Explorez tous les épisodes du podcast Used Car Dealer Podcast
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UCDP Ep #64 - Interview with Todd Smith on Identity Verification & Fraud Prevention in the Auto Industry
09 Aug 2024
00:56:08
In this episode of the Used Car Dealer Podcast, Zach interviews Todd Smith, founder of QoreAI, a startup focused on identity verification and transactional fraud prevention in the automotive space. They discuss the recent CDK DMS hack, the prevalence of transactional fraud, and the future of secure document management in the automotive industry. The conversation also delves into how technology impacts credit affordability and what dealers can do to enhance their security measures.
Some of the questions asked on the podcast include:
Q) Todd, can you share your background and how you started in the automotive industry? Q) What inspired you to focus on identity verification and fraud prevention in the automotive space with your latest startup? Q) What are your thoughts on the recent CDK hack and its impact on the automotive industry? Q) How prevalent is transactional fraud in the used car industry, and what types of fraud do dealers commonly face? Q) Can you explain how secure deal document management works and its importance for protecting Personally Identifiable Information (PII)? Q) How does credit affordability impact a customer's ability to purchase a vehicle? What trends are you seeing, and what role does technology play? Q) How does QoreAi assist dealers with identity verification and fraud prevention? Q) What challenges do dealers face when implementing security measures, and how can they overcome them? Q) How do you see the future of identity verification and secure document management evolving in the automotive industry? Q) Are there any upcoming regulatory changes regarding data protection and identity verification that dealers should be aware of? Q) What advice would you give to dealers starting to focus on improving identity verification and fraud prevention processes, and how can they stay ahead in protecting customer data and ensuring secure transactions?
UCDP Ep #63 - Interview with Andrew Rostami of Credit Acceptance on Auto Financing
30 Jul 2024
00:25:23
In this episode of the Used Car Dealer Podcast, Zach interviews Andrew Rostami, Chief Product Officer and CMO at Credit Acceptance. They discuss Credit Acceptance’s strategies for dealer growth and support for the subprime ecosystem. The conversation also highlights the latest financing tech innovations and upcoming initiatives from Credit Acceptance.
Some of the questions asked on the podcast include:
Q) Andrew, what is your background and current role at Credit Acceptance? Q) What factors contributed to the increase in new active dealers at Credit Acceptance? Q) How has Credit Acceptance adapted to support dealers amid lenders pulling back from auto lending? Q) What challenges do subprime customers face in auto financing, and how does Credit Acceptance address them? Q) What are the latest financing options that Credit Acceptance offers to help dealers grow? Q) How does Credit Acceptance's lending model align the interests of dealers, buyers, and consumers? Q) In what ways does Credit Acceptance support dealer growth beyond financing solutions? Q) How do you see the auto financing landscape evolving for subprime customers in the next few years? Q) How important is technology in Credit Acceptance’s strategy, and what innovations are you excited about? Q) Has your team developed any new integrations for easier funding from independent dealership DMS? Q) Can you share success stories where Credit Acceptance significantly impacted a used car dealer’s business? Q) What role does the automotive industry play in economic mobility, and how does Credit Acceptance contribute? Q) How has the current economic climate impacted consumer behavior in the auto market? Q) Are there any upcoming initiatives or products from Credit Acceptance that used car dealers should be excited about?
UCDP Ep #54 - Interview with Amir Hever, CEO of UVeye: Pioneering the MRI for Vehicles
09 Oct 2023
00:18:53
In this episode of the Used Car Dealer Podcast, Zach is joined by Amir Hever, CEO and Co-founder of UVeye . They discuss the story behind UVeye's cutting-edge automatic vehicle inspection technology, explore how AI is shaping customer experience, and the pivotal role of innovation in redefining transparency and trust in dealerships.
Some of the questions asked include:
Q) Can you briefly describe UVeye and the reasons behind its founding?
Q) How has UVeye's product changed since its inception in 2016?
Q) How do dealers and OEMs react differently to your product?
Q) How can AI and data increase transparency and rebuild trust in dealerships?
Q) Why is the customer experience declining and how can AI improve it and workplace efficiency?
Q) Why do some still use the "Penny Check," and what modern tools can dealers adopt for improvement? (Can you also explain what "Penny Check" means?)
Q) What makes UVeye's use of AI unique in the auto industry?
Q) Which upcoming trends in the automotive industry, like Autonomous Tech or EVs, excite you the most?
Q) Can you share any upcoming developments from UVeye for 2023 and early 2024?
UCDP Ep #53 - Interview with Experian Expert Jim Maguire on Fraud in Auto Industry
18 Aug 2023
00:27:07
In this episode of the Used Car Dealer Podcast, Zach interviews Jim Maguire, Experian's senior director of product marketing for automotive. They discuss dealership fraud, ways to prevent it at your store, and Experian’s latest report on fraud in the industry.
Some of the questions asked include:
Q) What's your industry background and why did you join Experian?
Q) What was your first car?
Q) What are the most common automotive fraud types professionals should be aware of?
Q) What challenges do dealers and lenders face regarding auto industry fraud?
Q) Why are dealers and lenders more vulnerable to fraud with the growth of digital retail?
Q) How can dealers and lenders prevent identity theft?
Q) Can you tell us about the 2023 U.S. Identity and Fraud Report by Experian, and key findings?
Q) What has been the biggest surprise for you in 2023 at Experian?
Q) Which automotive futures excite you the most?
Q) For a small to midsize used car dealer, how should they protect their business from fraud?
Q) What can we expect from Experian and yourself for the rest of 2023?
UCDP Ep #52 - Interview w/ Kieran O'Brien - Founder and CEO of Auto Repair SaaS ShopGenie
13 Jun 2023
00:18:20
In this episode, Zach interviews Kieran O'Brien, the Founder, and CEO of ShopGenie. Zach delves into Kieran’s entrepreneurial journey, which includes selling his first company at just 21 years old. They discuss post-pandemic challenges, issues within the auto repair industry, feedback from ShopGenie's stealth stage (an auto repair platform set to publicly launch June 15th), potential impacts of BEVs, and the implications of right-to-repair legislation, among other relevant topics.
Some of the questions asked include:
Q) Can you briefly describe your journey as a young entrepreneur, and is it true you sold your first company at 21?
Q) How did you enter the auto repair market and what issues did you notice there?
Q) What are the top opportunities for auto repair shops after the pandemic?
Q) Can you explain the concept of "stealth" in startups and the idea behind ShopGenie's inception?
Q) Can you share some of the responses and progress you've seen during your stealth phase?
Q) What key problems in the auto repair sector does your solution address?
Q) Can you share some lessons from your past startup success that you've applied to ShopGenie?
Q) What are your views on Battery Electric Vehicles (BEVs) in the auto repair sector and their potential impact?
Q) How do you envision the future of the auto repair industry, especially considering new legislation like the right-to-repair bill?
Q) Can you provide a sneak peek into what ShopGenie plans for the rest of 2023?
UCDP Ep #51 - Interview w/ Jeff Martin - CEO of NIADA
16 May 2023
00:13:33
In this episode of the Used Car Dealer Podcast, Zach is joined by Jeff Martin, CEO of NIADA, for a preview of the upcoming NIADA Convention 2023, they touch on key topics like regulatory compliance, overcoming used industry challenges, building stronger dealerships, and networking with federal agencies.
Some of the questions asked include:
Q) Why should someone think about attending the NIADA Convention this year?
Q) Who should be brought from the dealership to this event? General manager, finance manager, who else should attend?
Q) How long have you been involved with NIADA and attending their conventions?
Q) What is different about this year's expo for dealers?
Q) What can dealers expect to gain from the convention and Expo that will help them create a near immediate positive impact at their dealership?
Q) Could you tell us a little more about what else attendees can expect from NIADA and the Expo Hall?
Q) What excites you about the outlook for the used car marketplace this year?
Q) What are some other events in 2023 that NIADA puts on?
Q) If a dealer is listening and they're not yet a member of the NIADA, why should they join?
Q) How do they sign up for their pass to go to NIADA?
UCDP Ep #50 - Interview w/ Steve Greenfield - Founder & CEO of Automotive Ventures
24 Apr 2023
00:30:14
In this insightful and special 50th UCDP episode, Zach has a conversation with industry expert and investor Steve Greenfield about the fast-changing automotive landscape. They delve into timely topics, such as electric vehicles, OEM subscription-based features, autonomous technology, and digital retail, providing valuable insights into the industry's evolution.
Some of the questions asked include:
Q) Steve, it's been quite a while since we last had you on the podcast, and you've accomplished some incredible things with Automotive Ventures and the Dealer Fund. For our listeners who may not be as familiar with your recent work, could you share some of the standout highlights from the past year?
Q) During the pandemic, online used car dealers like CVNA took the public markets by storm, but since then, several of these online used car dealers (Vroom, Shift) are down over 90% since pandemic highs; what's the outlook for these sort of companies? From my perspective, Carmax is winning that niche right now.
Q) When you look at the automotive software companies that have started raising at a seed stage post-pandemic, what are some of the interesting problems they are solving in the auto tech/mobility space?
Q) I heard you speak at NADA this year, and you talked a little about the EV space; what's your perspective on some of the disruption in the service side of the auto industry, specifically BEV and over-the-air updates?
Q) Autonomous tech has been a hot topic in the industry for over a decade; at one point, Elon predicted we would have 1M Tesla Robotaxis by 2020; from your view, where are we with autonomous tech?
Q) ChatGPT has become the fastest-growing consumer software product to date. As an investor, what are your thoughts on AI’s potential implications not only for auto software products but also from a (data) inventory pricing or trade appraisal perspective?
Q) Saas and Subscriptions are eating the world. When BMW announced features like heated seats were to be sold to consumers on a subscription model, it created a lot of buzz. What’s your perspective on subscription features in a car, and what does that mean for the used car side of the business once that new car with a subscription is sold to the next buyer?
Q) Digital retail was a big buzzword during the pandemic, and there was a lot of interest from dealers on how they could sell inventory online via one of these tools. Roadster was a big winner of this movement, but some of the other DR tools have since then shuttered; what’s the next iteration of DR in this industry beyond the e-commerce widget?
Q) What headwinds do you see coming down the pipeline for traditional new and used car dealerships?
Q) What automotive innovation are you most excited about that you saw at CES this year?
Q) You are closing a fund at the end of the month; tell us about that and how accredited investors can join. (If allowed / ok to ask)
Q) Lastly, you are an amazing speaker and a Delta million miler which means your 2nd home may be a Delta One plane seat; what are some upcoming industry events dealers or allied industry listening can see you speak at?
UCDP Ep #49 - Interview w/ ASOTU Founders - Paul Daly & Kyle Mountsier
15 Mar 2023
00:32:54
In this episode of the Used Car Dealer Podcast, Zach interviews Paul Daly & Kyle Mountsier of ASOTU, two experts in the automotive industry. They discuss the future of digital retail, direct-to-consumer models, the BEV market, Carvana, impact of high prices and interest rates and other timely automotive topics.
Some of the questions asked include:
Q) How did you get into the business for the benefit of listeners who may not be familiar with you?
Q) After your successful exit from the auto industry, what lessons did you learn and how have you applied them to ASOTU?
Q) How did the idea for ASOTU come together during the pandemic? Can you also talk about the evolution of the brand, including the recent addition of swag?
Q) In terms of building your dealership brand online, what do non-group auto dealers often get right and wrong?
Q) How do you think dealers will change their approach to digital retail and online car shopping post-pandemic?
Q) What are your thoughts on the direct-to-consumer model for new car dealers, and does it depend on the brand?
Q) With Tesla increasing discounts, a decrease in search volume, and lack of nationwide infrastructure, what do you think about the future of the BEV market as revealed by the KBB Brand Watch Report?
Q) What are your thoughts on the future of Carvana as a brand, especially in light of its stock dropping over 95% in the last 2 years? What about the vending machines?
Q) As new vehicle prices remain high and interest rates climb, how do you think this will impact the auto marketplace in 2023, and beyond, for both new and used cars?
Q) What is the most exciting thing about the future of automotive retail for both of you personally?
Q) Lastly, can you give us an idea of what to expect from ASOTU in the future, especially since you're currently raising funds through Automotive Ventures?
UCDP Ep #48 - Interview w/ vAuto Founder Dale Pollak on Inventory Management in 2023
08 Mar 2023
00:32:30
In this episode of the Used Car Dealer Podcast, Zach interviews Dale Pollak, the Founder of vAuto and one of the most well-known speakers and authors on inventory management. They discuss used car inventory management, trends, challenges, opportunities, and other related topics for dealers
Some of the questions asked include:
Q) What is your background and can you tell us about the founding of vAuto for those who may not be familiar?
Q) How has the vAuto product set evolved from the original product you founded to the suite of products today, including the Global Acquisition system inside ProfitTime GPS?
Q) What were some of the top industry trends and discussions you heard at NADA, and what is top of mind for industry movers and shakers like yourself as it relates to the used car industry?
Q) What factors do you believe have contributed to the recent strength in used vehicle sales, and why is the data a "head-scratcher"?
Q) What are the factors that are likely to affect the market in the near future?
Q) How has your view of inventory management changed post pandemic?
Q) How can dealers achieve more consistency and fewer disconnects between appraising and pricing?
Q) What are your thoughts on preowned EVs, and should dealers approach inventory management differently with these vehicles?
Q) At what point (ex. vehicles sold per month or on lot) should a used car dealer consider using ProfitTime GPS software to scale their business?
Q) What are some key takeaways for dealers interested in reading your most recent book, "Whole Truth: A Fresh Money-Making Method to Wholesale, the Most Misunderstood Side of Your Business"?
Q) What can we expect from vAuto and the Cox Inventory team in terms of new developments or products for 2023?
UCDP Ep #47 - Interview with Dennis McGinn of Rapid Recon
22 Feb 2023
00:28:40
In this episode of the Used Car Dealer Podcast, Zach interviews Dennis McGinn of Rapid Recon. They discuss the best practices for dealership recon, potential impact of right to repair and recall disclosure-related bills on recon management, and other timely topics.
Some of the questions asked include:
Q) Can you talk about your background as an executive at HP and what led you to start Rapid Recon?
Q) What does Rapid Recon do for dealers, and how has the product evolved since the early days?
Q) Can you tell us about the culture you have built at Rapid Recon and how former users have become employees?
Q) What has stuck with you the most about building a first-in-category company like Rapid Recon, and what were some of the initial challenges?
Q) Can you discuss your latest book, "Strategic T2L - Connect to What You Expect," and what the most significant takeaways are?
Q) What do dealers most often misunderstand about recon, including franchise, and what are the common mistakes your team has observed pre-implementation of RR?
Q) What are the top three best dealership recon practices from over a decade of time in the recon software space?
Q) What are your thoughts on the right to repair and recall disclosure-related bills being discussed in Washington and their potential impact on recon management for dealers?
Q) What are the differences and opportunities with the recon of EV vehicles?
Q) If you were a used car dealer looking to scale your business, at what point (ex. vehicles sold per month or on lot) should you consider recon software?
Q) Lastly, can you give us an idea of what's coming down the pipeline from Rapid Recon for 2023?
UCDP Ep #46 - What your Dealership Needs to Know in 2023 About FTC Safeguard & Compliance
14 Feb 2023
00:20:49
In this episode of the Used Car Dealer Podcast, Zach interviews Adam Crowell of ComplyNet. They discuss the importance of FTC Safeguard compliance for used car dealers, the proposed rules by CFPB and FTC, safety recalls and non-proper disclosure for dealers, and advice on how to get started with compliance.
Some of the questions asked include:
Q) Talk about your background on the legal side of automotive and what you guys do for dealers at ComplyNet?
Q) What's most important for dealers to understand about FTC Safeguard?
Q) What would be a couple examples for context purposes of the technical or admin things that used car dealers might have to do to be in compliance?
Q) What's your opinion on the belief held by some dealers that they are not at risk of getting into trouble with FTC Safeguard and other compliance considerations?
Q) What were some of your observations as dealers tried to comprehend FTC Safeguard and put into place measures for the Dec 9th deadline (which is now extended until June)?
Q) Talk about new proposed rules by CFPB and FTC, which impact used car dealers, especially BHPH?
Q) Talk about safety recalls and non-proper disclosure for dealers? Is this another big focus for enforcement coming forward? Q) If you were a used car dealer, thinking about the upcoming June deadline, what advice would you have to get started in moving toward FTC Safeguard compliance?
Q) Lastly, Adam, what’s coming down the pipeline from the ComplyNet for 2023?
Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - https://blog.sellyautomotive.com/blog/adamcrowell2023
UCDP Ep #45 - Used Car Dealer Podcast with Melanie Wilson of NIADA
30 Dec 2022
00:15:43
In this episode of the Used Car Dealer Podcast, Zach interviews Melanie Wilson, newly appointed CEO of NIADA. They discuss the latest initiatives with NIADA, her new role as CEO, and more!
Some of the questions asked include:
Q) Tell us a little bit about yourself, how you got into NIADA as well as the auto business.
Q) Congrats on the new role, tell us about the interim CEO role of NIADA and what it means for members?
Q) What unique insight are you bringing over from your CFO experience to the new interim CEO role?
Q) Tell us about some of the big NIADA initiatives for 2023?
Q) What was most surprising in our industry during 2022?
Q) What are your predictions for 2023 for the used car marketplace?
Q) This year's 2023 NIADA expo is being held in Las Vegas at the amazing Wynn Hotel, tell us about it?
Q) Is there anything exciting you want to announce or plug NIADA related?
UCDP Ep #62 - Interview with Mary Bartlett of Montway on Auto Transportation
17 Jun 2024
00:19:47
In this episode of the Used Car Dealer Podcast, Zach interviews Mary Bartlett, Vice President of Business Development at Montway Auto Transport. They discuss Mary’s journey into the transportation space from automotive retail, the current state of automotive transport and logistics, and what makes Montway Auto Transport a leader in the industry. They also cover Montway's M.A.P. system and its impact on inventory and transportation management for dealerships.
Some of the questions asked on the podcast include:
Q) How did you get started in the automotive industry?
Q) What significant changes have you seen in the auto industry after leaving the retail side as a GM? Do you miss anything about the retail side?
Q) What makes Montway Auto Transport the best in auto transport? What's unique about them?
Q) What are the biggest misconceptions about shipping cars or transportation companies in the dealer space?
Q) What is the M.A.P system that Montway introduced in Q1 2024, and how is it different from other inventory and transportation management systems?
Q) How does M.A.P. help dealer groups manage and reduce transportation costs across multiple locations?
Q) How do you see the future of automotive logistics and inventory management evolving, and what role will Montway play?
Q) Can you share a favorite story where Montway went above and beyond to help a dealer in a transportation rut?
Q) What’s coming up in 2024 for Montway and for you?
UCDP Ep #44 - Used Car Week San Diego LIVE Interview w/ Dealer 101 Team
21 Nov 2022
00:14:40
In this episode of the Used Car Dealer Podcast, Zach interviews Keith and Chris McCrone of Dealer 101 recorded LIVE at Used Car Week in San Diego, CA. They discuss training dealers just getting into the business, continuing education for dealerships, challenges as well as opportunities in 2023, and other timely content for used car dealers. Please note because this podcast is recorded live, you may hear slight conference noise in the background.
Some of the questions asked include:
Q) Chris, tell us, as an icebreaker, how you got started in the car business?
Q) What made you start Dealer 101, and what does it do (for audience short pitch/background)?
Q) Through training hundreds of car dealers, what are your suggestions for someone just getting into the business (new license training)?
Q) So, what do you do on the continued education side (ex., Auction course) at Dealer 101 for used car dealers?
Q) Follow Up - Any interesting observations on the market in 2022?
Q) What will be your biggest initiatives next year (as a training school) when it comes to topics that directly impact used car dealerships?
Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealership model?
Q) What are your predictions for 2023 for the used car marketplace?
Q) Talk about what you are starting to build on the YouTube front?
Q) Lastly, is anything exciting you want to announce or plug Dealer 101 related?
UCDP Ep #43 - Interview w/ Bob Voltmann CEO of the NIADA
02 Nov 2022
00:24:07
In this episode of the Used Car Dealer Podcast, Zach interviews Bob Voltmann, CEO of NIADA. They discuss the big focuses of NIADA for 2023, predictions on the used car marketplace, and the upcoming NABD Super Forum (https://bhphsuperforum.com) November 9th, 2022.
Some of the questions asked include:
Q) What came out of the NIADA National Policy Conference 2022?
Q) What did you learn about what makes Washington move to get new policies in place for organizations like TIA or the NIADA?
Q) What is the NABD Super Forum and why should BHPH dealers attend?
Q) Any interesting observations specifically on the BHPH market in 2022 from your lens at NIADA?
Q) What are NIADA big focuses for 2023?
Q) Any predictions for Q4 in terms of the used car marketplace or going into early next year Q1?
Q) What sort of impact do you think the rising energy cost has on the automotive ecosystem, especially on the energy side?
Q) Anything you want to announce about the NIADA that's upcoming?
Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - https://blog.sellyautomotive.com/blog/interviewbobvnov2022
UCDP Ep #42 - Interview w/ Melinda Zabritski, Senior Director of Auto Financial at Experian
25 Oct 2022
00:10:22
In this episode of the Used Car Dealer Podcast, Zach interviews Melinda Zabritski, Senior Director of Automotive Financial Solutions at Experian. They discuss the average loan amount growth, credit union auto finance market share, and her speaking engagement at the upcoming NABD Super Forum.
Some of the questions asked include:
Q) So, as an ice breaker, Melinda, talk about what brought you into the auto credit space?
Q) Discuss the average loan amount growth, and what that means for the industry?
Q) What’s happening with the credit union auto finance market share?
Q) Are prime consumers opting for used vehicles, and why?
Q) Talk about the average loan terms growing, and what that means for the industry?
Q) Future’s question, what new trends and changes do you see over the next 5-10 years coming to the auto credit side of the industry?
Q) So, what is your speaking engagement at the upcoming NABD Super Forum focused on, and why should BHPH dealers attend this session?
Q) Lastly, is there anything exciting you want to announce or plug Experian related?
UCDP Ep #41 - Interview w/ Wendy Rinehart, Executive Director of OIADA
25 Aug 2022
00:17:35
In this episode of the Used Car Dealer Podcast, Zach interviews Wendy Rinehart, the executive director of the OIADA (Ohio Independent Auto Dealer Association). They discuss the used car marketplace, the importance of IADAs, the upcoming Ohio convention, and more!
Some of the questions asked include:
Q) So Wendy, I wanted to start with an ice breaker, you mentioned to me, that you made, two big business mistakes before 18, what were they?
Q) So how did you get into the auto business, and eventually to running OIADA?
Q) What’s it been like as a female leader in the auto business?
Q) Why should a used car dealer join their state IADA?
Q) What's unique about the OIADA, and the way you run your independent dealer association?
Q) How have you been helping Ohio dealers through some of the challenges the pandemic has brought on?
Q) 2022 has been another roller coaster of a year for the auto industry, talk to me about what you observed from your lens at the OIADA?
Q) What are your thoughts on online dealers like Carvana or Vroom and their model; there’s been a lot of market pressure recently on these public companies?
Q) Futures question, what are your thoughts on digital retail, and its role with used car dealerships?
Q) What's all the interesting things coming down the pipeline for OIADA?
Q) Lastly, anything exciting you want to announce or mention about the upcoming show this October?
UCDP Ep #40 - 2022 Interview w/ Bob Voltmann CEO of the NIADA on current market, Washington DC, and more!
15 Jul 2022
00:21:33
In this episode of the Used Car Dealer Podcast, Zach interviews Bob Voltmann, the CEO of NIADA, the largest national used car association in the United States. They discuss the used car marketplace, NIADA updates in Washington, the most recent convention, and more!
Some of the questions asked include:
Q) So let’s get started and for those of us listening talk about what your first year and a half as CEO of NIADA have been like, what have you learned?
Q) Follow Up - Any learnings from the TIA (Transportation Intermediaries Association) you have implemented with NIADA?
Q) 2022 has been another roller coaster of a year for the auto industry, talk to me about what you observed from your lens at the NIADA?
Q) What are your biggest initiatives this year (as an association) when it comes to issues that directly impact used car dealerships?
Q) What are your thoughts on online dealers like Carvana or Vroom and their model; there’s been a lot of market pressure recently on these companies?
Q) Futures question, what are your thoughts on digital retail, and its role with used car dealerships?
Q) What are your predictions for the rest of 2022 and what’s coming down the pipeline for the used car industry?
Q) Lastly, anything exciting you want to announce or mention about the NIADA (ex BHPH event later this year)?
UCDP Ep #39 - Interview with Bob Hollenshead on the wholesale marketplace, Carvana acquiring Adesa, and Cars Acquisition
31 May 2022
00:45:11
In this episode of the Used Car Dealer Podcast, Zach interviews Bob Hollenshead, the CEO & Founder of Accu-Trade, one of the largest used car wholesalers in the United States, and a serial entrepreneur. Zach and Bob discuss the current used car market wholesale conditions, Carvana, and the future outlook of the used car marketplace. Some of the questions asked include:
1) So, Bob, we still have a supply chain challenge this year, what has been your view of this 2022 used car marketplace thus far and where are we headed?
2) During the pandemic many dealers started leveraging online wholesale platforms, do you see dealers starting to come back to physical auctions as mask + early COVID restrictions are gone? What are your thoughts longer term on online versus being physically at an auction lane?
3) What are your thoughts on Carvana acquiring the physical auction assets of Adessa from KAR? What’s this mean for used car dealers?
4) If you are a small to mid-size used car dealer listening to this podcast, what advice would you give them in terms of how they should think about buying and holding used inventory right now?
5) One of the popular features of a Vroom or a Carvana website/digital retail experience is the, ”sell us your car” feature where you enter a VIN or DL plate number and they give you an instant cash offer. When we last spoke you told me you invented this concept at a previous company (Buybook). Talk about the importance of having this on your dealer website as many used car dealers do not? How has this technology evolved over the past couple years?
UCDP Ep #38 - Interview with Chip Perry CEO of A2Z Sync (Former CEO of Autotrader & TrueCar) on the One Person Sales Model
04 May 2022
00:27:31
In this episode, Zach Klempf interviews Chip Perry, CEO of A2Z Sync (Former CEO of Autotrader & TrueCar) on: the "One Person Sales Model': current used car market conditions; and what excited Chip to join A2Z Sync. Some of the questions asked include:
Q) Major news outlets have been covering the high inventory prices, inventory shortage, rising price of gasoline, rental cars at an all time high, what has been your view of these economic challenges for dealers from your lens? Q) In several of the recent speaking engagements/podcasts you’ve done, I’ve heard you talk about the one-person sales model, why does this make sense for the modern car buying experience? Q) So with your product, you have basically combined all the F&I technology, credit functionality, of several platforms into a single tool, talk to me about the process of developing A2Z Sync and working with early dealership customers? Q) What advice would you give to a smaller dealer operator in this tough market with fierce competition like Carmax, Carvana, and larger groups? Q) What are your predictions for the used car marketplace for the rest of 2022?
UCDP Ep #37 - Interview with Randy Kobat VP of Inventory Management Solutions at Cox Automotive
13 Apr 2022
00:10:53
In this episode, Zach Klempf interviews Randy Kobat, VP of Inventory Management Solutions at Cox Automotive. Randy discusses the latest developments from NADA, how Upside and KBB ICO help used car dealers, as well as general discussion around inventory management.
Some of the questions asked include:
Q) So let’s get started, and for those of us listening, talk about how you got into the auto industry? Q) You and the Cox team recently got back from NADA; what were some of the new exciting announcements from that event? Q) Kelley Blue Book Instant Cash Offer is becoming a very popular tool for used car dealers, how are they helping dealers during the inventory shortage challenge? Q) Another new announcement we saw was Upside from Cox for wholesale; what exactly is this product and how can it help used car dealers? Q) Talk to me about the wholesale market dynamics and specifically how new sourcing and acquisition channels are opening up to help used car dealers find and stock vehicles more profitably? Q) If you were running a used car dealership, what would be the essential software solutions you would have to manage everything from inventory acquisition to pricing? Q) What do you think has been most surprising (ex. continued chip shortage) in terms of the auto industry and 2022 thus far? Q) What are your predictions for the used car marketplace in 2022? Q) What’s coming down the pipeline in the divisions you manage that you are most excited about (that’s relevant to used car dealers)?
UCDP Ep #36 - Interview with Jasen Rice President of Lotpop on Inventory and Lot management
06 Jan 2022
00:26:22
Happy New Year and after a December break we have the first episode of the UCDP for 2022 featuring Jasen Rice of Lotpop. In this episode, Zach Klempf interviews Jasen Rice the president of Lotpop which is a lot management software and professional services company. Jasen discusses the latest developments with the inventory / chip shortage, his experience in the industry and at vAuto, as well as best practices for dealers on turn and lot management.
Some of the questions asked include:
Q) Talk about your background in automotive and why you started Lot Pop and what you guys do? Q) 2020 and 2021 have been surreal from an industry standpoint, what has the pandemic/chip shortage taught us about inventory management? Q) What were some of your observations (in terms of the used car marketplace) in Q4 of 2021? Q) Any predictions for 2022? (in terms of used car inventory) Q) What are dealers sleeping on when it comes to inventory management? Q) What advice do you have for your average independent dealer sourcing inventory and trying to build a strategy for this market? Q) What are some of the most successful dealers doing differently when it comes to inventory management? Q) Why is it hard to build inventory management software, what are/were some of the challenges in getting this product to market?
UCDP Ep #35 - Interview with Bill Zadeits President of Cherokee Media (Auto Remarketing & Used Car Week)
01 Nov 2021
00:18:25
In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Bill Zadeits the president of Cherokee Media which is one of the most recognizable automotive press outlets with the Auto Remarketing Magazine and the Used Car Week properties. Zach discusses the latest developments from Auto Remarketing including their in-person conference this year and observations from the used car marketplace.
Some of the questions asked include:
Q) Your AR publication has been covering the pandemic, inventory shortage, M&A in auto software, what has the last year been like from your lens? Q) What do you think has been most surprising in terms of the auto industry and 2021 thus far? Q) You’ve been running the Used Car Week Conference for years, what has it been like over the last 2 years in the conference side of the business, and how has that helped you plan Used Car Week 2021? Q) What are some of the most exciting parts of Used Car Week this year? Q) We talked earlier about M&A in auto software, with Used Car Week you have a whole segment on venture, tell us about that? Q) What are your predictions for the used car marketplace in 2022?
UCDP Ep #61 - Interview with NIADA CEO, Jeff Martin on NIADA 2024 & Used Car Market
05 Jun 2024
00:25:19
In this episode, Zach is joined by Jeff Martin, CEO of NIADA since February 2023 and former executive director at TXIADA. They discuss the upcoming NIADA Convention 2024, regulatory compliance, the used car marketplace, and the latest initiatives from NIADA!
Some of the questions asked on the podcast include:
Q) Jeff, you've been CEO of NIADA for nearly a year. What are your observations and key achievements? Q) How is running TXIADA different from NIADA? Q) What is 501c6? Q) What are the new changes at the NIADA show in Las Vegas this year? Q) Who should attend the event from the dealership? Q) What can dealers gain from the convention and Expo for a near-immediate positive impact? Q) What has NIADA done in the past year to build awareness of new compliance updates? Q) What are the biggest challenges for used car dealers today? Q) What excites you about the used car marketplace outlook this year? Q) What other events does NIADA have planned for 2024? Q) Why should dealers join NIADA if they are not yet members? Q) How do dealers sign up for NIADA, and is there a special offer?
UCDP Ep #34 - Interview with Lissette Gole Head of Automotive Retail at Google on Used Car Sales
22 Oct 2021
00:16:02
In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Lissette Gole the head of automotive retail at Google. Lissette discusses the latest developments from Google including their dealer playbook and how they help dealers sell more cars online.
Some of the questions asked include:
Q) So let’s get started, and for those of us listening, talk about your career path into automotive at Google? Follow Up - For those unfamiliar with Google’s offering for dealers, talk to me about how Google enables dealerships’ digital presence? Q) 2021 has been a roller coaster of a year for dealers; talk to me about what you observed from your lens at Google on the way dealers shifted and changed their inventory/brand marketing on your platform? Q) Why is a “customer buying experience” so important post-2020? Q) Google (Feb 2021) published its Dealer Playbook; what are some of the most exciting takeaways in this guide? Q) Let’s move on to what some of the most successful dealers are doing differently when it comes to marketing their dealership and inventory? Q) What advice do you have for a new dealer when it comes to getting started developing a winning Google strategy? Q) Two auto trends have taken mindshare last year (2020), and wanted to get your thoughts on them: online dealers like Carvana and Vroom, who have gone public, and subscription services for automotive. What are your thoughts on these two trends? Q) Can you share some areas Google is focused on in the future in terms of automotive?
UCDP Ep #33 - Interview with Joe McCloskey of the NIADA on 50 years in the used car business
06 Oct 2021
00:32:42
In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Joe McCloskey the NIADA President of the board of directors and a successful Colorado-based used car dealer operator who has been in the business for over 50 years. Zach and Joe discuss the importance of IADAs as well as 20 groups, inventory during the pandemic, and thoughtful advice from Joe's years in the business.
Some of the questions asked include:
Q) So let’s get started, and for those of us listening talk about how you got into the car business and what the last 50 years have been like from an industry evolution standpoint? Q) You mentioned to me on our first call that you have owned franchise dealerships as well as independent dealerships, in your opinion, what are the advantages/disadvantages of running a franchise store versus an independent? Q) Joe, what has this inventory crisis been like from your dealership’s lens? Q) How have you creatively sourced inventory in this market? Q) What’s different about the pandemic customer versus the pre-pandemic customer from your lens? Q) What is your strategy (without giving away anything you don’t want to share) with your inventory in this last half of 2021? Q) Inventory management is one of the key components of a successful used car dealer operation, what else (ex. customer buying experience) is important for dealers to get right in this market? Q) What advice do you have for a used car dealer just getting into the business and starting up in 2021? Q) Talk about the importance of the NIADA and your state IADA and why they have been helpful for you as a dealership? (From an educational standpoint for example) Q) Lastly Joe, what are your predictions for the rest of the year in terms of the used marketplace?
UCDP Ep #32 - Interview with Danny Zaslavsky of VinCue on used inventory management
22 Sep 2021
00:21:30
In this episode of the Used Car Dealer podcast, Zach Klempf interviews Danny Zaslavsky the managing partner of VinCue on running a large used car dealership with no floor plan, inventory management in 2021, VinCue product, and the concept of the highest authentic value.
Some of the questions asked include:
Q) So let’s get started, and for those of us listening:
Danny - Talk about your background in automotive and how you got involved in the VinCue business?
Q) 2020 and 2021 have been surreal from an inventory standpoint, what has the inventory crisis taught us about market pricing?
Q) Danny, what has this inventory crisis been like from your dealerships (Country Hill Motors) lens?
Q) What are the three things that good inventory management should be?
Q) We’re all conditioned to drop prices if a car isn’t moving, is that the right strategy?
Q) Obviously inventory management is a key component of a successful used car dealer operation, what else is important for dealers to get right in this market?
Q) What are some of the most successful dealers doing differently when it comes to marketing their dealership and inventory?
Q) What advice do you have for a used car dealer just getting into the business and starting to build their inventory management strategy?
Q) Why is it hard to build inventory management software, what are/were some of the challenges in getting this product to market?
Q) Lastly Danny, what’s coming down the pipeline from the VinCue team?
UCDP Ep #31 - Inventory Marketing with Chris Lentz of AutoSweet
17 Aug 2021
00:11:28
In this episode of the Used Car Dealer podcast, Zach Klempf interviews Christ Lentz the CEO of AutoSweet and an auto industry entrepreneur with a previous exit. Chris discusses with Zach how dealers have adapted their inventory marketing, Facebook, Google Adwords, best practices with dealer marketing.
Some of the questions asked include:
Q) So let’s get started and for those of us listening talk about your previous experience as an automotive industry entrepreneur pre-AutoSweet and how you got into the business?
Q) What problem in the industry-led you to start AutoSweet?
Q) As we are battling the inventory crunch and getting out of the pandemic what have you observed from dealers when it comes to the way they have changed their inventory marketing?
Q) How has Facebook grown over the last couple of years to become an important part of dealers’ inventory marketing?
Q) Shifting gears, when it comes to Google Ads, what are dealers missing out on when it comes to running successful inventory marketing campaigns via Adwords?
Q) For dealers listening, discuss the importance of joining an association, and how it can help them become successful?
Q) Why is reputation management important for dealers in today’s market?
Q) What are your predictions for the rest of 2021 and what’s coming down the pipeline?
Q) How does AutoSweet uniquely help independent dealers succeed in today’s marketplace?
UCDP Ep #30 - Auto Marketing with Ilana Shabtay of AutoLeadStar
14 Jul 2021
00:17:33
In this episode of the Used Car Dealer podcast, Zach Klempf interviews Ilana Shabtay the Director of Marketing at AutoLeadStar and a podcaster herself on the Inside Auto Podcast. Ilana discusses with Zach how dealers have adapted their marketing of used cars, best practices and not-so-good practices with dealer marketing, and other hot topics in the used car marketplace.
Some of the questions asked include:
Q) 2021 was been a roller coaster of a year for dealers, talk to me about what you observed from your lens at Auto Lead Star on the way dealers shifted and changed their inventory/brand marketing? Q) What are some of the most common dealership marketing mistakes you have seen this year? Q) Let’s move onto what some of the most successful dealers are doing differently when it comes to marketing their dealership and inventory? (ex- Case Study or dealer your team has worked with) Q) What advice do you have for used car dealers when it comes to getting started developing a winning marketing strategy? Q) Why is a “customer buying experience” so important? Q) Two auto trends have taken mindshare last year and wanted to get your thoughts on them: online dealers like Carvana and Vroom who have gone public and subscription services for automotive. What are your thoughts on these two trends? Q) What are your predictions for the rest of 2021 and what’s coming down the pipeline? Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealer model? (Saw your podcast w/ Matt at Shift Digital on this subject) Q) Lastly, what is Auto Lead Star doing that uniquely helps market and sell used cars?
UCDP Ep #29 - Bob Voltmann of the National Independent Automobile Dealers Association (NIADA)
05 Jul 2021
00:21:47
In this episode of the Used Car Dealer podcast, Zach Klempf interviews Bob Voltmann the CEO of the National Independent Automobile Dealers Association (NIADA). Since joining NIADA, Voltmann has led new initiatives to bring even more value to associate members and partners. Bob discusses what it was like to join NIADA during the pandemic and upcoming in-person NIADA conference in Texas. This is an episode you will not want to miss!
Some of the questions asked include: Q) Talk to me about what it was like to start at the NIADA in October 2020 working with used car dealers as the pandemic was ongoing; what was the experience like? Q) 2021 has been a roller coaster of a year for the auto industry, talk to me about what you observed from your lens at the NIADA? Q) What are your biggest initiatives this year (as an association) when it comes to issues that directly impact used car dealerships? Q) For dealers listening, discuss the importance of joining an association, and how it can help them become successful? Q) What are your thoughts on online dealers like Carvana or Vroom and their model? Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealer model? Q) What are your predictions for the rest of 2021 and what’s coming down the pipeline?
Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Read the transcribe of this episode - https://blog.sellyautomotive.com/blog/interview-with-bob-voltmann-the-ceo-of-the-niada NIADA Conference - https://www.niadaconvention.com/
UCDP Ep #28 - Justin Davis of BacklotCars (Acq. KAR Global) on Online Wholesale & Used Cars
18 May 2021
00:18:18
In this episode of the Used Car Dealer podcast, Zach Klempf interviews Justin Davis Co-Founder of BacklotCars which was recently acquired by KAR Global a publicly traded company. Since joining KAR, Davis has led the successful integration of BacklotCars and TradeRev, combining all U.S. users onto one streamlined platform and digital dealer-to-dealer marketplace. Davis and his team lean in to their entrepreneurial roots, aiming to deliver a simple and intuitive solution that helps dealers conveniently sell and buy used vehicles on their own schedule, with most deals closing in under one day.
Some of the questions asked include:
Q) So let’s get started and for those of us listening talk about how you got into the car business and the experiences that led you to found BacklotCars? Q) How impactful was coming out to the Bay area and participating in the 500 startups program for your companies growth? Q) 2020 was a roller coaster of a year for dealers, talk to me about what you observed from your lens at BacklotCars and the way dealers shifted to wholesale 100% online? Q) How does Backlot’s platform differentiate from online wholesale competitors? Q) Post 2021, do you see in-person versus online wholesale coming back for dealers? Q) What advice do you have for independent dealers when it comes to getting started working with an online wholesale company like Backlot? Q) Two auto trends have taken mindshare last year and wanted to get your thoughts on them: online dealers like Carvana and Vroom who have gone public and subscription services for automotive. What are your thoughts on these two trends? Q) What are KAR Global’s predictions for 2021 and what’s coming down the pipeline? Q) What has BacklotCars’ integration into KAR Global been like from a process standpoint? Q)What is BacklotCars doing that uniquely helps independent dealers?
UCDP Ep #27 - Nathan Fox on Used Car Inventory and Merchandising in 2021 + SnapLot 360
28 Apr 2021
00:12:09
In this episode of the Used Car Dealer podcast, Zach interviews Nathan Fox of Cox Automotive who is the Senior Director of Business Development for Cox Automotive’s Inventory Management Solutions brands which include vAuto and Kelley Blue Book Instant Cash Offer. In this role, Nathan leads the development of all inventory merchandising solutions.
His primary focus is helping dealerships grow their business by having all the data and tools they need to ensure their inventory investments pay off. In this episode, they discuss a variety of topics around inventory and merchandising as well as the launch of SnapLot 360 for vAuto.
Some of the questions asked include:
Q) The current inventory shortage is arguably the biggest challenge facing most dealerships right now. Your team doesn’t produce inventory, but as I understand it, you’re working to help dealers sell the units they have at the best possible price. Tell me more about that connection between merchandising and the inventory shortage? Q) Why is inventory management software so crucial for dealers, especially during these times? Q) What are your predictions for the rest of 2021 for the used car market? Q) You recently announced a new imaging tool that’s been incorporated directly into vAuto’s new and used car inventory management platforms. Explain how this technology works and why it’s valuable to dealers?
Is this technology or functionality unique in the marketplace?
Who uses it within the dealership and how is it making their job easier and generating better results for the dealership?
Why was it important to bring Snaplot360 into the vAuto Provision and Conquest platforms now?
Q) As we come to a close, what final advice do you have for a dealership who’s starting to rethink their approach to merchandising?
UCDP Ep #26 Social Media, Branding, Customer Buying Process, and "Why Buy from Us" for Used Car Dealers w/ Jason Harris
12 Apr 2021
00:29:59
In this episode of the Used Car Dealer podcast Zach interviews marketer and podcaster Jason Harris out of Canada. Jason discusses how used car dealers can brand themselves, social media mistakes, "Why buy from us", and the customer buying process.
Some of the questions asked include:
Q1) 2020 was a roller coaster of a year for dealers, talk to me about what you observed from your lens in Canada and how dealers adapted since the pandemic?
Q2) What are you seeing in 2021 in terms of digital marketing mistakes from dealers?
Q3) You brand yourself with the color orange and have a very unique style for your social media presence. How should used car dealers think about building their brand and standing out from the competition?
Q4) Why is the “Why buy from us” so important for a dealership?
Q5) What are some common social media mistakes you see dealers make? (and steps to avoid)
Q6) Talk to me about generic autoresponders and why that’s not efficient?
Q7) What are your predictions for 2021 for the auto industry?
Q8) What are your 3 best nuggets (advice) for a small to mid-size dealer (whether Canada or US-based) running lean (inventory, staff) during these times?
UCDP Ep #25 Carvana, Vroom, Digital Retail, CRM, & Used Car Marketplace w/ Steve
26 Mar 2021
00:13:50
Steve is back for another episode of the UCDP where we catch up on hot industry topics including digital retail for used car dealers; Carvana and other public online used car dealers; as well as how the used car marketplace is performing in 2021. Some of the questions asked include:
1. What has Steve been seeing in terms of recovery (2021) and used dealers starting to pick up momentum? 2. Steve, what are you seeing in terms of tax season activity, any pickup from the stimulus checks? 3. What are your thoughts on the sub-prime market for 2021? 4. Let’s revisit Carvana, Vroom, and how they fared in 2021? 5. Are you (Steve) seeing used car dealers use digital retail? 6. What are some best practices (from a CRM standpoint) you see successful dealers leverage? 7. What are you optimistic about in 2021?
UCDP Ep #60 - Interview with Bob Lanham of CarNow on Automotive Digital Retail in 2024
29 Apr 2024
00:18:54
In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Bob Lanham, SVP of OEM & Marketing at CarNow. They discuss Bob's second time on the podcast and move to CarNow, the strategic deployment of CarNow's recent $40M funding from Runway Growth Capital, and CarNow's unique position in the digital retailing landscape. They also discuss misconceptions about digital car buying, the future of the auto sales, CarNow's innovative technology, and their use of AI to enhance customer and dealer experiences.
Some of the questions asked include:
Q) Why did you choose CarNow after leaving Meta? Q) What will you do with the $40M funding from Runway? Q) How is CarNow different from other digital retailing companies? Q) What are the biggest misconceptions about digital retail from dealers and consumers? Q) How will car buying change, and what will CarNow's role be? Q) How does CarNow's technology improve the car buying experience? Q) Can you explain CarNow's partnership strategy and its benefits for dealers? Q) What steps is CarNow taking to stay leading in technology and market trends? Q) What new features or updates can we expect from CarNow in 2024?
UCDP Ep #24 Jeff Martin of TXIADA on the importance of dealer associations
23 Feb 2021
00:25:37
Jeff Martin the executive director of the TXIADA sits down with Selly CEO Zach Klempf to discuss the importance of independent dealer associations as well as timely topics for used car dealers.
Some of the questions asked include:
1. For those unfamiliar with TXIADA give us a high level about the size and impact of the TXIADA? 2. A lot of used car dealers are aware of IADAs but may not be members, why should they join an IADA and what does TXIADA do specifically for used car dealers in Texas? 3. What was 2020 like from the lens of an IADA director, what problems did you help dealers navigate? 4. How has Jeff seen used car dealerships evolve over the last 14+ years you’ve been running TXIADA? 5. Compliance is often overlooked by used car dealers or not taken as seriously as it should be, what have has Jeff learned about the importance of compliance for used car dealers? 6. What are Jeff's thoughts on online dealers like Carvana and Vroom? 7. What is Jeff optimistic about in 2021 for dealers?
UCDP Ep #23 ~ Interview with CEO of Cars.com Inc on Used Car Dealers Online Presence
13 Jan 2021
00:18:00
In this episode of the Used Car Dealer Podcast, Zach interviews Alex Vetter the CEO of Cars.com in an insightful interview about small business, online presences, and the differentiation of Cars.com versus other auto marketplaces.
Some of the other topics they discuss include:
Q1) For those of us listening talk about how you got into Cars.com in the early days and eventually become the CEO?
Q2) It’s been a roller coaster of a year for dealers, talk to me about what you have observed from your lens at Cars.com and the way consumers have interacted and purchased vehicles from dealerships?
Q3) How has Cars.com’s strategy differentiated from other marketplaces like CarGurus or TrueCar?
Q4) What have you guys been working on with the Dealer Inspire brand in terms of digital retail and allowing dealers to interface with consumers online?
Q5) Talk about the amount of in-market shoppers that visit Cars.com monthly and how a small independent dealership can be competitive and be visible online (through Cars.com)?
Q6) What are your thoughts on online dealers like Carvana and Vroom who have taken public markets by storm and subscriptions for automotive.
Q7) What are some of your predictions for 2021 and what’s coming down the pipeline from Cars.com?
Q8) What is Cars.com doing that uniquely helps independent dealers compete in the ultra-competitive used car marketplace?
UCDP Ep #22 - Interview with a Used Car Dealer Operator on Challenges and Success of 2020
23 Dec 2020
00:26:47
In this special episode of the Used Car Dealer Podcast Zach and Steve talk with used car dealer owner and operator Michael Greer on the challenges and successes of 2020. This is the first retail dealer we have brought on the podcast and a very interesting episode. They discuss a variety of topics from vehicle acquisition and pricing during the pandemic to online car sales. Some of the topics they discuss include:
1. How Michael got into the car business and what's unique about his store 2. How has Michael's floor plan been impacted? 3. How has the way his store purchases inventory changed during the pandemic? 4. The impact technology has had on the way Michaels dealership operates
EP #21 Jason Reaves on Buy Here Pay Here Auto Sales and BHPH Dealers
15 Dec 2020
00:11:59
For this episode of the Used Car Dealer podcast, Zach interviews Jason Reaves who is the President of Wayne Reaves DMS and also a subject matter expert in BHPH. Zach and Jason discuss everything from the mistakes of new BHPH operators to the increased investment in the sub-prime marketplace.
On the episode they discuss:
- How Jason got into the car business and the fact that his father's BHPH store hired developers in the 1970s to build technology to create more efficiencies. - What Jason has observed from his lens when it comes to BHPH sales during the pandemic - How has technology (ex - software) evolved the way BHPH dealers operate their dealerships? - What are the most common mistakes that a new BHPH operator makes? - BHPH is becoming more and more compliance-driven, whether it’s battling with the Consumer Financial Protection Bureau (CFPB) or litigation on a local level, what are some of the best practices from a compliance standpoint Jason recommends for BHPH dealers - Jason's thoughts on new models like subscription and online dealers and whether they are trickling down to BHPH - More funds and sophisticated investors have got into the BHPH space, what are your thoughts on the increased investment (over the last 5 years) into the subprime marketplace; what’s that mean for smaller BHPH operators?
Ep #20 - Bob Lanham of Facebook on how dealers can better leverage Facebook Marketplace
04 Dec 2020
00:24:39
Zach Klempf interviews Bob Lanham Head of Automotive Retail at Facebook on how used car dealerships can leverage Facebook Marketplace, Facebook Ads, and Facebook Messenger in 2020 and beyond.
Topics for the podcast include:
1) What Bob has observed from his lens at FB when it comes to used car sales during the pandemic 2) The latest for auto dealers in terms of Facebook offerings 3) The importance of being responsive on Facebook Marketplace and how that contributes to best in class customer experience 4) Most used car dealers are familiar with Facebook when it comes to FB Marketplace but they aren’t as familiar with FB Ads, Bob discusses ways successful dealerships are leveraging FB ads and what sort of campaigns are they running 5) Bob's thoughts about new models like subscription and the way Tesla sells EV vehicles online 6) A look ahead at 2021 and what Facebook has coming down the pipeline 7) What is the Facebook Auto Marketing Collective Group and why should dealers join it (Join here - https://www.facebook.com/groups/automarketingcollective) 8) Bob's advice for dealers when it comes to their online presence across Facebook, FB Marketplace, Instagram, and social media as a whole
EP #19 - Interview with Ken Hill the managing director at 700 Credit on topics ranging from digital retail to pre-qualification
24 Nov 2020
00:18:51
Episode Overview:
In this video episode of the Used Car Dealer Podcast, Zach Klempf interviews the managing director at 700 Credit Ken Hill. They have a timely discussion on topics ranging from digital retail to prequalification.
They discuss on the episode:
- Observations from Ken on the impact of the COVID-19 pandemic on retail auto dealers as it relates to credit - How has credit and compliance adapted for automotive digital retail and what role does pre-qualify play in that? - Compliance mistakes that used car dealers make that could get them into legal trouble - A checklist of compliance tools and credit tools from pre-screen to income verification, what Ken suggests every used car dealer needs - A peek ahead at 2021 and what 700 has coming down the pipeline
EP #18 - Interview with Brian Moody the executive editor at KBB & Autotrader
17 Nov 2020
00:23:26
In this video episode of the Used Car Dealer Podcast, Zach Klempf interviews the executive editor at KBB/Autotrader Brian Moody. They have a timely discussion on topics ranging from digital retail to consumer trends during the pandemic.
They discuss on the episode:
- Observations from Brian on the impact of the COVID-19 pandemic on retail auto dealers as well as the impact on the Autotrader and KBB marketplace - How are consumers shopping differently during the pandemic? - The new monthly best deals list for car shoppers and other resources KBB/Autotrader provides consumers - How does Autotrader differentiate itself versus other marketplaces? What has your team done on the SEO front? - What’s your opinion on EV vehicles and the rise in the popularity of Tesla? What about the Hummer EV? - Give me a peek ahead at 2021 and what guys have coming down the pipeline?
UCDP Ep #17 - Interview w/ David Foutz of Cox Automotive on Margin Compression and what’s in store for 2021
06 Nov 2020
00:28:47
In this episode of the Used Car Dealer Podcast, Zach Klempf interviews the VP of Sales at Cox Automotive David Foutz who oversees Kelly Blue Book, Dealertrack DMS, and Xtime. They have a timely discussion on topics ranging from margin compression to trends in automotive retail.
They discuss on the episode:
- Margin compression considerations for auto dealers during Q4 and beyond
- Retail auto dealer adoption of digital retail as well as advancements in the service drive
- Future discussion on EV's and automotive retail
- We close out the episode with a peek ahead at 2021 and what are some of the key trends to protect profitability at the dealership.
UCDP Ep #16 - James Maynard, Cox Automotive SVP Product & Engineering, discusses Digital Retail and Fixed Ops
26 Oct 2020
00:30:26
In this episode of the Used Car Dealer Podcast, Zach Klempf interviews SVP of Product and Engineering at Cox Automotive James Maynard. They have an insightful and in-depth discussion on technology and trends in automotive retail. They discuss on the episode:
- Digital retail adoption during the pandemic and how it can make the smaller used car dealer model more scalable
- Efficiency in communication in both the sales and service processes at dealerships
- Innovations in Xtime, Dealer.com Digital retail, and other upcoming products at Cox
- Complexity of integration in dealer software and why sometimes they may take longer than a dealer may consider
- Future discussion on EV's and the automotive subscription model
- Zach and James close out the conversation with a discussion around Cox's strategy of viewing software products less as in there's own silo and more of an integrated platform
UCDP Ep #59 - Interview with Mike Trudeau, EVP of Business Development at Montway Auto Transport
04 Mar 2024
00:13:56
In this episode of the Used Car Dealer Podcast, Zach talks with Mike Trudeau, EVP of Business Development at Montway Auto Transport. They'll cover the impact of digital retail on auto transport, the benefits of Montway's M.A.P system for dealerships, how Montway is shaping the future of automotive logistics, and much more!
Some of the questions asked on the podcast include:
Q) How did you start in the automotive industry? Q) What role does Montway Auto Transport play for dealers? Q) What dealership logistics trends have you noticed? Q) Can you explain Montway's M.A.P system? Q) What are the standout features of the M.A.P. update? Q) How does Montway guarantee safe and reliable vehicle transport? Q) What does the future hold for automotive logistics and Montway's role? Q) How is digital retail, with more consumers buying cars online, impacting the transportation and logistics landscape? Q) What lessons has Montway learned from its growth to a leading transport company? Q) Do you have a memorable story of Montway helping a dealer in need? Q) What's next for Montway in 2024?
Used Car Dealer Podcast Episode #14 - Ed French ~ Used Cars/Service/Human Capital
05 Oct 2020
00:31:20
In this episode, Zach interviews Ed French and we discuss the following:
1. We discuss the changes from March/April when COVID-19 first started to take mindshare to now as well as the concept of MWBA
2. Inventory management is a hot topic in today’s marketplace; what should dealer operators be doing to set themselves up for success in sourcing inventory in today’s marketplace?
3. Many used car dealers are running with smaller teams and furloughed or fired employees during the pandemic. Owners and operators have had to make tough decisions; what advice from the management perspective do you have for operators during the pandemic, and as we finish off the rest of the year?
4. When most used car dealers think of the word “capital,” they think of the funding needed to acquire inventory and run the business. There’s also human capital, and in an industry where there’s historically very high turnover, what is the importance of human capital when it comes to a dealership?
5. Why should/or shouldn’t a used car dealer operator consider a service component to their business model? (More so Pro’s/Cons)
Used Car Dealer Podcast - Ep #13 Dale Pollak Founder of vAuto and Industry Legend
28 Aug 2020
00:28:25
In this episode Zach and Steve interview Dale Pollak who's the Founder of vAuto which is one of the most well-known inventory management products in the industry.
Dale's career in the automotive industry spans more than two decades. As a former dealer, technology entrepreneur and best-selling author, Pollak has helped over 10,000 automotive dealers in North America make dramatic improvements in their new and used vehicle operations.
His investment and market-based approach served as the foundation for vAuto, which he founded in 2005. Since then, the company’s technology and tools have been adopted by thousands of dealerships in North America. In late 2010, AutoTrader.com acquired vAuto, with both companies now operating as a part of the Cox Automotive.
Transcribed Version of this Episode: https://blog.sellyautomotive.com/blog/dale-pollak-founder-of-vauto-and-used-car-industry-expert
Used Car Dealer Podcast - Ep #12 Bob Hollenshead Largest Wholesale Operator in North America and Serial Entrepreneur
05 Aug 2020
00:24:44
In episode #12 Zach interviews Bob Hollenshead, the largest independent wholesale operator in North America and an automotive serial entrepreneur. Bob has deep expertise in the used marketplace as it relates to wholesale and auctions. His data companies have also powered some of the leading trade applications including TrueCar Trade and Autotrader.ca.
Some of the topics discussed on the podcast include:
1. Discuss the change from March/April when COVID-19 first started to take mindshare to now and what Bob has observed in the used car marketplace
2. What are some of the new and maybe unusual ways that Bob's company has had to clean and sanitize cars to be "COVID-19 friendly or compliant" and what was that like to implement
3. Given the COVID-19 pandemic and its impact on the used car marketplace, what has been the biggest surprise for Bob
4. Used car dealerships have been adapting to the change brought on by COVID-19, one new challenge is evaluating the trade, especially if done virtually. What are some suggestions Bob has for used car dealerships to put the right number on a trade?
6. Bob has years of wisdom in the auto industry, some of our listeners are just getting into the car business, what is Bob's advice for them from the wholesale/auction viewpoint?
Used Car Dealer Podcast - Ep #11 Carvana at $20B market cap, Vroom IPO, and disrupters
02 Jul 2020
00:20:12
In this episode Steve and Zach revisit Carvana (Episode #2) post-COVID-19 and discuss the following:
1) Carvana at $20B market cap, Vroom IPO, and disruption 2) Steve's experience w/ Carvana 3) Digital Retail for used car dealers and sourcing inventory 4) Where do we go from here?