catching up.

This episode also dives into the role of mentorship in a world being reshaped by AI. Jen explains why leaders need to stay hands-on, how tools like GPT are changing customer expectations, and why ignoring them is no longer an option. AI isn’t just another tool. It’s exposing who is willing to adapt and who is not.

Timestamped Takeaways

0:00 Comfort leads to getting replaced

0:33 What “Jenergy” actually means

2:14 Learning the hard way without a mentor

3:04 Why one person believing in you matters

6:02 Where leadership development is falling short

8:02 Why leaders need to stay in the trenches

8:49 The sales process is outdated

9:32 Why templates are hurting your business

11:00 How to use AI in real conversations

12:23 Handling customers who use GPT

14:09 The risks of using AI without guardrails

16:14 Why AI is not going away

18:08 The cost of missed follow-up

20:22 Discipline does not change with the season

23:18 The real test of whether you embrace change

Connect with Jen Suzuki at https://www.linkedin.com/in/jennifersuzuki/

Learn more about ZusiTalk at https://www.zukitalk.com/

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If your competitive edge is still price, you’re already losing—the real battle is happening in experience, simplicity, and how you make people feel.

Glenn Pasch has logged over a million miles in the air and many hours helping dealerships rethink how they market, sell, and retain customers. In this episode, the crew unpacks what he’s seeing now. The market has shifted. Inventory is no longer the advantage, and the real differentiator has quietly become something most dealers still underestimate: the experience.

From friction-filled processes to the rise of convenience-first competitors like Carvana, Glenn explains why simplicity is becoming the ultimate strategy. The conversation goes beyond AI buzzwords and focuses on what actually moves the needle: clean data, strong processes, and teams that know how to make customers feel remembered. Selling a car isn’t just about the car. It’s about how easy, personal, and human you make the journey.

Key Takeaways

0:00 The Guest Who Opened Doors. Why Glenn Pasch Shaped Their Early Careers

2:19 A Million Miles of Perspective. What Travel Teaches About Customer Experience

6:17 Inventory Isn’t Your Advantage Anymore. What Actually Matters Now

7:30 Dealers Are Splitting in Two Directions. Control vs Convenience

8:48 The Experience Economy Is Here. Why Ease Beats Price

9:54 Complexity Is the Enemy. Why Simplicity Wins Everywhere

10:30 Carvana Didn’t Win With Tech. They Won by Removing Friction

12:24 The Hidden Revenue Leak. How Small Frictions Cost You Deals

13:41 A $2 Interaction That Proves Everything About Personalization

14:42 You Already Have the Data. Why Aren’t You Using It?

16:30 Customers Don’t Care About the Car. They Care How You Treat Them

18:39 AI Isn’t the Strategy. Execution and Clean Data Are

20:00 The Most Misunderstood Role in Dealerships. Marketing Managers

22:31 Why In-Person Events Still Matter More Than Ever

26:29 Ignore People and Process. Fall Behind. It’s That Simple

Learn more about Glenn Pasch at https://www.linkedin.com/in/glennpasch/

Learn more about PCG Digital / Digital Marketing Strategies Conference at https://www.digitalmarketingstrategies.org/

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Automotive spent years patching old systems together and now AI is forcing the industry to confront what should have been rebuilt a long time ago.

Misty Tippets of Podium joins the show with a perspective the industry badly needs: one foot in modern SaaS, the other in the reality of retail automotive. With a background in agency work, Salesforce implementations, and enterprise tech, she brings an outsider’s clarity to one of the biggest questions dealers are facing right now: why does adopting new technology still feel so messy, expensive, and fragmented?

This conversation quickly moves past the usual AI hype and gets to the deeper issue underneath it: infrastructure. Misty breaks down why bolt-on AI tools are already falling behind, why month-to-month vendor culture may be doing more harm than good, and why fixed ops could be the biggest overlooked opportunity in the market right now. It’s a sharp conversation about contracts, data, operational discipline, and the narrow window dealers still have to leap back to the front of the pack.

Timestamped Takeaways

0:00 AI Moved Fast Dealers Went From “Maybe” to “We Have No Choice”

2:22 Why Misty’s Tech Background Made Automotive’s Systems Gap Impossible to Ignore

4:24 What Salesforce Implementations Reveal About How Underbuilt Auto Tech Really Is

6:01 Dealers Don’t Actually Want Salesforce, They Want Modern Systems That Finally Fit 2026

7:35 Automotive May Be Years Behind on the Data Foundation It Needs

9:47 The Bolt-On AI Era Is Ending Faster Than Most Vendors Want to Admit

12:04 COVID Gave Other Industries a Reason to Rebuild Automotive Mostly Kept Selling Cars

13:49 Fast Onboarding Sounds Great But Some Tools Should Take 90 Days to Get Right

14:39 Month-to-Month Contracts Might Feel Safe But They Can Quietly Kill Real Partnership

18:46 The Vendors Winning Trust Aren’t Selling from a Distance They’re Sitting Inside Dealerships

20:20 This Isn’t Really an AI Conversation It’s a Technology Reckoning the Industry Delayed Too Long

21:23 The Biggest AI Opportunity in Auto May Be Fixed Ops Not the Sales Floor

Connect with Misty Tippets at https://www.linkedin.com/in/mistytippets/

Learn more about Podium at https://www.podium.com/

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At the NY Auto Forum, Tom Castriota, former NADA Chairman and Owner of Castriota Chevrolet, breaks down the growing pressure dealers are facing from regulation, affordability challenges, and shifting market dynamics. With increased scrutiny from the FTC around pricing practices, the industry is being pushed toward greater transparency—creating both clarity and new competitive realities.

This conversation goes beyond compliance to explore what’s happening at ground level. From inconsistent pricing practices to the need for a level playing field, the discussion highlights why most dealers actually welcome clearer rules. At the same time, broader challenges—like limited inventory and rising vehicle costs—continue to make affordability the biggest issue facing the market.

Castriota makes a clear case: the future of the industry depends on trust and accessibility. With fewer affordable vehicles, aging trade-ins, and monthly payments out of reach for many consumers, dealers must navigate a complex environment where transparency, value, and inventory strategy all intersect.

Timestamped Takeaways

0:00 Intro & Tom Castriota Background

0:36 FTC Crackdown on Dealer Pricing

0:58 What “Clear Pricing” Actually Means

1:24 Why Dealers Want Industry Cleanup

1:42 FTC Enforcement & Consistency Across Industries

2:06 Fee Transparency & Legal Ambiguity

2:26 Level Playing Field for Dealers

2:47 Competing Against Misleading Pricing Tactics

3:25 Why Transparency Builds Trust

3:50 Right to Repair Debate Introduced

4:08 What “Right to Repair” Really Means

4:31 Risks Around Data Access & Privacy

5:04 Why This Raises Consumer Data Concerns

5:22 Global/Data Risks (Including China Concerns)

5:58 Status Update: Legislation Slowing Down

6:19 Affordability Still the Core Issue

6:38 Inventory Shortages Across Key Models

7:06 Why Consumers Can’t Afford Current Prices

7:32 Aging Vehicles & Trade-In Challenges

7:47 Impact on Used Car Supply

8:10 Why Industry Growth Is Capped Near-Term

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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At the NY Auto Forum, Lance Woelfer, Vice President of Automobile Sales at American Honda, breaks down a major shift in strategy as the EV transition slows across the U.S. market. While early momentum was driven by government incentives and aggressive timelines, changing consumer demand and infrastructure gaps are forcing automakers to rethink their approach.

This conversation goes beyond headlines to explain why Honda is doubling down on hybrids and value-driven vehicles instead of rushing further into EV expansion. From affordability pressures to regional demand differences, the focus is shifting toward flexibility—meeting customers where they are, not where the industry expected them to be.

Woelfer makes a clear case: the future isn’t one-size-fits-all. With EV adoption still in the single digits, dealers need the right mix of hybrid, gas, and electric options to serve their markets effectively. This is a practical look at how product strategy, pricing, and consumer behavior are reshaping the next phase of automotive retail.

Timestamped Takeaways

0:00 Intro

0:20 Lance Woelfer’s Role at American Honda

1:00 The Current State of EV Strategy

2:00 Why Honda Shifted Away from Certain EV Plans

3:10 The Impact of Government Incentives and Infrastructure

4:20 Why Consumer Demand Isn’t Matching EV Supply

5:30 The Role of the Prologue in Honda’s Lineup

6:40 What Happens After the EV Lease Cycle Ends

7:50 Hybrid Vehicles as the Bridge to the Future

9:00 Global vs U.S. EV Strategy Differences

10:10 EV Adoption Rates and Market Reality

11:20 Living with Past Industry Decisions

12:20 What Dealers Are Asking For: Affordability

13:30 Balancing Hybrid and Gas Production

14:40 Why Regional Demand Shapes Inventory

15:50 The Importance of Flexibility in Product Mix

17:00 The Honda “Base Station” Concept Explained

18:20 Expanding Customer Experience Beyond the Vehicle

19:30 Final Thoughts on Consumer-Centric Strategy

Connect with Lance Woelfer at https://www.linkedin.com/in/lance-woelfer-62a6a861/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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At the NY Auto Forum, Liza Borches, President of Carter Myers Automotive, breaks down a growing disconnect in the service lane. Despite years of innovation and record service growth, only a fraction of customers are receiving basic transparency tools like video multipoint inspections. The result: a widening gap between what customers expect—and what dealers consistently deliver.

This conversation moves beyond surface-level service tactics to address a deeper issue. As direct-to-consumer models and global competitors continue to evolve, dealers can no longer rely on being “essential”—they must prove their value every day through experience, trust, and consistency. Borches highlights a critical mindset shift: the best time to innovate isn’t when business slows down—it’s when things are working.

Borches makes a clear case: the future of the franchise model depends on how well dealers fight for the customer in their own communities. From leveraging real-time customer feedback to investing in service transparency and local relationships, this is a ground-level look at how dealers can build long-term loyalty—and why waiting to adapt may come at a cost.

Connect with Liza Borches at https://www.linkedin.com/in/lizaborches/

Learn more about the Carter Myers Automotive Group at https://cartermyersautomotive.com/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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At the NY Auto Forum, Alan Cooper shares a deeply personal perspective on an often-overlooked reality in the automotive industry—mental health. After decades in retail and leadership, Cooper opens up about his own battle with depression and the hidden toll of an industry that demands resilience but rarely creates space for vulnerability.

This conversation goes beyond surface-level discussion to address a hard truth: behind the performance, pressure, and long hours, many in the industry are struggling in silence. From the stigma around opening up to the real consequences seen across colleagues and teams, Cooper highlights the urgent need for change.

Cooper makes a clear case: it’s time for the industry to normalize these conversations. Through his initiative, Men in Automotive, the goal isn’t exclusivity—it’s creating a safe space for people to talk, connect, and support one another. This is a raw look at the human side of automotive—and why building stronger people is just as important as building stronger businesses.

Connect with Allan Cooper at https://www.linkedin.com/in/allancooper/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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At the NY Auto Forum, Stewart Stropp, VP of Customer Success at J.D. Power, breaks down how service is becoming one of the most critical drivers of customer retention and long-term profitability for dealers. As consumer expectations evolve, transparency, convenience, and communication are no longer differentiators—they’re becoming baseline requirements.

This conversation goes beyond surface-level service tactics to highlight what the latest data is actually showing. From the growing demand for photo and video updates to the rise of mobile service expectations shaped by Tesla and Rivian, the gap between what customers want and what dealers deliver is still significant. That gap represents both a risk—and a major opportunity.

Stropp makes a clear case: service is no longer just operational—it’s strategic. With one in four customers servicing outside their selling dealer and retention increasing significantly after just a few visits, the service lane has become a powerful lever for growth. This is a data-driven look at how dealers can turn service into a competitive advantage in a rapidly changing market.

Connect with Stewart Stropp at https://www.linkedin.com/in/stewartstropp/

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At the NY Auto Forum, Steve Greenfield, CEO of Automotive Ventures, breaks down how dealers need to rethink their business for the next 5–10 years. While most operators are stuck managing a 30-day cycle, the real challenge is building long-term resilience in a market shaped by AI, affordability pressure, and global disruption.

This conversation moves beyond short-term tactics to focus on structural change. From rising cost pressures to shrinking margins, Greenfield argues that profitability—not just sales—is the key to survival. With nearly half of dealership costs tied to labor, emerging AI tools present a massive opportunity to drive efficiency, improve customer experience, and unlock new margins

Greenfield makes a clear case: the future dealership will look fundamentally different. From AI-powered operations to frictionless buying experiences, the winners will be the ones who adapt early. This is a forward-looking view of how technology, consumer behavior, and operational strategy are converging—and what dealers must do now to stay competitive.

Connect with Steve Greenfield at https://www.linkedin.com/in/stevegreenfield416/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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At the New York Auto Show, Mark Schienberg, President of the show, breaks down what it actually takes to bring one of the largest automotive events in the world to life. With nearly 2,800 workers, millions of pounds of equipment, and just days to execute, the scale is massive—but the bigger story is what these events represent in a post-COVID, increasingly digital industry.

As manufacturers doubled down on digital during the pandemic, many questioned whether auto shows still had a role. This conversation goes beyond surface-level assumptions to reveal why in-person experiences are not only relevant—but essential. From hands-on product discovery to real-time consumer insights, auto shows create a unique environment where dealers, OEMs, and buyers converge without the pressure of a transaction.

Mark Schienberg makes a clear case: you can’t replicate the emotional connection of sitting in a vehicle through a screen. With 40% of attendees actively in-market, the show floor becomes a powerful driver of demand, not just awareness. This is a ground-level look at how consumer behavior is reshaping automotive retail—and why physical experiences are making a strong comeback.

Timestamped Takeaways

0:00 Intro

0:15 The Scale of Building the NY Auto Show

1:05 Attendance Expectations and Public Opening

1:50 Why This Could Be the Biggest Show Since COVID

2:40 The Return of In-Person Experiences

3:30 What Makes the NY Auto Show Unique

4:20 Expanding Beyond Cars: Safety and Industry Conversations

5:30 Bridging Dealers, OEMs, and Consumers

6:40 The Role of Auto Shows in the Buying Journey

7:50 40% of Attendees Are In-Market Buyers

9:00 Why No Salespeople Are Allowed on the Floor

10:10 Creating Demand vs. Forcing Sales

11:10 Manufacturer Strategy: Digital vs Physical

12:20 Why Physical Experience Still Wins

13:20 The Rebound of Auto Shows

14:10 Final Thoughts on Industry Impact

Connect with Mark Schienberg at https://www.linkedin.com/in/mark-schienberg-6756ba/

Learn more about the Greater NY Automobile Dealers Association at https://www.gnyada.com/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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2. ASOTU CON Sessions

At the NY Auto Forum, Senator Bernie Moreno lays out a blunt, high-stakes reality facing the U.S. auto industry. With China’s massive overcapacity, government-backed subsidies, and global expansion strategy, the threat isn’t theoretical—it’s structural. Moreno argues that without decisive action, the Western auto industry risks being undercut at scale, with long-term consequences for jobs, innovation, and economic stability.

This conversation goes beyond policy headlines to unpack what’s already changed—from the removal of EV subsidies and emissions fragmentation to new legislative efforts aimed at blocking Chinese vehicles from entering the U.S. market entirely. Moreno makes a clear case: protecting the industry isn’t about protectionism, it’s about survival in the face of a system designed to dominate globally. On the retail side, the discussion shifts to dealer accountability, FTC enforcement, and why cleaning up the last 5% of bad actors may be critical to preserving consumer trust.

It’s a direct look at the forces reshaping the auto industry—from global trade battles to showroom-level transparency—and what needs to happen next.

Timestamped Takeaways

0:00 Intro

0:18 Reflecting on Major Industry Wins (EV mandates, CARB changes)

1:20 The $100B Cost and Missed Innovation Opportunity

2:10 China’s Overcapacity and Global Strategy

3:25 Why the U.S. Must Block Chinese Vehicles

5:10 Economic Stakes: Jobs, GDP, and Industry Survival

6:30 Canada, Mexico, and Global Trade Tensions

8:05 The Push for Western Market Alignment

9:20 Refocusing on Affordability and Innovation

10:15 FTC Enforcement and Dealer Transparency

11:40 Cleaning Up the “Final 5%” of Dealers

13:10 Why Bad Pricing Practices Destroy Trust

14:30 Competing on Customer Experience, Not Deception

15:40 Final Thoughts on Mindset, Leadership, and Longevity

Connect with Senator Bernie Moreno at https://www.linkedin.com/in/bernie-moreno-4251884/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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At the NY Auto Forum, John Bozzella, CEO of the Alliance for Automotive Innovation, breaks down one of the most critical moments facing the global auto industry. With rising geopolitical tension, China’s growing dominance, and shifting retail dynamics, the stakes for U.S. dealers and OEMs have never been higher. This conversation goes beyond headlines to unpack what “fair competition” actually means—and why it’s not the current reality.

Bozzella makes a clear case: the franchise model only works if the industry stays aligned. From Tesla’s early disruption to today’s policy debates and global overcapacity concerns, the conversation highlights a hard truth—dealers and OEMs must compete together or risk losing the customer entirely. This is a front-line look at the structural forces reshaping automotive retail and what leaders must do now to stay competitive.

Timestamped Takeaways

0:00 Intro

0:20 Why U.S.–China Talks Matter for Auto

1:05 The Auto Industry’s Role in U.S. GDP

1:50 The Problem with “Unfair” Global Competition

3:05 China’s Overcapacity and Global Impact

4:10 Breakdown of Dealer Struggles in Global Markets

5:20 Why the Franchise Model Still Wins

6:35 The Tesla Effect and Policy Consequences

8:05 One System or No System at All

9:10 Why Alignment Between Dealers and OEMs Matters

10:15 Competing for the Modern Customer

11:20 Building a More Competitive Industry Together

Connect with John Bozzella at https://www.linkedin.com/in/john-bozzella/

Learn more about the Alliance for Automotive Innovation at https://www.autosinnovate.org/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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At the NY Auto Forum, Force Marketing CEO John Fitzpatrick breaks down the real forces shaping automotive retail right now—from tariffs and policy shifts to EV adoption and affordability pressures. With insights tied directly to Senator Moreno’s surprisingly accurate market predictions, this conversation challenges the “doom and gloom” narrative and reframes where dealers actually stand today.

Fitzpatrick dives into what’s actually working on the ground: transparency, consistent communication, and operational fundamentals that most high-performing dealers already execute well. He also unpacks the FTC’s latest enforcement stance, the opportunity in used EV inventory, and why AI isn’t about perfection—it’s about speed. For dealers navigating uncertainty, this is a grounded, operator-level look at what matters now and what’s coming next.

Timestamped Takeaways

0:00 Intro

0:18 Why This Moment Matters for Dealers

1:05 Senator Moreno’s Market Prediction Accuracy

2:10 Tariffs, Policy, and Dealer Sentiment Shift

3:05 Dealers at the Intersection of Economy and Consumer

4:12 FTC Enforcement and Advertising Transparency

6:02 The “Bad Actor” Narrative vs Reality

7:25 What Consumers Actually Respond To

8:40 Used EV Opportunity and Affordability Shift

10:05 Toyota’s Strategy Dealers Should Copy

11:15 Why Service Drives Repeat Purchases

12:05 AI as Speed, Not Perfection

13:20 The Future Impact of Decisions Made Today

Connect with John Fitzpatrick at https://www.linkedin.com/in/jwfitz/

Our coverage of the NY Auto Forum is brought to you Force Marketing. Learn more at https://www.forcemarketing.com/

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This episode was originally released on April 24, 2025.

In 2025, we joined up with Erroll Bomar III to bring the world the Unscripted podcast, live from the ASOTU CON floor. This was our first long-form conversation with him and the More Than Cars mindset that he has is on full display. Erroll will be back at ASOTU CON 2026, from May 12-14 in Hanover, MD. You can get tickets and learn more at https://www.asotucon.com/

For Erroll Bomar III, selling cars is just the surface—his real drive is inspiring lasting change, one relationship at a time.

In this episode of Auto Collabs, we’re joined by the magnetic Erroll Bomar III—Ford product specialist, NADA Live Stage veteran, and founder of The Change 365. Known for his presence at auto shows and his encyclopedic knowledge of vehicles, Erroll unpacks his journey from early car sales to national events, sharing how relationship-driven selling laid the foundation for his career. His automotive chops are impressive, but what really shines through is his genuine care for people and his belief that emotional connection beats transactional business every time.

The conversation shifts gears to something even deeper: the difference between motivation and inspiration. Erroll drops wisdom about helping people change not just their minds, but their lives—one day at a time. His nonprofit work with The Change365 shows how he's using that ethos to impact men’s physical and mental health. From subtle Ford hacks (hello, nine-volt battery trick) to the reality of loneliness in our digital age, this episode is part car talk, part soul talk—and fully inspiring. Yes, part two is already in the works.

0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

6:08 -Relationship-Driven Roots: Erroll details his start in automotive, selling cars commission-only and learning the power of customer relationships before social media changed the game.

10:25 - From Spokesmodel to Specialist: He walks through the evolution of auto show roles and why deep product knowledge has become non-negotiable for today’s consumers.

11:18 - The 9-Volt Hack: Learn the little-known Ford feature that could unlock your vehicle in a pinch—and why these niche facts matter to brand loyalty.

18:21 - The Change365 and the Power of Inspiration: Erroll explains why he champions inspiration over motivation and how his nonprofit helps men take control of their wellness year-round.

26:33 - It's All About Connection: Whether at an auto show or a dealership, Erroll's mission is to ensure people feel seen, heard, and cared for—because that’s what makes the biggest impact.

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A candid, hosts-only conversation about the mindset shift quietly transforming the automotive industry from the inside out.

Somewhere between a conversation and a checkpoint, Paul J Daly, Kyle Mountsier, and Michael Cirillo zoom out on what “More Than Cars” actually means when you’re living it day to day. From dealership floors to global conversations, they unpack how a simple mindset shift is helping people see beyond transactions and into impact.

What unfolds is a raw, honest look at the tension between short-term wins and long-term legacy. They talk about the weight of leadership, the reality of bad actors still succeeding, and why choosing the human path is harder, but ultimately more sustainable. This isn’t just about selling cars, it’s about building something that lasts and realizing that the real work has always been about people.

Key Takeaways

0:00 “What You’re Doing Isn’t Actually What You’re Doing”—The Mindset Shift Most People Miss

0:53 The Photo That Proves This Industry Changes Lives (If You Let It)

2:35 You’re Missing Opportunities Because You’re Only Looking at What’s in Front of You

3:30 The Piano Metaphor That Explains How Real Collaboration Actually Works

4:23 “Own Your Line, Know the Map”

6:14 More Than Cars as a Personal Mantra, Not Just a Business Strategy

8:00 Why Ignoring the Human Side Is Quietly Killing Performance

9:05 The Uncomfortable Truth: Bad Actors Are Still Winning (For Now)

11:12 The Real Test of Leadership: Choosing the Long Game When Shortcuts Work

13:00 “A Funeral Full of People”

15:44 The Industry Is Finally Opening Up, And It’s Happening Faster Than You Think

16:58 From Competition to Collaboration in 5 Years

18:13 Why This Industry Might Be the Only Place Where All of This Coexists

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Behind every dealership is an unseen battle over regulation, competition, and control—and the next few years may decide who really owns the future of the automotive industry.

Ted Smith has spent his career in the engine room of the automotive industry—working inside associations that quietly shape how cars are sold, serviced, and protected across America. As President of the Florida Automobile Dealers Association and incoming Chair of Automotive Trade Association Executives, Ted sits at the intersection of policy, retail, and the future of mobility. His job? Help thousands of dealers navigate an industry that’s evolving faster than ever before.

In this conversation, Ted breaks down the massive forces reshaping automotive retail—from Chinese automakers and direct-to-consumer sales models to Amazon entering the vehicle marketplace. He explains why associations exist in the first place, why the franchise dealer system continues to survive every disruption thrown at it, and why the real battle for the industry might not be what most people think. The message is clear: the future of automotive retail won’t be decided by technology alone—it will be decided by who protects the ecosystem that keeps customers, dealers, and manufacturers working together.

Timestamped Takeaways:

00:00 Why Automotive Leaders “Drive Using the Rear-View Mirror”

02:02 The Responsibility of Trade Associations

05:06 Dealerships Are Complex Empires

10:11 The Scout Controvers

12:21 Why the Franchise Dealer System Still Works

15:32 Why Local Dealers Matter After the Sale

19:57 Amazon Entering the Car Market

22:10 China’s Strategy in the Global Auto Market

23:20 Why Dealers Might Actually Want Chinese Vehicles

24:41 The Hidden Risk of Foreign OEMs

26:47 How Chinese Vehicles Could Enter the U.S. Through Canada

29:35 Why Curiosity Beats Control in a Changing Industry

Connect with Ted Smith at https://www.linkedin.com/in/ted-smith-9ab26632/

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If service drives sales, why are dealers letting their best customers slip through the cracks?

Shane Wilson, President of Connected Dealer Services, joins Auto Collabs with a bold claim: dealers don’t have a pricing problem in service—they have a trust and communication problem. While most consumers believe dealerships cost more, the data tells a different story. In fact, independent shops are often $10–$15 higher per repair. And here’s the stat that should stop every operator in their tracks: 74% of customers who service at a dealership are more likely to buy their next vehicle there. The issue? Retention is dropping fast.

In this conversation, Shane breaks down why “old playbooks don’t win new games,” how dealers are unknowingly leaking customers after year one, and what it really takes to build a moat around your service drive. From mobile app strategy to real-time odometer data to creating an Amazon-like ownership experience, this episode is a masterclass in customer lifetime value and how service is the flywheel that powers the entire dealership.

Key Takeaways

00:00 – Dealers Aren’t More Expensive… So Why Do Customers Think They Are?

03:55 – 74% of Serviced Customers Are More Likely to Buy Again

04:46 – Retention Is Falling Fast—and Year Two Is the Danger Zone

06:18 – Independent Shops Are Winning the Marketing War

07:13 – Perception Is Reality (Even When the Data Says Otherwise)

11:39 – The Moat Strategy: Own the Relationship Before Someone Else Does

12:03 – From Lot Management Tool to $40M Profit Engine

14:36 – Push Notifications Outperform Email and SMS—Here’s Why

16:31 – Technology Alone Won’t Save You—Humans Still Matter

17:32 – Real-Time Odometer Data: The Hidden Retention Weapon

20:24 – Remove the Friction, Remove the Worry

22:55 – Stop Leaving Retention to Chance

Connect with Shane Wilson at https://www.linkedin.com/in/shanebwilson/

Learn more about CarRx at https://www.carrx.com/

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Third-gen dealer leader Emily Marlow Beck breaks down why humility is a competitive advantage, how to become “essential” to customers, and how to lead through AI-era uncertainty without losing your heart.

Emily Marlow Beck didn’t expect to be recognized—especially not as a TIME Dealer of the Year nominee. She runs a three-store group, not a mega-empire, and her first reaction was basically: “Oh… me?” But as the conversation unfolds, it’s clear why her name landed in that room: she leads with the kind of grounded, roll-up-your-sleeves mindset that’s rare in any industry—and even rarer when you’re a third-generation dealer who chose to lean in instead of opt out.

We get the backstory too: law school, a brutal offer rescinded right before the bar exam, and the pivot into dealer law before she returned home in 2010 to build roots with her dad and raise her family near the business. From cleaning the technician bathroom as a teenager (yes, really) to becoming an “innovative problem solver” for time-starved customers, Emily makes one idea painfully clear: culture isn’t a poster—it’s whether people see you in the dirt with them.

Timestamped Takeaways

0:00 — Why Starting Is So Hard (And Why It Matters Anyway)

0:33 — “Oh… Me?” The Surprising Reality of Being Nominated for TIME Dealer of the Year

3:35 — The Third-Generation Dealer “Curse” (And Why She Ignored the Warnings)

4:17 — The Devastating Call Before the Bar Exam

5:04 — “If You Think You’re Too Good for This Work…”

8:01 — Leadership Is Servanthood (Not Status)

11:17 — Showing Up Every Day Is the Real Competitive Advantage

14:25 — Why Leaders Have to Get Their Hands Dirty

15:04 — Becoming “Essential” to Your Customers

18:12 — Uncertainty Is in Our DNA

20:24 — Getting Comfortable Being Uncomfortable

21:12 — The 2026 Focus: Efficiency Through Better Communication

Connect with Emily Marlow Beck at https://www.linkedin.com/in/emily-marlow-beck-6859849/

Learn more about her dealership group at https://marlowautogroup.com/

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This episode originally released on April 4, 2024.

Will Guidara has never told this story before.

He’s now world-famous, a New York Times bestseller, and has appeared on talk shows, stages and podcasts. But this is the first time he shares how he and Simon Sinek met and connected, ultimately leading to Simon asking him to write a book, ‘Unreasonable Hospitality.’

He opens up about his belief that anyone, in any profession, can choose to be part of the hospitality industry by prioritizing people with the same zeal often reserved for products. His book serves as a testament to this philosophy, emphasizing the power of prioritizing relationships and the human moments that weave through our professional endeavors.

Will is a maestro in the art of making people feel valued beyond the transaction, and applies this to the automotive industry. 🌟 "Every car tells a chapter of your life story," Will muses, highlighting the profound connections between milestones and the vehicles we choose to mark them.

In essence, this interview is not just about the cross-pollination of ideas between industries but a clarion call to infuse our work with humanity, creativity, and, most importantly, unreasonable hospitality. Will Guidara masterfully reminds us that at the heart of every transaction, every service, lies the unparalleled power of making people feel truly seen and valued.

0:00 - Introduction to Will Guidara and the Essence of "Unreasonable Hospitality"

0:23 - Will's Philosophy: Making Hospitality a Universal Industry

1:33 - The Significance of Investing in Relationships Over Moments

3:18 - Embracing People Over Product: Will's Mantra for Success

9:25 - The Story Behind Will's Connection with Simon Sinek

22:24 - Challenging Traditional Rules and Empowering Creativity in Hospitality

34:37 - Opportunities for Hospitality in the Automotive Industry: Celebrating Life's Moments

Will Guidara built Eleven Madison Park into The #1 Restaurant in the World and is the Bestselling Author of ‘Unreasonable Hospitality’

https://www.linkedin.com/in/willguidara/

https://www.unreasonablehospitality.com/

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Bob George breaks down why AI won’t save automotive retail—unless the data underneath it is rock solid.

Before Dealer.com became a household name in automotive tech, Bob George was employee number ~80, learning in real time how to scale a company that would eventually grow to more than 1,100 people in Burlington alone. In this episode, Bob shares what hypergrowth actually feels like from the inside—spoiler: even the founders were figuring it out as they went. We talk leadership humility, scaling urgency across teams without burning them out, and why the best leaders don’t pretend to have all the answers.

Now as VP of Product Management at iPacket, Bob is focused on a different kind of scale: data integrity. As AI tools flood the industry promising transformation, he argues that most solutions are only as good as the “regular-i” beneath them—the foundational, structured vehicle data pulled directly from OEM window stickers. The result? Dealers unknowingly leaving thousands of dollars on the table by mispricing vehicles, misrepresenting features, or relying on flawed data inputs. This conversation challenges assumptions about AI, transparency, and what consumers really want when they buy a car: confidence they chose the right vehicle—and got a fair deal.

Timestamped Takeaways

00:00 The Truth About Hypergrowth — “We Were All Learning Together”

03:45 Leaders Don’t Have a Playbook — Why Humility Scales Faster Than Ego

07:16 How to Scale Urgency Without Burning Out Your Team

08:25 Order Takers vs. Critical Thinkers — The Bottleneck Most Leaders Create

13:12 AI Is Only as Smart as the Data Beneath It

15:20 The Two Questions Every Car Buyer Is Secretly Asking

17:28 The $5,000 Pricing Mistake Dealers Don’t Know They’re Making

19:39 How One Missing Vehicle Feature Can Cost You Trust (and Gross)

20:48 Agentic Commerce Is Coming — Is Your Inventory Structurally Ready?

21:22 The Compliance Problem Hiding in Plain Sight on Dealer Websites

23:00 Technology Doesn’t Replace Dealers — It Exposes Weak Foundations

25:36 Is There Even Such a Thing as “New” Knowledge Anymore?

Connect with Bob George at https://www.linkedin.com/in/georgebob/

Learn more about iPacket at https://www.ipacket.us/

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Managing 76 dealerships and 11% of Toyota’s U.S. sales isn’t about control—it’s about trust, care, and showing up better every day.

Marcus Williams oversees Toyota’s Los Angeles Region—76 dealerships across Southern California representing 11% of Toyota’s total U.S. sales. That scale brings constant pressure, but Marcus’s approach stays remarkably grounded. His focus centers on leadership development, operational alignment, and making sure dealers are equipped to take care of guests across the entire ownership journey.

In this conversation, Marcus opens up about how Toyota thinks about affordability at the factory level, why captive finance and residual values matter more than most people realize, and how AI is already reshaping service and customer communication. He also shares his leadership philosophy rooted in Kaizen, care, and trust—and why consistent human connection still outperforms any tool or process when it comes to long-term success in automotive retail.

Timestamped Takeaways

0:00 Starting at Toyota’s 1-800 Line Changed How Marcus Leads

2:22 Why One Toyota Region Controls 11% of U.S. Sales

5:30 The Daily Conversations OEMs and Dealers Are Actually Having

6:57 Expanding the Dealer’s Role Beyond Selling the Car

9:04 Who Really Owns the Customer Relationship

9:56 How Toyota Builds Vehicles With Affordability in Mind

11:12 Why Toyota Is Investing in Its Own Battery Production

12:21 Using Residuals and Rates to Keep Payments Manageable

13:51 Care and Trust as the Foundation of Leadership

15:42 What It’s Like Managing 76 Dealerships at Once

17:01 How Dealers Should Be Using AI Right Now

19:46 What Makes a Speech Connect With People

Connect with Marcus Williams at https://www.linkedin.com/in/marcus-williams-b3a1175/

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Paul J Daly and Kyle Mountsier sit down with Alex Kwanten, Managing Editor of U.S. News Autos, to unpack what “affordable” really means in today’s car market. Fresh off presenting U.S. News’ annual Best Cars for the Money awards, Kwanten explains how affordability goes far beyond sticker price—factoring in transaction prices, insurance, fuel, maintenance, and long-term ownership costs that most shoppers overlook.

Drawing on deep experience covering both the media and retail sides of the industry, Kwanten shares which vehicles truly deliver value, why hybrids are exploding in relevance, and how buyers can lower monthly expenses without sacrificing quality. From the Kia Niro’s standout value to the surprising affordability of the Chevy Equinox EV—and the hidden insurance costs of premium EVs—this episode offers a grounded, data-backed look at how consumers can actually win in a market that still feels intimidating.

Timestamped Takeaways

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:36 – Why Affordability Means More Than Sticker Price

1:10 – How U.S. News Calculates “Best Cars for the Money”

1:49 – What Really Drives Long-Term Cost of Ownership

2:10 – Service, Insurance, and Fuel Are the Big Three

3:13 – Why the Awards Expanded to More Hybrid Categories

3:53 – The Kia Niro: One of the Best Values in the Market

4:58 – Why Hybrids Can Lower Monthly Costs Over Time

5:35 – When EVs Are Actually the Cheapest Option

6:40 – How Where You Live Changes EV Economics

7:45 – The Chevy Equinox EV Surprise

8:49 – Why Teslas Are So Expensive to Insure

9:51 – Technology, Repairs, and Insurance Risk

Connect with Alex Kwanten at https://www.linkedin.com/in/alexkwanten/

See all the Winners of the Best Cars For the Money Awards: https://cars.usnews.com/cars-trucks/best-cars-for-the-money

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Paul J Daly and Kyle Mountsier sit down with Brian Skalovsky, Director of Battery Recycling at Cox Automotive, to unpack one of the least understood—but most critical—parts of the EV conversation: what actually happens to batteries after they leave the vehicle. Skalovsky explains why battery service speed is one of the biggest barriers to EV adoption, how Cox’s EV Battery Solutions division can turn three-week repair nightmares into 48-hour turnarounds, and why keeping EV owners in their vehicles is essential for long-term brand trust.

The conversation goes deep into battery longevity, recycling, and the emerging circular economy behind EVs. Skalovsky breaks down how battery packs are repaired, repurposed, or recycled into “black mass,” how recycled materials can feed directly back into new battery production, and why the U.S. still lacks enough domestic processing capacity. From fleet electrification to shifting battery chemistries and the real risks of second-life energy storage systems, this episode delivers a grounded, inside look at how EV sustainability actually works—beyond the headlines.

Timestamped Takeaways

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:34 – What a Director of Battery Recycling Actually Does

0:50 – Why Fast Battery Repair Is Critical to EV Adoption

1:43 – The Service Experience That Pushes EV Owners Away

2:26 – How Long EV Batteries Really Last

2:47 – Why Battery Technology Keeps Getting Better

3:53 – How EV Batteries Are Broken Into Three Paths

4:19 – Why Recycling Capacity Can’t Keep Up Yet

5:12 – Fleet Electrification and Why It Works So Well

5:38 – How Battery Chemistry Is Changing

6:34 – Solid-State Batteries and the Long-Term Horizon

6:59 – Second-Life Batteries and the Insurance Problem

8:11 – Why Recycling Back Into Batteries Is the End Goal

Connect with Brian Skalovsky at https://www.linkedin.com/in/brian-skalovsky-6aa8a5354/

Learn more about Cox Automotive's EV Battery Recycling at https://www.coxautoinc.com/ev-battery-solutions/

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Kyle Mountsier and Paul J Daly sit down with Drew Ferguson, Head of the Office of Policy and Government Affairs at Hyundai Motor Group, to unpack how automakers navigate uncertainty without losing focus. As policy shifts, geopolitical pressure builds, and affordability dominates the conversation, Ferguson explains why Hyundai, Kia, and Genesis have stayed steady—by doubling down on value, innovation, and long-term investment in the U.S. market.

Drawing on his experience as a former member of Congress, Ferguson offers a rare inside look at how automotive policy actually gets made—and why education matters more than lobbying theatrics. He breaks down how government affairs can advocate for consumers by helping lawmakers understand the real-world impact of regulation on choice, pricing, and the entire automotive ecosystem. From affordable innovation like the Hyundai Ioniq lineup to the $1.5 trillion economic footprint of the auto industry, the message is clear: when policy ignores the consumer, the ripple effects hit everyone—from factory floors to dealership showrooms.

Timestamped Takeaways

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:11 – How This Quarter Exposed the State of the Auto Industry

0:50 – Why Hyundai Hasn’t Lost Focus Despite Policy Shifts

1:37 – What Hyundai’s Value Leadership Says About the Market

1:58 – Meeting Customers Where They Are Through Innovation

2:51 – What Government Affairs Really Does for Consumers

3:22 – Why Most Policymakers Don’t Understand Auto Manufacturing

4:01 – How Policy Decisions Ripple Through the Entire Economy

5:34 – Why Education Is the Real Purpose of Policy Day

6:00 – The Auto Industry’s $1.5 Trillion Economic Impact

6:40 – Why Consumer Choice Must Stay at the Center of Policy

7:13 – How One Policy Decision Sends Shockwaves Everywhere

Connect with Drew Ferguson: https://www.linkedin.com/in/hon-drew-ferguson/

Learn more about Hyundai's North American Manufacturing: https://www.hyundaiusa.com/us/en/why-hyundai/hyundai-in-america

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Paul J Daly and Kyle Mountsier sit down with Erin Keating, Executive Analyst at Cox Automotive, to challenge one of the most repeated headlines in the industry: the $50,000 new car. Keating breaks down why average transaction price is often misunderstood, how it reflects buying behavior rather than availability, and why affordability isn’t as broken as many believe. With data from Kelley Blue Book and Cox Automotive, she explains what’s actually happening on dealer lots—and why there are still plenty of vehicles under $35,000 moving at scale.

The conversation goes deeper into the downstream effects of affordability on the used market, including a major shift that’s just beginning: used EVs as the next affordable alternative. Keating explains why battery degradation fears haven’t materialized, how data from Manheim auctions is changing consumer confidence, and why dealers who invested early in EV education are now ahead of the curve. While consumer sentiment remains cautious, the data tells a calmer story—one where choice still exists, technology is improving, and the sky isn’t falling if you know how to read the numbers.

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:47 – Why the $50,000 Average Price Is Misunderstood

1:52 – Average Transaction Price vs What’s Actually on Dealer Lots

2:18 – Why Affordable Vehicles Are Still Selling at Scale

3:05 – How Affordability Is Changing Used-Car Buying Behavior

3:33 – Used Vehicle Supply Is Finally Starting to Recover

4:10 – Why Used EVs May Become the Next Affordable Option

4:58 – Dealers Who Leaned Into EVs Are Now Ahead

5:35 – Why Consumer Sentiment Feels Worse Than Reality

6:08 – Battery Degradation Fears Didn’t Come True

6:35 – What EV Battery Health Data Is Actually Showing

7:19 – Why EVs Are Just Another Powertrain Now

Connect with Erin Keating at https://www.linkedin.com/in/erinfkeating/

Learn more about Cox Auto at https://www.coxautoinc.com/

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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As auto loans stretch longer and negative equity piles up, one former prosecutor explains why transparency—not pressure—might be the most profitable move dealers can make.

Robert Steenbergh didn’t come up through the showroom—he came from the courtroom. After years as a prosecutor and later representing dealers as an attorney, Robert saw both sides of the auto industry’s biggest tension point: compliance versus profitability. What surprised him most wasn’t dealer intent, but how over-regulation, fear-based selling, and rushed F&I processes quietly eroded trust with customers.

In this conversation, Robert breaks down why today’s affordability crisis isn’t just about higher prices—it’s about longer loan terms, growing negative equity, and decisions that feel “possible” today but hurt both dealers and customers tomorrow. From bi-weekly payment acceleration to why fully compliant dealers actually see higher penetration, this episode challenges some of the most common assumptions in modern F&I—and offers a practical path forward that benefits everyone in the deal.

Timestamped Takeaways

00:00 – You Were There, But You Weren’t There

01:44 – From Prosecutor to the Car Business

03:26 – Why Compliance Feels Impossible for Dealers

04:10 – Transparency Is More Profitable Than Fear-Based Selling

05:56 – Training, Tracking, and Firing to Protect Trust

06:45 – Customers Don’t Say No Because of Information

08:06 – Why F&I Feels Like a Timeshare Experience

10:07 – The Case for Putting F&I Education on Dealer Websites

12:18 – The Real Risk of 84- and 96-Month Auto Loans

13:38 – The $6,500 Negative Equity Wake-Up Call

14:00 – How Bi-Weekly Payments Accelerate Equity Without Pain

17:49 – Using AI to Design the Next Product, Not Just the Next Feature

18:49 – Turning Affordability Into a Retention Strategy

22:10 – Trust Isn’t a Buzzword—It’s a System

Connect with Robert Steenbergh, Esq. at https://www.linkedin.com/in/robertsteenbergh/

Learn more about AutoPayPlus at https://autopayplus.com/partners/

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Live from the Washington, DC Auto Show during Public Policy Day 2026, Paul J Daly and Kyle Mountsier sit down with Will Bright of SafeRide AI to unpack what autonomy really means—and what consumers actually want from it. After experiencing SafeRide’s technology firsthand in a Toyota Corolla, the conversation cuts through the hype around full self-driving and focuses on a simpler truth: people don’t want robot cars, they want safer and more convenient driving. Bright clearly explains the five levels of autonomy and why Level 2 driver assistance is where real, scalable impact happens today.

Drawing on his background as the founder of Drop.com, Bright explains how community-centered design—not tech obsession—led to SafeRide’s product strategy. Instead of building futuristic features for luxury vehicles, SafeRide brings advanced safety and driver-assist capabilities to everyday new and used cars through dealerships. The episode explores affordability, dealer adoption, insurance savings, and why reducing driver fatigue may be just as important as preventing accidents. The result is a grounded, practical vision for autonomy that meets consumers where they already are.

Timestamped Takeaways

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:28 – Experiencing SafeRide AI in a Real-World Drive

1:14 – The Five Levels of Autonomy Explained Simply

2:05 – Why the Line Between Level 2 and Level 3 Matters

2:35 – People Don’t Want Robot Cars, They Want Safer Driving

3:17 – Why 90% of Consumer Products Fail

4:10 – How Community-Centered Design Shaped SafeRide

5:30 – Safety and Convenience Beat Full Autonomy

6:31 – Who Will Adopt Driver Assist Technology the Fastest

7:23 – Bringing Level 2 Safety to Any New or Used Vehicle

8:40 – Why There Are No New Buttons or Learning Curves

9:30 – How Advanced Safety Can Lower Insurance Costs

Connect with Will Bright: https://www.linkedin.com/in/wbrght/

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Paul J Daly sits down with John Bozzella, CEO of the Alliance for Automotive Innovation, to unpack the rapidly shifting landscape of U.S. auto policy. With fuel economy rules under revision, autonomous technology advancing, and affordability under pressure, Bozzella shares what he’s most focused on ahead of an upcoming conversation with Secretary of Transportation Sean Duffy—and why the stakes for consumers, dealers, and manufacturers have never been higher.

The conversation expands into global competitiveness, with a sharp focus on China, tariffs, and the ripple effects of Canada opening its market to Chinese vehicles at dramatically lower rates. Bozzella offers context on why a “6% tariff” now sounds shockingly low, how this move could influence USMCA negotiations, and why election-year politics complicate long-term auto policy decisions. The episode closes with a look ahead to the NADA Show, where collaboration—not surprises—remains the guiding principle between policymakers, OEMs, and dealers.

Timestamped Takeaways:

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:34 – What John Bozzella Wants to Ask the Secretary of Transportation

1:20 – Fuel Economy Rules and Their Impact on Price and Choice

1:51 – What the Alliance’s Merge Conference Set in Motion

2:15 – Why Competitiveness Became the Core Auto Policy Theme

3:29 – Chinese Vehicles Enter Canada at Low Tariff Rates

3:57 – Why a 6% Tariff Now Sounds “Ridiculously Low”

4:35 – Is Canada Testing the Waters Ahead of USMCA Review?

5:30 – How This Could Affect U.S. Negotiating Leverage

5:50 – What Bozzella Focuses On at the NADA Show

6:20 – Coordinating With Dealers, OEMs, and State Associations

6:52 – Why Better Questions Lead to Better Auto Policy

Connect with John Bozzella: https://www.linkedin.com/in/john-bozzella/

Learn more about the Alliance for Automotive Innovation: https://www.autosinnovate.org/

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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At Public Policy Day 2026, Kyle Mountsier and Paul J Daly sit down with Jamie Darvish, owner of Darcars, to unpack the growing affordability crisis facing the automotive industry. With the average new car price now hovering around $50,000, Darvish delivers a sobering reality: roughly one-third of Americans are effectively locked out of the new car market. He explains why car shows still matter more than ever, how they spark real showroom traffic, and why dealers increasingly sit at the crossroads between OEM strategy, consumer reality, and public policy.

The conversation digs deep into the long-term consequences of lost new-car production during COVID, revealing a looming shortage that will hit the used-car market for years to come. Darvish challenges automakers and lawmakers alike—calling for simpler, more affordable vehicles and cautioning that well-intentioned safety mandates quietly inflate prices. Looking ahead to NADA, he shares why AI is his biggest focus, not as a buzzword, but as a way to finally deliver truly personalized, full-lifecycle customer communication—if the industry can secure the data and use it responsibly.

0:12 – Why Affordability Is the Auto Industry’s Biggest Threat

0:46 – Why Car Shows Still Drive Real Sales Traffic

1:52 – Seeing New Cars Triggers Buying Intent (Even If You’re Not Shopping)

2:59 – The $50,000 New Car Reality No One Wants to Admit

3:32 – Used Cars Became the Affordability Solution—But Supply Is Drying Up

4:07 – How COVID-Era Lost Sales Will Hurt the Market for Years

5:08 – The Next 36 Months Will Separate Prepared Dealers From the Rest

5:32 – OEMs Need to Build Simpler, Cheaper Cars Again

6:07 – How Safety Mandates Quietly Inflate Vehicle Prices

7:08 – Why Used-Car Inspection Standards Are Stuck in the Past

8:13 – Why AI Is the Biggest Focus Heading Into NADA

8:52 – AI’s Real Power: One Continuous Customer Relationship

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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Behind every car is a chain of decisions — made by lawmakers, regulators, and executives long before the vehicle hits the road.

Joe Koch from the Washington D.C. Auto Show joins us to unpack how politics, pricing, and technology collide to shape the future of driving. We talk affordability, electric innovation, and why the showroom experience still beats the online checkout.

0:00 Intro: A New Look at the D.C. Auto Show0:30 Where Cars and Policy Collide in Washington1:32 Inside the Power Room: Decision Makers and Industry Voices2:08 The $50,000 Wake-Up Call on Car Affordability2:46 Fuel, Safety & the Future of Regulation3:04 Why Auto Shows Still Matter in a Digital World3:52 The Truth About Buying Online vs. In Person4:21 Turning Browsers into Believers with Real Experiences5:01 The Cars That Steal the Spotlight This Year5:37 Beyond Luxury: The Return of Practical Cars6:28 The Spirit and Story Behind the Auto ShowConnect with Joe Koch Learn more about the 2026 Washington D.C. Auto Show: https://www.washingtonautoshow.com

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Jay Ku says the next wave of AI in automotive won’t win by automating people out—it’ll win by making average teams deliver a top-tier human experience every single time.

Jay’s path into automotive is the kind you don’t storyboard—he left home at 14, found cycling in New Hampshire, rode a bike across America at 17, turned pro while at Harvard, and eventually landed in auto through OEM work and his time leading at TrueCar. But the throughline isn’t prestige or titles—it’s obsession with human interaction: what people feel, what they carry into a dealership, and why trust is so hard to earn in a business that lives and dies on it.

In this conversation, Jay breaks down the two pain points he thinks quietly poison dealership growth: massive sales turnover and how anonymous digital leads feel the moment they hit a CRM. Then he shares what he’s building at Hey Greenlight—a pair of products designed to add context and confidence at the exact moment reps need it: Signal, which enriches leads with key insights, and Wingman, a real-time AI teleprompter built to help reps say the right thing (without stealing the human moment). The takeaway is simple—and spicy: AI isn’t the closer. The person is. The tech just helps them show up like a pro.

Timestamped Takeaways

0:00 — The unexpected confession that sets the tone

1:09 — “He gets it.” Why Jay Ku stands out in automotive

3:37 — The two dealership problems nobody has truly fixed

5:31 — Leaving home at 14: how adversity shaped his edge

7:23 — Riding across America at 17 changed how he reads people

9:26 — Why car dealerships are pillars of every community

12:01 — Cars aren’t transactions—they’re upward mobility

14:13 — Customers arrive armored. Here’s why trust is so hard

16:11 — AI skipped the human—and that’s the real mistake

20:36 — Signal + Wingman: AI built to support, not replace

24:06 — The confidence gap killing sales conversations

29:06 — The follow-up text that quietly loses the deal

31:23 — How AI can scale empathy without feeling fake

34:44 — The hidden cost of burning leads and turnover

35:16 — Why the future of dealerships is more human, not less

Connect with Jay Ku at https://www.linkedin.com/in/jayku/

Learn more about Hey Greenlight at https://www.heygreenlight.com/

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Since we'll be at Public Policy Day on January 21, we're releasing one of the best conversations we had at last year's event.

In this episode, we sit down with Senator Bernie Moreno of Ohio, a former car dealer turned policymaker, to discuss the future of the automotive industry and American manufacturing. Moreno shares his strong belief in the franchise model, highlighting how car dealers serve as a crucial link between automakers and consumers. He emphasizes the importance of listening to dealers who interact with customers daily, using Toyota as an example of a brand that successfully integrates dealer feedback. Moreno also discusses the significance of car ownership in American culture, calling it a symbol of freedom and opportunity.

As a senator, Moreno is committed to supporting policies that strengthen U.S. manufacturing and prevent automakers from moving production overseas. He delves into the long-term impact of manufacturing incentives, tariffs, and economic policies that affect workers, dealers, and consumers alike. With a deep passion for cars and a personal connection to the industry—his son is set to become a Mercedes dealer—Moreno is determined to be a strong advocate for the automotive sector in Washington.

Timestamped Takeaways:

0:00 – Intro

0:25 – The franchise model is crucial for the auto industry's success.

1:34 – Listening to dealers is key to understanding consumer demand.

2:39 – Car ownership represents freedom and independence in America.

3:37 – Manufacturing incentives can strengthen the middle class.

4:07 – Buying American-made cars supports jobs and local economies.

6:16 – Automakers should focus on producing what consumers actually want.

6:50 – Government policies should enable, not dictate, market demand.

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New episodes release Thursday.

This episode was originally released in August 2023, when we had the opportunity to interview the one and only Jesse Cole.

Just imagine having a dream so powerful that you'd risk everything, even mortgage your home and live on a shoestring budget to make it a reality.This episode's guest, Jesse Cole, owner of the Savannah Bananas, took that bold leap and is now reaping the rewards with a waitlist for tickets nearly hitting 900,000! Tune in to hear his inspiring journey of grit, determination, and a love for Banana Ball that overcame naysayers and doubts.But it's not all about baseball. Jesse's retail acumen shines as he shares the process of creating a memorable retail experience. Drawing inspiration from Walt Disney, he has managed to create an engaging and unique entertainment experience for all age groups.We tackle the importance of retail, how to smoothen out friction points, and eliminate frustrations to enhance customer experience. We also explore how his innovative thinking and transformative strategies can be applied to other industries like automotive retail. Get ready to be inspired, enlightened and challenged to rethink the way you approach your business and your dreams.

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New episodes every Thursday!This episode was originally released in July 2022.

Today we're throwing back to the very first episode of Auto Collabs, where our guest was a NYT Bestselling Author, the Co-Founder of Square, the Chairman of the St Louis Federal Reserve, and a Professional Glass Blower. That’s not all either. Jim McKelvey is one of the most purebred entrepreneurs we’ve ever met, and he’s here to help us tell ourselves the truth about innovation, entrepreneurship, and how to stack your laptop on laundry baskets for a zoom call.What we discuss with Jim McKelvey:

00:25 - Paul recounts how he was introduced to Jim’s book, “The Innovation Stack,” and how it completely changed his perspective on entrepreneurship. Jim offers a realistic and hope filled look at entrepreneurship by creating a space where it’s normal to fail often and learn from one’s mistakes — a stark contrast to the beaming “checklist” culture that has been perpetuated online. 

04:31 - Jim immediately disarms any nerves Paul, Kyle, and Michael might’ve had prior to the interview by joining from a remote cabin in Wisconsin. “Total disclosure, this is the bedroom ‘cuz it’s the quietest room in the house and I’ve got my laptop stacked on laundry baskets.” 

05:28 - Jim offers his thoughts about everything that’s happening inside the retail automobile industry from his vantage point as an “outsider.”“It’s really interesting. You’ve got some direct sales models that are breaking up dealerships, cars are lasting longer, so service is becoming a greater profit component than sales. The used car market is crazy. One of my friends runs Enterprise, so I get to hear about buying cars by the tens of thousands, and it’s nuts!”

08:40 - In addition to being the founder of Square, Jim is also involved deeply in the economist side of small businesses and the role they play in the economy. As the Chair of the St. Louis Federal Reserve, Jim has a unique vantage point into economic drivers and what possible impacts there may be across several industries, including automotive. He explains that automotive is a great leading indicator for the rest of the economy, albeit skewed by the last two years of the pandemic.“Does the chip shortage sort of mess up that indicator? If we could get the car, we’d buy the car, but we can’t get the car so we’re going to satisfy ourselves with something else.”

11:54 - Is it even possible to create a predictable business formula when the last two years have provided a skewed outlook on the market?“It's driving predictable business people. Crazy. Like if you're used to following a formula and that formula's been working for 25 years, the last thing you want is what we've just lived through. And we're what we're gonna go live through. Like, it's, it's just so much change. And what I talk about a lot in the book is that there's this mindset of the entrepreneur and it's not something that's pleasant.”

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Recorded live at the Alliance for Automotive Innovation's The Merge 2025, this episode features Drew Ferguson, Senior Vice President of Government Affairs for Hyundai, Kia, and Genesis, sharing a deeply personal view of what automotive investment really means for American communities. From his hometown of West Point, Georgia—once devastated by the collapse of textiles—to the arrival of Hyundai’s manufacturing footprint, Ferguson explains how advanced auto plants don’t just build vehicles, they rebuild towns.

The conversation spans the realities behind today’s headlines: tariffs, trade policy, EV incentives, immigration, and supply chain resilience. Ferguson makes the case that modern automotive manufacturing depends on long-term certainty, global expertise, and people working with people. He also closes with a clear message to dealers: quality wins, innovation is accelerating, and the brands he represents are committed to meeting consumers where they are—whether that’s ICE, EV, or something in between.

Timestamped Takeaways

0:00 Intro — Live at Merge 2025 with Drew Ferguson

0:17 From Georgia Roots to Washington Policy

0:43 When a Textile Town Lost Its Industry

1:10 How Hyundai Changed the Future of West Point, Georgia

1:54 What It Takes to Build a Modern Auto Plant from Scratch

2:37 Why Hyundai’s Georgia Facilities Matter Nationally

3:45 The True Job Impact of Advanced Manufacturing

4:03 Building a Regional Supply Chain Across the Southeast

4:32 Why Tariffs and Trade Dominate the Conversation Right Now

5:40 EV Incentives, Policy Swings, and Corporate Risk

6:31 Why Immigration Policy Matters to U.S. Manufacturing

7:34 A Message to Dealers Navigating Industry Uncertainty

8:27 Why Today’s Vehicles Are the Best Cars Ever Built

9:09 Loving Cars Again—Performance, Design, and Emotion

Connect with Drew Ferguson: https://www.linkedin.com/in/hon-drew-ferguson/

Learn more about Hyundai's North American Manufacturing: https://www.hyundaiusa.com/us/en/why-hyundai/hyundai-in-america

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1. Automotive State of the Union

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Recorded live at Merge 2025, this episode of Auto Collabs features Congresswoman Debbie Dingell of Michigan, a lifelong advocate for the auto industry and someone whose personal and professional history is deeply tied to it. From growing up with “Body by Fisher” in her blood to working more than three decades in and around automotive before Congress, Dingell makes a clear case for why the automobile remains a backbone of the American economy—and why that reality is often underestimated today.

The conversation spans culture, affordability, and global competition. Dingell reflects on how cars once defined identity and pop culture, why affordability now dominates consumer decisions, and how inconsistent policy has left automakers and retailers caught in the middle. She doesn’t shy away from the hard topics—EV whipsawing, competition with China, and the need for bipartisan certainty—arguing that without stability and intentional strategy, the U.S. risks falling behind in both economic and national security terms.

Timestamped Takeaways:

0:00 Intro — Live at Merge 2025 with Congresswoman Debbie Dingell

0:24 Why the Auto Industry Is the Backbone of the American Economy

0:53 Growing Up ‘Body by Fisher’—How Cars Shaped Her Career

1:45 Why People Don’t Love Cars the Same Way They Used To

2:12 When Cars Were Culture, Identity, and Personal Expression

3:21 Design, Style, and the Slow Return of Emotional Vehicles

4:11 Why Affordability Now Matters More Than Looks for Many Buyers

5:00 The Auto Industry as a Political Ping-Pong Ball

5:55 Competing With China Is an Economic and National Security Issue

6:04 The EV Whipsaw: From Mandates to Demonization

6:59 Why Uncertainty Is Crushing Investment and Confidence

7:57 What the Industry Needs Most Right Now: Certainty

8:27 Her First Car—and Why She Still Drives Both GM and Ford

Learn more about Debbie Dingell: https://debbiedingell.house.gov/contact/

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Recorded live at the Alliance for Automotive Innovation's the Merge 2025, this episode of Auto Collabs features Jason Hoff, CEO of Mercedes-Benz North America, sharing a clear look at where the brand is headed—and what that means for dealers. Hoff outlines the largest product launch cycle in Mercedes-Benz history, with nearly 40 models set to debut over the next three years, spanning both electric and internal combustion powertrains. His message is straightforward: customers want choice, and Mercedes intends to meet them where they are.

The conversation also dives into the brand’s shift toward software-defined vehicles, including the rollout of the new Mercedes-Benz Operating System, over-the-air updates, and a user experience now expected by premium buyers. Hoff closes with a direct message to dealers: growth is the goal, but it’s backed by product, planning, and long-term investment in the U.S. market—supported by local production in Tuscaloosa and Charleston.

Timestamped Takeaways

0:00 Intro — Live at Merge 2025 with Jason Hoff

0:39 The Largest Product Launch Cycle in Mercedes-Benz History

1:10 Why Choice Matters: EVs and ICE Side by Side

1:45 A First Look at What’s Coming Over the Next Three Years

2:20 Why the U.S. Market Is a Top Priority for Mercedes-Benz

2:55 Local Production and Building for American Customers

3:18 The Shift to Software-Defined Vehicles at Mercedes

3:40 Inside the New Mercedes-Benz Operating System

3:58 Why Over-the-Air Updates Are Now Table Stakes

4:22 What Dealers Should Focus on in the Next 12–24 Months

4:55 Growth, Conquest, and Confidence in the Brand

5:15 Why Mercedes Believes in the Long-Term Dealer Relationship

Connect with Jason Hoff: https://www.linkedin.com/in/jason-hoff-514053142/

Learn about Mercedes-Benz North America: https://group.mercedes-benz.com/company/north-america/

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Recorded live at the Alliance for Automotive Innovation's the Merge 2025, this episode features Michael Dunne, one of the most respected global analysts on the Chinese auto industry. From his vantage point tracking China for decades, Dunne delivers a blunt assessment: the biggest issue facing the auto industry today isn’t EVs, autonomy, or affordability—it’s China, at a scale most Americans still don’t fully see.

Dunne explains how Chinese automakers have gone from exporting one million vehicles to eight million in just five years, why 70% of those exports aren’t EVs, and how China is overwhelming markets across Europe, Asia, and the developing world. He warns that this moment is fundamentally different from Japan or Korea, calling it “15 Japans at once,” and argues that without coordination among allies, faster decision-making, and a complete rethink of cost, scale, and R&D, the U.S. risks falling behind faster than most leaders expect.

Timestamped Takeaways

0:00 Intro — Live at Merge 2025 with Michael Dunne

0:27 Why the Top Three Auto Issues All Start With China

0:48 America’s ‘Island of Ignorance’ Problem

1:51 From 1 Million to 8 Million Exports in Five Years

2:13 The Surprise: Most Chinese Exports Aren’t EVs

2:35 How China Adapts Powertrains Market by Market

3:14 “This Isn’t Japan or Korea—It’s 15 Japans at Once”

3:51 How China Moves Faster at Half the Cost

4:14 Why a Domestic Price War Is Fueling Global Expansion

5:17 The Industries China Already Dominates—and Why Auto Is Next

6:21 Why the U.S. Needs Allies to Compete at Scale

7:03 The Shock of China’s Rapid Takeover in Europe

7:56 Why Consumers Are Driving the Shift

8:31 Where to Follow Michael Dunne’s Work on China

Connect with Michael Dunne: https://www.linkedin.com/in/michael-dunne-a696901a/

Sign up for the Dunne Insights Newsletter: https://www.dunneinsights.com/

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Recorded live at Merge 2025, this episode of Auto Collabs features Jeff Walker, Chief Commercial Officer of SDVerse, unpacking one of the most important—but least understood—shifts happening inside modern vehicles: the move to truly software-defined architectures. Jeff explains why SDVerse was created by GM, Magna, and Wipro, and how the platform helps OEMs discover, evaluate, and scale software from startups and suppliers across the globe—without slowing innovation or inflating cost.

As vehicles move toward high-performance compute, zonal architectures, and exponentially more code, Jeff makes the case that affordability, speed, and competitiveness depend on reuse and scale—not rebuilding the same software over and over again. From competing with Chinese manufacturers to reducing vehicle cost through smarter design, collaboration, and faster decision-making, this conversation connects the dots between software, consumer experience, and the future economics of the auto industry.

Timestamped Takeaways

0:00 Intro — Live at Merge 2025 with Jeff Walker of SDVerse

0:35 What SDVerse Is—and Why It Was Created by GM, Magna, and Wipro

1:03 The Real Barrier Holding Back Automotive Software Innovation

1:38 Why Vehicle Software Still Feels Behind Consumer Technology

2:19 The Simple Features That Became Complex in New Vehicle Architectures

3:00 Software-Defined Vehicles Are More Complicated Than Most People Realize

4:17 From 50 Million to 800 Million Lines of Code—What’s Coming Next

5:06 How Legacy Automakers Can Compete with Chinese Speed and Flexibility

6:15 Why Software Scale Is Critical to Vehicle Affordability

7:59 The Cost Problem Hidden Inside Today’s Vehicle Development Model

9:01 What Industry Leaders Are Saying Behind Closed Doors at the GLC

10:59 Designing Cars More Frugally—Where Cost Can Actually Be Removed

12:17 Reuse, Commonality, and Letting Go of Reinventing Everything

13:32 What Jeff Hopes the Industry Looks Like 24 Months From Now

14:12 Why Policy Stability and Faster Decisions Matter More Than Ever

Connect with Jeff Walker: https://www.linkedin.com/in/jeffwalkercco/

Learn more about SDVerse: https://www.sdverse.auto/

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Recorded live at the Alliance for Automotive Innovation's The Merge 2025, this candid conversation with Senator Bernie Moreno offers a clear look at how quickly sentiment in the auto industry has shifted. Just eight months ago at the New York Auto Show, many in the room were worried about the direction of the market, from economic uncertainty to concerns over EV mandates. Moreno explains why those predictions didn’t play out, how easing regulatory pressure opened the door for more consumer choice, and why American-made production has risen from 51% to 57% in that short window. His message is straightforward: when the industry has room to adapt, it performs better for consumers and for U.S. jobs.

He also warns that the next wave of disruption—autonomous vehicles—could repeat the same mistakes made during the EV rush if the sector doesn’t apply disciplined guardrails. From data rights to AV safety to harmonizing global vehicle standards, Moreno lays out a pragmatic blueprint for the future. And in a moment every dealer will appreciate, he closes with a direct, heartfelt message to retailers on what truly matters most in navigating this historic era of opportunity.

Timestamped Takeaways:

0:00 Intro — A live conversation with Senator Bernie Moreno at Merge 2025

0:35 Why Panic Spread in New York—and Why It Never Matched Reality

0:48 How Ending EV Mandates Shifted the Market Back to Consumer Choice

1:03 The Quiet Story No One Expected: A Jump to 57% American-Made Vehicles

1:20 Why This Became One of the Most Stable Years Dealers Have Seen

1:47 The Data Question the Industry Has Avoided for Too Long

2:00 Are We Repeating the EV Mistake With Autonomous Vehicles?

2:16 Why Autonomous Semis Could Be the Most Consequential Safety Debate Ahead

2:54 The Push to Harmonize Standards—and What It Means for Affordability

3:18 The Real Threat to the Next Generation: Cars That Are Simply Too Expensive

3:56 Moreno’s Advice to Dealers: Master the Basics, Block Out the Noise

4:13 A Light Moment—And Why Moreno Might Secretly Be Built for Consulting

Connect with Senator Moreno: https://www.linkedin.com/in/bernie-moreno-4251884/

Learn more about the Alliance for Automotive Innovation: https://www.autosinnovate.org/

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If your dealership tech stack feels broken, Jason says there’s a reason—and the fix starts way upstream.

In this episode, the crew sits down with Jason Tryfon, long-time automotive tech operator and now one of the leaders at Authenticom, the data connectivity company quietly powering huge chunks of the auto ecosystem. Jason walks through his “dinosaur” journey from carrying a bag at ADP/CDK to launching Vital Insights in 2005, scaling it to 52 countries on the back of simple service surveys that replaced paper mirror hangers. Along the way he learned to speak dealer, field, and OEM—and how that fluency became a superpower when data started to shape customer experience and program design at the national and global level.

From there, the conversation zooms out. Jason breaks down why U.S. dealers have historically gotten away with massive PMAs and “more customers behind them,” how markets like Canada and Germany were forced to obsess over customer experience earlier, and why the industry is now in what he calls the “expectation economy.” He explains the shift from manual to automated, reactive to predictive—and why we’ve probably activated less than 10% of our data’s actual potential. Authenticom isn’t just a vendor, it’s the backbone layer that lets vendors, OEMs, and dealers move data, spot problems upstream, and avoid that “rib out” pain in the ecosystem that only shows up when everything downstream starts breaking.

Timestamped Takeaways

00:00 – “Everyone Says ‘Data’… But No One Means the Same Thing”

01:38 – “How a Honda Dealer Helped Launch a Global CX Platform”

04:53 – “The Day Paper Surveys Died and Real-Time Data Took Over”

06:51 – “Why Germany Can Sell Cars at Gas Stations (and What U.S. Dealers Miss)”

10:11 – “The Expectation Economy Is Here—and Dealers Aren’t Ready”

13:41 – “The Data Discovery That Forced Service Drives to Completely Rethink Time”

14:20 – “OEMs Don’t Want Reports Anymore—They Want Predictions”

16:52 – “AI Is Now Asking the Questions Humans Didn’t Know Existed”

19:23 – “We’re Using Less Than 10% of Our Data: The Industry’s Blind Spot”

21:09 – “Authenticom: The Invisible Backbone Running the Entire Auto Ecosystem”

22:56 – “When a Rib Is Out: How Bad Data Breaks Everything Downstream”

24:39 – “Why Data Problems Always Come Down to One Missing Semicolon”

Connect with Jason Tryon: https://www.linkedin.com/in/jasontryfon/

Learn more about Authenticom: https://www.authenticom.com/

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This might be the definitive reboot in modern automotive.

In this conversation, Ryan Decker pulls back the curtain on how Scout is shaping one of the most anticipated returns to market in modern history. From a hallway conversation to a full factory, two show vehicles, a new platform, and an entirely new sales model, Ryan explains how discipline, community, and creativity intersect to form a brand that already feels bigger than its product.

He shares how engineering thinking shapes brand strategy, why community was invited in when Scout was only five employees, and how customer feedback led to a major pivot: the introduction of a range-extending generator that rewrites what an EV can be for real-world drivers. Ryan also reveals what it feels like to drive the first working mule, how the team is designing every detail — even down to the stitching on their apparel — and the four megatrends shaping their customer base.

This is the story of a brand being built in real time, with intention, coherence, and a deep respect for the people who believed in Scout before it existed. It’s the clearest look yet at how an American icon returns with purpose.

Timestamped Takeaways:

00:00 – The return of an American icon

00:36 – From hallway idea to full-fledged company

01:24 – Engineering curiosity meets brand strategy

02:13 – Designing a cohesive brand from a clean sheet

02:36 – Why community sits at the center of Scout

03:36 – The surprise pivot that reshaped everything

05:12 – The moment Ryan drove the first working mule

06:10 – Rethinking the sales model from scratch

06:41 – Who Scout is actually building for

07:58 – The four cultural megatrends shaping their customer

08:17 – Building a brand through every tiny detail

08:40 – What the next 12 months look like inside Scout

09:37 – When customers can expect deliveries

09:49 – Ryan’s passion for the mission

Connect with Ryan Decker: https://www.linkedin.com/in/ryan-decker-9b29b3a/

Learn more about Scout Motors: https://www.scoutmotors.com/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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Clean power is only half the story; affordability and access are the real battleground.

Clean Power Alliance is reshaping how Southern California thinks about energy—not just by supplying cleaner power, but by redefining what a community-driven utility can look like. In this conversation, Kara Renée explains how a nonprofit energy provider has become the largest green-power supplier in the United States, securing decades-long renewable contracts, lowering volatility for customers, and reinvesting revenue back into the 36 cities it serves. Her passion is unmistakable, and her clarity about the future of energy is refreshing in an industry often clouded by complexity and politics.

She also shares how EV adoption, power demand, and charging infrastructure are changing faster than most people realize. From billions invested in battery storage to the launch of their EV Smart Charge program—designed to help residents charge when electricity is cheapest—Clean Power Alliance is betting big on affordability, resiliency, and a safer grid. This is a look at the future of clean energy that feels practical, community-first, and genuinely hopeful.

00:00 – The energy provider no one sees coming

00:39 – How Clean Power Alliance actually works

01:41 – Clean energy vs. affordability: the real tension

03:20 – Why “local, local, local” changes everything

04:14 – How cities decide to join the movement

05:55 – California’s rising power demand problem

06:55 – The role of storage in stabilizing the grid

07:34 – The future of EV charging and municipal electrification

08:58 – A smarter way to charge your EV

Learn more about Cara Renee: https://www.linkedin.com/in/cara-rene-b9a10636/

Learn more about the Clean Power Alliance: https://cleanpoweralliance.org/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

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Most people think casinos and car dealerships live in different worlds. Until you hear Sal Scheri talk about guest experience.

As COO of Agua Caliente Casinos, Sal lays out exactly why customers will drive past multiple competitors just to get to a place that consistently delivers a better feeling — and why most businesses still underestimate what “hospitality” actually means.

From premium spas to high-energy gaming floors, Sal explains how his team builds sensory-driven experiences that make people want to come back. He also shares the story of starting his career handing out towels on an Atlantic City beach and working his way up to running one of the most respected hospitality brands in the West. This conversation is equal parts practical and memorable — especially for anyone who serves customers for a living.

Timestamped Takeaways

0:00 Intro

0:35 Why a casino shows up at the LA Auto Show

1:52 Cars, customers and casino giveaways

2:16 How hospitality has shifted to full guest experience

3:11 What makes a “favorite place” and why details matter

4:42 How they create reasons for customers to choose them

5:38 Why modern luxury is slowing down, not speeding up

6:47 Rest as part of the hospitality experience

6:54 Sal’s start: handing out towels in Atlantic City

8:19 What keeps Sal in the business decades later

9:02 Closing

Connect with Sal Scheri: https://www.linkedin.com/in/saverioscheri

Learn more about Agua Caliente Casinos: https://aguacalientecasinos.com/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

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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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The biggest safety challenge Honda is tackling isn’t autonomy—it’s the way people actually drive.

Honda has one of the boldest safety targets in the industry: zero traffic fatalities by 2050. It’s ambitious, but when you hear Brian Bautsch, Director of Safety Strategy, American Honda Motor Co., Inc., explain the three-part strategy behind it—technology, human behavior, and national partnerships—it starts to sound a lot more achievable. In this conversation, Brian shares how Honda is pushing both vehicle innovation and driver education at the same time, including a K–12 program already reaching nearly a million students.

We also dig into the reality of today’s safety data, why risky behavior remains the biggest hurdle, and how dealers play an essential role in helping customers understand the technology already in their cars. If you’re curious how OEMs think about the future of safety—and what it means for the people interacting with customers every day—this episode is a surprisingly practical look at where we’re heading.

Timestamped Takeaways

0:00 Intro

0:36 Honda’s zero-fatality goal

1:04 The three-part strategy behind 2050

1:29 Teaching safer behavior: K–12 education program

2:24 Reaching nearly 1M students

2:45 How modern safety tech is evolving

3:27 Preparing customers for Level 3+ autonomy

3:55 Why education builds trust with drivers

4:26 How dealers fit into Honda’s safety plan

5:10 Are we on track for safer roads?

6:00 Closing

Connect with Brian Bautsch: https://www.linkedin.com/in/brian-bautsch-947b349a/

Learn more about Honda's Safety Initiatives: https://global.honda/en/safety/policy/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

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Autonomy isn’t the future of new cars—it might be the future of used cars too.

A friend’s death pushed Will Bright to ask one question:

Why don’t most cars on the road have the safety tech that could save lives?

What he uncovered was staggering—road fatalities up 50% over the past decade, only 10% of vehicles equipped with modern pedestrian detection, and a 40+ year timeline before OEM technology reaches the full U.S. fleet.

So he built Safe Ride: a palm-sized retrofit that gives almost any car built since 2010 automatic braking, lane centering, adaptive cruise, and 100-meter pedestrian detection. Dealers have already claimed the first 5,000 units.

This conversation is a look at the future of safety—not through new car production, but through upgrading the millions of vehicles already on the road.

Timestamped Takeaways:

00:00 – The device that changes everything

01:25 – When tragedy forces a new mission

03:12 – The uncomfortable truth about road deaths

04:31 – Can you really retrofit safety into any car?

05:59 – The line between assistance and autonomy

07:13 – Why dealers jumped on the first 5,000 units

08:39 – Fixing the fleet we already have

Connect with Will Bright: https://www.linkedin.com/in/wbrght/

Learn more about Saferide: https://getsaferide.com/#hero

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

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Everyone argues about electric cars — meanwhile, electric boats quietly solve problems the auto industry hasn’t touched.

In this episode, we sit down with Mitch Lee, co-founder and CEO of Arc Boats, a company reshaping an industry most people assumed would be the last to electrify. Gas boats are famously loud, maintenance-heavy, unreliable, and inconvenient. Arc attacks all of that at once, building fully electric wake boats and center consoles that are quiet, clean, far more reliable and — shockingly — cost-competitive with gas models today. Mitch breaks down why water is actually the perfect environment for electrification, how automotive EV supply chains gave Arc a massive head start, and why most boat owners will never go back once they drive electric.

But Arc’s ambitions go far beyond weekend recreation. The company recently announced a $160M commercial contract to electrify ship-assist tugboats, a move driven by uptime, operating cost, and the staggering inefficiency of combustion marine fleets. With a background that blends engineering, software and lifelong boating, Mitch explains why electrification solves the core pain points of marine ownership and why adoption is accelerating faster than anyone expected. If you’ve ever heard “the best boat is your friend’s boat,” this episode will make you rethink that entirely.

0:00 Intro

0:40 Why Electric Boats Make More Sense Than Electric Cars

1:23 Fixing the Worst Parts of Boating

1:43 The Most Obvious Idea No One Executed — Until Now

2:29 From Wake Boats to Tugboats: Arc’s Massive Leap Forward

2:48 The Real Reason People Switch to Electric on the Water

3:47 When Maintenance Costs More Than the Boat

4:25 The Founder Who Grew Up on the Water

5:05 The Battery Question Everyone Asks (And Why It’s a Non-Issue)

5:52 Turning Non-Boaters Into Boaters

6:16 How Arc Achieved Cost Parity With Gas

6:56 Why Commercial Fleets Are Moving Even Faster

7:09 The Future of Electric Boating

Connect with Mitch Lee: https://www.linkedin.com/in/mitchjlee/

Learn more about Arc Boats: https://arcboats.com/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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This exclusive interview series from Automobility LA at the LA Auto Show is brought to you by Cars Commerce.

Most people still think flying cars are science fiction.

Pivotal is already delivering them — and you don’t even need a pilot’s license to fly one.

In one of the most future-forward conversations of the LA Auto Show series, we sit down with Cal Cruickshank of Pivotal — the company bringing personal EVTOL aircraft out of the prototype phase and into real customers’ backyards. With nearly a decade of test flights and a fully developed training program, Pivotal’s Helix isn’t a concept. It’s a recreational aircraft designed to be flown by everyday people, taking off vertically from private property and cruising up to 63 mph with surprising simplicity and safety. From the ballistic parachute to multi-system redundancy, Cal breaks down how they’ve engineered an aircraft that feels far more intuitive than traditional aviation.

But the impact goes beyond thrill-seeking hobbyists. Pivotal is already exploring applications in public safety, remote response, and defense — from getting paramedics into hard-to-reach areas to enabling remote flight and supply movement. With preorders open now and first deliveries scheduled for 2026, the Helix represents a genuine step toward a future where personal air mobility is accessible, standardized, and surprisingly practical. This episode is a rare peek behind the curtain of a company that may redefine short-range travel long before the “flying taxi” headlines catch up.

Timestamped Takeaways

0:00 Intro

0:30 The Aircraft You Can Fly With No License

1:01 Learning to Fly in Just Four Days

1:45 The Parachute You Hope to Never Use

2:13 When Flying Becomes a Recreational Hobby

2:40 Early Owners Are Already in the Sky

3:23 Why EVTOLs Make Flying More Accessible Than Ever

4:12 How High, How Fast, How Far This Thing Really Goes

5:00 The Battery Reality No One Tells You About

5:28 The Public Safety Use Cases That Could Save Lives

6:33 The True Cost of Owning Your Own Aircraft

7:12 How a 100-Person Team Is Building the Future of Flight

8:08 EVTOL Safety vs Helicopters: What Actually Matters

9:15 How to Reserve a Helix Before 2026

Connect with Cal Cruickshank: https://www.linkedin.com/in/callanj/

Learn more about Pivotal: https://www.pivotal.aero/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

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The biggest mistake dealers make with AI? Treating it like a tool, not an ecosystem.

Recorded live at Automobility LA, this conversation with Marianne Johnson (EVP & Chief Product Officer, Cox Automotive) and David Foutz (VP of Enterprise Client Management) cuts straight through the noise surrounding AI. Instead of buzzwords, they focus on what AI can actually do for dealers today — from hyper-personalized communication that lifts appointment conversion by 26%, to intelligent agents that work on behalf of the dealership long after business hours. They lay out a simple framework every retailer should be thinking about: grow your business, protect your business, and drive efficiency. AI is no longer theoretical — Cox is already deploying generative and agentic systems that elevate productivity, improve messaging, and extend the sales team’s reach.

But the bigger story is the shift in consumer behavior. Search is no longer keyword-driven — it’s answer-driven. Consumers aren’t browsing; they’re asking. And unless dealer content is “agent-ready,” they’ll never appear in the results that matter. Marianne and David explain why orchestrated AI across DMS, CRM, service and retail experiences is now essential — not optional. The future of automotive retail won’t be won by point solutions, but by cohesive systems that follow the customer from the first question to the final signature. This episode is a masterclass in where AI is truly taking the industry.

Timestamped Takeaways

0:00 Intro — Live at Automobility LA

0:27 Bringing Warmth on a Rainy LA Day

1:22 The Three Priorities: Grow, Protect, Drive Efficiency

2:08 Why Unique Data Will Decide the Next Era of Automotive

2:24 What Dealers Are Asking for: Faster Without Losing Quality

3:13 Dealers Don’t Want the Hype — They Want Results Now

3:25 What AI Can Actually Do Today (Not in Three Years)

3:53 Hyper-Personalized Messaging That Converts at 26%+

4:55 Agentic AI: Real Assistants Doing Real Work

5:28 How Agents Handle Customer Conversations 24/7

6:08 Why Connected Data Layers Matter More Than Ever

7:36 The Consumer Side: Search Has Officially Changed

7:54 Answer Engines, Agentic SEO & Becoming “Agent Ready”

9:00 Commerce at the Edge: Transacting Without Ever Visiting a Website

9:29 Why AI Must Be Orchestrated Across the Entire Experience

9:48 Closing Thoughts — The Future Is Fully Connected

Connect with Marianne Johnson: https://www.linkedin.com/in/mariannemcpeakjohnson/

Connect with David Foutz: https://www.linkedin.com/in/david-foutz-8459274/

Learn more about Cox Automotive: https://www.coxautoinc.com/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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The car-buying journey has officially changed and it's nothing to do with dealers. It's because consumers are using AI long before they ever walk onto a lot.

Live from Automobility LA, we sit down with Amie Lindaas, Director of Research and Insights at Cars Commerce, to uncover the truth about how consumers are actually shopping in 2025. Amie reveals a striking insight: 83% of shoppers have now used an AI tool, and nearly half have used one specifically for car shopping. That means comparison shopping, research, and narrowing down choices aren’t starting on automotive sites anymore. They’re starting in ChatGPT, Gemini, and AI assistants. She breaks down what this shift means for the entire customer journey, especially when 70% of shoppers arrive at Cars.com undecided on make and model.

Amie also explains how Cars Commerce is responding with Carson — an AI-powered search tool that lets shoppers describe their needs in plain language instead of picking a make and model first. The results are staggering: higher return rates, more saved vehicles, deeper engagement, and double the number of leads. Most importantly, Amie shares how dealers should communicate with AI-informed shoppers who arrive with recommendations in hand — and why consumers still want a human to guide them through the final decision. It’s a clear look into how AI is reshaping retail auto from the very first click.

Timestamped Takeaways

0:00 Intro — Live at Automobility LA

0:40 Why Amie Loves the Customer Journey (And Lives It Herself)

1:10 The “Always In Market” Mindset of Today’s Shopper

1:52 83% of Shoppers Now Use AI — Here’s What It Means

2:50 Half of AI Users Apply It Directly to Car Shopping

3:17 Why Consumers Prefer AI for Comparisons & Deep Questions

3:56 The Big Gap: 70% Arrive Undecided on Make & Model

4:55 Carson: How Plain-Language Search Changes Everything

5:22 Why Shoppers Often Buy Something Different Than They Intended

5:50 How Carson Surfaces Vehicles Shoppers Never Considered

6:11 Early Carson Insights: Higher Engagement, More Leads, More Saves

7:00 The New Next Step: Surfacing Trade-In, Pre-Qual & Test Drive at the Right Time

8:12 Do Shoppers Trust Dealer Advice After Using AI? (Yes — 2/3 Do)

9:22 How Dealers Should Communicate With AI-Informed Shoppers

10:00 Why Relationship Still Beats Recommendation

Connect with Amie Lindaas: https://www.linkedin.com/in/amie-lindaas-8b8b472/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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This exclusive interview series from Automobility LA at the LA Auto Show is brought to you by Cars Commerce.

Everyone talks about EV adoption — but almost no one understands the brutal reality of actually powering the fleets that need to drive it.

In this episode from the LA Auto Show, we sit down with Brett Hauser, Chairman & CEO of Voltera, to unpack one of the biggest bottlenecks in the EV transition: the infrastructure required to power commercial and autonomous fleets. Brett breaks down why electrification isn’t a charging problem — it’s a real estate, entitlement, zoning, and utility problem. From 14-agency approval processes to landlords who won’t modify their properties, he explains the invisible obstacles fleets only discover two months before vehicles arrive… when it’s far too late.

Voltera has built 10 depots across major U.S. cities, powering 400+ stalls and nearly 40 megawatts — yet Brett is blunt: at the current pace, cities like LA won’t be able to build the charging infrastructure needed for events like the LA28 Olympics. He reveals why an “infrastructure tiger team” is critical, why autonomous fleets are accelerating faster than expected, and why natural gas generators are becoming a temporary inevitability. It’s a rare look at the real, unfiltered challenges of EV transformation, from the person solving them on the ground.

0:00 Intro — Live at the LA Auto Show

0:35 What Voltera Actually Does (And Why It Had to Exist)

1:17 10 Depots, 400 Stalls, 39 Megawatts — The Scale So Far

1:57 Why Commercial Electrification Is Happening Faster Than Retail

2:20 The “Oh Wait… Charging!” Problem Fleets Discover Too Late

2:31 Why Charging Isn’t Hard… But Everything Before It Is

3:14 Real Estate Control: The Hidden Key to Electrifying Fleets

4:18 Who Voltera Serves: Robo Taxis, Rideshare & AV Fleets

5:06 The Bigger Vision: Vehicles That Drop You Off and Run Your Errands

5:30 The Real Roadblocks: Entitlements, Permitting & 14 Agencies

7:13 The Power Crisis: Utilities, Delays & Temporary Generators

7:35 LA28 Olympics: 3,000 Fast Chargers Needed… and We’re Behind

8:21 Why Brett Wants a Citywide “Infrastructure Tiger Team”

9:06 What the Next 24 Months Look Like for Voltera

Connect with Brett Hauser: https://www.linkedin.com/in/bretthauser/

Learn more about Voltera: https://www.volterapower.com/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

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This exclusive interview series from Automobility LA at the LA Auto Show is brought to you by Cars Commerce.

Everyone talks about electrification — but very few understand the data, speed, and intelligence driving it. JATO sits right at the center.

Recorded live at Automobility LA, this episode features Luis Brizuela, Director of the Americas at JATO, one of the auto industry’s most trusted sources of competitive intelligence. Luis reveals how JATO aggregates specifications, prices, incentives, and fast-changing product data to help OEMs, retailers, and dealers make smarter decisions in a market moving faster than ever. From battery materials to charging technologies to the rise of “batteries as a service,” he breaks down the global trends shaping EV adoption — and what U.S. manufacturers should be paying closer attention to.

But the conversation goes deeper into global competitive pressure, especially from Chinese automakers whose R&D cycles are now 12–18 months instead of three to four years. Luis explains why their durability, reliability, and speed to market are forcing other OEMs to rethink development timelines. He also shares how dealers are using structured data to build stronger sales arguments, personalize customer conversations, and understand what truly differentiates a vehicle beyond its exterior. It’s a rare inside look at the intelligence layer powering modern automotive strategy.

Timestamped Takeaways

0:00 Intro — Live at Automobility LA

0:31 What JATO Actually Does & Why the Industry Relies on It

1:23 The Data Overload Problem: How OEMs Use Competitive Intelligence

1:50 Trends in Electrification: Battery Materials & Charging Innovation

2:27 Charging Roads & On-the-Go Efficiency Improvements

3:13 Batteries-as-a-Service: The Model Emerging Globally

3:23 What the World Can Learn From the Chinese EV Market

4:28 The R&D Gap: 3–4 Years vs. 12–18 Months

5:02 Why Fast, Accurate Data Is Now the Backbone of Product Planning

6:19 How Dealers Use JATO Data to Strengthen Sales Conversations

7:00 Understanding the “Why” Behind Vehicle Features & Buyer Profiles

8:14 Closing Thoughts: Why Better Data = Better Decisions Across the Industry

Connect with Luis Brizuela: https://www.linkedin.com/in/luisbrizuela/

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/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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This exclusive interview series from Automobility LA at the LA Auto Show is brought to you by Cars Commerce.

The next battle for customer loyalty won’t be won in the service drive… but in their driveway.

Recorded live at the LA Auto Show, this roundtable pulls together three very different perspectives with one shared problem: the customer has moved on, but most service departments haven’t. With Joe Castellino from a multi-store group, Eve Barcelo from a single-point Toyota dealership, and Cody Collins representing General Motors’ fleet and commercial arm, the conversation rips into how Amazon, DoorDash, and on-demand everything have completely rewritten expectations around convenience, timing, and control. The old “drag them to the dealership” model is colliding with a world where customers have 16 other places they can service their vehicle — and they’re taking those options.

What starts as a talk about mobile service turns into a masterclass on retention, infrastructure, and brand perception. The group breaks down how recalls and software flashes are being handled in customers’ driveways, how rental fleets are now demanding on-site service, and why some dealers went from one mobile unit to three in six months. They’re honest about the mistakes (like trying to DIY mobile service out of a random vehicle) and clear about the upside: you won’t get rich off mobile service alone, but it might be the single biggest lever for keeping customers loyal over the 13 years they hold onto a car.

Timestamped Takeaways

0:00 Why Service Is Changing Faster Than Sales

0:08 Three Perspectives: A Dealer Group, a Single-Point Store & an OEM

2:23 The Consumer Has Changed… and Dealers Haven’t

3:14 The “16 Other Options” Problem No One Wants to Admit

4:54 Why Convenience Became the New Currency in Service

5:27 How Toyota’s First Mobile Dealer Made the Leap

6:06 Recalls at the Customer’s Doorstep: The Reality of 2025 Service

7:12 Fleet & Rental Demand: When Enterprise and Avis Start Calling You

9:37 When One Mobile Van Turns Into Three — in Six Months

11:24 The DIY Mobile Service Disaster Every Dealer Tries Once

13:01 OEM View: The Push to Modernize the Entire Service Experience

15:59 The Real ROI: Retention, Loyalty & Winning the Long Game

18:06 Mobile Service as Infrastructure — Not a Side Project

Connect with Joe Castelino: https://www.linkedin.com/in/joecastelino

Connect with Ephraim Barcelo: https://www.linkedin.com/in/ephraim-barcelo-a464aa135

Connect with Cody Collins: https://www.linkedin.com/in/cody-c-b31aa81b

Learn more about Curbee: https://www.curbee.com/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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This exclusive interview series from Automobility LA at the LA Auto Show is brought to you by Cars Commerce.

Auto shows aren’t dying — they’re evolving. And according to someone who runs LA’s, they may be more important to the industry now than at any point in the last decade.

Recorded live at the LA Auto Show, this episode goes behind the curtain with the person responsible for building one of the most influential automotive events in the world. Andy Steinhauser, Director of Business Development, explains how a 118-year-old show is reinventing itself for a new generation of buyers, media, and industry leaders. From food trucks to multi-track thought leadership sessions, Andy shares how LA has shifted from a traditional OEM exhibit to a full automotive culture experience — one designed to spark curiosity, influence decisions, and get consumers into the “car-buying ether.”

But this isn’t nostalgia for auto shows. Andy lays out a sharp, honest case for why manufacturers should still show up, how conquesting happens in ways the industry underestimates, and why the two fastest-growing segments — huge adventure vehicles and small affordable EVs — reflect the psychology and economics of America today. Whether you’re an OEM, dealer, analyst, or just someone who loves car culture, this conversation reframes how auto shows fit into the future of automotive retail, branding, and decision-making.

Timestamped Takeaways

0:00 Intro — Live at LA Auto Show

0:18 How a “Small and Mighty” Team Builds a Massive Auto Event

0:59 Why LA Uses Food Trucks and Culture to Redefine the Auto Show Experience

2:15 Who Actually Comes to Automobility LA (And Why It Matters)

3:34 The Truth About OEM Pullback — And Why Shows Still Work

3:58 118 Years of Auto Shows: Reinvention vs. Relevance

4:49 “People Pay to See Your Car — You Should Probably Be There”

5:40 How Auto Shows Shortcut the Entire Car-Shopping Experience

6:46 The Conquesting Power of Auto Shows (You Can’t Replicate This Online)

7:59 Two Automotive Trends Running Side-by-Side: Big Adventure vs. Small EVs

9:06 Why Industry People Need to Attend Automobility LA

10:10 Andy on the Rise of New Media at Auto Shows

10:24 Closing Thoughts & Invitation for 2026

Connect with Andy Steinhauser: https://www.linkedin.com/in/andysteinhauser/

Learn more about the LA Auto Show: https://laautoshow.com/

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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This exclusive interview series from Automobility LA at the LA Auto Show is brought to you by Cars Commerce.Car buyers are experiencing more than just stress. They’re panicking.Cars.com Editor-in-Chief Jenni Newman joins us with a front-row view of the fear, confusion, and pressure buyers are carrying into showrooms today. She explains why auto shows have become one of the last places where consumers can reset, slow down, and get clarity by actually touching the thing they’re about to spend more money on than almost anything else in their lives.But this isn’t just about shoppers — it’s about the industry waking up. Jenni shares how affordability has reshaped expectations, why tools like Cars.com’s new AI assistant matter right now, and what she learned driving global EVs the U.S. doesn’t even sell. From insurance shocks to BYD test drives, she makes one thing clear: understanding the modern car buyer requires empathy, transparency, and a willingness to face how much the world has changed.Takeaways0:00 Intro & Live From the LA Auto Show0:57 Why Auto Shows Still Matter for Consumers1:44 The Energy Auto Shows Bring to the Industry2:16 How Hands-On EV Experiences Change Shopper Decisions2:44 The 2025 Affordability Problem for Car Buyers3:53 Payment Shock, Insurance Hikes, and Rising Anxiety4:53 How Dealers Can Support Stressed-Out Shoppers5:33 Carson: Cars.com’s New AI Shopping Assistant6:22 The Shift Toward Conversational Car Shopping7:03 Inside the World Car Awards Jury7:39 What Jenni Learned Driving Global EVs (BYD and More)10:16 Why Driving Feel Still Matters More Than TechConnect with Jenni Newman at https://www.linkedin.com/in/jennilnewman/Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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This exclusive interview series from Automobility LA at the LA Auto Show is brought to you by Cars Commerce.

LA28 is coming, and Honda plans to be at the center of it. Here’s how.

Recorded live at the LA Auto Show, this conversation dives into one of Honda’s biggest brand moments in decades: its multi-year partnership with the LA28 Olympics and Team USA. Assistant Vice President of Marketing Jennifer Symington reveals how Honda plans to merge its technology, mobility portfolio, and decades-long community relationships into a global stage moment—one designed not just to elevate the brand, but to serve athletes directly. From wind-tunnel testing bobsleds to preparing entire fleets of sustainable vehicles for the Games, she explains how Honda is building a presence that goes far beyond logos and commercials.

But this episode also steps back into the realities of the consumer marketplace. Jennifer talks candidly about Honda’s relationship with Gen Z, the shifting EV landscape, and how the company is adapting as incentives change and demand evolves. And for longtime Honda fans, she shares how one of the brand’s most iconic innovations—the humanoid robot ASIMO—lives on inside Honda’s next wave of EVs. It’s a rare look at how a legacy brand balances heritage, global culture, and an entirely new generation of buyers.

0:00 The Conversation Starts in the Heart of LA’s Future Olympic Stage

0:29 Why Honda Is Stepping Onto the World Stage With Team USA

1:24 How Honda Plans to Support Olympians Beyond Just Sponsorship

1:38 Inside Honda’s Wind-Tunnel Work Helping the U.S. Bobsled Team

2:48 The Real Reason Honda Wants to Power the LA28 Games

2:51 What Massive Activations Teach Honda About Community Influence

3:20 How Olympic Dreams Align With Honda’s Core Identity

4:14 Honda’s Wake-Up Call: Understanding Gen Z’s New Expectations

5:07 The EV Slowdown and How Honda Is Responding With Its Own Products

5:33 The RSX and Zero Series: Honda’s Next Big Bet on Electrification

5:54 The Surprising Legacy of ASIMO — And Its Rebirth Inside Honda’s EVs

6:46 Why Honda Believes Its Best Stories Are Still Ahead

Connect with Jennifer Symington: https://www.linkedin.com/in/jenniferwirthsymington/

Learn more about Honda’s Olympic plans: https://www.honda.com/teamusa

Our coverage of Automobility LA is brought to you by our friends at Cars Commerce: https://www.carscommerce.inc/v

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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Igor Skinder has seen every side of the car business—and he still believes people matter more than the metal.

Today’s guest is Igor “Iggy” Skinder, a self-proclaimed car guy who somehow manages to be both physically imposing and one of the sweetest, most grounded humans in the room. Born in former Yugoslavia, Igor grew up three hours from a VW plant, fell in love with the legendary Golf GTI, survived a brutal civil war, and arrived in small-town New Holland, Pennsylvania as a teenage refugee who didn’t speak English. Fast-forward a few years and he’s roaming local lots, hustling his way into a part-time gig at a tiny VW/Audi store, turning internet leads into a thing, and eventually becoming the CPO guy in his region.

From there, Igor moves into the franchise world and ultimately to Volkswagen of America, where he serves as National Operations & Strategy Manager for U.S. car operations and CPO. Paul digs into what that job actually looks like—residual values, incentive timing, production planning, red tape—and why incentives dropped mid-month can destroy trust at the retail level. They unpack the dealer–OEM tension, why most of us are definitely not in the same boat (just the same ocean), and Igor’s take on EVs, Scout, service capacity, and agency models. And in true Auto Collabs fashion, you’ll also hear how Igor once turned down “life-changing money” to buy a store because he refused to sacrifice time with his young daughters—proof that for him, this business isn’t just about units and margins, it’s about the humans in the middle of it all.

Takeaways

0:00 – “I Was Low-Key Afraid of Him”: First Impressions of a Giant Softie

1:45 – Why His Friends Call Him “Iggy” (and the 90s Euro Pop Star Behind It)

4:40 – Loving Cars vs. Loving People: The Line His Daughter Holds Him To

6:40 – Growing Up in a War Zone: How Yugoslavia’s Collapse Shaped His View of Conflict

8:13 – $20, One Suitcase, and a Horse & Buggy: Landing in Small-Town Pennsylvania

11:23 – The First VW Job: Washing His Own Car Turned Into a Career in Used Cars

13:53 – Becoming “The CPO Guy”: How a York, PA Store Beat Downtown LA

15:55 – Inside VW of America: What Running U.S. CPO Strategy Really Looks Like

20:38 – “We’re Not in the Same Boat”: The Real Gap Between OEMs and Dealers

25:04 – Why Mid-Month Incentives Destroy Customer Trust (and Dealership Morale)

29:27 – Igor’s Take on Scout, EV Anxiety, and the Risky Bet Dealers Are Being Asked to Make

34:37 – Fixed Ops, Tech Shortages & Absorption: The Bloodline No One Wants to Talk About

38:05 – Turning Down Life-Changing Money: Choosing His Daughters Over Owning a Store

Connect with Igor Skinder at https://www.linkedin.com/in/igorskinder/

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This former teacher used simple, repeatable hospitality—not buzzwords—to scale and auto group.

Today’s guest, Adam Gaedke helped steer a dealership group through hyper-growth, an ESOP transition, and a full-blown culture shift rooted in hospitality. Starting as a salesperson, Adam rode the wave from one store to 18 in 18 months, sat on the board during the employee-ownership transition, and learned what it really takes to make “guest experience” more than a poster on the wall.

Along the way, he swapped the industry’s old secrecy for radical transparency: ask customers how they want to buy, train for small touches that compound, and build processes that make great service the default.

In this conversation with Paul, Kyle, and Michael (with a cameo on Kazakhstani dealership hospitality), Adam breaks down the brass tacks: greeting standards, appointment confirmations that feel like a welcome, feedback loops that actually get used, and the uncomfortable—but loving—discipline of exiting non-fits fast.

His thesis is simple: most guests intend to buy when they walk in; your job is to remove the friction and honor their time. Guest experience isn’t just a metric, it’s a mindset you can operationalize—one touchpoint at a time.

Takeaways

0:00 The $0 Habit That Signals Hospitality

1:43 LinkedIn ‘Swipe Right’: How Real Collabs Start

2:54 From Six Months Teaching to Record Month Selling

4:52 “That’s Cute… But What Will You Do?”

9:26 Stop Gaming CSI, Start Earning It

11:39 The Ritz-Level Appointment Confirmation

13:11 Why We’re Not Saying ‘Digital Retailing’

15:12 Assume Intent to Buy, Then Remove Friction

16:39 “How Would You Like to Purchase Today?”

17:02 Operationalizing Care: Scripts, Follow-Up, and Video

21:18 Scaling to 18 Stores Without Losing the Plot

23:00 The Kindest Hard Thing: Fast Non-Fit Exits

Connect with Adam Gaedke on Linkedin: https://www.linkedin.com/in/adamgaedke/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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If your appraisals still start with a sharpie on a worksheet, this one’s for you. 

Derek Hansen has lived in the deep end of dealer data—Manheim to vAuto—helping thousands of rooftops translate live market signals into real-world inventory wins. In this conversation with Paul and Kyle, he walks through the three-legged stool every modern dealer needs: superior data, purpose-built workflows, and performance management that respects each store’s strategy. 

Translation: less guessing, more learning loops.

The discussion digs into where AI is actually working right now (pricing probabilities, instant merchandising, smarter appraisals) and where human judgment still matters (trust, context, and the “who” behind every vehicle’s next owner).

Over the next year, Derek’s challenge to dealers is simple: test everything. Small experiments create clarity, build confidence, and keep your team ahead of the curve.

Takeaways

0:00 — Why showing the real you is the best PR

2:26 — Derek Hansen’s path from Bain and finance to the world of dealer data

2:51 — What outsiders miss about 18,000 dealers and their wildly different strategies

6:18 — How software can serve everyone without serving no one

9:23 — The 3-legged stool: data, focused workflows, and hands-on performance management

10:30 — The AI adoption gap: why saying you’re using AI isn’t the same as doing it

13:15 — From guessing to predicting with probability-based pricing and smarter appraisals

15:07 — Trust at the booth: damage scans, recon estimates, and printouts that close deals

17:12 — The 12-month warning: if you’re not testing, your reputation will show it

18:39 — Low-lift testing: offers, anchors, and incentives worth experimenting with

20:21 — Avoiding the AI race to the bottom by remembering every buyer values differently

23:27 — Iteration in public: small tests beat big promises every time

Connect with Derek Hansen at https://www.linkedin.com/in/derek-hansen-6a7a941/

Learn more about vAuto at https://www.vauto.com

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What if one number could cut burnout, fix your follow-up, and turn “lost” leads into lifetime service customers?

Kristine Lentz from Urban Science joins Auto Collabs for her first-ever podcast—and promptly makes everyone smile while talking about the least smiley topic in retail: customer defection. From starting in support to leading a team, Kristine lays out how dealers can spot where customers slip away, why our instincts often lie, and how to turn cold data into warm conversations that actually convert.

We get into the uncomfortable stuff—ego vs evidence, “those lead sources are trash” (spoiler: they’re often not), and why about 20% of the leads in your CRM may have already purchased elsewhere. The unlock? Use defection as your North Star to stop chasing ghosts, redirect messaging, and re-humanize sales. In a world racing toward AI-everything, Kristine argues that human is the new premium—and shows how to deploy people exactly where they matter most.

Timestamps

0:00 — First-Time Guest, Big Topic

2:12 — Salesperson to Data Sherpa

3:53 — The “Dealer Reality Check”

8:53 — Your North Star Isn’t Sales—It’s Defection

10:07 — Ego Off, Evidence On

11:20 — The Lead Source Myth

12:28 — The 20% You Should Stop Calling

12:57 — Flip the Script, Win the Relationship

15:57 — Human > Bot (Used Wisely)

18:45 — Human Is the New Premium

21:17 — Culture That Connects

24:50 — Action List for Dealers

Connect with Kristine Lentz at https://www.linkedin.com/in/kristine-lentz-a2582910b/

Learn more about Urban Science at https://www.urbanscience.com

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Apple Store energy meets Ford retail as JB Burnett builds a concierge dealership that actually fits how people buy.

Today’s guest, JB Burnett (GM at Preston Automotive Group), went from serving tables at 20 to running his first dealership at 23. He’s now opening what Ford calls the world’s first Signature 2.0 facility—a wide-open, concierge-style showroom where advisors work on iPads, coffee comes before paperwork, and financing options hit the screen in about a minute and a half. He’s betting big that the future of car buying isn’t one lane—it’s dozens—and the store should flex to match every guest’s journey.

We get into the “why” behind the build: Apple-like consult spaces, a barista bar that starts the experience, and tech (AutoFi) that connects online starts to in-store finishes without the dreaded “let me ask my manager” lap. We also talk team prep, culture shifts, and why experiential retail is resurging right as everyone debates online vs. in-store. Spoiler: a dealership isn’t just a place to transact—it’s a place people actually want to be.

0:00 — The Apple Store Feeling That Broke the Dealership Mold

3:54 — Meet JB: From Server to GM at 23 (and What Flipped the Switch)

4:37 — “I Wouldn’t Buy a Car From Me” — The Brutally Honest Epiphany

7:18 — Why Some People Need 8 Hours—and Others Want the Keys in 8 Minutes

10:12 — Inside Ford’s Signature 2.0: Barista Bar, iPads, and Zero Cubicles

15:45 — Weeks From Opening: The First Signature 2.0 Store in the World

18:37 — The 90-Second Finance Loop: AutoFi + RouteOne Changes the Game

20:49 — Open Lines of Sight = Open Trust: Service and Sales Merge

23:20 — Moving a Dealership a City Away: Why Environment Elevates Behavior

24:24 — From Salespeople to Concierges: Training the Mindset, Not Just the Tools

27:20 — Physical Retail Isn’t Dying—Bad Experiences Are

28:38 — Experiential Retail Wins: Make the Store a Place People Choose to Be

Connect with JB Burnett at https://www.linkedin.com/in/jb-burnett-14534626/

Learn more about the Preston Auto Group at https://www.prestonmotor.com/

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Streaming is splintered, AI is the new TV guide, and last-click is dead—Michael Kraut lays out the dealer playbook for what’s next.

Auto Collabs history: our first ever in-studio guest! Experian’s Michael Kraut sits down with Paul to map the new media reality—where streaming splinters attention, Yahoo and Amazon quietly re-emerge as ad heavyweights, and AI agents become the front door to what we watch and how we buy. Marketing isn’t just media, it’s math—and Michael explains how identity, enrichment, and hygiene turn messy dealer data into competitive advantage.

We dig into practicals dealers can act on today: service as a growth engine, outcome-based measurement borrowed from retail media, and the signals that actually predict lift. We also get real about affordability, totaled-vehicle dynamics, fewer true “new” model launches, and a Gen Z buyer who cares more about tech than badge. Plus a little Syracuse nostalgia and a hot take: we may all be headed back to a cable-like bundle (with AI riding shotgun).

Takeaways

0:00 — Our First In-Studio Guest & Why Being In-Person Changes the Conversation

0:58 — “We’re Building More Sets”: The Plan to Bring Dealers to Syracuse

3:17 — From Circuit City to CarMax: Why Adaptation Beats Legacy Every Time

4:11 — LinkedIn’s Organic Reach Is Gone: What We’d Do Differently (x5 Harder)

6:42 — Your Ads Are Everywhere (and Nowhere): The Platform Explosion No One Can Manage

8:32 — Streaming Fatigue Is Real: Why “Cable 2.0” Might Win the Sunday Sports Fight

10:32 — AI As Your TV Guide: Voice-In, Watch-Now, With Ads Baked Into the Agent

12:46 — Your Best Data Isn’t for Sale: CRM/DMS Hygiene as the Unfair Advantage

16:33 — Stop Worshiping Last-Click: How Outcome-Based Marketing Actually Looks in Auto

18:32 — Measuring Lift the Real Way: Service RO Signals, Search Intent & Scheduling

24:07 — What We’ll Talk About at NADA: Fixed Ops as the 2025 Growth Thesis

25:22 — Affordability Won’t Blink: Totals, Insurance, and the Case for Keeping Cars Longer

26:32 — Fewer True Launches, More Rebadges: Why Creative Has to Sell Utility, Not Novelty

27:17 — Gen Z Isn’t Loyal to Badges: If the Tech Works, They’ll Switch

29:23 — From 13 Subscriptions to One Bill: The Bundle Is Coming Back (With Hyper-Personalization)

Connect with Michael Kraut at https://www.linkedin.com/in/michael-kraut-1b9b3/

Learn more about Experian Automotive at https://www.experian.com/automotive/

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Auto shows aren’t dead—they’re just getting started, and Jennifer Morand is helping to rewrite the playbook.

On this episode of Auto Collabs, the crew welcomes Jennifer Morand—the incoming chairwoman of the Automotive Experience Alliance (AEA) and powerhouse behind the Chicago Auto Show. She’s on a mission to make auto shows more than just shiny cars on display—instead, she’s building immersive, data-backed experiences that matter. Think ride-and-drives, EV demo tracks, overlanding zones, craft‑beer tastings, and “miles per hour” runs—all tailored to bring genuine engagement to both car lovers and the “not‑car‑people” among us.

Jennifer pulls back the curtain on how auto shows are evolving—and why it’s so much more than car shopping. She explains how shows drive real dealership traffic, why missing brands like Mazda or Buick spark concern, and how OEMs and local dealers can better collaborate through smart activations. The conversation meanders through the push–pull between tier‑one budgets and creative tier‑three marketing, touching on how human connection remains the ground floor of automotive selling.

Takeaways

00:00 – Why the first thing you do at a car show reveals everything

02:31 – The future of auto shows is experiential, not just presentational

03:57 – 20,000 consumers can’t be wrong: what the data says about ROI

06:26 – Dealers say shows work—so why are some OEMs pulling back?

07:56 – When Mazda skips a show, people think they’re going out of business

09:22 – The holy grail of auto marketing: tracking traffic after the show

10:37 – Gen Z loves live events—they just need a reason to care about cars

12:35 – Overlanding zones, EV tracks, beer tastings—this isn’t your dad’s auto show

13:33 – Want to speed up the buying cycle? Make the car experience fun

15:23 – OEMs blocking dealers from participating is hurting the brand

19:02 – Tier 1 meets Tier 3: how to stop leaving auto show potential on the table

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What if the real reason car buyers feel frustrated has nothing to do with price?

David Thomas has spent decades shaping how consumers understand and experience buying a car—from the early days of Autoblog to his current role unpacking research at CDK Global. In this episode, David joins Michael and Paul to talk about the hidden frictions of automotive retail and the disconnects that most dealers don’t even know they have.

He also breaks down why Gen Z wants more in-person experiences, not fewer, and what sports talk radio taught him about content that actually matters. With a sneak peek at CDK’s latest workforce study and a fresh take on how EV adoption is misunderstood, David brings insight without the ego.

Takeaways:

00:00 – The Case of the Missing Co-Host

01:45 – The Craigslist Ad That Launched an Auto Empire

03:29 – Why EV Riders Get Hooked Instantly

04:43 – How to Turn Boring Data Into Dealer Gold

06:27 – What Pearl Jam and Sports Burnout Taught Me About Content

10:56 – Dealers and Employees Are Not Worried About the Same Things

14:38 – Gen Z Doesn’t Want Less Human Interaction—They Want More

15:14 – EV Demand Is Real—Stop Pretending It’s Not

17:08 – Ford’s $22K EV Loss Might Be the Best News Yet

20:06 – Inventory Isn’t Just About Volume—It’s About Trust

24:13 – Millennials Are Shopping Online—But Still Want to Test Drive

Learn more about:

Connect with David Thomas at https://www.linkedin.com/in/davelikescars/

Learn more about CDK Global at https://www.cdkglobal.com

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AI isn’t coming for your job—it’s coming for your to-do list.

When Nick Askew first plugged AI into his daily marketing work, it was like flipping a switch—from a grind to a productivity cheat code. In this episode, Nick sits down with Kyle (while Paul and Michael cheer from the sidelines) to unpack why that moment in late 2023 marked a true before-and-after for how work gets done in the auto industry. They dig into how AI went from a party trick to a power tool almost overnight—and how it’s now reshaping dealership operations from the inside out.

But this isn’t just another AI hypefest. Nick and Kyle get tactical on what needs to change under the hood—from cleaning up CRM workflows to rethinking what a “one-stop-shop” platform actually means. There’s a passionate call for the industry to rally around shared API standards (ADF-XML, anyone?), a peek into Space Auto’s ambitious roadmap, and a surprisingly strong argument for why background AI agents—not flashy bots—might be the next frontier. If you’ve ever felt bogged down by your tech stack or your task list, this one’s for you.

Takeaways

00:00 – When two AI nerds find each other

02:14 – The day AI made Nick 10x more productive

05:16 – You’re already falling behind on AI

07:46 – AI isn’t replacing you—it’s freeing you

09:08 – Why unstructured data is killing AI in the showroom

10:29 – CRMs are broken, and everyone knows it

12:33 – Your fingers are the real bottleneck

16:30 – The tech debate that splits the industry

23:56 – Automotive desperately needs a new API standard

27:02 – The biggest AI breakthrough you won’t even see

30:53 – We can’t fix AI until we fix the data

Connect with Nick Askew at https://www.linkedin.com/in/nick-askew/

Learn more about Space Auto at https://space.auto/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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The technician who turned oil changes into master certifications—and negativity into a movement of positivity.

Curtis Gardner isn’t your typical technician. Starting out with oil changes after high school, Curtis worked his way up to Toyota master certification before taking on the German-engineering challenge at Audi. But what makes his story stand out isn’t just his technical chops—it’s his decision to flip the technician narrative from negativity and burnout to optimism, efficiency, and human connection.

In this conversation, Curtis shares how video inspections transformed not just his customer relationships, but his own career. From becoming “the guy” customers now ask for by name, to creating content that shines a positive light on technicians, Curtis is redefining what it means to thrive in fixed ops. If you’ve ever wondered how to solve the so-called technician shortage, why techs need self-leadership, or how tool organization can actually change shop efficiency, this is the episode for you.

Takeaways:

0:00 The hats don’t fit—but this episode does

1:00 Meet the first technician ever on Auto Collabs

2:15 From Legos to master-certified Toyota tech

3:40 Why Curtis started sharing technician content online

5:07 Video inspections: the tool that changed everything

7:20 How customers react when they finally see under their car

8:50 Becoming “my guy”: when customers start asking for you by name

10:15 Why Curtis makes Zen videos inside Audi hoods

11:45 Self-leadership: the hidden skill every tech needs

13:55 Is the technician shortage real—or just perception?

15:20 Why management isn’t always the best next step for master techs

17:00 Curtis’s vision for the service shop of the future

19:10 3D printing a better way to organize tools

21:15 The human connection that technology can’t replace

Connect with Curtis Gardner on https://www.linkedin.com/in/techgnarr/

Learn more about Techgnarr at https://stan.store/techgnarr

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From hype to hesitation—Laurie Halter reveals what dealerships really think about AI in the service drive.

Laurie Halter isn’t just a PR veteran with her finger on the industry’s pulse—she’s now bringing hard data to the AI conversation in fixed ops. In this episode, she joins Paul, Kyle, and Michael to unpack her latest independent research report, a deep dive into how AI is (and isn’t) being adopted in dealership service departments. From vendor hype to dealer hesitation, Laurie’s findings cut through the noise and spotlight a glaring gap between what’s being built and what’s actually needed on the ground.

The crew explores the report’s surprising revelations, including which AI tools dealerships are most likely to adopt first, why predictive maintenance is still a distant goal, and how smarter technology could help tackle the industry’s massive technician shortage. Laurie also shares why independent, neutral research matters now more than ever, and how early collaboration between vendors and dealers will determine AI’s real impact on customer experience.

Get the report here: https://charismacommunications.com/reports/ai-in-the-service-drive/

Takeaways:

00:00 – The PR Pro Who Turned AI Researcher

02:15 – Why Deep-Dive Research Is Missing in Auto

04:55 – The Disconnect Between Dealers and Vendors

06:45 – Inside the “AI in the Service Drive” Report

08:09 – Vendors Think Dealers Are Ready—They’re Not

09:32 – Outbound Texting: The First Step in AI Adoption

13:14 – AI as a Solution to the Technician Shortage

15:38 – Who’s Reading This Report First (Hint: It’s Not Who You Think)

18:07 – AI Adoption Has to Start at the Top

19:24 – Customer Experience Is the Real AI Litmus Test

20:48 – What Laurie Might Research Next

Connect with Laurie Halter at https://www.linkedin.com/in/laurie-halter-1255b6/

Learn more about Charisma! Communications at https://www.charismacommunications.com

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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From Kentucky minivan launches to Tokyo auto shows to the Wall Street Journal—Jamie Butters has been shaping automotive news for decades, and now he’s taking that storytelling to an even bigger stage.

In this episode, Paul J Daly sits down with veteran automotive journalist Jamie Butters, fresh off his transition from Automotive News to the Wall Street Journal. Jamie recounts his path from covering Toyota’s first U.S.-built Sienna in the late ’90s to reporting on the industry’s most pivotal bankruptcies, technological leaps, and retail shifts. He shares what it’s like to learn the business from the manufacturing floor up, why hybrid tech’s “overnight” success took decades, and how the view changes when you go from niche trade coverage to a global financial publication.

The conversation digs into the future of journalism in an AI-driven world—why algorithms can’t replace relationships, why trust is the most valuable currency in news, and why every retail automotive pro should read beyond industry headlines. From geopolitical EV battles to dealer lot realities, Jamie explains how the Wall Street Journal will bring broader context to the business of selling cars, and why that matters now more than ever.

Takeaways:

0:00 – Why Automotive Needs Real Journalists, Not Just Headlines

0:56 – Why Jamie Butters’ Move to the Wall Street Journal Matters for Retail Auto

3:26 – From Kentucky to Tokyo: Learning the Industry Through Toyota’s Lens

4:07 – Seeing Hybrids Before the World Was Ready

5:48 – Why You Can’t Legislate Technology Adoption Overnight

8:55 – The Financial Crisis Years: Inside GM and Chrysler Bankruptcies

13:45 – Why Every Automotive Career Should Start with Industry Awareness

14:19 – Dealers Need Global Context, Not Just Local News

16:21 – The Value of Competing News Sources in a Polarized World

17:28 – AI Can Summarize Facts, But It Can’t Build Trust

19:30 – How Human Journalists Will Remain Essential in the AI Era

21:21 – What Jamie Will Cover Next at the Wall Street Journal

Connect with Jamie Butters at https://www.linkedin.com/in/jamie-butters-909ba45/

Read The Wall Street Journal at https://www.wsj.com

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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In an industry chasing the next big thing, Tina Cuatto says the real game changer is simple: better vendor communication.

AI, vibe coding, and endless vendor promises—dealers are being told the future is already here. But is it? Tina Cuatto from DealerOn joins the Auto Collabs crew to cut through the noise and get real about where the industry is headed. From her front-row seat leading teams through the Synchro acquisition, she shares why flashy tech isn’t enough—and why clear, consistent vendor communication might be the real innovation dealers are craving.

In this conversation, Tina tackles the pressure AI is putting on product teams, the hidden dangers of moving too fast without guardrails, and how DealerOn’s Marketplace is giving dealers more control in a world where vendor alignment often feels impossible. Plus, you’ll hear Michael’s hilarious story about a DealerOn after-party that perfectly sums up the industry’s “all in—or watching from the sidelines” approach to new ideas.

Takeaways

00:00 – Why Dealers Can’t Afford to Take Summers Off Anymore

02:21 – Inside the Synchro Acquisition: What It Really Takes to Merge Teams

04:51 – AI Is Moving Fast—But Are Dealers Ready for It?

07:25 – Why AI Needs to Be More Than Just Chatbots in Auto

09:22 – The Tug-of-War Between Excitement and Fear Around AI

10:49 – The Security Risks Nobody’s Talking About With AI in Dealerships

12:10 – Michael’s DealerOn After-Party Story That Explains the Industry Perfectly

14:11 – How to Get Rural Dealers to Actually Adopt New Tech

15:53 – DealerOn’s Marketplace: Why Collaboration Beats Building Walls

17:57 – The Hidden Problem Tanking Dealer Websites (and How to Fix It)

18:36 – The #1 Thing Dealers Want From Vendors—And It’s Not More Tech

20:34 – The One Question Every Dealer Should Ask Before Choosing a Vendor

Connect with Tina Cuatto at https://www.linkedin.com/in/christina-cuatto-5b567587/

Learn more about DealerOn at https://www.dealeron.com

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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When your side hustle is building AI that builds companies, you're officially in "mad scientist" territory—in the best way.

Nick Askew of Space Auto returns to Auto Collabs and proves once again why he's the dealer tech world's resident mad scientist. In this episode, Nick talks about building an experimental AI-powered company that literally builds other companies—from code to communication to sales and support. Yep, it's as wild as it sounds, and yes, it’s already live. Oh, and the AI project manager is named after his dog.

But this episode isn’t just AI wizardry for fun—Nick breaks down why understanding the foundations of software architecture and data integration is now essential for anyone hoping to stay competitive in the automotive retail space. From agentic systems to CDPs, and what happens when you give your AI vision, Nick reminds us that dealers don’t have to wait for vendors to catch up. You’ve already got the data—you just need to learn how to use it.

Takeaways

0:00 This Interview Will Change How You Think About Work

2:41 He Built an AI That Builds Companies—Here’s What Happened

6:00 The Most Dangerous Shift in Tech Isn’t What You Think

8:58 White Collar Jobs Are Disappearing Faster Than Anyone Admits

10:06 Why Most Developers Won’t Have Jobs in 5 Years

12:58 The One Skill That Will Protect You From AI Disruption

14:45 You’re Not Just a Manager—You’re Now a Tech Leader

16:23 The Real Reason AI Won’t Make You Smarter

18:57 Why DIY Apps Fail (Even With AI on Your Side)

20:36 We’re Not Ready for How Fast This Is Moving

21:04 This Is What Being Your Own CDP Actually Looks Like

28:03 You Don’t Need a Vendor—You Just Need Your Own Data

Connect with Nick Askew at https://www.linkedin.com/in/nick-askew/

Learn more about Space Auto at https://space.auto/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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John Sacco reveals how recycled metals are the unsung heroes fueling everything from hospitals to highways, and yes—even your car.

John Sacco, owner of Sierra Machinery International, joins Paul J Daly, Kyle Mountsier, and Michael Cirillo to unpack the surprisingly central role of recycled metals in modern life. With his signature food-and-wine finesse, John dives into the art of recycling—from molten aluminum forklifts on Toyota’s factory floors to copper’s critical role in electrification—while keeping it casually riveting.

They take us behind the scenes of Repurposed Season 3, where John partners with Toyota to spotlight green manufacturing at its finest. His passion—to change the face of an industry often dismissed as “garbage”—shines when he reminds us: you can’t build a single American-made vehicle today without recycled aluminum. Expect insights on Kaizen manufacturing, international standardization, EV battery waste, and why nobody’s asking the right questions—until now.

0:00 – Why recycled metals matter more than you think

0:45 – How fine dining and recycling connect

2:18 – How to land a Toyota docuseries deal

4:05 – How Toyota makes aluminum manufacturing green

7:30 – Why Toyota standardizes cylinder heads worldwide

14:21 – Why recycled metals may be greener than EVs

16:15 – Why EVs aren’t as recyclable as you think

17:45 – How Toyota stays green without going full EV

19:34 – Why rare earths are a big problem for EVs

20:25 – How EV batteries are creating a recycling bottleneck

22:00 – Why copper demand is exploding with EV growth

23:30 – How electrification affects everything—from lawnmowers to golf courses

Connect with John Sacco at https://www.linkedin.com/in/john-sacco-8a8a1b10/

Learn more about Re:purposed at https://therepurposedseries.com/

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2. ASOTU CON Sessions

This episode of Auto Collabs gets seriously smart as Paul, Kyle, and Michael welcome Sanjay Varnwal, founder of Spyne. With a background that includes time at Amazon and deep roots in AI-driven product development, Sanjay shares his journey from general e-commerce merchandising to building ultra-specialized solutions for the auto industry. His company’s obsession with perfection—like making sure side mirrors don’t vanish in digital photos—isn’t just nerdy, it’s the kind of tech precision that can radically improve dealer efficiency and customer experience.

Sanjay also breaks down the evolution of agentic AI—technology that doesn't just talk, but acts on behalf of dealers to optimize pricing, image performance, and even ad budgets. It’s the next level of automation, where your digital teammate gets smarter (and more autonomous) over time. Whether you're deep in the tech weeds or just trying to understand how AI can lighten the load in your dealership, this convo offers sharp insights and a clear look at what’s next.

Takeaways:

0:00 – 🎙️ Intro banter: Meta Ray-Bans, Weezer dreams & Wiggles hype

1:48 – 💡 Introducing Sanjay Varnwal from Spyne

2:28 – 🤖 Sanjay’s first AI experience at Amazon Go

3:39 – 🧠 How AI’s been around long before 2022

5:02 – 🎥 The evolution of AI in media and merchandising

7:40 – 🔄 How AI is changing human behavior and productivity

9:45 – 🚗 Why Spyne focused on auto merchandising

11:30 – 🛠️ From general e-commerce to auto-specific solutions

13:05 – 📸 Solving hard problems: lighting, stabilization & studio-quality images

15:46 – 🪞 The vanishing mirror problem and how Spyne fixed it

17:40 – 🧑‍💻 Building an AI-powered teammate for dealers

19:04 – 🧭 What is agentic AI and why it matters

20:25 – 📊 Real-time merchandising optimization and ad performance

21:01 – ⚙️ Letting AI handle repeatable, data-driven tasks

21:40 – 🙌 Final thoughts and future of AI in automotive

Connect with Sanjay Varnwal at https://www.linkedin.com/in/sanjaykv/

Learn more about Spyne at https://www.spyne.ai

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1. Automotive State of the Union

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Thuy Adomitis didn’t plan on joining the auto industry—until a grueling 14-hour car-buying ordeal sparked a career that’s now reshaping how dealerships communicate. In this episode, Thuy shares her journey from that fateful purchase to leading sales at Mia Labs, where she’s helping dealers replace “Franken-systems” with AI agents that never sleep and never miss a call.

The conversation dives into how Mia’s voice AI is transforming dealership operations by handling everything from inbound sales inquiries to service scheduling and parts availability checks. Thuy explains how this technology not only reduces customer acquisition costs but also boosts lifetime value by keeping customers engaged throughout their ownership journey. Plus, she offers insights into the future of AI in automotive retail and how it can empower staff to focus on high-value tasks.

Takeaways

0:00 – Intro with Paul J Daly, Kyle Mountsier, and Michael Cirillo

3:21 – Thuy recounts her 14-hour car-buying experience that led her into the auto industry

8:31 – The inception of Mia Labs and its mission to streamline dealership communication

11:23 – Addressing the "Franken-system" problem in dealerships with integrated AI solutions

15:12 – Enhancing customer retention and reducing acquisition costs through AI-driven communication

21:34 – Future developments at Mia Labs, including AI applications in parts departments

Connect with Thuy Adomitis at https://www.linkedin.com/in/thuy-adomitis

Learn more about Mia Labs at https://www.mia.inc

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1. Automotive State of the Union

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Jade Terreberry brings her data-driven hustle and people-first mindset to the table.

The Auto Collabs crew sits down with Jade Terreberry—formerly of commercial real estate lending and dealership operations, now leading analytics and insights at Cox Automotive. With her roots planted firmly in the car world (thanks to a dad who spent 40 years winning national Honda sales contests), Jade shares how her love for data and love for people collided to shape her journey back into automotive. She’s a natural mixer of entrepreneurial instinct and analytic rigor.

Jade dives into how dealers and partners can lead through innovation—and why transparency and communication are non-negotiable. She’s all about closing blind spots in dealership decision-making with multi-touch attribution, geolocation, audience segmentation, and real-time feedback loops. Expect big wins in aligning technology with human trust, stretching the meaning of “partnership,” and testing iteratively rather than repeating old mistakes.

🕒 Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:48 Jade’s dealership DNA story – Growing up in a Honda shop, learning negotiation at age 7, then shifting to real estate/finance before finding her way back into cars.

7:41 From traditional sales to data-driven marketing – How owning a business taught her that decision-making by data, not gut, is key—and why the box’s always moving.

11:53 Vendor–dealer collaboration – “Relationships work because you make each other better,” Jade explains how industry partners should act as strategic extensions with shared goals and trust.

20:31 Innovating with audience segmentation & analytics – Jade outlines how Cox uses tech to “close blind spots” in spend, performance, and funnel activation in real time.

24:37 Passion & leadership DNA – Her rallying cry for auto: love people, test often, allow risk, develop innate DNA talent, and never make the same mistake twice.

Connect with Jade Terreberry at https://www.linkedin.com/in/jade-terreberry-596092104/

Learn more about Cox Automotive at https://www.coxautoinc.com

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Greg Uland returns to Auto Collabs with a timely look at how Reynolds & Reynolds is helping dealers prepare for a more efficient, tech-driven future.

Greg Uland, VP of Marketing at Reynolds & Reynolds, joins Paul, Kyle, and Michael for a summer check-in ahead of the company’s Amplify conference this August. With record registration already locked in, Greg shares how the event is evolving into a hub for collaboration—not just among current Reynolds users, but across OEMs, consultants, and dealers exploring the tech ecosystem. There’s a strong emphasis this year on diversity of perspective, with conversations focused on improving store operations, not just showcasing new features.

From technician efficiency to sales enablement and back-office optimization, Greg breaks down where dealers are most focused on doing more with less. He also previews how Reynolds’ Spark AI data layer is helping build smarter workflows, and why bringing last year’s contest winners back as Amplify judges matters. This episode highlights the bigger-picture thinking that’s helping modern dealers tackle today’s operational challenges.

🔑 Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo – Opening thoughts and memories of Greg’s now-legendary “paper scroll” moment.

2:08 Summer momentum and Amplify preview – Greg outlines the excitement around the August event, including record signups and a packed venue.

6:01 Building community through user conferences – A look at why this year’s Amplify will feature more external voices and hands-on engagement.

13:09 Areas where dealers are doing more with less – Spotlight on service tech efficiency, CRM streamlining, and smarter business office processes.

16:51 Evolving the role of the business office – How reducing manual tasks unlocks broader financial oversight and decision-making.

19:12 Tying it all together with integrated tools – Real examples of cross-brand efficiencies, like claims processed directly through the DMS.

Connect with Greg Uland at https://www.linkedin.com/in/greg-uland

Learn more about Reynolds & Reynolds at https://www.reyrey.com

Listen to Inga Maurer on the Connected Podcast: https://youtu.be/r3RHcqnQjkc?si=qq5-Bjgn03v3MVFh

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Kaylee Felio, better known in the industry as "The Parts Girl," brings her unique flavor of grit, smarts, and systems thinking to this Auto Collabs episode. Starting her career as a Subway manager and now pushing toward the CEO seat at PartsEdge, Kaylee's story is a testament to the unconventional paths that lead to real leadership in auto. She's not just making waves with her content and the PartsEdge Podcast—she’s redefining what it means to lead from the fixed ops side of the dealership.

In this conversation, Kaylee chats with Paul, Kyle, and Michael about how her sandwich-slinging days taught her the foundations of efficiency, how she built the educational resources the parts industry didn’t even know it needed, and what’s exciting her about tech and innovation in fixed ops. She also drops a bold vision for the future—and it starts with her becoming CEO. If you’ve ever underestimated the power of the parts department (or a meatball marinara on wheat), this episode will change your mind.

Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

1:33 Kaylee Felio joins the show and shares how she became “The Parts Girl”

4:27 How managing a Subway restaurant unexpectedly trained her for auto

10:13 Why parts departments need to adopt automation and evolve their processes

14:24 Calling out the status quo: Kaylee’s bold approach to sales and change

21:00 Kaylee’s next move: positioning herself to be CEO of PartsEdge

Learn more about

Connect with Kaylee Felio at https://www.linkedin.com/in/kayleefelio/

Learn more about PartsEdge at https://www.partsedge.com/

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Shane Wilson, the brain behind Connected Dealer Services (CDS), joins the crew to talk about how billions of data points, a deep background in consumer electronics, and a passion for keeping cyclists safe from autonomous vehicles are reshaping dealership service retention strategies.

The conversation kicks off with Shane’s winding path through the automotive tech world—from remote starts to launching a connected solution for dealerships that’s more than just GPS tracking. At the heart of CDS is a bold vision: empower dealers to own retention by equipping them with real-time vehicle health data, mileage tracking, and the ability to campaign directly to customers—all through a dealer-branded app. Shane also dives into the ethical terrain of data privacy, the opportunity for dealers to capitalize on wearables like tires and batteries, and why he thinks fixed ops is finally stepping into the spotlight.

Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:28 Shane Wilson joins the show and shares his background in auto tech

6:35 Why Connected Dealer Services was born to solve dealership inventory and retention issues

8:17 The breakthrough idea: shifting ownership of retention from customers to dealerships

12:39 Shane addresses privacy concerns and how CDS handles sensitive data

14:14 Hidden service revenue: how tires and batteries open new lanes for profitability

21:56 The next five years: EVs, AI, and 2 billion monthly data points shaping what’s next

Connect with Shane Wilson at https://www.linkedin.com/in/shanebwilson/

Learn more about Connected Dealer Services at https://www.connecteddealerservices.com/

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Adam Marburger redefines F&I leadership with a servant’s heart and a black belt mindset.

In this episode of Auto Collabs, Paul J Daly, Kyle Mountsier, and Michael Cirillo sit down with Adam Marburger, President and CEO of Ascent Dealer Services, to delve into his unconventional journey through the automotive industry. Starting as a porter, Adam's ascent to a top-tier F&I leader is a testament to his dedication and innovative approach. His new book, The Servant Leading F&I Manager, encapsulates his philosophy of leadership that prioritizes service, collaboration, and purpose.

Adam shares insights on transforming F&I departments into hubs of trust and long-term customer relationships. He emphasizes the importance of early involvement in deals, continuous training, and the adoption of a servant leadership mindset to enhance both customer satisfaction and dealership profitability. Listeners will gain valuable perspectives on how empathy and accountability can revolutionize the traditional F&I role.

Timestamped Takeaways:

0:00 – Intro with Paul J Daly, Kyle Mountsier, and Michael Cirillo.

1:47 – Adam recounts his accidental entry into the automotive industry and his progression from porter to F&I expert.

4:06 – Discussion on building a massive referral base and the significance of genuine customer connections.

7:27 – Identifying common issues in F&I departments, including lack of process and accountability.

10:04 – The necessity of continuous development and training for managerial staff in dealerships.

15:05 – Exploring the principles of servant leadership and its impact on F&I operations.

Learn more about Adam Marburger:

LinkedIn: Adam Marburger

Company: Ascent Dealer Services

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Attention-grabbing creativity, franchise fatigue, and the art of brand-building in the modern age.

Glenn Lundy isn’t just a podcaster or speaker—he’s a professional attention architect who’s been helping auto dealers think differently for years. With thousands of episodes under his belt and a heart for growth (and a growing family, literally), Glenn joins Paul, Kyle, and Michael to riff on why the rules of attention have changed and how creative thinking can outperform a fat ad budget. From Burger King's moldy Whopper to AI-powered robot dogs, this conversation is a masterclass in making people look your way without selling your soul to Facebook ads.

But it’s not just about flash. Glenn gets real about the human side of leadership—especially in an industry filled with third- and fourth-generation owners who might not actually want to grow. They talk about the psychological ceilings we impose on ourselves, the trap of “just enough” success, and why authentic, creative messaging is the dealership's best bet for long-term retention. Oh, and there's a mosquito attack that turns into a branding metaphor. You can’t make this stuff up.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:24 Glenn introduces his newest baby—number nine—and how family fuels his hustle

4:01 The ASOTU CON robot dog story: how a cyber-dog turned heads and taught lessons in grabbing attention

6:30 Burger King's moldy Whopper ad and the shift from traditional ads to organic, bold creative

11:18 Glenn and Paul dive deep into the tension between creativity and substance in a noisy digital world

19:02 Why many dealership owners say they want to grow—but secretly don’t

21:36 The dealership mindset trap: silos, financial statements, and being “number one” in tiny ponds

Learn more about Glenn Lundy:

• https://www.linkedin.com/in/glennlundy/

• https://join.800eliteautoclub.com/

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Alain Nana-Sinkam’s automotive career began with a childhood passion—organizing Matchbox cars into a meticulously curated dealership on his bedroom floor. That early fascination evolved into a dynamic career spanning retail, finance, and tech, culminating in his leadership role at TrueCar, where he’s redefining how consumers and dealers connect in the digital age.

In this episode, Alain joins Paul, Kyle, and Michael to discuss the evolving landscape of car buying. He emphasizes the industry's shift from focusing solely on price transparency to addressing the total cost of ownership, including financing and protection products. Alain advocates for empowering consumers with tools that provide clarity and confidence, highlighting the importance of dealers in facilitating a frictionless buying experience.

Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier, and Michael Cirillo

1:20 Alain reflects on his early days in the industry, starting as a lot attendant and how that experience shaped his understanding of dealership operations.

5:10 A nostalgic look at Alain's childhood photo, revealing his early passion for cars and dealership setups.

8:29 Discussion on the importance of recognizing the emotional and practical significance of car ownership for consumers.

13:34 Alain shares insights on the need for the industry to focus on total cost transparency, not just vehicle pricing.

18:27 The conversation turns to the challenges and opportunities in providing real-time, personalized financing options for car buyers.

Follow Alain Nana-Sinkam at https://www.linkedin.com/in/alainnanasinkam

Learn more about TrueCar at https://dealerportal.truecar.com/

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Chad Graves, Co-Founder and Chief Revenue Officer of Reunion Marketing, joins the Auto Collabs crew to talk shop about what really moves the needle in automotive marketing. With over a decade of experience guiding digital strategy for dealerships across the country, Chad breaks down how his team is pushing past surface-level metrics to deliver true business outcomes. Spoiler: it’s not about the flashiest dashboards—it’s about asking the right questions and making sure your SEO works just as hard as your sales team.

In this episode, the crew digs into Reunion's newly launched platform, Altitude, and how it's helping dealers connect marketing actions directly to sales and inventory performance. Chad offers a grounded take on the rise of AI tools like ChatGPT, arguing they enhance—but don’t replace—the fundamentals of solid SEO. The conversation gets real about shifting consumer behavior, the surprising persistence of Google search dominance, and why making your website frictionless is more important than ever.

Takeaways:

0:00 – Intro with Paul J Daly, Kyle Mountsier, and Michael Cirillo

6:19 – Chad explains how Reunion balances a scalable SEO blueprint with localized customization by asking deeper questions

10:17 – The team discusses the resurgence of new car leads and the importance of simplifying website experiences

14:44 – Chad shares insights on how AI tools like ChatGPT are influencing consumer research and the continued relevance of SEO

17:34 – Reunion’s new Altitude platform integrates sales and inventory data to provide dealers with actionable insights

23:07 – The conversation turns to the growing importance of online reviews in influencing AI-driven search results

Learn more about Chad Graves and Reunion Marketing:

• LinkedIn: Chad Graves

• Company: Reunion Marketing

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Carol Marshall unpacks how culture, trust, and hospitality can supercharge your dealership.

In this episode, Paul, Kyle, and Michael sit down once again with the ever-insightful Carol Marshall, COO of ActivEngage, to talk about the power of intentional hiring and world-class hospitality. Carol shares the secret sauce behind her company’s team-building approach—spoiler alert: it involves “hiring for attitude,” a heat-packed conference room, and a pair of brown shorts. Drawing inspiration from industry classics like Be Amazing or Go Home and The Speed of Trust, she dives deep into how great workplace culture and thoughtful recruiting aren’t just HR buzzwords—they’re how you build a business with staying power.

From making ASOTU CON attendees feel like VIPs to setting up dealers for lead-gen success, Carol and her team aren’t just talking the talk—they’re walking it (in comfy shoes, ready to help). The trio reflects on what it means to really show up for your industry, how customer experience starts well before the sale, and why “fit” can trump even the best qualifications. This one’s got real takeaways for leaders, operators, and anyone who’s ever tried to build a team worth trusting.

Books Referenced In The Interview

• Hiring for Attitude by Mark Murphy 

• Be Amazing or Go Home by Shep Hyken

• The Speed of Trust by Stephen M.R. Covey

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:41 Carol Marshall joins to talk growth at ActivEngage and what makes team expansion exciting—and tough

4:58 Why hiring for attitude beats hiring for skill, and how Carol’s team smells out drama before it starts

10:52 Behind-the-scenes of how ActivEngage owned hospitality at ASOTU CON with cross-functional team support

13:48 Productizing service: from sticky website chats to flip-to-text, ActivEngage is all about real customer connection

17:18 A fresh client wins big: 8 appointments, 8 sales—how quality conversations can drive real ROI for dealers

Learn more about Carol Marshall:

• Carol Marshall on LinkedIn

• ActivEngage

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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F&I veteran Rudy Graff brings decades of grit, grind, and gut checks into a conversation that reveals the high-stakes game behind the deal jacket.

Rudy Graff—aka “Rudy Boss”—joins the crew to unload decades of wild, real-world experience from the F&I trenches. From his early days dodging lemon law landmines and printing contracts with a daisy wheel, to leading compliance initiatives at one of the country’s largest dealerships, Rudy’s journey through automotive finance is anything but boring. He shares how a recession pivot turned into a career, why he operated under an alias in the Wild West days of F&I, and how working the phones and fighting for a spot gave him a front-row seat to the evolving auto landscape.

Now with ComplyAuto, Rudy breaks down the modern compliance tightrope, the hidden costs of a single digit typo, and how AI is changing the game—one autofilled form at a time. He peels back the curtain on how even tiny address mismatches can snowball into repo-level disasters and explains why today’s F&I professionals need more than sales chops; they need tools, process, and precision. If you’ve ever wondered what F&I actually does or why compliance is everyone’s business, Rudy makes it clear: protect the store, protect the customer, and never underestimate the power of automation.

Timestamped Takeaways:

[0:00] Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

[3:02] Enter “Rudy Boss”: Rudy shares how his F&I alter ego was born out of early dealership antics and the need to fly a little under the radar.

[5:47] From Phones to Frontline: His improbable entry into auto, starting with cold calls and ending in battle-tested F&I leadership.

[10:47] First Rule of F&I—Protect the Store: Rudy emphasizes that compliance isn't optional—it's mission-critical.

[15:12] Real-Life AI Impact: How AI is catching human errors—like address mismatches—that can trigger costly customer blowback.

[19:22] Why Your Next Repo Might Be a Data Entry Problem: The ripple effects of a single mistake and why AI is essential to clean deals.

[23:37] Looking Ahead—AI, Blockchain, and Bulletproof Compliance: Rudy and the team envision the future of document validation and regulatory tech.

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Monik Pamecha is turning chaos into clarity with AI that actually understands what customers need.

In this episode, the Auto Collabs crew welcomes Monik Pamecha, co-founder of Toma, for a deep-dive into the noisy, often-overlooked world of dealership phone calls. With a background in engineering and a journey that spans from health tech to nipple covers on Amazon (yes, really), Monik shares how he and his team stumbled into the auto industry and found their niche by transforming chaotic call data into actionable AI. Through humor and honesty, he recounts the growing pains of early development—including one rogue cowboy-themed AI voice—and explains why dealerships were the perfect testing ground thanks to their willingness to embrace fast-paced innovation.

The conversation shifts gears into the philosophy of building with AI, where Monik emphasizes separating what should be automated from what needs a human touch. Having listened to over 4,000 calls (often at 3x speed), he reveals just how much of dealership communication is repetitive and ripe for automation. From reducing friction in service booking to futureproofing voice AI with better data integration and customer intent understanding, Monik paints a vision of a dealership experience that’s faster, smarter, and still deeply human where it counts.

Timestamped Takeaways:

[0:00] Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

[4:08] Cowboy AI Goes Rogue: Monik shares a hilarious early bug where a forgotten prompt turned the AI into a Western character—proving even bad builds can lead to great stories.

[5:32] Why Dealers Move Faster Than Banks: Monik explains why dealerships were quicker to test voice AI compared to risk-averse industries like healthcare and banking.

[14:30] The Real First Step to AI in the Dealership: He outlines a simple rule: if a task doesn't need creativity, it's a candidate for automation.

[19:41] Beyond Voice—The Real Work of AI: Monik emphasizes that voice is just a channel; the real innovation lies in what the AI does after the call starts.

[23:24] Plumbers of the AI Age: As AI capabilities explode, Monik likens his team to plumbers—connecting tools, data, and insights to create seamless customer experiences.

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David Steinberg returns with the data-driven truth bomb that 88% of your leads might be telling you something you're ignoring—and it's costing you more than sales.

David Steinberg is back—and he’s not holding back. From his childhood days as a SAG card-carrying actor to founding FourEyes, David brings a mix of storytelling charm and ruthless data clarity to this episode. He dives deep into why dealers are drowning in leads but still missing sales, how bad CRMs are sabotaging great salespeople, and why marketing might be the most over-served segment in auto retail.

The conversation unpacks the dangerous comfort of “cherry-picking” leads, the myth that more traffic solves sales slumps, and the growing power of consumers in a reputation-driven market. With smart takes on AI, CRM failures, and why your sales process matters more than your ad budget, David makes it clear: the water’s rising in automotive retail, and it’s time to fix the foundation.

0:00 - Intro with Paul J Daly

6:01 – David’s unusual journey from software developer to lumber entrepreneur and how it birthed the idea for FourEyes.

8:48 – The sales process is the hardest—and most neglected—pillar of dealership success.

10:08 – Why flooding the pipeline with more leads almost never fixes a slow sales month.

12:59 – Only 2.3% of leads close after day 4; the industry’s cherry-picking model is a long-term liability.

15:08 – AI can supercharge your sales follow-up—if your CRM isn't a garbage fire.

20:42 – Customers have more power than ever, and ignoring the 88% creates ripple effects that cripple your future.

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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Unpack how robots, data, and AI are quietly transforming the dealership—from the parts department to the showroom floor.

Greg Uland is back on the mic with Paul, Kyle, and Michael, and he’s bringing high-tech vibes straight from the Reynolds and Reynolds innovation lab. This time, they’re talking about RELO—a robot that delivers parts right to the service bay without breaking stride. It’s more than a novelty; it’s a tactical answer to the question every dealer should be asking: “How much money am I losing every time a technician leaves the bay?”

But that’s just the start. The crew dives into the real conversation: why dealership tech stacks are often bloated and broken, and how Reynolds is solving that through acquisitions and a focus on clean, connected data. Greg explains how unique identifiers, unified systems, and thoughtful AI deployment can actually drive efficiency instead of creating digital noise. It’s a look behind the curtain at how fixed ops and front-end retail are converging in the era of smarter software—and smarter strategy.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

4:30 RELO the Robot: Reynolds’ parts delivery robot automates the journey from parts counter to service bay, letting techs stay put and keep turning hours.

7:00 Minutes as Inventory: Greg reframes technician time as a sellable unit, emphasizing how reclaiming just 20 minutes a day can significantly impact dealership profitability.

8:30 The Productivity Slide: Tech productivity has actually declined over the last decade—Greg and the crew discuss why, and what’s needed to reverse the trend.

14:00 Unified Data Strategy: Reynolds is stitching together its software ecosystem (CRM, DMS, rentals, and more) into a single source of truth to eliminate duplicated work and bad data.

18:00 Smarter AI Needs Smarter Data: Greg explains that AI isn’t magical—it only works when it’s built on accurate, integrated dealership data. Otherwise, it just makes the wrong decisions faster.

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Eric Flow is building a dealership legacy rooted in promises, not just profits—and his take on vendor partnerships and culture is anything but ordinary.

Eric Flow of Flow Automotive joins the crew for a conversation that reaches deep into the DNA of one of the most intentional dealer groups in the country. With roots tracing back to a post-WWII used car lot and a family legacy that includes working for Douglas MacArthur and Henry Ford II, Eric doesn’t just represent the third generation of dealers—he’s pushing the business forward with a distinct blend of care and challenge. His use of the word “covenant” isn’t marketing fluff; it’s a framework for how Flow engages both customers and employees with a sense of sacred responsibility.

The episode also dives into how Flow Automotive integrates tech like CarCutter to maintain quality merchandising across 50 rooftops. Eric explains why vendor flexibility, API access, and store-level execution matter more than just off-the-shelf functionality. He’s not chasing shiny objects—he’s looking for tools that align with their culture and empower their people. From evolving customer touchpoints to developing a scalable LMS, this conversation is a deep-dive into how values-driven leadership meets the realities of modern auto retail.

Timestamped Takeaways:

1. [0:00] The gang kicks things off by reflecting on their own family histories—and sets up the challenge to learn about Eric Flow’s great grandfather.

2. [4:48] Covenant over contract: Flow Automotive treats customer relationships as sacred, promise-based commitments.

3. [14:32] A legacy of leadership: Eric’s grandfather served MacArthur and worked for Henry Ford II before launching a used car lot with purpose.

4. [20:50] Scaling culture: As Flow grows, their learning management system is key to training and maintaining a values-first mindset.

5. [22:55] People-powered tech: Eric explains how automation frees up time for human-centric service—and how the right tools make that possible.

6. [23:37] CarCutter in action: A look at why Flow chose CarCutter for consistent, enterprise-wide vehicle merchandising—and how ease of use for store teams sealed the deal.

7. [28:28] Autonomy with alignment: Eric unpacks the balance between giving store leaders ownership while maintaining brand and cultural cohesion.

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Cindy Allen brings the soul of a musician and the mind of a technologist to one of the auto industry's most quietly transformative companies.

On this episode of Auto Collabs, the crew chops it up with Cindy Allen, CEO of StoneEagle, whose journey through auto, tech, and travel is anything but ordinary. From launching one of the industry's first web-based rating engines to leading a data-driven mission rooted in human connection, Cindy proves that growth and soul can coexist—if you focus on the "and." With infectious energy and a jazz-like approach to business, she shares how her early musical training, a stint in the travel industry, and front-line dealership experience shaped her leadership philosophy.

Whether it's bringing floppy disks to early adopter dealers, decoding data myths, or navigating the complexities of family business dynamics, Cindy keeps it real with insight and humor. The conversation dives deep into the resilience of dealers, the real story told by performance metrics, and the need for curiosity-fueled innovation in today’s fast-moving industry. This one’s got strategy, soul, and a little Italian opera on the side.

Timestamps:

0:00 – Intro

The crew riffs on the name “StoneEagle” and sets the tone for the episode.

3:02 – From Front Desk to the C-Suite

Cindy talks about how answering phones turned into building a tech-first F&I company.

6:33 – Teaching Dealers the Internet

Floppy disks, AOL, and convincing early adopters—it was the wild west of dealership tech.

10:21 – Falling in Love with the Industry

How resilient people, mentors, and agency culture pulled Cindy in for the long haul.

15:28 – The Power of “And”

Cindy explains how StoneEagle balances scale with soul—and why you have to be intentional about it.

18:43 – What the Data Really Says

Forget the headlines. Cindy unpacks key insights from industry-wide F&I data trends.

22:28 – Travel Secrets and Amex Lore

The hosts push for insider perks from Cindy’s time at American Express. She doesn’t crack.

25:46 – Closing Thoughts

Musicianship, leadership, and why staying curious will always be in style.

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Setting big goals sounds great — but what happens when the hard part hits? Nick Askew shows us how perseverance, creativity, and curiosity can bridge the gap between ambition and reality.

In this vibey and inspiring episode, the crew hangs out with Nick Askew of Space Auto — a man who seems to effortlessly blend tech, music, and entrepreneurial grit. After poking some fun at Nick’s musician-worthy name, the conversation quickly gets real. Nick opens up about a personal challenge he set for himself: recording a song every single day for a month. He reflects on the physical and emotional hurdles he faced and how that endurance translates to running a startup in today’s hyper-accelerated tech landscape. Nick’s insights about perseverance, adaptivity, and commitment make it clear: doing the hard things conditions you to thrive when the stakes are high.

The conversation takes a sharp, fascinating turn into the world of AI and its evolving role in automotive retail. Nick breaks down how we're living in the "baby stages" of AI, what practical steps dealers need to take today, and why curiosity beats waiting for a polished, plug-and-play solution. The team also riffs on how creative minds might have a unique edge when adapting to rapid technological changes. If you’re wondering how to stay relevant — or just stay standing — in the fast-moving future of retail and tech, this episode's your jam.

Timestamped Takeaways:

0:00 — Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:50 — Nick shares lessons from committing to record a new song daily for 30 days, emphasizing perseverance and adaptability

6:40 — Why doing hard things daily trains entrepreneurs to survive the inevitable grind of building anything new

10:00 — The real state of AI today: baby steps, not magic wands, and how breaking tasks into small agents creates real progress

14:54 — Practical advice for dealers: get curious, experiment with AI tools now, and learn how to be your own “data brain”

23:42 — Why automotive retail is uniquely positioned to lead in AI application — and how to think of your operations as a series of AI-powered agents

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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1. Automotive State of the Union

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For Erroll Bomar III, selling cars is just the surface—his real drive is inspiring lasting change, one relationship at a time.

In this episode of Auto Collabs, we’re joined by the magnetic Erroll Bomar III—Ford product specialist, NADA Live Stage veteran, and founder of The Change 365. Known for his presence at auto shows and his encyclopedic knowledge of vehicles, Erroll unpacks his journey from early car sales to national events, sharing how relationship-driven selling laid the foundation for his career. His automotive chops are impressive, but what really shines through is his genuine care for people and his belief that emotional connection beats transactional business every time.

The conversation shifts gears to something even deeper: the difference between motivation and inspiration. Erroll drops wisdom about helping people change not just their minds, but their lives—one day at a time. His nonprofit work with The Change365 shows how he's using that ethos to impact men’s physical and mental health. From subtle Ford hacks (hello, nine-volt battery trick) to the reality of loneliness in our digital age, this episode is part car talk, part soul talk—and fully inspiring. Yes, part two is already in the works.

0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

6:08 -Relationship-Driven Roots: Erroll details his start in automotive, selling cars commission-only and learning the power of customer relationships before social media changed the game.

10:25 - From Spokesmodel to Specialist: He walks through the evolution of auto show roles and why deep product knowledge has become non-negotiable for today’s consumers.

11:18 - The 9-Volt Hack: Learn the little-known Ford feature that could unlock your vehicle in a pinch—and why these niche facts matter to brand loyalty.

18:21 - The Change365 and the Power of Inspiration: Erroll explains why he champions inspiration over motivation and how his nonprofit helps men take control of their wellness year-round.

26:33 - It's All About Connection: Whether at an auto show or a dealership, Erroll's mission is to ensure people feel seen, heard, and cared for—because that’s what makes the biggest impact.

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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Dave Karasick proves that data and flavor both require the right ingredients to succeed.

In this episode of Auto Collabs, the crew catches up with Dave Karasick, Dealer Business Development Manager at Urban Science, and a former chef who knows a thing or two about recipes—both in the kitchen and on the sales floor. Dave shares his unique journey from crafting homemade dishes to crafting dealership processes, highlighting the parallels between culinary quality control and retail auto data strategies. With humor, insight, and just the right amount of sass, he unpacks why understanding customer behavior is more important than just flooding inboxes with cookie-cutter follow-ups.

The real meat of the conversation lies in how dealers can use real-time data to refine their approach, identify high-funnel vs. low-funnel shoppers, and—most importantly—boost engagement without overwhelming their teams. From discussing the top causes of CRM defection to emphasizing the human connection still essential in car buying, Dave blends storytelling with strategy. This episode is a must-listen for anyone trying to move from “checking boxes” to actually moving metal.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

03:26 – Dave’s unexpected career pivot from culinary arts to car sales sets the stage for a unique perspective on process and feedback.

07:47 – Dave discusses how data has become the modern dealership’s “test kitchen,” allowing dealers to identify what’s working and what isn’t.

11:11 – Dealers often overlook their own backyard: Dave emphasizes the power of hyper-local targeting and why conquesting may not always be the answer.

14:36 – Behavioral insights are key: using data to personalize customer engagement rather than relying on generic follow-up strategies.

20:40 – The 8–21 day CRM follow-up window is where dealerships lose the most leads—Dave shares how to transform those moments into conversions.

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, Paul J Daly and Kyle Mountsier sit down with longtime automotive journalist Brian Armstead to discuss his journey in the industry.

With decades of experience writing for major publications like Forbes, US News & World Report, and The Washington Post, plus radio and TV appearances, Brian brings a wealth of knowledge about the automotive world. He shares how his childhood passion for cars led him to become one of the most respected voices in automotive journalism, covering everything from consumer trends to OEM strategies.

The conversation also dives into the state of the industry, including the shift away from full EV adoption, the challenges with charging infrastructure, and how manufacturers are adapting to evolving consumer demand.

Brian shares insights on dealership dynamics, policy changes, and his favorite EVs on the market today (including a luxury pick you won’t expect!). Plus, he reflects on his work with NAMAD and the importance of diverse representation in the auto industry. If you love cars, industry insights, and great storytelling, this episode is a must-listen!

Timestamped Takeaways

0:00 Intro

0:25 Brian’s journey from car enthusiast to top automotive journalist

3:00 Breaking into the industry: Writing, radio, and big breaks

5:39 The dealer connection: How Brian engages with the retail side

6:32 Why manufacturers are pulling back on full EV adoption

7:49 The biggest EV challenges: Infrastructure, insurance, and consumer hesitation

8:25 One in five charging attempts fail—how this impacts adoption

9:33 Brian’s favorite EVs, from the Rolls-Royce Spectre to Hyundai and Chevy

12:10 The impact of NAMAD and diverse leadership in auto retail

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

Brian Armstead is a Freelance Automotive and Lifestyle Journalist

https://www.linkedin.com/in/brian-armstead-b33110114/

https://muckrack.com/brian-armstead/articles

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, Paul J Daly and Kyle Mountsier sit down with John Vincent, Senior Editor and Correspondent for US News & World Report, to discuss the Best Cars for the Money awards.

From sedans to SUVs to full-size pickups, John shares how these vehicles are selected based on quality, cost of ownership, and long-term value. He also gives his take on affordability in today’s market and why rising interest rates aren’t as high as they seem in historical context.

Beyond rankings, John shares some of his most exciting test drives—including the Lucid Air Sapphire and jumping a Toyota Tacoma TRD Pro 40 feet in the desert (without breaking anything!).

If you’re curious about the best vehicles for your budget, how the industry is adapting to economic shifts, and which cars truly deliver on reliability, this is the episode for you!

0:00 Intro

0:33 John’s pick for the most exciting car he drove this year

2:06 What makes a car the "Best for the Money"?

3:18 Why Hyundai and Kia’s warranties boost their rankings

4:15 Car affordability and how rising interest rates really compare

5:29 Why the Toyota Tacoma won Best Mid-Size Pickup

6:19 Jumping a TRD Pro Tacoma 40 feet in the desert

6:44 The importance of reliability in vehicle rankings

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

John Vincent is the Senior Editor and Correspondent / Vehicle Testing at US News and World Report

https://www.linkedin.com/in/johnmvincent/

https://www.usnews.com/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, Paul J Daly and Kyle Mountsier sit down with Tate Attia, Brand Manager for Bentley, to discuss what it takes to sell ultra-luxury vehicles to some of the most discerning customers in the world.

From the newly unveiled Vanquish to Bentley’s 217 standard paint colors, Tate explains how personalization and relationship-building are key in the high-end automotive space.

Tate shares his journey from selling used cars to managing one of the most prestigious brands in the industry, offering insights into how luxury customers think, what they expect, and what mistakes dealers should never make.

Plus, he reveals the first car that made him fall in love with the industry (hint: it wasn’t a Bentley!). Whether you’re in automotive sales, a fan of high-end cars, or just love great business insights, this episode is packed with takeaways.

Timestamped Takeaways

0:00 Intro

1:01 Tate’s journey from selling used cars to Bentley & Aston Martin

2:06 Why luxury car buying is more about relationships than transactions

3:24 How Bentley customers differ from mainstream buyers

4:52 The level of customization in a Bentley purchase

6:57 The one mistake you can’t make with high-end clients

7:44 Tate’s favorite car growing up: The Mustang obsession

8:43 Final thoughts and a (hopeful) test drive in the Vanquish

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

Tate Attia is the Bentley Brand Manager at Exclusive Automotive Group

https://www.linkedin.com/in/7035874482/

https://www.exclusiveautomotivegroup.com/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, Paul J Daly and Kyle Mountsier sit down with Adam Marburger, President and CEO of Ascent Dealer Services, to discuss his new book The Servant Leading F&I Manager: Leadership Defined.

Adam shares why the traditional approach to finance and insurance (F&I) in dealerships is outdated and how the industry needs a shift toward leadership, trust, and customer-centric service. He explains how F&I professionals can do more than just sell products—they can mentor staff, collaborate with service and sales teams, and ultimately create a better experience for both employees and customers.

The conversation also touches on how consumer buying habits have changed, with many customers preferring a mix of online research and in-person transactions. Adam breaks down why F&I needs to evolve to meet these expectations, emphasizing relationship-building over high-pressure sales tactics.

With increasing regulatory scrutiny on dealership practices, he argues that retraining, not resisting change, is the way forward. If you’re in automotive retail and want to rethink your approach to F&I, this episode is a must-listen!

0:00 Intro

0:25 Why Adam Marburger wrote The Servant Leading F&I Manager

1:16 F&I training needs to shift from sales-focused to leadership-focused

2:07 How F&I can serve the entire dealership, not just sell products

3:13 Consumers want flexibility: Online research, but in-person connections

3:52 Regulations and policies are responding to past dealership mistakes

4:18 The key to F&I success: Trust and personalized transactions

5:01 F&I leadership can transform dealership culture

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

Adam Marburger is the CEO of Ascent Dealer Services

https://www.ascentdealerservices.com/

https://www.linkedin.com/in/adam-marburger/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, we sit down with Erin Keating, Executive Analyst and Senior Director of Economics and Industry Insights at Cox Automotive, to explore the latest trends shaping the automotive market.

Erin breaks down the vast amount of data Cox Automotive gathers—from consumer shopping habits to dealership transactions—and how it informs key industry decisions. She also shares insights on the current state of EV adoption, the impact of executive orders, and the role of tariffs in driving up vehicle costs.

From the shifting dynamics of vehicle pricing to the broader economic forces affecting car buyers, Erin provides a comprehensive look at what’s ahead for the industry.

We also discuss how regulatory changes, supply chain challenges, and consumer demand are shaping the future of automotive retail. Whether you're a dealer, manufacturer, or simply an industry observer, this conversation offers valuable takeaways on the forces influencing the road ahead.

Timestamped Takeaways:

0:00 Intro

0:54 Cox Automotive’s vast data sources reveal key industry insights

2:03 Translating data into actionable insights for manufacturers and dealers

2:52 EV adoption is rising, with one in four vehicles electrified in 2024

4:16 Clarifying the impact of CAFE standards on vehicle pricing

5:42 The hidden effects of tariffs on cars, parts, and dealerships

6:34 How tariffs could drive inflation in vehicle costs

8:02 Looking ahead: Policy, economics, and automotive trends for 2025

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

Erin Keating is Executive Analyst, Sr. Dir., Economics and Industry Insights at Cox Automotive

https://www.linkedin.com/in/erinfkeating/

https://www.coxautoinc.com/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

🎧 Like and follow our other podcasts: 

1. Automotive State of the Union

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, Paul J Daly sits down with Adam Marburger—entrepreneur, finance expert, and black belt in Brazilian Jiu-Jitsu—to explore the connections between martial arts, leadership, and personal growth. 

Adam shares his journey from competing in MMA to building multiple businesses, explaining how the discipline, resilience, and mental toughness learned on the mat have shaped his professional life. He also opens up about being a dedicated "girl dad," revealing how he navigates the challenges of raising daughters, from first jobs to first boyfriends.

Beyond the personal stories, Adam offers valuable leadership insights, emphasizing the power of trust, empathy, and one-on-one connections in business. He discusses the importance of understanding employees on a personal level and fostering a culture where people feel valued. Whether you're in business, leadership, or just looking for motivation, Adam’s philosophy on perseverance and relationships will leave you inspired.

0:00 Intro

0:32 Adam Marburger on being a proud "girl dad"

1:48 How Jiu-Jitsu builds discipline and mental toughness

3:53 The surprising business lessons from martial arts

5:38 Balancing leadership and fatherhood

7:49 Building trust and strong company culture in F&I

9:14 How to lead employees who are naturally guarded

10:36 Empathy and trust: The foundation of leadership

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

Adam Marburger is the CEO of Ascent Dealer Services

https://www.ascentdealerservices.com/

https://www.linkedin.com/in/adam-marburger/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, Paul J Daly and Kyle Mountsier sit down with John O’Donnell, President and CEO of the Washington Area New Car Dealer Association (WANADA), to discuss how public policy is shaping the future of the automotive industry.

John shares insights from Public Policy Day 2025, where industry leaders, policymakers, and media come together to discuss legislation, EV adoption, and consumer choice. He explains why the shift in U.S. policy under the new administration is focusing more on letting the market decide vehicle preferences rather than pushing aggressive mandates.

The conversation also touches on the resurgence of car culture—why younger generations are once again personalizing and loving their vehicles. John shares behind-the-scenes details on the Washington Auto Show, from cutting-edge tech displays to live vehicle art and Star Wars-themed activations.

Plus, he dives into why past predictions of declining car ownership and rideshare dominance never came true. If you're passionate about the intersection of policy, culture, and the future of automotive retail, this episode is a must-listen!

Timestamped Takeaways

0:00 Intro

1:34 What is Public Policy Day, and why does it matter?

2:58 How disconnected policymakers can be from real-world auto retail

4:48 Shift in U.S. policy: Moving from EV mandates to consumer choice

6:31 The Washington Auto Show: A showcase for innovation and culture

7:34 Car culture is making a comeback among younger generations

9:17 Why past predictions of rideshare dominance and declining car ownership were wrong

10:13 Looking ahead: The future of auto retail and policy discussions

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

John O'Donnell is the President/CEO of the Washington Area New Automobile Dealers Association (WANADA)

https://www.linkedin.com/in/john-o-donnell-a5350413/

https://wanada.org/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

🎧 Like and follow our other podcasts: 

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, Paul J Daly and Kyle Mountsier sit down with John Bozzella, CEO of the Alliance for Automotive Innovation, for a deep dive into the global automotive landscape.

John shares insights from his recent trip to China, where he witnessed firsthand how their auto industry has leaped ahead in EV production and technology integration. He explains why Chinese consumers are more focused on tech ecosystems than vehicle design, how automakers there have streamlined their operating systems, and why this shift is a wake-up call for the U.S. market.

The conversation also tackles the growing regulatory challenges in the U.S., including California’s aggressive push toward EV adoption and the complications of multiple state and federal emissions standards. John breaks down why these policies could create unintended consequences for consumers and dealers alike.

If you’re interested in the future of the auto industry, the global competition for dominance, and how policy decisions are shaping the cars of tomorrow, this is a must-listen episode!

Timestamped Takeaways

0:00 Intro

1:14 China’s head start on EVs and tech integration

3:35 The future of car buying: Tech first, design second

4:45 Why half of China’s new car buyers are first-time owners

5:19 The rise of “mobile living rooms” in vehicle design

6:14 Automakers shifting toward data-driven business models

7:51 How China’s operating systems are transforming the auto industry

8:49 Overcapacity in China and the global impact on car markets

9:33 California’s aggressive EV mandates and their potential consequences

12:34 The role of the Alliance for Automotive Innovation in shaping policy

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

John Bozzella is the President/CEO of the Alliance For Automotive Innovation

https://www.linkedin.com/in/john-bozzella/

https://www.autosinnovate.org/

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During the DC Auto Show, Paul and Kyle hosted a podcast stage at Public Policy Day, and interviewed policy makers and industry experts.

In this episode, we sit down with Senator Bernie Moreno of Ohio, a former car dealer turned policymaker, to discuss the future of the automotive industry and American manufacturing. Moreno shares his strong belief in the franchise model, highlighting how car dealers serve as a crucial link between automakers and consumers. He emphasizes the importance of listening to dealers who interact with customers daily, using Toyota as an example of a brand that successfully integrates dealer feedback. Moreno also discusses the significance of car ownership in American culture, calling it a symbol of freedom and opportunity.

As a senator, Moreno is committed to supporting policies that strengthen U.S. manufacturing and prevent automakers from moving production overseas. He delves into the long-term impact of manufacturing incentives, tariffs, and economic policies that affect workers, dealers, and consumers alike. With a deep passion for cars and a personal connection to the industry—his son is set to become a Mercedes dealer—Moreno is determined to be a strong advocate for the automotive sector in Washington.

Timestamped Takeaways:

0:00 – Intro

0:25 – The franchise model is crucial for the auto industry's success.

1:34 – Listening to dealers is key to understanding consumer demand.

2:39 – Car ownership represents freedom and independence in America.

3:37 – Manufacturing incentives can strengthen the middle class.

4:07 – Buying American-made cars supports jobs and local economies.

6:16 – Automakers should focus on producing what consumers actually want.

6:50 – Government policies should enable, not dictate, market demand.

Thanks to Ascent Dealer Services for making our Public Policy Day coverage happen!

https://www.ascentdealerservices.com/

Bernie Moreno is the Senator for the State of Ohio

https://www.linkedin.com/in/bernie-moreno-4251884/

https://www.moreno.senate.gov/

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Mergers and acquisitions in auto aren’t just about buying stores—they’re about building legacies, and Dave Cantin is leading the charge.

From selling cars straight out of high school to owning and operating one of the largest Hyundai dealerships in the country, Dave has built an empire in the auto industry. Now, as the founder of the Dave Cantin Group, he’s redefining M&A with a strategy that’s about more than just the deal—it’s about about relationships, strategy, and legacy.

In this episode, Dave takes us on his journey from a determined 18-year-old to an industry powerhouse, breaking down the evolution of dealership valuations, the growing role of AI in M&A, and why data is the new gold in auto. The crew dives deep into how consolidation is shaping the future of the industry and why dealers need to start thinking of themselves as data companies if they want to maximize their value. Plus, an exclusive look at Dave’s game-changing AI tool, Jump IQ, which is set to revolutionize how dealerships are evaluated and acquired.

Buckle up—this one’s a masterclass in the future of automotive M&A.

Timestamped Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:44 – The Determined 18-Year-Old Who Wouldn’t Leave

Dave shares how he got his first job in auto sales by refusing to walk away from a dealership that initially ignored him. That persistence turned into a rapid rise through the ranks.

8:01 – The Hustle Mentality in Auto

How young, hungry professionals can find massive opportunity in the auto industry—if they bring the right mindset and tenacity.

14:05 – The Wild West of Auto M&A

For decades, dealers were negotiating their own deals without proper representation. Dave saw a massive opportunity to bring structure and strategy to dealership acquisitions.

20:31 – The AI Game-Changer: Jump IQ

Dave reveals Jump IQ, a cutting-edge AI tool that can instantly evaluate dealerships, predict market shifts, and even analyze how events (like a presidential election) will impact auto sales.

24:34 – The Future of Dealership Valuations

Why dealers should be thinking beyond revenue and profit—structuring their data strategy like a tech company could mean unlocking 7-10x multiples in future acquisitions.

Dave Cantin is the Founder and CEO of the Dave Cantin Group

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AI is a powerful tool, but the human element is still the key ingredient in great customer experiences.

Whether it’s selling wine or cars, relationships matter. 🚗🍷

In this episode of Auto Collabs, the crew welcomes Ted Rubin, CEO and Founder of ActivEngage, to talk about the ever-evolving role of AI in automotive retail.

Before diving into tech, we take a quick detour through Europe—because when your wife is a sommelier, you don’t just visit France and Italy, you experience them. Ted shares insights on how wine, like the car business, is full of nuance, timing, and expertise that AI has yet to master. From the human element in dealership conversations to the strategic use of AI for efficiency, this episode is packed with wisdom from someone who’s been in the trenches of automotive for decades.

The conversation gets deep on how AI can enhance but not replace the personal touch in sales. Ted emphasizes that consumers aren’t just looking for information online—they’re testing the dealership, seeing if they’ll be treated with care. ActivEngage aims to make that first impression count, not by pushing leads, but by building relationships. And just like a well-paired wine and steak, the best sales experiences come from knowing your customer, understanding context, and delivering a tailored approach—something AI isn’t quite ready to do on its own.

🔑 Episode Takeaways:

⏱ 0:00 – Intro with Paul J. Daly, Kyle Mountsier (with a roast of Michael for not showing up).

⏱ 2:42 – Ted Rubin’s European adventure: wine, champagne, and a VIP New Year’s Eve in Paris.

⏱ 5:44 – Can AI replace a sommelier? The answer reveals deeper truths about human interaction.

⏱ 10:01 – Why AI belongs in dealership operations—but not in direct customer conversations (yet).

⏱ 17:15 – Trust in online interactions starts lower today than it did 20 years ago—here’s how to fix it.

⏱ 22:53 – Customers don’t chat for information; they chat to test how they’ll be treated.

Ted Rubin is the Founder/CEO of ActivEngage

https://www.linkedin.com/in/ted-rubin/

https://www.activengage.com/

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Endurance and innovation go hand in hand, whether you're running races or reshaping automotive data strategies.

In this episode of Auto Collabs, the team catches up with Bobby Gaudreau, VP of Sales & Marketing at Activator Dealer Solutions, to discuss his passion for ultra-running and his relentless drive to transform automotive marketing. Bobby reflects on his recent 50-mile race, the Squamish 50, which served as both a personal milestone and a metaphor for his professional journey—both require vision, perseverance, and a clear plan to achieve success.

Shifting gears to business, Bobby dives into the evolution of Customer Data Platforms (CDPs) in automotive. He explains how Activator is bridging the gap between siloed dealership data and actionable marketing strategies, emphasizing the importance of clean data and well-defined outcomes. The conversation touches on the challenges of implementing CDPs effectively, avoiding the pitfalls of past buzzwords like “digital retailing,” and preparing for a future where emotional intelligence takes center stage in customer interactions.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:42 Running the Squamish 50: Bobby shares his experience completing a 50-mile race in British Columbia, an achievement marking his 50th birthday.

5:08 What Makes a True CDP: Bobby outlines the foundational elements of a real CDP, emphasizing data quality and marketing execution.

14:01 Avoiding the "Digital Retailing" Trap: Strategies to ensure CDPs deliver meaningful outcomes rather than becoming another overhyped tech trend.

19:50 Major Advancements in Auto Tech: Bobby highlights how CDPs can unify data silos and drive incremental lift in dealership performance.

24:02 The Future of Work: A discussion on how emotional intelligence and human connection will outweigh technical skills as automation takes over repetitive tasks.

Bobby Gaudreau is the VP of Sales & Marketing, GM/Project Owner at Activator Dealer Solutions - A Division of Dominion Dealer Solutions

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When innovation meets obsession you get: data-driven inventory strategies and… lawn care AI?"

Colby Joyner, VP of Growth at Liftkit.io and serial starter of “what’s next,” joins the Auto Collabs crew for a wide-ranging conversation about the current state of the automotive industry and where it’s headed. With 2025 shaping up to be a year of recalibration, Colby shares his thoughts on leveraging data for smarter inventory strategies and why dealers need to focus on building a solid foundation during these transitional times. From creating flexibility in merchandising to rethinking how vehicles are marketed across platforms, Colby’s insights highlight the importance of agility in a rapidly evolving space.

And if you think that’s all Colby’s been up to, think again. The self-proclaimed lawn care enthusiast reveals a side project that’s as innovative as it is niche: a conversational AI dedicated to solving lawn woes. Whether it's crafting smarter dealer solutions or the perfect turf, Colby brings his signature mix of precision and creativity to every endeavor.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:35 A Year to Build: Colby discusses why 2025 is a pivotal year for the auto industry to focus on preparation and foundational growth for future success.

10:10 Smarter Inventory Strategies: How dealers can leverage predictive analytics and data to optimize their inventory decisions and marketing efforts.

15:25 Platform-Specific Marketing: The importance of tailoring vehicle merchandising to specific third-party platforms for better engagement and ROI.

18:50 Solving the "Coming Soon" Problem: Colby’s take on speeding up photo uploads and improving vehicle presentation to eliminate unappealing placeholders.

22:25 Lawn Care AI, Anyone? Colby unveils his experimental AI that helps homeowners tackle lawn challenges with step-by-step guidance.

28:21 Creative Energy Fuels Innovation: A look at how entrepreneurial spirit drives fresh ideas in automotive and beyond.

Colby Joyner is the VP of Growth at LiftKit

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AI may be the future, but Carol Marshall reminds us it’s the human touch that keeps the automotive industry thriving.

Carol Marshall, COO of ActivEngage, brings a refreshing blend of wisdom, innovation, and a touch of "grandparent vibes" to this episode of Auto Collabs. As the pioneer of conversational commerce for car dealerships, Carol shares how her team has spent the past 17 years fostering genuine, trust-building interactions between dealers and their customers. From developing AI-powered tools like Theo to enhance—not replace—human interactions, to advocating for a thoughtful integration of technology in customer communication, Carol is on a mission to keep the automotive industry personal, efficient, and data-smart.

In this engaging conversation, the crew dives into the nuances of deploying AI in dealership operations, the unique power of a personal touch in service scheduling, and why focusing on relationships—not just leads—drives higher revenue. Carol also explores how ActivEngage’s solutions are evolving to meet the shifting demands of both consumers and dealers, ensuring the human connection stays at the heart of every interaction.

Timestamped Takeaways:

1. 0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2. 3:25 The Grandparents in Automotive Group: Carol’s creative metaphor for industry wisdom and evolving relationships.

3. 6:54 Activating AI: How ActivEngage uses AI as a tool to support—not replace—human agents.

4. 13:55 Centralized Communication: Why integrating multiple touchpoints into a unified experience is crucial for customer satisfaction.

5. 17:58 Personal Service Scheduling Wins: Data shows real conversations increase service show rates and RO revenue.

6. 22:06 Industry Predictions for 2025: Carol’s vision of tighter processes, renewed customer service focus, and balanced AI integration.

Carol Marshall is the Chief Operations Officer at ActivEngage

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Why do dealership customers leave bad reviews? Matt Murray of Widewail breaks it down with insights from over 8 million Google reviews—and the answer might surprise you.

In this episode, we’re diving into the world of customer feedback. Matt shares how his company transformed millions of unstructured reviews into actionable insights for automotive dealers.

The 2024 Voice of The Customer report shows a 20% increase in negative staff-related reviews this year, the conversation centers on why people leave bad reviews and what dealers can do to improve.

From the rising complexity of EV sales to the long-tail effects of pandemic-era pricing, Matt highlights the importance of well-trained staff and clear communication in building trust.

Plus, the crew explores the psychology behind reviews, the value of people in the dealership experience, and how dealers can stay ahead in a rapidly evolving market. 

Timestamped Takeaways:

0:00 Intro Banter and Teasers

2:17 Meet Matt Murray of Widewail

5:14 Why Do Customers Leave Bad Reviews?

16:13 Rising Negativity in Staff Interactions

21:52 EV Buyers and Knowledge Gaps

24:56 Aging Vehicles = Higher Service Costs

27:22 Back to Basics: The Importance of Training

28:59 Customers Still Want Human Interaction

30:38 Closing Thoughts and Wrap-Up

Matt Murray is the CEO at Widewail

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Susanna Cunningham’s automotive journey is all about harmonizing passion with precision.

In this episode of Auto Collabs, Susanna Cunningham, the Regional Group Manager at automotiveMastermind, shares her fascinating journey from missing choir practice to becoming a data-driven force in the automotive industry. Susanna talks about how her love for cars started at a young age and evolved into a full-fledged career, emphasizing the importance of data and people in driving success. With nearly two decades of experience, she dives into the pivotal moments that shaped her path and how she now leverages data to help dealerships thrive.

Understanding customer demographics is an often-overlooked key to dealership success, and Susanna Cunningham knows it firsthand. In the interview, she highlighted how aligning inventory with the right market can make or break a dealership. Take the example of a Toyota store stocked with high-end Tundras and Sequoias in an area where the median income just doesn't support those price tags—those vehicles sit unsold, eating into profits. But by digging into local census data, Susanna helped the dealership realize they needed to shift their focus to more affordable options or target wealthier zip codes with strategic marketing campaigns. This simple yet powerful adjustment not only moves inventory faster but also builds stronger connections with the community by offering what customers actually need and can afford. It’s this kind of smart, data-driven approach that turns inventory from a costly challenge into a valuable asset.

Timestamped Takeaways:

0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

05:00 - Susanna’s first encounter with the auto industry at just 15, buying a car at an auction before she even had a license.

09:00 - The surprising power of a portfolio analysis and how it can reveal where dealers might be losing money.

12:04 - The inspiring origin story of automotiveMastermind, starting with a U-Haul and a dream at their first NADA convention.

17:44 - Practical insights on leveraging census data to align inventory with the right market demographics.

20:49 - The importance of mentorship in the auto industry and how Susanna helps dealership staff reach their full potential.Susanna Cunningham is the Regional Group Manager at automotiveMastermind

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The top rule from this human resources star? Good vibes only.

Bethany Sobczak, Corporate Director of HR at Fitzgerald Auto Mall and 2023 Automotive News 40 Under 40 winner, brings a refreshing perspective to HR in the automotive industry. Her career might have started as car salesperson straight out of high school, but today, Bethany is spearheading Fitzgerald’s transition to a 100% employee-owned company. She leverages her love for cars and people to cultivate a workplace culture that emphasizes transparency, trust, and shared success.

In this episode, Bethany dives into the cultural shift that comes with an Employee Stock Ownership Plan (ESOP), the rebranding of HR as a fun and supportive partner rather than just the rule enforcer, and how maintaining an optimistic mindset can transform even the most challenging situations.

From her early days selling cars to managing HR for an organization of 4,000+ employees, Bethany shares how she balances the need for policy with a genuine love for people. Her insights into managing egos, encouraging proactive communication, and the importance of maintaining an employee-first culture show practically how to align business goals with employee well-being.

Timestamped Takeaways0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo04:09 - Bethany shares how her early success in car sales led to a long-lasting passion for the automotive industry.08:00 - Bethany explains the decision behind Fitzgerald Auto Mall's shift to a 100% employee-owned model and how it's transforming company culture.10:07 - The cultural shift: How employee ownership has increased accountability and team cohesion across the organization.13:59 - Bethany discusses how her optimistic approach in HR helps her handle difficult situations and maintain a positive work environment, even when delivering bad news.15:36 - Rebranding HR: Bethany’s mission to shift the perception of HR from the office “Grim Reaper” to a supportive, strategic partner in the workplace.17:21 - Bethany highlights why the automotive industry is the best place to be in HR, emphasizing the unique, fun culture that allows HR professionals to be themselves and connect more authentically with employees.19:00 - Managing egos in the car business: Bethany discusses how to leverage ego positively while maintaining a collaborative environment.22:03 - Proactive HR: The importance of training and relationship-building to prevent issues before they arise.

Bethany Sobczak is the Corporate Director of Human Resources at Fitzgerald Auto Mall

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Remembering faces at events isn't so different understanding a shopper's journey online. They both require seeing and knowing a person.

Tina Cuatto, Director of Product Management at DealerOn, joins the crew to discuss website personalization and its impact on the automotive industry. From her early days as a Public Affairs intern at the Smithsonian to her current role, Tina shares her journey in navigating fast-paced industries and her focus on making technology more human. With a background in journalism and a love for the arts, Tina brings a different perspective to how she helps dealerships create more personalized, intuitive online experiences for their customers.

The conversation covers everything from Tina's love for Philly sports to her work with website personalization at DealerOn, where she’s helping to make car shopping more tailored and less invasive. Web personalization involves tailoring online car shopping experiences by showing relevant content and recommendations based on each visitor's behavior and preferences. By making it easier for users to find what they need, this approach not only enhances the user experience but also significantly improves conversion rates.

Timestamped Takeaways:0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo5:58 Tina’s background in Public Affairs at the Smithsonian honed her ability to understand and connect with people—skills she now applies in product management.10:47 Website personalization is about more than just matching products; it's about creating a user experience that feels natural and non-intrusive.15:02 Early metrics show that personalized content on dealer websites can increase conversion rates by 250%, signaling a significant impact on user engagement.17:09 Tina emphasizes the importance of trust and transparency in personalization, ensuring that users feel known without feeling stalked.20:25 Despite initial reservations about entering the auto industry, Tina has found a supportive community and sees opportunities for growth and innovation.

Tina Cuatto is the Director of Product Manager at DealerOn

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In this episode of Auto Collabs, we welcome back Greg Uland, VP of Marketing for The Reynolds and Reynolds Company, who has the most appearances on the show out of any guest! Greg dives into the significance of in-person events like the upcoming Amplify event, emphasizing the unparalleled value they bring to the automotive industry. With Reynolds' dedication to fostering innovation, Greg highlights how these gatherings are pivotal for sharing best practices, enhancing processes, and unveiling the latest tools.

Paul, Kyle, and Michael engage Greg in a lively discussion about the behind-the-scenes efforts that make events successful and the tangible benefits attendees can expect. From cybersecurity to AI advancements, Greg shares insights into the critical topics that will shape the future of automotive retail. Plus, get a sneak peek into the fun and shenanigans planned for Amplify, ensuring a blend of valuable content and networking opportunities.

Timestamped Takeaways:0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo2:28 Planning and Innovation: Greg talks about the importance of planning in the dealer world versus the industry partner side, highlighting the necessity of strategic events like Amplify.3:10 The Role of In-Person Events: Greg explains why Reynolds hosts the annual Amplify event, focusing on the benefits of bringing people together to share best practices and hands-on learning.5:02 Cybersecurity Focus: Greg underscores the significance of cybersecurity in the automotive industry, announcing sessions led by experts including Frank Abagnale of "Catch Me If You Can" fame.10:57 Efficiency Through AI: Discussing the future of AI in automotive retail, Greg shares how Reynolds' new AI-driven products aim to enhance dealer efficiency and reduce operational costs.14:14 Event Details and Invitations: Greg provides details on the Amplify event, encouraging dealers and industry partners to register and join the innovative and fun-filled gathering.

Greg Uland is VP of Marketing for The Reynolds and Reynolds Company.

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Mentorship is a secret weapon in helping teams overcome being average.

Jack Pearson, Centre Manager at Jaguar Land Rover South Shore, joins the Auto Collabs podcast to share his insights on mentorship, training, and the transformative power of nurturing potential in the automotive industry. Jack's journey from a student-athlete in the UK to a top leader in the U.S. car market reminded us of so many similar stories that run throughout the industry. His passion for fostering talent and his innovative approaches to customer experience are reshaping the way his dealership operates, ensuring every client interaction is memorable and meaningful.

In this episode, Jack dives into the importance of mentorship in unlocking potential, recounting stories of how personal connections and deep understanding of individual goals can drive success. He also highlights the evolution of his dealership's approach during the inventory challenges of the COVID-19 pandemic, demonstrating resilience and adaptability. From customized customer experiences to leveraging his own experiences as an athlete, Jack's insights provide a blueprint for achieving excellence in the auto industry.

Timestamped Takeaway:0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo04:32 - Jack's Journey to the U.S.: From a soccer scholarship in Ohio to a successful career in the automotive industry.09:09 - Mentorship Matters: How deep conversations and understanding individual goals can unlock potential in team members.17:36 - Customer Experience Excellence: The unique approaches Jaguar Land Rover South Shore employs to create memorable customer experiences.22:53 - Unreasonable Hospitality: The power of personalized touches in enhancing customer satisfaction and loyalty.27:08 - A Simple Thank You: The impact of genuine appreciation in customer interactions and the dealership's culture.

Jack Pearson is the Centre Manager at Jaguar Land Rover South Shore

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Cultivate loyal customers by turning your service drive into fertile ground with Nick Shaffer’s farming strategies.

In this episode, the hosts welcome Nick Shaffer, the VP of Sales at TVI-MarketPro3, to discuss innovative approaches to improving customer retention. Shaffer, who recently moved from Northern California to Houston, brings a wealth of experience from his extensive career in automotive retail, particularly in fixed operations. The conversation delves into the importance of shifting focus from customer satisfaction to customer retention, likening the process to farming rather than hunting. Shaffer emphasizes the necessity of a cohesive effort across departments and the value of establishing a robust handoff from sales to service.

The discussion highlights the groundbreaking approach of integrating mobile service drives into the customer experience. Shaffer shares a compelling story of a Ford dealership that effectively markets its mobile service by displaying it live in the service drive, providing customers a tangible and reassuring experience. This fundamental yet radical approach has proven successful in retaining clients by making the service process transparent and convenient.

Timestamped Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo3:32 From Northern California to Houston: Nick shares his recent move and how it impacted his mountain biking hobby.4:32 Extensive Experience in Fixed Ops: Nick discusses his journey in the automotive industry, starting from 2005, and his roles, including being a service manager at Hendrick Automotive Group.7:15 Shift from Customer Satisfaction to Retention: Nick talks about the industry's pivot from focusing on customer satisfaction to measuring and enhancing customer retention, explaining why it's crucial for business success.11:25 The Farming vs. Hunting Mentality: The conversation dives into the analogy of treating customer retention like farming, which requires patience and consistency, versus the immediate results-driven hunting approach.16:02 Mobile Service Drives: A Radical Fundamental: Nick shares a story from ASOTU CON about a Ford dealership successfully integrating mobile service into their customer experience by showcasing it in the service drive.19:02 The Sales-to-Service Handoff: Nick emphasizes the importance of a smooth handoff from sales to service, which is crucial for retaining customers and ensuring they return for service.

Nick Shaffer is the VP of Sales at TVI-MarketPro3

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For dealers and marketers looking to enhance their online presence and drive sales, Daniel Able highlights real-world examples and the tangible benefits of excellent merchandising.

In this episode of Auto Collabs, the crew chats with Daniel Able, National Sales Manager at CarCutter, about the transformative power of proper vehicle merchandising. Daniel shares his journey from the dealership floor to the vendor side. Amidst laughs and a few unexpected revelations, Daniel emphasizes the critical need for consistency and quality in online vehicle presentations to boost sales and customer satisfaction.

The conversation takes a deep dive into the significance of effective vehicle merchandising. Daniel and the hosts discuss how poorly presented vehicle listings can deter potential buyers, drawing a striking comparison to the seamless and visually appealing listings on platforms like Amazon. They emphasize that in the digital age, a dealer’s website is the new front line, and having high-quality, consistent images can significantly impact a customer’s decision-making process. Daniel shares insightful anecdotes and practical strategies for improving merchandising efficiency, such as streamlining the photo-taking process and ensuring every vehicle is showcased at its best. 

Here's what is covered:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo01:39 Daniel Able Introduction: The hosts introduce Daniel Able, National Sales Manager at CarCutter, and tease some surprising facts about him.03:02 Daniel’s Volunteer Work: Daniel shares about his volunteer work with a water rescue organization in South Carolina.05:15 Daniel’s Journey From Dealer To Vendor Partner: Daniel describes his path in the automotive industry, from starting in car sales to transitioning to digital retail and eventually moving to the vendor side with CarCutter.14:24 Importance of Quality Images: Daniel discusses how vital high-quality, consistent images are for online vehicle listings and compares this to product listings on Amazon.16:07 The Website Is The New Front Line: The conversation highlights that a dealer’s website is now the new front line and emphasizes the need for speed and efficiency in getting vehicles market-ready online.22:02 Merchandising Challenges and Solutions: Daniel explains the common challenges dealers face in merchandising and how CarCutter helps streamline the process, ensuring better presentation and faster turnaround.24:57 Evolution of Merchandising Mindset: The hosts reflect on the evolution from print to digital merchandising in the automotive industry and the ongoing need for dealers to adapt and improve their online presence.

Daniel Able is the National Sales Manager at CarCutter

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Impel's acquisition of Outsell is supercharging AI-driven marketing and re-thinking the way we buy and sell cars.

In this episode of Auto Collabs, Paul J Daly and Kyle Mountsier chat with Devin Daly, co-founder and CEO of Impel. Devin shares his fascinating journey from Wall Street to transforming the automotive industry through innovative merchandising and marketing solutions. He explains how Impel started by focusing on 360 product visualizations for fashion and later pivoted to the automotive sector, leading to rapid growth and success. Devin also highlights Impel's data-driven approach to personalized marketing, which leverages unique consumer insights to enhance the customer experience and drive conversion rates.

A significant highlight of the conversation is Impel's recent $100 million acquisition of Outsell, a move that underscores the company's ambition to become the AI authority in the automotive vertical. Devin reveals that Outsell's extensive 20-year consumer data history, tracking around 70 million American consumers, was a key factor in the acquisition. This rich data set allows Impel to train its AI models on auto-specific use cases, enabling long-tail personalization and more effective marketing strategies. By integrating Outsell's capabilities, Impel aims to deliver even greater value to dealerships and consumers alike, solidifying its position as a leader in automotive AI solutions.

Here's what is covered:0:00 Intro with Paul J Daly and Kyle Mountsier1:32 Devin Daly shares his background and how Impel started.3:26 The pivot from fashion to automotive merchandising.6:14 The importance of data in personalized marketing.9:50 Where Outsell fits into Impel's growth trajectory.12:53 The value of Outsell's extensive consumer data.16:08 Impel's structure and commitment to in-person collaboration.

Devin Daly is the Co-Founder/CEO of Impel

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Ford's new approach to dealer training merges innovative storytelling with cutting-edge AI to deliver a transformative learning experience.

Abby Vietor, the Head of Ford University, and Kathy Munoz, Manager of Dealer Training & Productivity, share how Ford University aims to revolutionize the traditional training model. Abby's Hollywood and Amazon Web Services background bring a cinematic flair to training content, while Kathy's expertise in coaching ensures a human touch remains at the forefront.

In this episode, Abby and Kathy delve into their backgrounds and how they came together to craft a training experience that is both engaging and effective. From Abby’s journey through Hollywood and tech to Kathy’s transition from the legal field to coaching, their diverse experiences provide unique insights into creating content that resonates with dealers.

Abby and Kathy cover the challenges of integrating new technologies into dealer training and how their innovative methods address these hurdles. Abby highlights the importance of creating relatable and memorable stories to help dealers understand and convey complex technological features like BlueCruise. Meanwhile, Kathy emphasizes the role of AI in providing continuous, personalized coaching, allowing employees to practice in a safe environment and receive real-time feedback. Together, they aim to make training not only more effective but also more enjoyable, ensuring that dealers are well-equipped to meet the needs of modern customers.

Timestamped Takeaways:

03:04 Abby Vietor’s unique career path: From Hollywood to Ford University, blending storytelling with data-driven training.05:13 Kathy Munoz’s transition from legal to coaching: Board-certified expertise applied to dealer training.08:47 The power of storytelling in training: Engaging learners by connecting new technologies to relatable experiences.17:01 AI-enhanced roleplay practice: Safe, private space for dealers to refine their skills with personalized feedback.20:51 Measuring training impact: Using data to demonstrate the effectiveness of new training methods on dealer performance.

Abby Vietor is the Global Director of Dealer Training & Productivity / Head of Ford University at Ford Motor Company

Kathy Munoz is the Manager, Dealer Training & Productivity - Coaching & Competencies at Ford Motor Company

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A faster, more efficient landscape driven by technological advancements and a continuous learning mindset.

The dynamic and insightful Keishawn Batts, Head of Customer Success at Upstart, joins Auto Collabs to share his deep knowledge and passion for the automotive industry. Keishawn’s journey from detailing cars at a Porsche dealership to leading a dedicated sales team at Upstart highlights his extensive experience and dedication to automotive finance.

Throughout the conversation, Keishawn discusses the unwavering resilience of dealerships in the face of industry challenges such as high-interest rates, technological outages, and evolving consumer expectations. He emphasizes the community-driven nature of the automotive industry, where competitors often come together to navigate tough times.

The discussion also delves into the transformative role of AI-powered financing, illustrating how it enhances credit accessibility, reduces biases, and streamlines the car-buying process. Keishawn explains the importance of utilizing digital tools to educate consumers and improve their dealership experience, ultimately making car purchases more affordable and efficient.

Keishawn’s enthusiasm is palpable as he shares his optimism for the future of automotive finance. He predicts a faster, more efficient landscape driven by technological advancements and a continuous learning mindset. His insights into the industry's future, coupled with his real-world experience, provide listeners with a comprehensive understanding of the current state and future direction of automotive financing.

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

02:14 Keishawn Batts introduces his extensive career in automotive finance, from detailing cars to leading Upstart's dealer success team.

06:02 The resilience of dealerships in overcoming challenges, such as high-interest rates and technological outages, through community and innovation.

11:59 Exploring AI-powered financing and its benefits, including reducing biases and improving credit accessibility for consumers.

17:19 Predictions for the future of dealership financing and how AI will continue to streamline processes and enhance customer experiences.

20:18 Keishawn's optimism for the industry's future and the ongoing need for technology and process improvements.

Keishawn Batts is the Head of Customer Success at Upstart

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From the boardroom to the baseball diamond, some truths transfer surprisingly well.

In this episode, we sit down with John Fitzpatrick, President/CEO of Force Marketing, who draws fascinating parallels between running a business and coaching his son's travel baseball team. John shares insights on maintaining team morale, managing intense parent involvement, and the critical importance of cheerleading from the sidelines. His experiences in both arenas offer a unique perspective on leadership, resilience, and the power of teamwork.

John dives into the transformative potential of AI and customer data platforms (CDPs) in the automotive industry, emphasizing the significance of leveraging data for more personalized customer engagement. He highlights the ongoing challenge of ad waste and the necessity of clean data, advocating for a deeper, more meaningful relationship with customers to foster loyalty and long-term success. The conversation seamlessly blends light-hearted anecdotes with profound business insights, making for an engaging and informative episode.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:28 Coaching Intensity: John shares how coaching an 8-year-old travel baseball team involves managing intense parent expectations and maintaining team morale.

5:08 Business Parallels: John discusses the striking similarities between coaching young athletes and leading a business team, emphasizing teamwork, attitude, and grit.

10:23 AI and Marketing: Insights into how AI and customer data platforms (CDPs) are revolutionizing the automotive industry's marketing and customer engagement.

15:19 Data Cleanliness: The critical importance of maintaining clean data to reduce ad waste and improve marketing efficiency.

20:54 Future of Dealerships: The potential for improved data integration and efficiency within dealership groups to enhance customer relationships and business operations.

John Fitzpatrick is the President/CEO of Force Marketing

https://www.linkedin.com/in/jwfitz/

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With the right tech and team, even accounting can be cool.

In this episode of Auto Collabs, Laurent Charpentier, CEO of Yooz. shares his fascinating journey from France to Dallas, Texas, bringing a fresh perspective to the typically mundane world of accounting. With a background in computer science and a passion for innovation, Laurent reveals how Yooz is revolutionizing the way auto dealers manage their finances, making processes smoother and more efficient.

Laurent dives into Yooz's unique approach, which combines cutting-edge technology with a vibrant company culture symbolized by their iconic flamingos. He explains how Yooz's solutions help dealerships automate their accounts payable processes, freeing up valuable time for staff to focus on more strategic tasks. With insights into the challenges of moving from engineering to an executive role, Laurent highlights the importance of people in building a successful company and how a strong team culture can drive innovation and customer satisfaction.

Timestamped Takeaways0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo02:08 From France to Texas: Laurent Charpentier shares his journey and why bringing Yooz to the U.S. was a crucial step.07:25 Company Culture: Laurent talks about the importance of a strong team culture and how Yooz maintains it across continents.14:22 AP Automation Benefits: Discussion on why automating accounts payable is vital for dealerships and how Yooz makes it seamless.19:44 Dealer Mindset: Insights into the mindset of dealerships adopting Yooz's platform and the strategic benefits they gain.23:45 Modernizing Payments: The team discusses the surprising persistence of paper checks in the U.S. and how Yooz is helping dealerships move beyond outdated payment methods.

Laurent Charpentier is the CEO at Yooz

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Luis Delgado, CEO of Altura Automotive, joins the Auto Collabs team for an engaging discussion on leveraging the Hispanic market in the automotive industry. Known for his dynamic energy and innovative strategies, Luis reveals how he stumbled into the automotive world and has since become a key figure in Hispanic marketing. From humble beginnings in a Buy Here Pay Here dealership to revolutionizing dealership training programs, Luis shares insights on bridging cultural gaps and building trust with Hispanic customers.

In this episode, you'll hear about Luis's journey, the importance of making both pretty and ugly content to capture attention, and the vital role of community in the Hispanic market. The conversation dives deep into strategies for creating engaging, direct-response videos, building effective Facebook campaigns, and fostering self-sufficient sales teams. Join Paul, Kyle, and Michael as they explore how dealerships can not only attract Hispanic customers but also integrate Hispanic employees to enrich their business culture.

Watch Luis and Altura's ASOTU CON Mini-Keynote here: https://www.youtube.com/watch?v=tBDxmkVYr3E

Timestamped Takeaways0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo05:35 Entering the Auto Industry - Luis shares how he accidentally found his way into the automotive sector through Patrick from Beaver Toyota, and the impactful role of serving the Hispanic community.10:20 Building Trust in the Hispanic Market - The conversation highlights the significant gap in servicing Hispanic customers and how dealerships can better cater to this growing market.18:24 The AAA System - Luis explains his methodology for creating effective marketing content, emphasizing the balance of making videos both pretty and ugly to engage viewers.21:45 Leveraging Community Power - The team discusses the powerful dynamics of community within the Hispanic culture and how dealerships can benefit from fostering these relationships.27:35 Future of Hispanic Automotive Market - With 25% of all vehicle sales projected to come from Hispanic buyers by 2025, the team underscores the urgency for dealerships to adapt and embrace this demographic.

Luis Delgado is the CEO of Altura Automotive

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Is compliance annoying? Sometimes.Stressful? Maybe.Important? Definitely.In this enlightening episode, we sit down with Sherryl Nens, the VP of Sales at ComplyAuto, who brings a fresh perspective on compliance in the automotive industry. Sherryl shares her journey from her early days at Jiffy Lube to a remarkable 17-year career at Ford, culminating in her current role where she helps dealerships navigate complex compliance issues. Along the way, she weaves in fascinating anecdotes, from her family's RV adventures to her father's influence in sparking her automotive passion.Sherryl also delves into the intricacies of data privacy and cybersecurity, likening compliance to an unsung superhero like Green Lantern. She emphasizes the importance of protecting dealerships' valuable data and complying with regulations not just for legal reasons but to safeguard their businesses from potential threats. Timestamped Takeaways:0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo04:39 Early Automotive Passion - Sherryl shares how her father nurtured her interest in cars from a young age, giving her an oil wrench for her 13th birthday.10:12 Ford Motor Company Journey - Sherryl's 17-year stint at Ford, including launching the Ford Fiesta and working under Alan Mulally.12:00 Compliance Passion - Transitioning to ComplyAuto, Sherryl explains her passion for simplifying complex compliance issues for dealerships.16:56 Data Privacy & Cybersecurity - The critical role of compliance in protecting dealerships' data from potential breaches and wiretapping claims.22:13 Consumer Awareness - Discussing the need for better consumer education on data privacy and the surprising trends in cookie consent behaviors.Sherryl Nens is Vice President of Sales at ComplyAuto

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A fresh perspective and a bold voice.In this episode of Auto Collabs, Paul, Michael, and Kyle sit down with the inspiring Kaylee Jewert, a 13-year-old making waves in the automotive industry. Kaylee recently wowed audiences at the Women in Automotive conference, where she passionately spoke about the need for more women and young talent in the field. This episode is a delightful mix of Kaylee's insights, her journey into public speaking, and her unique perspective on the auto industry as a young enthusiast.Kaylee shares her experiences growing up around the automotive world, thanks to her parents' careers, and her journey to becoming a speaker at such a young age. Her passion for psychology and marketing shines through as she discusses the importance of introducing young people to the diverse opportunities within the auto industry. From tackling stereotypes to advocating for innovation, Kaylee's enthusiasm and wisdom beyond her years make this a must-listen episode.Takeaways:0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo1:38 Early Inspiration: Kaylee explains how her dad's involvement in the automotive industry inspired her interest and led her to her first speaking engagement at Women in Automotive.6:04 Passion for Psychology and Marketing: Kaylee discusses her fascination with how companies market products and the psychological aspects of consumer behavior, linking it to her love for the auto industry.10:38 Becoming a Mentor: Kaylee talks about her plans to become a mentor through the Women in Automotive program, aiming to inspire young talent and change perceptions about careers in the industry.15:39 Importance of Young Voices: Kaylee emphasizes the value of young perspectives in driving innovation within the auto industry and shares her vision for a more inclusive future.19:11 Views on Electric Vehicles: Kaylee offers her thoughts on electric vehicles, balancing environmental concerns with the practical benefits of EVs, and shares her dream car: the Tesla Cybertruck.Kaylee Jewert is a 13-year-old middle school student passionate about advocating for the automotive industry.

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Peter Kelso embodies a rare and contagious brand of optimism that permeates every aspect of his professional demeanor. 

As the VP of Agency Partnerships at FullThrottle.ai, Peter's upbeat and positive approach is not just a personal trait but a strategic tool he leverages to enhance business relationships and customer experiences. His belief in the power of positivity is deeply ingrained, influenced by his parents and refined through personal development over the years. In every interaction, whether on LinkedIn with his positive vibes posts or in high-stakes business meetings, Peter’s optimism acts as a catalyst for reducing friction and fostering a collaborative atmosphere, proving that a sunny outlook can indeed translate to tangible business success.

Peter’s philosophy of positivity not only challenges the prevalent pessimism in the auto industry but also serves as a beacon for better business practices. It perfectly aligns with what we like to say around ASOTU: "Love people more than you love cars."

Here's what we cover:

0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:22 - Why Positivity Matters: Peter's Approach on LinkedIn

4:17 - The Roots of Peter's Optimism

6:35 - Creating Content That Resonates

9:07 - The Impact of Positivity on Business Relationships

10:54 - Commerce and Human Connections

13:06 - The Real Impact of Optimism in Leadership

14:28 - Pessimism in the Auto Industry: A Culture Challenge

18:56 - Exciting Developments at FullThrottle.ai

21:00 - The Essential Role of Optimism in Sales and Marketing

Learn more about fullthrottle.ai: https://www.fullthrottle.ai/

Peter Kelso is the VP of Agency Partnership at fullthrottle.ai

https://www.linkedin.com/in/pete-kelso-19384010/

https://www.fullthrottle.ai/

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While AI can streamline operations, it's the human touch that truly nurtures customer loyalty and builds effective business relationships.

In this episode of Auto Collabs, Brad Title, the visionary leader behind Gubagoo, shares his expert insights on the nuanced role of artificial intelligence within the automotive industry and other sectors. As AI continues to evolve, Brad argues for its use as an indispensable tool rather than a standalone solution. He delves into how AI has the potential to revolutionize traditional practices, such as title clerking, by automating complex processes which can save time and reduce human error. However, he also warns of the dangers of relying too heavily on AI, noting that overemphasis can diminish the crucial human element that fosters genuine customer connections and loyalty.

The discussion also touches on the broader implications of AI in job creation and operational efficiency. Brad highlights the transformative power of AI in enhancing customer service and backend operations, yet he maintains a strong stance on the importance of maintaining a balance between automated solutions and personal interactions. By integrating AI thoughtfully into business practices, Brad envisions a future where technology supports and enhances human work, rather than replacing it. Throughout the conversation, examples from his own experience in leading Gubagoo illustrate practical ways businesses can leverage AI to improve efficiency while keeping customer relationships at the heart of their strategy.

Timestamped Takeaways:

0:00 - Intro

1:12 - Why ignoring AI trends is a significant oversight

3:44 - The risks of overemphasizing AI

6:00 - The effect of AI on jobs

11:03 - How AI can inadvertently betray consumer trust

16:27 - Gubagoo's development of new CRM platforms integrating AI

21:57 - Closing remarks

Learn more about Gubagoo: https://www.gubagoo.com/

Brad Title is the Founder, President and CEO at Gubagoo

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Jimmy's foresight and innovation are not just reshaping his company, but also providing a blueprint for the future of auto retailing.

We sit down for the second time with Jimmy Douglas, the trailblazing Founder and CEO of Plug, to dissect the seismic shifts in automotive technology and dealership dynamics. Jimmy, an ex-Tesla insider, shares his view into the rapidly evolving landscape of EVs and the opportunities and challenges that lie ahead for franchise dealerships. With a casual and engaging banter reminiscent of a lively tech meetup, our hosts, Paul J Daly, Kyle Mountsier and Michael Cirillo, delve deep into Jimmy’s journey from launching Plug at ASOTU CON in September 2023 to steering the company through explosive growth in the used EV market.

Jimmy’s anecdotes about the intersection of software and automotive hardware illuminate the conversation, providing a peek into the not-so-distant future where EVs dominate the roads. His comparison of selling used EVs to understanding the complexities of various Android phones captures the essence of the challenges dealers face today. As he recounts the story of his past at Tesla and draws parallels to his current endeavors, Jimmy underscores the necessity for dealers to adapt swiftly to maintain relevance and profitability in this new era.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:37 Flying Middle Seats on Spirit Airlines

10:56 A deep dive into the 'software defined vehicle'

16:46 Why Jimmy believed Plug will be the safest platform for acquiring used EV inventory

22:10 An AI-generated image of "Little Jimmy" driving a vintage Chevy in Oregon

25:22 The importance of attending events like ASOTU CON

Learn more about Plug: https://plug.vin/

Jimmy Douglas is the Founder and CEO of Plug.

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It's not that hard to merchandise cars. Just take good pictures.

Throughout his career, Jason Tropp, the Business Partnerships Manager at CarCutter, has gleaned several vital lessons in the automotive marketing field, emphasizing the power of visual presentation in driving sales and customer engagement. He learned the critical importance of adapting and evolving within marketing roles, transitioning from creative to digital strategies to better connect marketing efforts with tangible sales outcomes.

A pivotal realization for Jason was the significant impact that high-quality vehicle images have on the effectiveness of advertising dollars. This insight not only led him to his role at CarCutter but also underscored the broader marketing principle that compelling product presentation is foundational to successful digital advertising. 

Furthermore, Jason's journey taught him the value of embracing effective technologies and tools that enhance marketing strategies, illustrating the profound effect of authenticity and belief in the products one promotes. His experiences advocate for the integration of marketing at the strategic planning table within automotive businesses, ensuring that marketing voices are not just heard but are influential in shaping business outcomes.

Timestamped Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:03 How Jason got to Portland, Maine

5:26 The value of marketing for an entire organization

11:55 How Jason got to CarCutter

16:04 The connection between proper car merchandising and marketing success

21:49 Believing in the thing you're marketing

25:22 The critical role marketers should play at the strategic planning table

Jason Tropp is the Business Partnerships Manager at CarCutter

https://www.linkedin.com/in/jasontropp/

https://www.car-cutter.com/

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Hot Take Incoming: The practical over the sensational is key when using AI in marketing.

In this lively episode of 'Auto Collabs', we're joined by Kelly Good Stoop, the Regional Vice President at Lotlinx. Kelly shares her journey from being an "army brat" moving across continents to shaping the cutting edge of automotive digital marketing. From her early days selling traditional advertising to spearheading advanced digital strategies, Kelly's story is about adaptability and foresight.

The conversation pivots around the fascinating intersection of technology and marketing, with Kelly detailing how AI and machine learning are revolutionizing how dealers connect with customers. Her experiences range from broadcasting to digital platforms, offering a unique perspective on both the challenges and innovations within the automotive space. 

Timestamped Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

4:26: The shift from traditional to digital advertising in automotive

6:29: Embracing digital trends in the auto industry

8:51: Lotlinx's strategic use of data and AI to optimize dealership marketing.

14:58: The influence of Kelly's diverse upbringing

18:55: Kelly's strategies for engaging with new ideas and technologies at industry events

Kelly Good Stoop is the Regional Vice President of Lotlinx

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Diana Lee is a masterclass in leadership and determination, showcasing how personal history and professional challenges forges the leaders revolutionizing retail automotive.

The charismatic Founder and CEO of Constellation is a beacon of passion, aggression, and humility, and she shares her compelling journey from a timid immigrant child in Philadelphia to the powerhouse entrepreneur reshaping the automotive marketing landscape. Diana brings an energy to our podcast that makes you want to jump on your feet and applaud, discussing the unique challenges and triumphs of building a business as an immigrant in the competitive world of American enterprise.

Listeners are in for a treat as Diana delves deep into her roots, recounting the struggles of her early days in the U.S. and her initial experiences working in a dealership in the gritty environment of Worcester, Massachusetts. Her stories of survival on the sales floor, where she had to prove her mettle against all odds, and she shares stories of the cast of characters she met, including Don the Pimp and Bobby the Addict. In automotive, Diana found a family that supported each other. So when she started her agency, supporting the auto industry was at the front of her mind.

As the auto industry grapples with an increasingly digital-first approach, Diana envisions integrating AI to create a more personalized and efficient customer experience. Constellation is at the forefront of this revolution, developing AI-driven tools that not only enhance how dealerships interact with customers but also how they manage internal operations. Diana's goal is to tailor AI solutions that respect the unique culture of each dealership, thereby ensuring that technology amplifies their strengths rather than undermines the personal touch that defines the automotive selling tradition.

Timestamped Takeaways:0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo4:14 - Diana's Recollection of the Dealership in 19898:44 - Diana's Immigrant Background12:18 - How The Dealership Helped Bobby the Addict Get Clean16:24 - Immigrants Are Filling The Recruitment Gap in Auto18:43 - The dealership model is better than direct-to-consumer20:21 - The potential for AI in dealerships24:41 - The crucial role dealerships play in nurturing talent and giving back to their communities.

Diana Lee is the Founder & CEO at Constellation

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Once you realize you're in a supportive community, you do whatever you can to support that community.

This episode features Nick Askew, a man of diverse backgrounds from music to car sales, who is now making waves in the auto retail industry as the Founder and CEO of Space Auto. Nick's journey is a fascinating blend of creative pursuits and entrepreneurial spirit, evidenced by his innovative approach to digital retailing in the automotive sector. His company, Space Auto, challenges traditional sales methods by integrating technology to enhance both customer and dealer experiences, advocating for a more human-centered approach in car sales.

Listeners will be captivated by Nick's personal narrative, which includes turning life's unexpected turns into stepping stones for his career. Starting from his early days in a band to an unexpected entry into car sales, and eventually leading to his pioneering work at Space Auto, Nick's story is a testament to the power of embracing change and pursuing passion over security.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:07 The meaning of "I Hold Gross"

4:33 From Band To Car Sales

7:01 Why Nick Loves Car Sales

9:31 The Decision To Start Space Auto

22:06 Space Auto's Philosophy and VisionLearn more about Space Auto: https://space.auto/

Nick Askew is the Founder & CEO of Space Auto

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Fixed ops is the real front door.

Dan Shine, Senior Editor for Automotive News, brings a fresh yet deeply informed perspective to the backbone of automotive retail - fixed operations. With a journalistic journey spanning over two decades, including significant stints in both newspaper and educational sectors, Dan's career path led him unexpectedly into the automotive sphere. His approach combines a rich historical knowledge of Detroit's automotive culture with a pragmatic view of current industry challenges, offering a unique lens on the evolving dynamics of automotive retail.

In his down-to-earth demeanor, Dan discusses the essential role that fixed ops play in the financial health of dealerships, contrasting it sharply with the more "showy" sales side of operations. He brings to light the innovative and essential strategies dealerships are implementing to tackle challenges such as customer retention, the introduction of EVs, and the necessary pivot back towards providing comprehensive services including tire sales and windshield repairs.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

0:45 Contrasting Fixed Ops and Sales

3:12 Dan's journey from traditional journalism to automotive

6:39 Starting a new job during the pandemic

14:32 The need for innovative customer retention strategies

18:36 Finding new revenue streams in fixed ops

22:19 Building Customer Loyalty

Dan Shine is the Senior Editor at Automotive News

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The automotive industry talks about understanding and leveraging data effectively, but what does that really take?

On today's episode of Auto Collabs, we chat with Bobby Gaudreau, the VP of Sales & Marketing at Activator Dealer Services. Bobby isn’t just an aficionado of endurance sports, having conquered countless marathons and Iron Mans; he’s also a seasoned pro in steering automotive dealerships towards digital efficiency and sophisticated data management. His journey from the first internet manager handling leads via fax to a pivotal force in leveraging Salesforce for automotive marketing is as fascinating as it is educational.

The conversation takes us through the evolution of data management in the automotive space, highlighted by Activator’s innovative approach to integrating a customer data platform (CDP) with traditional marketing strategies to enhance customer engagement and retention. Bobby's extensive experience brings invaluable insights into how big data and smart segmentation can dramatically improve marketing outreach, setting the stage for a discussion that’s as engaging as it is informative. His analogy of a "data refrigerator" packed with disparate data pieces underscores the everyday chaos dealerships navigate and how structured data strategies can turn this around.

Learn more about Activator Dealer Services: https://activator.ai/

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:36 Bobby's Marathon Mindset: How Endurance Sports Influence His Professional Strategies

6:31 Bobby Gaudreau's Journey: From Marathons to Automotive Marketing Mastery

10:09 Integrating Salesforce: Revolutionizing Data Management in Automotive Sales

13:49 Startup Spirit in a Legacy Company: Innovation at Dominion Dealer Services

22:20 Democratizing Data: How Dealers Can Leverage Enterprise-Grade Tech for Marketing Success

Bobby Gaudreau is the VP of Sales & Marketing at Activator Dealer Services

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Hilary Haron’s experiences, from the Capitol’s halls to the dealership floor, offer invaluable lessons on the power of voice, the necessity of change, and the endless potential of paving new paths.

Hilary shares her rich heritage in the auto world, tracing back to her grandfather's pioneering spirit in the car dealership realm, through to her own ventures into automotive advocacy in Washington DC. As a multigenerational dealer and a mother fueled by the drive for a better future, Hilary’s insights into the complexities of car dealership, the evolving landscape of electric vehicles (EVs), and the significant role of women in male-dominated industries are not just inspiring but a clarion call for industry-wide evolution and inclusivity.

Hilary’s story of advocacy shines a light on the urgent need for infrastructural readiness for EVs, a reminder that the path to electric mobility is still under construction. From the halls of Capitol Hill to the practical challenges of EV adoption, she unravels the nuanced layers of policy, public perception, and the pivotal shifts necessary within the auto industry. This conversation is a testament to the power of informed advocacy, the importance of diversity in automotive, and the uncharted roads leading to the industry's future.

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

1:59 Hilary's Journey: From Dealership Legacy to Advocacy

4:48 The Impact of Personal Connection in Advocacy

10:24 EV Charging Infrastructure: A Capitol Concern

12:25 "A Road Less Traveled": Highlighting Women's Experiences

17:57 Steps Toward a Diverse Auto Industry

24:08 The Importance of Conversation and Advocacy

Hilary Haron is the Host of the A Road Less Traveled Podcast

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The customer is putting together a puzzle. Do you give them the next piece they need?

Andrew Breedlove, Sales Director at iPacket, joins the "Auto Collabs" crew for an engaging conversation about his journey from a sneaker enthusiast working at Foot Locker to a key player in the automotive industry. With a friendly demeanor and a readiness to jump into any role, Andrew embodies the spirit of someone who's always eager to be part of the team. His transition from retail to automotive sales wasn't straightforward. After a stint at a dealership that nearly put him off the industry for good, a family connection gave him a second chance, leading him to fall in love with auto sales and eventually, to iPacket.

iPacket's mission is simple but transformative: to bridge the gap between what dealerships try to communicate and what the customer actually receives. By creating a digital evidence manual, iPacket ensures that every customer gets the complete picture, making the car buying process more transparent and efficient. From service receipts to MSRP information, iPacket provides a comprehensive packet of information to help both salespeople and customers. Andrew discusses the importance of this tool in various contexts, from on-site sales to BDCs, emphasizing how it can dramatically improve communication and trust between dealerships and their customers.

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

1:20 Meet Andrew Breedlove: From retail to auto sales, Andrew's unique path to iPacket.

2:36 Auto Industry Insights: Andrew's reluctant start and eventual love for car sales.

7:27 The iPacket Difference: How it bridges the gap between dealerships and customers.

12:09 iPacket in Action: Where it's making the biggest impact in dealerships.

17:35 Expansion into Service: iPacket's new frontier in dealership service and recon.

21:24 The Evolution of Sales Tools: Reflecting on the transition from manual to digital processes.

Andrew Breedlove is the Sales Director at iPacket

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Will Guidara has never told this story before.

He’s now world-famous, a New York Times bestseller, and has appeared on talk shows, stages and podcasts. But this is the first time he shares how he and Simon Sinek met and connected, ultimately leading to Simon asking him to write a book, ‘Unreasonable Hospitality.’

He opens up about his belief that anyone, in any profession, can choose to be part of the hospitality industry by prioritizing people with the same zeal often reserved for products. His book serves as a testament to this philosophy, emphasizing the power of prioritizing relationships and the human moments that weave through our professional endeavors.

Will is a maestro in the art of making people feel valued beyond the transaction, and applies this to the automotive industry. 🌟 "Every car tells a chapter of your life story," Will muses, highlighting the profound connections between milestones and the vehicles we choose to mark them.

In essence, this interview is not just about the cross-pollination of ideas between industries but a clarion call to infuse our work with humanity, creativity, and, most importantly, unreasonable hospitality. Will Guidara masterfully reminds us that at the heart of every transaction, every service, lies the unparalleled power of making people feel truly seen and valued.

0:00 - Introduction to Will Guidara and the Essence of "Unreasonable Hospitality"

0:23 - Will's Philosophy: Making Hospitality a Universal Industry

1:33 - The Significance of Investing in Relationships Over Moments

3:18 - Embracing People Over Product: Will's Mantra for Success

9:25 - The Story Behind Will's Connection with Simon Sinek

22:24 - Challenging Traditional Rules and Empowering Creativity in Hospitality

34:37 - Opportunities for Hospitality in the Automotive Industry: Celebrating Life's Moments

Will Guidara built Eleven Madison Park into The #1 Restaurant in the World and is the Bestselling Author of ‘Unreasonable Hospitality’

https://www.linkedin.com/in/willguidara/

https://www.unreasonablehospitality.com/

#Hospitality #Leadership #Innovation #CustomerService #SuccessStories #Motivation #AutomotiveIndustry #Dealership #WillGuidara #SimonSinek #UnreasonableHospitality #MoreThanCars 

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The first question stunned today's guest.

But it started an amazing conversation on the auto industry, leadership and what it means to be successful.

Auto Collabs welcomes Sam D'Arc, the Chief Operating Officer at Zeigler Auto Group and the host of the Driving Vision Podcast. Sam brings decades of experience to his leadership role in one of the most respected automotive groups across the country. Over time, Zeigler Automotive Group has become the highest rated dealership on Glassdoor. Through a series of personal anecdotes, industry insights, and engaging discussions, listeners will get an inside look at the principles and practices that drive success and satisfaction at Zeigler Auto Group.

The conversation takes us on a journey from Sam's early days, where adversity became his unlikely ally, leading him from washing cars at 17 to the C-suite of the automotive industry. His story is a testament to the idea that within the automotive world, opportunity is not just about where you start but how you leverage challenges to fuel your rise. The episode delves into the essence of Zeigler Auto Group's remarkable work culture, emphasizing the unique blend of President & CEO Aaron Zeigler's fearless growth strategies and a profound respect for every employee's role and contribution. This culture not only propels the group's success but also ensures it remains a beacon of work-life balance in the demanding auto industry landscape.

Takeaways:0:00 Intro with Paul J Daly and Michael Cirillo3:53 Sam's journey to becoming the COO of Zeigler Auto Group8:17 The expansion of Zeigler Auto Group to 78 franchises across four states, highlighting the influence of visionary leadership and the importance of valuing every team member's contribution.18:28 How Sam and Zeigler incorporate AI into communication23:49 The biggest threat to personal agency is control by insecure leaders

Sam D'Arc is the COO at Zeigler Auto Group and host of the Driving Vision Podcast

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There's power in showing up, ready to learn.

Bill Zadeits is a a pillar in the automotive media landscape and the President of Cherokee Media Group. Zadeits shares his fascinating journey from a young aspiring sportscaster to leading a media group that profoundly influences the automotive industry. With a blend of nostalgia and insights, Bill narrates his transition from radio and TV into the automotive space, emphasizing the evolution of content delivery and the indispensable value of understanding business from a revenue perspective.

This episode not only offers a retrospective look at his impressive career but also serves as a beacon for the automotive industry's dynamic nature. His emphasis on continuous learning, adaptation, and the transformative power of personal connections paints a hopeful and exciting future for automotive media and the industry it serves.

Takeaways

0:00 : Intro with Paul J Daly and Kyle Mountsier6:55: Bill's initial challenges transitioning from broadcasting to the automotive industry14:59: The irreplaceable value of in-person interactions18:08: The future of Cherokee Media Group20:22: A sneak peek into the upcoming Auto Intel Summit

Bill Zadeits is the President of Cherokee Media Group

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Trucks stick but brand love shifts.

Reynolds and Reynolds released their 2024 Automotive Brand Retention and Defection Report, and VP of Marketing Greg Uland joins the show to break it down.

Read the full report here: https://www.reyrey.com/cp/retention-and-defection-2024

Greg, with his unique blend of marketing savvy and operational expertise, breaks down the complex web of customer loyalty and buying behavior in the auto industry. Through the lens of comprehensive data analysis, Greg shares staggering insights into how dealers can navigate the tricky waters of retaining customers, winning over new ones, and the surprising fluidity of brand loyalty among today's car buyers.

The conversation isn't just a trove of statistics; it's a lively discussion that ranges from the evolution of brand logos to the unexpected loyalty shifts among truck owners. The team delves into the specifics, like the 43.7% overall brand retention rate, Toyota's stronghold at 60.1%, and the surprising position of Nissan as a prime target for almost every mainstream brand's conquest efforts.

0:00 Intro2:21 The critical connection between marketing and operations.4:59 Overall brand retention across the US is a mere 43.7%9:20 Truck owner loyalty shows a surprising 72.5% likelihood of purchasing another truck, yet brand loyalty within this segment shows significant variation, indicating opportunities for brand switching.14:38 Greg and the hosts explore the impact of high borrowing costs on dealership strategies, emphasizing the necessity of adapting to a market where new car prices average around $50,000.19:30 Actionable insights for dealers to refine their marketing and inventory strategies based on changing customer loyalty trends.

Greg Uland is VP of Marketing for The Reynolds and Reynolds Company.

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ICE to hybrid to plug-in hybrid to EV. That's the rational path, according to Brian Maas.

Brian Maas is the esteemed President of the California New Car Dealers Association. He brings to the table a wealth of knowledge and insight into the intricate world of automotive retailing in California, a state renowned for setting the pace in industry trends and regulations.

Brian’s expertise shines as he navigates through the conversation, touching on critical issues such as the impact of over-disclosure on consumer transactions and the evolving landscape of electric vehicle (EV) adoption in California. Despite the state's aggressive push towards a 100% zero-emission vehicle sales goal by 2035, Brian articulates the practical hurdles in achieving such targets, emphasizing the importance of infrastructure development, consumer choice, and gradual transition strategies from internal combustion engines to hybrid and fully electric vehicles.

While the path to innovation and environmental sustainability is critical, Brian reminds us that it requires careful consideration of practicalities, consumer needs, and the collaborative effort of all stakeholders in the automotive ecosystem.

0:00 Intro

4:07 Brian Maas discusses California's leadership in auto retail.

10:48 The breakdown of California dealers and how the California New Car Dealers Association serves their varying needs.

14:51 The "tyranny of over-disclosure" and its impact on the car buying experience.

18:46 Brian's perspective on EV adoption in California and the challenges of transitioning to a fully electric vehicle fleet.

26:52 Reflections on the importance of rational steps towards EV adoption and the role of associations in guiding dealers through changing landscapes.

Brian Maas is the President of the California New Car Dealers Association

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There's opportunity and potential in the EV market, but only if you seek to understand customers and adapt to their needs.

This episode of Auto Collabs features a conversation with John Foley, co-founder and President of Recharged. Positioned at the forefront of the used electric vehicle (EV) market, Recharged distinguishes itself by creating an Experience Center that goes beyond traditional sales tactics. The discussion delves into John's innovative approach to selling EVs, focusing on the challenges and triumphs of catering to a market predominantly comprised of first-time EV buyers.

John shares insights into the importance of exceeding customer curiosity, not just meeting it. By understanding the specific needs and lifestyles of their customers, Recharged ensures that every buyer is matched with the perfect EV for their life. This commitment to education and personalized service addresses a common concern among potential EV owners: the fear of the unknown.

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:19 Recharged's mission to transform the electric vehicle buying experience.

4:44 90% of Recharged's customers are first-time EV buyers

6:31 Exceeding customer curiosity by deeply understanding their needs and ensuring they're matched with the right EV.

11:26 The challenges and opportunities in the used EV market

16:38 Expanding Recharged's influence

21:11 Reflections on the importance of curiosity in both sales and customer engagement

John Foley is the Co-Founder and President at recharged

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Ever had a session at a conference that completely changed your perspective? Phil did.In this lively episode of Auto Collabs, Paul, Kyle and Michael are joined by the charismatic Phil Gill, General Sales Manager at Tom Gill Chevrolet. Known for his impeccable sense of style and sharp business acumen, Phil shares his journey from working at TJX Corporate to steering the wheel at Tom Gill Chevrolet. The conversation touches on the nuances of customer lifetime value, team dynamics, and innovative dealership practices. Phil's story is a testament to the power of cross-industry learning and the importance of understanding every facet of your business, from front-line sales to the intricacies of accounting.

At ASOTU CON 2023, Phil sat in on a session that changed his view on customer lifecycle management, and he went back and worked with a tech vendor to make those changes.

Phil delves into his transformative initiatives at Tom Gill Chevrolet. He highlights the critical interplay between different departments, emphasizing a unified approach to dealership management that prioritizes overall store profitability. Phil's innovative strategies, like customer membership programs, showcase his commitment to enhancing customer retention and experience. This episode is not just a peek into Phil's world but a blueprint for cultivating a thriving automotive dealership in a competitive market.

0:00 Intro and Paul's backward hat

1:17 Phil Gill's introduction and impact

4:01 Phil's return to automotive and first roles

9:55 Department synergy and profitability

13:21 Customer lifetime value and new programs

18:12 Phil on customer loyalty and retention

Phil Gill is the GSM at Tom Gill Chevrolet

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Michael's story is a testament to adaptability and vision, starting with his educational background in Political Science and Economics from the University of Louisville. This episode takes us through his diverse career journey, showcasing how his unique experiences and skills have culminated in a revolutionary approach to car sales and customer experience.

Michael opens up about his early career, starting with timeshare sales in Virginia Beach, which honed his sales skills and customer engagement abilities. He then moved to New York City, venturing into orthopedic surgical sales, which added another layer of complexity and learning to his sales expertise. However, his passion for people and sales eventually led him back to Virginia, where he embarked on a career in the automotive industry. His journey within Checkered Flag Auto Group is a narrative of growth and leadership, from being a sales associate to taking on the role of General Manager.

Michael Wood's narrative is not just about selling cars; it's a broader vision of creating a community around car ownership, where experiences and relationships are as important as the transaction itself. His innovative approach and leadership philosophy are reshaping the auto retail industry, making it more customer-centric and transparent.

0:00 Intro2:39 Michael's Path to Auto Sales5:02 Role Transition8:58 Experience-Based Strategy10:32 Expanding Customer Touchpoints14:57 Sustainable Sales Approach20:28 Leadership Focus in 2024

Michael Wood is a General Manager at Checkered Flag Auto Group.

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Erin Richmond highlights how dealerships can leverage their unique strengths to stand out in a crowded market.

Erin, the Chief Revenue Officer of sMedia, blends of industry insights and digital marketing prowess, rooted in a childhood surrounded by the hum of a dealership's body shop and a career path that wound its way through Enterprise Rent-A-Car and AutoTrader. She paints a vivid picture of her journey, from experiencing the seismic shift from print to digital advertising, to her strategic moves within the automotive marketing space. Erin's passion for integrating marketing efforts with dealership operations shines through, offering a fresh perspective on the evolution of automotive marketing.

The conversation takes a deep dive into the current state of automotive marketing, touching on the challenges and opportunities facing dealerships in today's evolving landscape. Erin discusses the delicate balance of advertising spend in a post-pandemic market, emphasizing the importance of brand building alongside inventory promotion. She offers candid, actionable insights on creating a consistent customer experience, both digitally and in the physical dealership space. 

0:00 - Introduction and Background

1:59 - Erin's Automotive Roots

3:32 - Transition to Digital Marketing

11:27 - Advertising Challenges in Automotive

14:15 - Brand Advertising in Dealerships

17:07 - Authenticity in Digital Marketing

20:54 - Overlooked Aspects of Dealership Services

Erin Richmond is the Chief Revenue Officer at sMedia

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A fresh, human-centric approach to success and legacy.

The journey of Troy Duhon, the President at Premier Automotive is nothing short of remarkable, beginning as a porter washing cars at age 13 and evolving into a successful car salesman, a journey shaped significantly by his father's struggles and transformation. His narrative is not just about selling cars; it’s about creating a legacy that transcends the automotive business.

Troy shares poignant moments from his life, including his father's battle with alcoholism and eventual redemption, and how these experiences shaped his perspective on business and life. His story takes a dramatic turn with Hurricane Katrina, where he faced immense challenges but emerged with a renewed purpose.

Emphasizing the importance of 'profit with a purpose,' Troy has integrated his business success with philanthropic endeavors through his foundation, Giving Hope. This foundation feeds thousands daily and builds orphanages worldwide, illustrating how businesses can profoundly impact local and global communities.

Timestamps

0:00 - Introduction

1:45 - Troy's Early Career and Father's Influence

7:00 - Overcoming Challenges Post-Hurricane Katrina

11:20 - Blending Business with Philanthropy

18:01 - Envisioning a Legacy Beyond Business

21:39 - Closing Thoughts: Business as a Vehicle for Change

Troy Duhon is the President at Premier Automotive.

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What do you get when a stand-up comedian enters the auto world? Obviously, the answer is David Spisak.

The President/CEO of Disruptive Growth Solutions is a jack-of-all-trades. His journey from stand-up comedy to the automotive industry is unique. David brings a depth of knowledge about the industry, not just at the dealership level but its undercurrents too – from Capitol Hill to OEM factors.

Recently, David and the team at Disruptive Growth Solutions hosted a livestream called Disruptive Forces, over 8 hours of content on EVs and what dealers can do to be prepared. Learn more here.

David shares his perspective on EVs in the automotive industry, highlighting the challenges and opportunities they present for dealers. He stresses the importance of adapting quickly, investing in knowledge, and providing exceptional customer experiences. The conversation also delves into the implications of the growing EV market, the need for dealers to be proactive rather than reactive, and the critical timeframe dealers have to adjust to these changes.

0:00 - Intro & David Spisak's Stand-up Comedy Days

3:19 - The Disruptive Forces Live Stream

7:28 - Dealership Challenges with EVs

9:46 - Urgency for Dealers in EV Transition

16:19 - Investing in People and Dealership Operations

20:24 - Reflections on the Conversation

David Spisak is the President/CEO of Disruptive Growth Solutions

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Jeremy Stephens is taking the service lane on the road.

Jeremy, who started as a technician and climbed up to a leadership position, shares his passion for leading and empowering his team. The conversation takes an interesting turn as they dive into the nuts and bolts of remote automotive servicing. This innovative concept, still new in the industry, is unpacked in detail, discussing the daily operations, challenges in scheduling, and the use of technology in streamlining processes.

The episode doesn't shy away from speculating about the future of automotive servicing. The team discusses over-the-air technological solutions and how customer service experiences are continuously evolving in this sector. Jeremy's narrative is a compelling example of adaptability, innovation, and recognizing opportunities in challenges.

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:19 From technician to service director

6:10 Servant leadership 101

11:12 Understanding remote service

15:36 Planning and communication in remote service

20:02 The future of auto service

22:02 Reflections on innovation, leadership, and customer-first service trends.

Jeremy Stephens is the Remote Service Director at Bozard Ford Lincoln.

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Karen Byrd would rather coach compassion than coach compliance.

In this 'Auto Collabs' episode, Karen Byrd, GM at Colonial VW Subaru, unveils her unique leadership style, pivoting from compliance-driven to compassion-led management. Byrd discusses her evolution during the pandemic, emphasizing self-growth and adaptability. In true 'Love People More Than Cars' fashion, she focuses on empathy, listening, and understanding to drive her team forward. Her insights for 2024 include maintaining an open mindset and embracing change.

Karen's approach is a breath of fresh air in the automotive industry marked by intense sales pressure. She emphasizes leading with empathy and unconditional love, crucial in today's dynamic market. Her journey from a rigid, plan-based mindset to one that values personal connection and emotional intelligence offers invaluable lessons for leaders in any field. Byrd's story is a testament to the power of transformative leadership and its impact on both personal and organizational success.

0:00 Introduction with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:55 Karen Byrd's approach to 2024

4:18 Removing mental silos to avoid being blindsided by unexpected events

7:57 The pandemic as a time of self-rebirth

11:59 Practical advice for leaderss on learning and listening

17:02 Moving from a compliance-focused approach to one centered on compassion

22:28 Wrap-up and takeaways with Paul J Daly, Kyle Mountsier and Michael Cirillo

Karen Byrd is the GM at Colonial VW Subaru

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1. Automotive State of the Union

2. ASOTU CON Sessions

Insights, laughs, and a fresh perspective on the future of mobility!

Grab a coffee and join us for a lively chat with Elena Ciccotelli, the charismatic host of the "EVs for Everyone" podcast. In this episode, we delve into the electrifying (pun intended!) world of EVs. Elena lights up the conversation with her sparkling wit and deep EV insights. Kicking off, Paul shares an eye-opener from Elon Musk's biography, revealing Tesla's rollercoaster journey.

Elena, with her unique take on the EV universe, shares inspiring stories and underscores the importance of both education and action in the EV space. She reflects on her journey from Lyft to podcasting, driven by a passion for telling the lesser-known, impactful stories in EVs. We also get into the nitty-gritty of dealer sentiments towards EVs, exploring the mixed feelings in the auto world. Plus, Elena's personal spin on owning a Chevy Bolt EV adds a real-world touch. This episode isn't just talk – it's a lively exchange packed with laughter, insights, and a whole lot of EV love.

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:27 Introducing Elena Ciccotelli

5:27 Elena's EV Philosophy

11:20 From Lyft to Podcasting

17:30 Dealers' Perspective on EVs

25:30 The Evolution of EV Adoption

Elena Ciccotelli is the Host of the EVs for Everyone Podcast.

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

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🎧 Like and follow our other podcasts: 

1. Automotive State of the Union

2. ASOTU CON Sessions

How do you go from being an average car dealer to being a good car dealer? Alan Brown has the key.

We get up close with Alan, the General Manager at Sam Pack's Five Star Chevrolet and a dynamic force in the automotive industry. Known for his infectious energy and innovative leadership, Brown brings an air of excitement and passion to the table. Paul J Daly, Kyle Mountsier and Michael Cirillo lead the conversation, delving into Brown's unique approach to team meetings, employee recognition, and fostering a positive work culture. Alan shares his monthly celebration rituals, emphasizing the importance of acknowledging employee milestones and performance in a way that's both engaging and rewarding. His method is not just about numbers; it's about people, culture, and breaking the conventional mold of automotive management.

Alan's stories, filled with wisdom and humor, highlight his journey from humble beginnings to becoming a significant figure in the automotive world. His approach to leadership is grounded in mentorship and personal growth, proving that effective management goes beyond financial figures. The episode covers the nuances of balancing data-driven decisions with a people-first approach, emphasizing the significance of mental toughness and consistent communication in driving business success. Listeners will find inspiration in Alan's philosophy of leading by example and his commitment to creating a workplace that people are proud to be part of.

Takeaways:

0:00 - Introduction to the episode with Paul, Kyle, Michael and a mention of ASOTU CON.

2:27 - Alan Brown describes his monthly employee recognition practices, emphasizing celebrations and team spirit.

9:33 Alan discusses the importance of asking oneself, "Would you work for you?" and elaborates on leadership in challenging times.

12:39 The conversation shifts to the balance between pay plans and cultivating a positive workplace culture.

17:29 Alan's upbringing, mentorship experiences, and the impact of these on his leadership style.

22:00 The significance of being a fearless leader and the impact of 'taking turns' in enhancing workplace culture.Alan Brown is the General Manager at Sam Pack's Five Star Chevrolet

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! We have a daily email! 

https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

🎧 Like and follow our other podcasts: 

1. Automotive State of the Union

2. ASOTU CON Sessions

Meet a guiding force shaping the next generation of auto industry leaders.