Explorez tous les épisodes du podcast Used Car Dealer Podcast

In this episode of the Used Car Dealer Podcast, Zach talks with Ben Gill, CEO of Advent Resources and founder of Remarketing Plus and VEEROSA AI, and John McNellis, COO of Remarketing Plus, about two pressures increasingly colliding for used car dealers: finding the right inventory at the right price and protecting the dealership from increasingly sophisticated fraud. 

Ben brings nearly three decades of automotive technology experience across Advent Resources, Remarketing Plus, and fraud prevention, while John brings nearly four decades across dealership operations, rental, fleet, wholesale remarketing, vehicle acquisition, and disposition. They explain why tight used vehicle supply, rising acquisition costs, auction competition, transportation expenses, and reconditioning risk are making disciplined sourcing more important than ever. 

The conversation dives into synthetic identities, fake driver’s licenses, falsified proof-of-income documents, first-party fraud, and why seemingly strong customers with high credit scores can sometimes create the greatest risk. Ben explains why identity verification, outside-record checks, consistent fraud checkpoints, and dealership training should be non-negotiable. John also breaks down the reconditioning trap, why dealers can overpay when inventory is scarce, and how building an upstream pipeline directly from rental and fleet companies can reduce dependence on the auction lane. 

Zach, Ben, and John also discuss where inventory pressure and fraud risk collide, transportation fraud, the challenges smaller independent dealerships face without dedicated compliance teams, and how AI will improve dealership decision-making while also giving fraudsters more sophisticated tools. They close with practical advice on the fraud check dealers should never waive, the inventory KPI used-car departments should track, why dealers should secure vehicles further upstream, and which long-standing dealership habits should finally be retired. 

⏱️ Key Questions & Timestamps 
00:05 – Intro: Ben Gill, John McNellis, dealership fraud, and smarter used-car sourcing 
01:00 – How did Ben and John enter automotive, and what shaped their approach to dealership operations? 
03:44 – How do Advent Resources, Remarketing Plus, and VEEROSA AI address today’s dealership challenges? 
07:54 – What does rising auto lending fraud look like at the individual dealership level, and why are used vehicles attractive targets? 
10:57 – What does a realistic fraudulent car deal look like from lead to vehicle delivery? 
13:55 – Where should the non-negotiable fraud checkpoints sit across sales, desking, F&I, and delivery? 
17:25 – What does the national used vehicle inventory picture hide, and which vehicles are hardest for independent dealers to acquire? 
19:06 – Is there a reconditioning trap when dealers chase lower-priced used vehicles? 
20:00 – How should condition, configuration, and retail appeal change a dealer’s buy box and acquisition strategy? 
22:49 – Where do inventory sourcing pressure and dealership fraud pressure collide? 
26:25 – Why can smaller independent dealerships be especially vulnerable to fraud? 
28:03 – What is the first anti-fraud process Ben would change at an average independent dealership? 
30:00 – Where will AI reduce dealership risk, where will fraudsters adapt, and what still requires human judgment? 
32:30 – How will AI affect used vehicle sourcing and inventory decisions over the next 12 to 18 months? 
33:41 – Rapid fire: What fraud red flag should never be waived, regardless of how badly the store wants the deal? 
34:00 – What used vehicle sourcing strategy should dealers pursue more aggressively, and where should they be cautious? 
34:27 – What long-standing dealership operating habit or “sacred cow” should dealers finally retire? 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-89-source-smart-and-stop-fraud-w/-ben-gill-of-advent-resources-and-john-mcnellis-of-remarketing-plus

In this episode of the Used Car Dealer Podcast, Zach talks with Dave Anderson, founder and CEO of EvenFlow AI, about how smarter shop loading can help dealerships get more production from existing technician capacity while improving customer experience, recall execution, and used-car reconditioning. 

Dave brings a PhD in theoretical and applied mechanics plus experience applying capacity optimization at United Airlines and in healthcare. He explains why many service departments operate more like emergency rooms—unpredictable demand, stacked arrivals, and constant logjams—when the goal should be to run more like a surgery center with work staged around expected demand and available resources. 

The conversation dives into technician shortages, burnout, revenue optimization, and why dealers may have 20% to 30% more production available from their current teams before adding headcount. Dave also explains how service capacity should be balanced across customer-pay, warranty, and recon work, why not every used vehicle should receive the same recon priority, and how better shop loading can help dealers get the right vehicles frontline-ready faster. 

Zach and Dave also discuss EvenFlow’s work around recalls, including customer readiness, parts and technician readiness, business optimization, and proactive outreach. They close with advanced scheduling, dynamic customer choice, promise-time accuracy, integrations, and a rapid-fire discussion on the fixed ops KPI leaders should watch daily, why AI cannot replace dealership management judgment, and how Dave personally uses multiple AI conversations to pressure-test strategic thinking. 

⏱️ Key Questions & Timestamps 

00:54 – Intro: Dave Anderson, EvenFlow AI, and smarter fixed ops capacity management 
01:39 – What did airline and healthcare capacity optimization teach Dave about dealership service operations? 
07:08 – How did a three-hour oil change lead to the idea behind EvenFlow AI? 
08:58 – How did Automotive Ventures and FM Capital become involved with EvenFlow? 
10:43 – How much additional technician output can dealers unlock before adding headcount? 
15:12 – How should dealers connect service capacity to recon speed, inventory turn, and front-end margin? 
18:50 – How does EvenFlow approach recall readiness, capacity, parts availability, and proactive outreach? 
23:47 – Which advanced scheduling capability is most underappreciated, and how can dealers optimize without hurting customer trust? 
27:26 – What data is required to get started, and what should dealers expect in the first 30, 60, and 90 days? 
31:03 – Rapid fire: What fixed ops KPI should every dealer principal or GM review daily? 
31:30 – What dealership management problem can no amount of AI fix? 
32:52 – What is Dave’s favorite AI use case in his personal life? 
34:48 – How dealers can connect with Dave Anderson and EvenFlow AI 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/smarter-shop-loading-fixed-ops-capacity-recalls-recon 

In this episode of the Used Car Dealer Podcast, Zach talks with Jason Barrie, Chief Operating Officer of PromptPath and a longtime automotive retail technology leader, to unpack how dealerships can use AI to make employees better without removing the human element from the car-buying experience. 

Jason draws on more than two decades across DealerTrack, Cox Automotive, Carmatic, and DAS Technology to explain where technology genuinely improves dealership performance—and where it can create friction when product, process, implementation, and employee buy-in are not aligned. He also shares how his experience actually selling cars reinforced the importance of being upfront, open, honest, and direct with consumers no matter how advanced the technology becomes. 

The conversation dives into AI and digital fatigue, the growing information gap between highly researched shoppers and dealership employees, and how conversation intelligence can help managers uncover blind spots in sales and BDC calls. Jason explains why dealers should define their customer experience and processes before chasing shiny AI tools, and why AI should coach, prompt, and provide intelligence to frontline employees rather than default to replacing them.  

Zach and Jason also discuss AI compliance risks, including why dealers should not upload customer lists or credit applications into consumer AI tools, and how conversation intelligence can improve the handoff between sales and F&I by carrying customer context, affordability concerns, and buying signals through the transaction. Jason closes with a rapid-fire discussion on why F&I should remain human-led, why dealership employees struggle with real-payment questions, and why the biggest career risk may not be AI itself—but another employee who learns how to use it better.  

⏱️ Key Questions & Timestamps 

00:46 – Intro: Jason Barrie, PromptPath, and using AI to strengthen—not replace—dealership employees 
01:24 – What experiences at DealerTrack, Cox, and other automotive tech companies shaped Jason’s view of where technology genuinely helps dealers? 
03:14 – What did Carmatic teach Jason about which parts of the car-buying transaction can be digital and which should remain human-led? 
04:58 – Why does promising dealership technology fail to gain traction: product, implementation, process, or employee buy-in? 
06:42 – What is AI or digital fatigue, and what warning signs should dealers watch for in the customer experience? 
09:05 – Which tasks should AI take off dealership employees’ plates, and which customer interactions should remain human-led? 
11:13 – For small independent dealers, what is the best first AI use case and how much process discipline is needed before technology can help? 
13:19 – In an omnichannel dealership experience, when should dealers automate, assist employees, or get technology out of the way? 
16:37 – What must automotive-specific AI understand, and what compliance risks come with using general consumer AI tools for dealership data? 
18:50 – How can conversation intelligence improve the handoff among sales, F&I, and lenders while supporting affordability conversations? 
21:37 – Rapid fire: Which conversation should never be fully automated, what customer question is handled poorly, and how will AI separate top salespeople? 
24:31 – How dealers can connect with Jason Barrie and PromptPath. 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast  

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ai-that-helps-not-replaces-conversation-intelligence-for-dealers 

In this episode of the Used Car Dealer Podcast, Zach sits down with Jeff Martin, CEO of the National Independent Automobile Dealers Association (NIADA), to preview the upcoming NIADA Convention & Expo in Denver and discuss the biggest issues facing independent dealers today.

Jeff shares what makes this year’s Denver event unique, from NIADA’s education-focused breakout sessions and networking opportunities to a closing general session covering the China wave, TikTok, and how dealers can connect with the next generation of buyers. He also explains why affordability, inventory, and FTC advertising-price expectations are among the most urgent topics dealers are asking NIADA to address.

The conversation also covers wholesale trends, incoming EV supply from rental and lease channels, how dealers are adapting to high interest rates, and why liquidity matters more than ever. Jeff also shares his perspective on AI adoption, the misconception that AI is simply coming to take jobs, and why education is the biggest opportunity for independent dealers right now.

Zach and Jeff also discuss NIADA’s advocacy work around right to repair, universal title, compliance support, government relations, and the association’s evolving role through boot camps, webinars, state association partnerships, and the return of the Certified Master Dealer Program. Jeff closes with why he remains optimistic about the resilience of independent dealers and how members can get more involved with NIADA.

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/jeff-martin-niada-denver-preview

In this episode of the Used Car Dealer Podcast, Zach Klempf talks with Dan Ingle, President & COO of UsedCars.com, to discuss how affordability pressures are fueling a major shift from new to used vehicles and what dealers need to do to stay ahead in a tight inventory market. 

Drawing from his extensive automotive background, including leadership roles at Kelley Blue Book and AutoWeb, Dan shares practical strategies dealers can use heading into 2026. The conversation covers pricing vehicles to market, building consumer trust through stronger merchandising and vehicle history reports, and improving speed-to-lead and lead nurturing for shoppers transitioning from new to used. 

They also dive into inventory sourcing strategies across trade-ins, service drive, auctions, and direct-to-consumer channels, along with Dan’s perspective on growing used EV demand and how dealers can better merchandise and position EV inventory for today’s buyers. 

⏱️ Key Questions & Timestamps 

01:12 — Dan’s career journey (PeopleFirst → KBB/Cox → AutoWeb turnaround → UsedCars.com) 

03:39 — Why 1 in 3 shoppers are moving from new to used (affordability, rates, payments) 

04:54 — Where shoppers are landing: segments, trims, and the $15K “unicorn” hunt 

06:11 — Demand stays healthy… but confidence is down: need-based buying + what that signals 

08:03 — What the new-to-used migration means for dealer strategy in 2026 (used mix + positioning) 

09:52 — Dealer playbook: pricing to market, listing quality, VHR trust, and speed-to-lead/nurture 

12:17 — Inventory flow update: off-lease returns, upside-down equity, and tight day supply 

13:12 — Are we heading toward balance—or does affordability keep supply tight? 

13:51 — Sourcing strategy: auctions vs trade-ins vs service lane vs direct-to-consumer channels 

15:12 — Biggest inventory opportunity: late-model, clean, on-brand units (and why it matters) 

15:48 — Used EVs: interest trends, impressions, and what conversion looks like so far 

16:48 — Used EV buyer psychology: affordability tailwinds vs battery health concerns 

17:58 — How to sell used EVs: pricing, training, range, trust signals, battery health + warranties 

19:25 — Back half of 2026 outlook: merchandising opportunities + what Dan expects next 

20:40 — Rapid fire: underrated segment to stock now (3–5-year sedans) 

21:10 — Rapid fire: biggest dealer mistake right now (not “skating to where the puck is going”) 

21:51 — Rapid fire: surprising data point (mid-April EV impressions doubled) 

Learn more about Usedcars.com:  https://dealers.usedcars.com/?utm_source=used-car-dealer-podcast&utm_medium=podcast&utm_campaign=dan-ingle-interview&utm_content=youtube-description

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/affordability-challenges-inventory-trends-the-growing-shift-from-new-to-used-vehicles-with-dan-ingle-of-usedcars-com 

In this episode of the Used Car Dealer Podcast, Zach talks with Monik Pamecha, co-founder of Toma, about how AI is reshaping dealership operations, from lead handling to customer communication and overall efficiency. 

Monik shares how Toma started by solving a simple but critical problem—missed calls and slow response times—and how that expanded into a broader opportunity to reduce friction across the entire car buying process. The conversation dives into why today’s consumers expect instant responses, where dealerships are losing opportunities, and how AI helps bridge that gap at scale. 

They also explore what real AI adoption looks like inside a dealership, including how AI agents improve lead engagement, increase appointment set rates, and streamline communication without replacing the human element. Monik breaks down common misconceptions about AI, why it’s not a “magic bullet,” and how dealers should think about ROI when implementing these tools. 

Zach and Monik also discuss the future of dealership operations, how AI could simplify decision-making, and why the next generation of high-performing dealers will be those who adapt quickly to changing customer expectations. 

Key Questions & Timestamps 

00:33 Intro: AI for car dealerships with Monik Pamecha of Toma
01:18  How Toma got started in automotive
03:14 The biggest dealership problems AI can solve first
04:43 Why dealers can’t ignore AI anymore
06:55 Where AI is driving real efficiency today
08:45 Measuring ROI from dealership AI tools
09:38 What makes a true AI agent different
10:31 How AI helps convert leads into appointments
12:46 Real results: appointment lift and conversion impact
14:19 The biggest AI implementation mistakes dealers make
15:45 What dealership operations look like in the next 3–5 years
17:28 Is AI replacing people or supporting teams?
20:31 Rapid fire: easiest dealership process to automate
21:05 Rapid fire: Biggest misconception about AI
21:22 Rapid fire: What separates top-performing dealers in the future
22:12 Where to find Toma
22:58 Why Monik started selling cars in-store himself 
 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-84-how-ai-is-transforming-car-dealership-lead-handling-sales-monik-pamecha-of-toma

In this episode of the Used Car Dealer Podcast, Zach talks with Sanjay Varnwal, co-founder and CEO of Spyne AI, to unpack how AI-powered merchandising is helping dealers move inventory faster by getting vehicles live online sooner and with more premium visuals.

Sanjay explains why “time-to-live” is one of the most overlooked profit levers in used cars, how holding cost compounds every day a vehicle sits without strong photos, and how Spyne helps dealers publish listings earlier without waiting on traditional studio workflows.

The conversation also covers Spyne’s expansion beyond photos into conversational AI (Vini) for voice, chat, and email, plus what AI is genuinely improving inside dealerships versus where the hype still outpaces reality.

 Key Questions & Timestamps

00:22 – Intro: Sanjay’s background + what Spyne does for dealers

01:16 – How did your past roles shape the way you approached building an automotive tech startup?

05:07 – What was the early moment you realized AI-powered imaging could fundamentally change vehicle merchandising?

09:26 – What does Spyne actually do in the day-to-day workflow of a dealership?

11:48 – Why was it important to expand beyond merchandising into a fuller automotive retail suite?

16:33 – What differences have you noticed between U.S. dealers and other global markets?

19:29 – Where is AI genuinely delivering value today—and where is it still mostly hype?

23:22 – What does Spyne’s longer-term vision look like in practice?

24:33 – If you were advising a dealer today, where should they invest in technology first?

26:24 – What’s one dealership process AI will completely automate in the next five years?

26:45 – What’s one mistake dealers make when it comes to digital merchandising?

27:28 – In one piece of advice: how can dealers sell more cars online starting now?

📺 Read the Transcribe: https://blog.sellyautomotive.com/defaultblog/ai-inventory-merchandising-for-dealers-with-sanjay-varnwal-of-spyne-ai
🎧 Listen to more Used Car Dealer Podcast episodes: https://www.sellyautomotive.com/podcast

In this episode of the Used Car Dealer Podcast, Zach talks with Amit Chandarana, CEO of Curbee, to unpack how mobile service is reshaping dealership retention—and why fixed ops is increasingly becoming a front-and-center growth engine. 

Amit shares lessons from his career at Toyota, Edmunds, and Roadster, and how those experiences influence the way Curbee helps dealers operationalize mobile service (not just “buy software”). The conversation dives into the real adoption hurdles inside dealerships, why change management matters as much as technology, and how mobile service can protect shop capacity while capturing customers who would otherwise go to quick lube or independent shops. 

They also break down Curbee’s newest platform release, M.A.R.S. 2 (Mobile and Remote Service)—including recall intelligence designed for mobile, fleet/multi-vehicle flexibility, and expanded DMS integrations—plus Curbee’s rebrand and what it signals about the company’s next chapter. 

⏱️ Key Questions & Timestamps 

00:12 – Intro & Amit’s background  

01:34 – Career path + how OEM/dealer dynamics shaped his leadership 

04:45 – Any other kind of learnings from Roadster or that time in DR that have bled into Curbee?  

06:36 – Biggest shifts in dealership service culture over the last decade  

08:07 – Curbee’s mission + the “16 choices” service-retention problem + ROI basics 

11:30 –  How do you balance building technology versus consulting dealers operationally on running a mobile service program? 

13:07 – What is M.A.R.S. 2 and why it matters for dealers 

16:17 – What’s the biggest obstacle dealers face in launching mobile service today — mindset, tech, staffing, or something else? 

18:55 – 3–5 year outlook: how mobile service evolves with OEMs + expectations 

20:28 – Are there emerging technologies that you believe will fundamentally change how fixed ops teams operates in the future? 

21:29 – Do you see OEM and dealer partnerships evolving as mobile service becomes a  core part of the service mix? 

22:24 – Why Curbee rebranded + what’s next 
 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/mobile-service-fixed-ops-growth-with-amit-chandarana-of-curbee 

In this episode of the Used Car Dealer Podcast, Zach talks with Paulo da Silva, who leads the digital commerce business at Cox Automotive—including e-commerce, CRM, marketing automation, and deal structuring—to unpack how transparency, omnichannel retail, and AI are redefining the car-buying experience for both dealers and consumers. 

Paulo shares his journey from strategy and M&A into building direct-to-consumer businesses at Whirlpool and then stepping in to help Cox Automotive launch fully automated e-commerce capabilities. He breaks down the major inflection points he’s seen over the past decade—from the first dealer websites and early digital retailing to COVID and now AI—and what they’ve meant for used-car operations, dealer profitability, and consumer expectations around transparency. 

The conversation dives into the most common digital-retail mistakes dealers still make, how to align online and in-store processes, and why a single, continuous funnel is critical to trust. Paulo also talks about bridging sales and F&I, the next frontier in omnichannel, how AI-driven tools will change the game for dealers and consumers alike, and the one digital retail practice every used-car dealer should adopt today. 

⏱️ Key Questions & Timestamps 

00:29 – Intro & Paulo’s background leading digital commerce at Cox Automotive 

01:00 – What drew you into this space, and how has your background prepared you for the digital-retail challenge? 

03:34 – What have been the key inflection points you’ve seen in automotive retail over the past 5–10 years? 

06:02 – What are the most common digital-retail mistakes you see dealers make when they jump into online transactions? 

09:29 – How would you describe your mission in terms of shifting the used-car business for dealers? 

14:46 – How are you seeing dealers adapt to full omnichannel retailing from a process, culture, and technology standpoint? 

18:29 – For independent and franchise dealers looking to ramp up their used-car business, which elements of the digital solution should they prioritize? 

21:43 – From your perspective, how are AI-driven tools changing the game for dealers of all sizes? 

25:22 – What are the key internal change-management or operational shifts dealers need to make to fully benefit from digital and omnichannel? 

27:12 – How do you see the used-car retail landscape evolving for dealers who embrace digital vs. those who don’t? 

31:29 – How do you see dealer-lender relationships, F&I processes, and aftermarket service evolving in an AI-driven, omnichannel world? 

35:00 – What is one digital retail practice every used-car dealer should adopt today? 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/transparency-omnichannel-ai-with-paulo-da-silva-of-cox-automotive  

In this episode of the Used Car Dealer Podcast, Zach talks with Derek Hansen, Vice President of Inventory Management Solutions at Cox Automotive and head of vAuto, to dig into how data, AI, and disciplined process are reshaping used-vehicle inventory strategy. Derek shares his non-traditional path from Intel and Bain & Company into automotive, and why he sees dealers as some of the most resilient and entrepreneurial operators in any industry.

They dig into variable management, scaling operations across multiple rooftops, and the “hidden variables” that separate top performers — from smarter acquisition beyond the auction lane to tightening up recon and time-to-line. Derek also unpacks the realities of AI in the store, the importance of clean data, and how dealers can build tech-enabled cultures without losing the human touch on the showroom floor.

⏱️ Key Questions & Timestamps

00:29 – Intro & Derek’s background: from Intel and Bain to leading vAuto at Cox Automotive

02:00 – How has your consulting and tech background shaped the way you think about dealer operations and the intersection of data + process?

03:13 – What are the biggest operational gaps you observed early on that still persist today?

05:15 – How does variable management differ from traditional used-car inventory practices?

07:15 – How are you aligning vAuto’s tools and roadmap to help dealers move from reacting to the market to shaping their own market?

08:42 – How do the dynamics differ between used and new inventory strategies, and how are you helping dealers stay competitive in both?

11:09 – What are the standout “hidden variables” dealers are overlooking when stocking and pricing used inventory?

12:42 – What data quality pitfalls do you see when dealerships try to adopt advanced tools – and how should they fix those foundations?

15:02 – What operational or cultural changes are required for a 50+ unit dealership to scale tech and data without losing the human touch?

17:50 – What tech or data trends will have the biggest impact on used-vehicle inventory strategy over the next 2–3 years?

19:26 – How do you see the role of inventory management tools like vAuto adapting, and what should dealers do now to prepare for the “next normal”?

21:26 – What is the “next frontier” of risk management in inventory that dealers aren’t embracing yet but should be?

22:35 – Independents vs. franchise groups: how do their innovation adoption curves differ, and how can smaller dealers stay nimble and competitive?

24:24 – Rapid Fire Q1: What’s the one KPI you think every used-car manager should track weekly?

24:55 – Rapid Fire Q2: Name one piece of tech you believe is overhyped right now – and why.

25:39 – Rapid Fire Q3: In one sentence, what’s your advice for a dealer sitting on 60+ days’ supply of used cars today?


🎧 Listen to more episodes: sellyautomotive.com/podcast

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/inventory-management-with-derek-hansen-vauto

In this episode of the Used Car Dealer Podcast, Zach talks with Cole Reiken, Managing Director of Blue Driver, to unpack how smarter diagnostics and data-driven tools are reshaping dealership profitability and customer trust.

Cole shares lessons from his career at Impel.AI, Open Lane, and Canadian Black Book, and how those experiences inform his leadership at Blue Driver. He dives into the balance of serving both DIY consumers and enterprise dealers, the challenge of system fatigue in dealerships, and why seamless workflow integration is key to adoption.

The conversation covers EV diagnostics, predictive insights, fraud protection, and how Blue Driver Max helps dealers avoid costly trade-in surprises. Cole also looks ahead at the role of data integration, battery health, and a future where diagnostics follow the vehicle through its entire lifecycle.

Whether you’re focused on reducing reconditioning risk, improving appraisal accuracy, or preparing for EV adoption, Cole’s insights offer practical takeaways for independent and franchise dealers alike.

⏱️ Key Questions & Timestamps
 00:00 – Intro & Cole’s background at Impel.AI, Open Lane, Canadian Black Book
 04:20 – How do you balance consumer vs. enterprise diagnostic needs?
 07:18 – What does Blue Driver offer today for consumers and dealerships?
 11:31 – What are the headwinds to adoption at the dealership level?
 13:40 – How are you preparing for EVs and software-defined vehicles?
 15:56 – What diagnostic innovations will most impact dealers in the next 5 years?
 19:28 – What’s your vision for consumer vs. dealer diagnostics by 2030?
 23:20 – Q1: What product or feature has surprised you most in development over the past year?
24:12 – Q2: What’s one app you use every single day?
24:29 – Q3: What’s one thing in the auto industry that you think is overhyped right now?
25:35 – What updates and events are coming up for Blue Driver?

🎧 Listen to more episodes: https://sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/cole-bluedriver

In this episode of the Used Car Dealer Podcast, Zach sits down with Aaron Kleinhandler, CEO of Better Car People, to discuss how AI-powered technology and live agents are transforming dealership engagement.

Aaron shares lessons from his private-equity journey leading Spectrio, insights from scaling Better Car People through acquisitions like Proactive Dealer Solutions, and his philosophy on balancing automation with human touch in the BDC.

The conversation covers omnichannel customer expectations, loyalty challenges, dealership adoption hurdles, and what the future of AI-driven customer experience looks like in automotive retail.

Whether you’re wrestling with reconditioning times, service retention, or scaling lead response, Aaron’s perspective offers practical takeaways for independent and franchise dealers alike.

⏱️ Key Questions & Timestamps

00:35 – What lessons from leading Spectrio through multiple acquisitions shaped how you now lead Better Car People?
 05:27 – When you took the CEO role at Better Car People, what vision did you have, and what has surprised you about automotive?
 07:43 – How do you balance AI automation with human interaction to maintain personalization while scaling responsiveness?
 09:50 – Since acquiring Proactive Dealer Solutions in 2024, how have you expanded Better Car People’s capabilities and value for dealerships?
 13:10 – What does onboarding look like for Brooke.ai and other AI tools—how do you get from “B+” to “A+” performance?
 17:44 – How do you see omnichannel, human-assist AI evolving for dealerships in the next few years?
 22:09 – With reconditioning, service retention, and inventory challenges, how is Better Car People supporting dealers with loyalty and follow-ups?
 25:09 – What can you share about the upcoming new product release from Better Car People?
 26:55 – How do you see dealership customer experience changing over the next 3–5 years, and what role will AI play?

Rapid Fire (29:36):

• What excites you most about your work at Better Car People today?
• One tech tool you can’t run your business without?
• In one word, what’s the biggest opportunity for dealers today?
  
  

🎧 Listen to more episodes: sellyautomotive.com/podcast

📄 Read the full transcription: 🎙️ UCDP #78 – AI, Human Touch & Dealer Loyalty w/ Aaron Kleinhandler of Better Car People

In this episode of the Used Car Dealer Podcast, Zach Klempf is joined by Ross Tinkham, Go-To-Market Leader at Podium, and Alex Lawrence, CEO of EV Auto, a leading EV-only independent dealership and Podium customer.

Fresh off the buzz of post-NIADA conversations around AI, Zach explores how artificial intelligence is transforming communication, sales, and service in the independent dealer space. Ross shares how Podium’s AI-driven BDC solutions are enhancing lead engagement and operational efficiency, while Alex gives a boots-on-the-ground perspective from running a fast-growing used EV dealership—and how his team uses AI to handle everything from acquisition to service.

Whether you're skeptical about AI or looking to take your dealership to the next level, this episode dives deep into the future of customer engagement, digital retail, and EV-specific dealership strategy.

For More about Podium Visit - https://www.podium.com/industry/used-auto?utm_medium=third_party_-_podcast&utm_source=used_car_dealer_podcast&utm_campaign=25q3-noram-car_dealership-third_party_media-ucdp_w/_alex_lawrence-july&utm_term=prospecting&SCID=701UL00000PfzM6YAJ 

🕒 Timestamps & Topics

00:00 – Intro: AI buzz after NIADA & Guest Intros
 00:58 – Q: Ross, what’s your journey into auto tech, and what’s your role at Podium?
 01:45 – Q: Alex, what inspired your journey from academia to founding a used EV dealership?
 03:26 – Q: How did EV Auto and Podium start working together? What need did it solve?
 05:06 – Q: Alex, what are the main ways Podium supports your dealership’s sales and ops?
 06:59 – Q: Ross, how does Podium’s AI BDC integrate with a dealer’s CRM and comms stack?
 08:46 – Q: Alex, what workflow changes did you make when implementing AI at EV Auto?
 12:48 – Q: Ross, how does Podium’s AI keep communication human and personalized?
 14:10 – Q: What consumer expectations has AI helped dealerships meet in the digital retail era?
 15:42 – Q: Alex, why don’t you use DR tools—and how do EV buyers differ from traditional customers?
 18:08 – Q: What are the biggest challenges you faced launching a used EV-only dealership?
 20:47 – Q: Ross, what new Podium innovations are coming, especially for service departments?
 22:55 – Q: Alex, what’s next for EV Auto in 2025? Any new locations or offerings?
 24:20 – Q: What’s different about servicing EVs compared to traditional vehicles?
 26:48 – Q: How do you both envision AI transforming auto retail in the next few years?

Rapid Fire Round
 31:39 – Q: Favorite EV model currently on the market?
 33:02 – Q: One word or phrase to describe the future of automotive retail?
 34:03 – Q: Most exciting tech trend you're following right now?

🎧 Listen to more episodes: sellyautomotive.com/podcast
📄 Read the full transcription: blog.sellyautomotive.com/blog/podium-evauto-ai-ev-innovation

In this episode of the Used Car Dealer Podcast, Zach Klempf welcomes back Jeff Martin, CEO of the National Independent Automobile Dealers Association (NIADA), to discuss the upcoming 2025 NIADA Convention, major changes in the used car market, and how independent dealers can thrive amid uncertainty.

Jeff shares what to expect at this year’s convention—from new “Dealer Rounds” networking sessions to a robust AI-focused education track—and why NIADA is doubling down on advocacy, education, and data as its core value pillars. The conversation also covers tariff concerns, the state of used car pricing and supply, and how regional EV adoption is shaping dealer strategy.

If you're wondering whether the convention is worth the trip or looking for insight on dealer priorities for 2025 and beyond, Jeff delivers actionable insights for independent dealers navigating today’s complex environment.

📍 Register for the 2025 NIADA Convention:
 👉 niada.com/convention

🕒 Timestamps & Topics

00:00 – Intro: NIADA 2025 Convention & Used Car Industry Shifts
 00:30 – Q: What are some major changes or new features at this year’s NIADA convention?
 01:42 – Q: Any standout speakers or education tracks for 2025?
 03:04 – Q: How are you thinking about engagement and dealer value at this year’s event?
 03:55 – Q: What would you say to independent dealers on the fence about attending?
 04:48 – Q: What’s driving high used car prices in 2025, and how are dealers adapting?
 05:54 – Q: Should independent dealers be concerned about tariffs and sourcing?
 06:49 – Q: Are independent dealers embracing EVs, or is there hesitation?
 07:51 – Q: What have you learned since becoming NIADA CEO, and what’s the current focus?
 10:29 – Q: What are your biggest priorities for the rest of 2025 and going into 2026?
 12:17 – Q: How is NIADA approaching digital transformation and training for dealers?
 13:18 – Q: Rapid Fire Round:
  • What’s an underrated opportunity for dealers in 2025?
  • What habit or resource shaped your leadership approach this year?
  • What excites you most about the future of the independent dealer community?

🎧 Listen to more episodes: sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/jeffmartin-niada-2025

In this episode of the Used Car Dealer Podcast, Zach talks with Kevin Roberts, Director of Economic & Market Intelligence at CarGurus, to decode today’s whiplash market—from March’s tariff shock to the spring surge in used-car supply. marries first-party shopper data with macro-economics, why dealers shifted from clearing aged units to stocking up, and what rising interest rates and affordability crunches mean for pricing strategy. The conversation digs into EV and hybrid demand curves, the pitfalls and upside of used-EV retailing, and the “COVID playbook” tactics dealers can dust off to stay nimble when policy and consumer sentiment swing week-to-week. Whether you’re wrestling with inventory turn, scouting low-price cars for budget-strapped buyers, or debating how tariffs will reshape new-versus-used dynamics, Kevin’s data-driven insights deliver a roadmap for 2025 and beyond.

Kevin’s data is based on the following CarGurus report - https://dealers.cargurus.com/drc/cargurus-intelligence-report-april-2025

Below are the main questions Zach asks Kevin, along with timestamps:

00:29 Q) Can you give a brief overview of your background, your role at CarGurus, and what a Director of Economic & Market Intelligence actually does?

02:11 Q) Over your career, how have you seen the auto industry’s use of data evolve?

03:55 Q) How does the market intelligence your team produces translate into concrete strategies for dealers?

05:04 Q) Used-vehicle inventory just hit a three-year high—what’s driving the rebound in supply?

07:52 Q) We’re seeing used-car prices rise; is that mostly buyers racing ahead of potential tariffs, or are other forces at play?

09:48 Q) Today, what dollar range truly counts as a “low-price” vehicle in the used market?

10:38 Q) Average days-on-market are trending down—what’s causing cars to sell faster?

12:10 Q) Right now, would you call it a seller’s market or is power shifting back toward buyers?

14:53 Q) What trends are you seeing in shopper interest for used EVs, and what factors matter most to those buyers?

16:57 Q) Beyond Tesla, how are non-Tesla EVs performing in the used market?

19:38 Q) From a dealer’s perspective, what are the biggest challenges in retailing used EVs today?

22:00 Q) Now that the early-April tariff rush has passed, what lingering impacts do you expect on new- and used-car pricing?

24:36 Q) What practical guidance is CarGurus giving dealers to navigate this volatility?

26:27 Q) Looking ahead, what key trends or potential market shifts should dealers watch through 2025?

28:34 Q) What’s your outlook for the used-car and EV segments as we move toward 2025 and beyond?

29:54 Q) Where can dealers find CarGurus’ latest intelligence reports?

Listen to more episodes here: https://www.sellyautomotive.com/podcast

Read the full transcription: https://blog.sellyautomotive.com/blog/kevin-roberts-cargurus-2025

In this episode of the Used Car Dealer Podcast, Zach talks with Tim Zierden, Chief Operating Officer at TradePending, to unpack how the company’s trade-in, payment, video, and retention tools are “making automotive simple” for more than 5,000 dealerships. Tim shares what drew him to the role after two decades at Cox Automotive, KAR Global, and Dealertrack, the biggest milestones powering TradePending’s recent expansion, and how real-time data helps dealers outpace tariff-driven price swings. The conversation also dives into AI-lite automation vs. personal video, the rise of CDPs, and the customer-life-cycle tactics that turn online shoppers into lifelong service customers. Whether you’re wrestling with affordability headwinds or hunting for higher-ROI digital retailing solutions, Tim’s insights are a must-listen.

Below are the main questions Zach asks Tim, along with timestamps:

00:37 Q) What pulled you toward TradePending after two decades in auto-tech?
02:52 Q) Beyond the recent acquisitions, which milestone mattered most for the company’s growth?
04:01 Q) How does your “make automotive simple” mantra guide product decisions?
05:21 Q) What’s the biggest thing dealers say TradePending improves for engagement and sales?
08:54 Q) How do you keep onboarding painless and support seamless for new clients?
10:59 Q) How is TradePending helping dealers navigate today’s tariff-driven price swings?
14:49 Q) Which emerging tech or consumer habits will reshape dealerships next?
17:19 Q) What fresh innovations are you rolling out to keep dealers competitive?
19:27 Q) What key factors should dealers weigh when choosing digital-retail and trade-in tools?

Listen to more episodes here: https://www.sellyautomotive.com/podcast
Read the full transcription: https://blog.sellyautomotive.com/blog/tim-trade-pending

In this episode of the Used Car Dealer Podcast, Zach talks with Mike Hanna, CEO of TrueSpot, an innovative company transforming fixed ops with real-time vehicle and key tracking technology. They discuss how TrueSpot’s solutions minimize wasted time, cut costs, and ultimately enhance the customer experience. From initial challenges and triumphs to upcoming features and the future of location intelligence, Mike offers valuable insights for dealers looking to modernize their service operations.

Below are the main questions Zach asks Mike, along with approximate timestamps:

Q) How did TrueSpot get started, and what was the main “aha” moment behind its creation?

Q) What were the biggest early challenges of bringing real-time location tech into dealerships?

Q) You also work outside automotive—how do other industries compare or differ from dealerships?

Q) What is Fixed Ops 360, and how does it improve day-to-day service operations?

Q) Can you share a real-world example of how TrueSpot impacts a dealership’s productivity or CSI?

Q) Aside from efficiency, how do you see customer experience evolving in fixed ops?

Q) Which upcoming features or innovations are you excited to bring to market in 2025?

Q) Does AI currently play a role in your software or operations?

Q) What’s the biggest leadership lesson you’ve learned while scaling a tech solution in auto retail?

Q) What advice would you give dealers looking to modernize their service departments with new technology?

Listen to more episodes here: https://www.sellyautomotive.com/podcast

Read the full transcription: https://blog.sellyautomotive.com/blog/truespot-mike-hanna

In this episode of the Used Car Dealer Podcast, Zach talks with John Traver, the founder of Traver Technologies and TraverConnect, to explore the evolution of the BDC concept. John shares insights on launching TraverConnect, transforming service-lane interactions into revenue opportunities, and balancing people with technology to deliver an exceptional customer experience. This conversation dives into leadership lessons, changing customer expectations, and the future impact of AI and automation on automotive BDC.

Automotive BDC & Fixed Operations

Q) Take us back to how you got in the auto industry and your origin story?
Q) So talk about the early days of BDC adoption and how that went—were dealers skeptical?
Q) So what were some of the biggest operational challenges as you scaled out your business?
Q) And how did the different services evolve that you offer at your company as technology and dealership operations got more complex?
Q) So what separates a top-performing dealership using your BDC service versus one that’s not as organized?
Q) How do you strike that balance between people, process, and technology?
Q) How have customer expectations in the service department changed over the last 10 years, and how should dealers adapt?
Q) What do you see as the biggest technology gaps today in fixed ops or BDCs?
Q) Any thoughts on AI and some of the automation coming to market right now?
Q) As we look to 2025 and dealers becoming more cost-conscious, where should they focus to drive the highest ROI?
Q) What are you most excited about in the next year for Traver Connect and the automotive space generally?

Listen to more episodes here: https://www.sellyautomotive.com/podcast
Read the full transcription: https://blog.sellyautomotive.com/blog/john-traver-2025

In this episode of the podcast, Zach sits down with Randy Kobat, President and CEO of Repair On Demand, a provider of innovative reconditioning solutions for dealerships. They discuss how reconditioning has become a critical factor in dealership success, the common inefficiencies that slow down the recon process, and how technology can help dealers cut turnaround time and maximize profitability. Randy shares lessons from his extensive background—leading brands like vAuto, Kelley Blue Book Instant Cash Offer, and HomeNet—along with key insights from his decade at Cox Automotive. They also touch on how EVs bring new challenges, such as battery diagnostics, and how a streamlined recon workflow can give dealers a competitive edge.

Below are the main questions Zach asks Randy, along with approximate timestamps:

Q) How did you get started in automotive tech, and what led you to your current role?
Q) From scaling vAuto and Kelley Blue Book Instant Cash Offer, what lessons stand out for dealers today?
Q) Why should dealers rethink how they manage their reconditioning process?
Q) Where do you see the biggest inefficiencies in dealership recon right now?
Q) How can dealers fix the communication breakdowns between sales, service, and third-party vendors?
Q) What are the main financial and operational benefits of a streamlined recon process?
Q) How does Repair On Demand help dealers eliminate recon inefficiencies?
Q) Which innovations in recon technology are most exciting to you?
Q) Any key takeaways from your time at Cox Automotive that you’ve brought to Repair On Demand?
Q) With EVs on the rise, what new recon challenges do dealerships face (like battery diagnostics)?
Q) What’s next for Repair On Demand in the coming 12 to 24 months?
Q) How can listeners reach out if they want to connect with you?

Listen to more episodes here: https://www.sellyautomotive.com/podcast
Read the full transcription: https://blog.sellyautomotive.com/blog/randy-kobat

In this episode of the Used Car Dealer Podcast, Zach talks with Mark Allen, President of AutoAp, a leading provider of recall management services for dealerships, fleets, and various automotive partners. They discuss how AutoAp’s technology resolves the frequent discrepancies in safety recall data, the complexities behind VIN checks, and why automated, timely recall information is crucial for protecting customers and avoiding costly liability. Mark shares how his extensive experience in the auto industry led him to join and eventually lead AutoAp, and he offers insights into how all players—dealers, OEMs, service providers, and government agencies—must work together to improve overall road safety.

Below are the main questions Zach asks Mark:

Q) Mark, how did you get started in the auto industry?
Q) Tell us about AutoAp and how you became its president.
Q) How many vehicle recalls occurred in the U.S. during 2024?
Q) Are current VIN-check sources enough, or what else should we know?
Q) What’s the solution to these recall challenges?
Q) How does AutoAp partner with different companies across the automotive ecosystem?
Q) Which services does AutoAp offer, and can you share a key client example?
Q) Anything else you’d like to add to wrap up the discussion?
Q) How can companies contact you and learn about your upcoming events?

📌 Listen to more episodes here:  https://www.sellyautomotive.com/podcast
📜 Read the full transcription: https://blog.sellyautomotive.com/blog/recall-accuracy-mark-allen

In this episode of the Used Car Dealer Podcast, Zach engages in an insightful conversation with Ryan Maher, CEO of BizzyCar. They discuss the broken recall management system, how BizzyCar’s AI-powered platform is transforming the process for OEMs, dealers, and consumers, and what this means for safety and compliance. 

Some of the questions asked were:

Q) Ryan, can you share your journey in the auto industry and what inspired you to focus on recall management with BizzyCar?
Q) With 21 million recalls already this year, what are the biggest challenges in addressing recalls efficiently?
Q) BizzyCar recently raised $15 million. What changes can we expect in the next 6 months?
Q) What do you think of the trend toward mobile service, and how does it affect customer relations?
Q) How does BizzyCar’s AI streamline the recall process for OEMs, dealers, and consumers?
Q) What common mistakes do dealerships make with recalls, and how does BizzyCar help avoid them?
Q) How does BizzyCar support compliance and transparency for OEMs?
Q) How easily can dealerships integrate BizzyCar into their current operations?
Q) Can you share a success story where BizzyCar improved recall rates or boosted service opportunities?
Q) What role will AI play in recall management, and what’s next for BizzyCar in 2025?
Q) What advice would you give dealers to stay proactive and effective in recall management?

📌 Listen to more episodes here: Selly Automotive Podcast
📜 Read the full transcription: https://blog.sellyautomotive.com/blog/ryan-bizzycar-2024

In this episode of the Used Car Dealer Podcast, Zach dives into an engaging conversation with Brian Kramer, GM of AccuTrade. They discuss the current shifts in the used car market, the innovative appraisal tools offered by Accu-Trade, and how these tools help dealers make smarter decisions while enhancing the customer experience. Brian shares insights on navigating misconceptions in vehicle appraisals, success stories from dealerships, and AccuTrade's plans for 2025. Dealers of all sizes will find valuable advice on staying competitive in a digital-first market.

Some of the questions asked were:

Q) Brian, can you tell us about your background and what brought you to AccuTrade?
Q) What do you think are the biggest changes in the used car market today?
Q) How does AccuTrade’s appraisal tech help dealers assess vehicle values more accurately?
Q) What makes AccuTrade stand out from other digital appraisal tools?
Q) What are common misconceptions about vehicle appraisals and valuations?
Q) How do Accu-Trade’s tools improve the buying and appraisal experience for dealers and customers?
Q) Can you share a success story from a dealership using AccuTrade?
Q) What advancements is AccuTrade planning for 2025?
Q) What advice would you give to single-store dealers adapting to the digital and appraisal changes?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/brian-kramer-accutrade-2024

In this episode of the Used Car Dealer Podcast, Zach interviews Mike Goodwin, Founder and President of EverLogic, a leading Dealer Management System (DMS) company in the RV and trailer space. Mike began his journey in the industry helping an RV dealership with accounting integrations and has been running EverLogic for over 20 years. He shares his expertise on a range of topics relevant to RV, trailer, and golf cart dealers, including industry challenges, technological advancements, and future opportunities.

Some of the questions asked were:

Q) What inspired you to found EverLogic after your extensive experience in the RV industry?
Q) What unique challenges do RV and trailer dealers face, and how does EverLogic help?
Q) What prompted your expansion into the golf cart market, and how do you see its future?
Q) What major technological changes are happening in the industry, and how are dealers adapting?
Q) What sets EverLogic's DMS apart for RV, trailer, and golf cart dealers?
Q) What are the biggest challenges dealers face today, and how can technology help overcome them?
Q) How have customer expectations changed over 20 years, and how does EverLogic help dealers meet them?
Q) Can you share a success story where EverLogic improved a dealership's operations?
Q) What future opportunities and challenges do you foresee for dealers in the next few years?
Q) Do you have any announcements or company updates for 2025?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/mike-goodwin-2024

In this episode of the Used Car Dealer Podcast, Zach interviews two special guests from Cox Automotive: Jade Terreberry (Sr. Director, Strategic Planning & Business Development) and Micah Tindor (Sr. Dir. Strategic Planning Kelley Blue Book ICO). They cover a range of topics relevant to today’s used car market, from digital advertising strategies to inventory management and customer retention.

Some of the questions asked were:

Q) How did you both get started in the automotive business?
Q) How has digital advertising changed for used car dealers, and how do platforms like Kelley Blue Book and Autotrader help?
Q) What are the best practices for dealers to make their used vehicles stand out online?
Q) How do price fluctuations in the used car market affect dealers’ advertising strategies?
Q) With inventory shortages, how can dealers meet demand without overextending?
Q) How are dealers using data to predict which vehicles will sell quickly?
Q) What strategies are dealers using to source inventory, especially through trade-ins or service lanes? (Jade)
Q) How can tools like Kelley Blue Book’s Instant Cash Offer help dealers stay competitive in acquiring vehicles?
Q) What can dealerships do to improve customer retention, especially with used car buyers?
Q) How important is post-sale experience, and how can dealerships keep used car customers engaged?
Q) As electric vehicles grow, how should used car dealers manage inventory and educate consumers?
Q) What new and exciting developments are coming from your teams?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/cox-automotive-2024

In this episode of the Used Car Dealer Podcast, Zach interviews Dave Sutton, Vice President of Business Development and Industry Relations at  Montway. The discussion covers vehicle reconditioning, condition report writing, and the current state of the recovery industry. Dave also shares insights on how technology is shaping these areas and what the future holds for the industry.

Some of the questions asked on the podcast include:

Q) Can you share a bit about your background and how you got into the auto industry?
Q) How has condition report writing changed with digital platforms over the years?
Q) Why are more photos in condition reports becoming important for buyers?
Q) What is frame damage, and how does it impact a vehicle's value and safety?
Q) When should a vehicle be reconditioned before selling? What factors matter most?
Q) What ROI can dealers expect from reconditioning, and which services boost marketability the most?
Q) Do dealers prefer in-house or outsourced reconditioning, and how does tech help manage costs?
Q) What’s the difference between repossession and recovery in the auto industry?
Q) How is tech improving the recovery industry, and what new challenges are agents facing?
Q) What’s the future of the recovery industry with more vehicle tracking and telematics?
Q) How should dealers handle repossession trends in the current economy?
Q) What new developments at Montway are you excited about this year?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/recon-2024

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/todd-smith

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/credit-acceptance-2024

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

Transcribe of this podcast - https://blog.sellyautomotive.com/blog/montway-auto-transport-2024

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/jeffmartin-niada2024
More about NIADA 2024 - https://niada.com/convention/

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/carnow-bob-lanham-2024

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/montway-auto-2024
Learn More about Montway - www.montway.com 

In this episode of the Used Car Dealer Podcast, Zach interviews Kanchana Sundaram, Senior Director of Product and Innovation at  Experian. They discuss how Experian's tech, especially Fraud Protect, is revolutionizing the fight against fraud in the auto industry, the future of auto industry fraud prevention, and Experian's role in safeguarding dealerships and customers.
Some of the questions asked on the podcast include:

Q) How did you start your career in the automotive industry?
Q) How has online car buying increased fraud risks for dealers, and what are the current trends?
Q) What are the key features of Experian's Fraud Protect and its market uniqueness?
Q) How does Fraud Protect use AI for fraud detection, and what alerts do dealers get?
Q) With fraud losses rising, what fraud types are common in the auto industry, and how does Fraud Protect combat them?
Q) How does Fraud Protect balance fraud prevention with a smooth customer experience?
Q) What privacy and security measures does Fraud Protect have for customer data?
Q) How does Fraud Protect adjust to online vs. in-person sales challenges?
Q) How do dealers without Fraud Protect fight fraud?
Q) Can you share a success story where Fraud Protect significantly cut fraud losses?
Q) What future fraud trends and Fraud Protect enhancements are expected?
Q) How does Experian's service suite enhance Fraud Protect's fraud prevention and data management?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/kanchana-experian

In this episode of the Used Car Dealer Podcast, Zach interviews Luke Lunkenheimer, an inspiring trainer in the automotive industry and owner of a multi-rooftop used car dealership group. Luke's journey from a past of addiction and prison to the cover of Used Car Dealer Magazine as a successful car dealer is nothing short of remarkable. Zach delves into Luke's transformative journey, discussing how he overcame the stigma of his past, the unique strategies that set Luke's dealerships apart, and the impact of training on sales. This conversation is a deep dive into the resilience and entrepreneurial spirit that defines Luke Lunkenheimer.

Some of the questions asked include:

Q) Can you summarize your journey from addiction and prison to successful car dealership owner?
Q) How did you overcome the stigma of being a felon and rebuild your professional life?
Q) How has your family's history in car dealing influenced your business approach?
Q) Could you describe the current scale and evolution of your dealership operations?
Q) What key lessons from prison have shaped your business and personal life?
Q) What unique strategies differentiate your dealerships in the competitive used car market?
Q) How have online platforms and digital marketing changed your sales strategy?
Q) What are your biggest challenges in inventory management and how do you address them?
Q) Can you elaborate on how you maintain ethical practices in your business?
Q) What advice would you give to someone in the car business struggling with addiction or major setbacks?
Q) What are your future goals for your auto business and personal endeavors in 2024?
Q) Can you tell us about your new sales training venture, 'Paid 2 Persuade' (https://training.paid2persuade.com) and its impact?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/luke-lunkenheimer-2024

In this episode of the Used Car Dealer Podcast, Zach interviews Jeremy Robb, Senior Director of Economic and Industry Insights at Cox Automotive. They delve into the dynamic shifts in the automotive market, focusing on the trends and challenges of 2023, the evolving landscape of used vehicle values, the critical role of data in decision-making within the industry, and 2024 predictions. 

Some of the questions asked include:

Q) What sparked your interest in the automotive industry and led to your career there?

Q) Reflecting on 2023, what were some unexpected developments in the automotive market?

Q) Could you discuss the latest trends in used vehicle values from the Manheim Market Insights?

Q) What role do you foresee for data in automotive industry decision-making, and how is Cox Automotive aiding dealers in this area?

Q) With your experience at Nissan and Cox Automotive, how do you approach forecasting in the dynamic automotive sector?

Q) How is the recent economic climate impacting auto loan defaults and repossessions?

Q) How is the focus on EV batteries and technology influencing the traditional used car market?

Q) What advice would you give to used car dealers for optimizing inventory and managing customer price expectations?

Q) Based on current trends, what are your predictions for the used car market in 2024?

Q) What advice would you offer to dealers to navigate the current economic and industry challenges in 2024?

Q) Looking ahead, what are some key developments at Cox Automotive that dealers should be excited about in 2024?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast 

Transcribe of this podcast - https://blog.sellyautomotive.com/blog/jeremy-robb-2024

In this episode of the Used Car Dealer Podcast, Zach sits down with Matt Watson, a very successful serial entrepreneur in the software space and co-founder of Vin Solutions CRM (Acq. Autotrader/Cox Automotive). They discuss the evolution of automotive retail, the impact of EV technology and direct sales model, and the unique approach to identifying and capitalizing on new business opportunities in the tech world.

Some of the questions asked include:

Q) Can you briefly describe your journey from working at Sears in your early 20s to co-founding Vin Solutions CRM and its sale to Cox Automotive for over $130M?

Q) What was the specific problem for car dealers that sparked the early development of Vin Solutions, and how did the solution evolve?

Q) From your experience with Vin Solutions, how did you observe car dealers' approaches to marketing and customer outreach differ from other industries?

Q) How did you overcome the challenges of raising venture capital for Vin Solutions, given its location outside major tech hubs and the market's initial misunderstanding of dealers' software needs?

Q) With your new venture, At Capacity, targeting the home services space, what similar challenges do you see between car dealers and home service providers?

Q) As an early adopter of EVs and multiple Tesla purchases, what are your thoughts on the current state of charging networks, EV service, and Tesla's direct-to-consumer sales strategy?

Q) Given your extensive experience in automotive CRM and dealership solutions, how do you envision the future of automotive retail, especially regarding technology and customer data?

Q) Throughout your entrepreneurial career, what key factors do you consider when deciding to pursue a new business idea, and how do you assess its potential success?

Q) From a CTO's perspective, what are your thoughts on the AI hype and developments in 2023, and what do you foresee for AI in 2024?

Q) Can you briefly discuss the growth of Full Scale in the Philippines, particularly your experience starting it and scaling up to over 300 developers?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/matt-watson-2024

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - Interview with Amir Hever, CEO of UVeye: Pioneering MRI for Vehicles (sellyautomotive.com)

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?


Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/jimmaguire2023
Experian's 2023 Fraud Report - https://www.experian.com/blogs/insights/2023/07/experian-2023-identity-and-fraud-report

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/kieran2023

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/jeffm/may2023

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/steveg/april2023 

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

Transcribe of this podcast - https://blog.sellyautomotive.com/blog/asotumar23

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?


Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/dalepollakmar2023

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

Transcribe of this podcast - https://blog.sellyautomotive.com/blog/dennismcginn2023

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

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?

Listen to our other podcast episodes: Used Car Dealer Podcast | Selly Automotive CRM
Transcribe of this podcast - Interview w/ Melanie Wilson of NIADA (sellyautomotive.com)

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? 

Listen to our other podcast episodes: Used Car Dealer Podcast | Selly Automotive CRM

Transcribe of this podcast: Interview w/ the Dealer 101 Team at Used Car Week (sellyautomotive.com)

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

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? 

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

Transcribe of this podcast - https://blog.sellyautomotive.com/blog/interviewmelindazabritski2022

State of the Automotive Finance Market Report - https://www.experian.com/automotive/auto-credit-webinar-form

Experian Automotive Quarterly Trends Report - https://www.experian.com/automotive/auto-quarterly-trends

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?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

Transcribe of this podcast - https://blog.sellyautomotive.com/blog/interview-w/-wendy-rinehart-of-oiada

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)?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/2022-interview-w/-bob-voltmann-ceo-of-the-niada