Auto Collabs

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The customer is putting together a puzzle. Do you give them the next piece they need?

Andrew Breedlove, Sales Director at iPacket, joins the "Auto Collabs" crew for an engaging conversation about his journey from a sneaker enthusiast working at Foot Locker to a key player in the automotive industry. With a friendly demeanor and a readiness to jump into any role, Andrew embodies the spirit of someone who's always eager to be part of the team. His transition from retail to automotive sales wasn't straightforward. After a stint at a dealership that nearly put him off the industry for good, a family connection gave him a second chance, leading him to fall in love with auto sales and eventually, to iPacket.

iPacket's mission is simple but transformative: to bridge the gap between what dealerships try to communicate and what the customer actually receives. By creating a digital evidence manual, iPacket ensures that every customer gets the complete picture, making the car buying process more transparent and efficient. From service receipts to MSRP information, iPacket provides a comprehensive packet of information to help both salespeople and customers. Andrew discusses the importance of this tool in various contexts, from on-site sales to BDCs, emphasizing how it can dramatically improve communication and trust between dealerships and their customers.

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

1:20 Meet Andrew Breedlove: From retail to auto sales, Andrew's unique path to iPacket.

2:36 Auto Industry Insights: Andrew's reluctant start and eventual love for car sales.

7:27 The iPacket Difference: How it bridges the gap between dealerships and customers.

12:09 iPacket in Action: Where it's making the biggest impact in dealerships.

17:35 Expansion into Service: iPacket's new frontier in dealership service and recon.

21:24 The Evolution of Sales Tools: Reflecting on the transition from manual to digital processes.

Andrew Breedlove is the Sales Director at iPacket

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Will Guidara has never told this story before.

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

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

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

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

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

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

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

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

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

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

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

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

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

https://www.unreasonablehospitality.com/

#Hospitality #Leadership #Innovation #CustomerService #SuccessStories #Motivation #AutomotiveIndustry #Dealership #WillGuidara #SimonSinek #UnreasonableHospitality #MoreThanCars 

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The first question stunned today's guest.

But it started an amazing conversation on the auto industry, leadership and what it means to be successful.

Auto Collabs welcomes Sam D'Arc, the Chief Operating Officer at Zeigler Auto Group and the host of the Driving Vision Podcast. Sam brings decades of experience to his leadership role in one of the most respected automotive groups across the country. Over time, Zeigler Automotive Group has become the highest rated dealership on Glassdoor. Through a series of personal anecdotes, industry insights, and engaging discussions, listeners will get an inside look at the principles and practices that drive success and satisfaction at Zeigler Auto Group.

The conversation takes us on a journey from Sam's early days, where adversity became his unlikely ally, leading him from washing cars at 17 to the C-suite of the automotive industry. His story is a testament to the idea that within the automotive world, opportunity is not just about where you start but how you leverage challenges to fuel your rise. The episode delves into the essence of Zeigler Auto Group's remarkable work culture, emphasizing the unique blend of President & CEO Aaron Zeigler's fearless growth strategies and a profound respect for every employee's role and contribution. This culture not only propels the group's success but also ensures it remains a beacon of work-life balance in the demanding auto industry landscape.

Takeaways:0:00 Intro with Paul J Daly and Michael Cirillo3:53 Sam's journey to becoming the COO of Zeigler Auto Group8:17 The expansion of Zeigler Auto Group to 78 franchises across four states, highlighting the influence of visionary leadership and the importance of valuing every team member's contribution.18:28 How Sam and Zeigler incorporate AI into communication23:49 The biggest threat to personal agency is control by insecure leaders

Sam D'Arc is the COO at Zeigler Auto Group and host of the Driving Vision Podcast

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There's power in showing up, ready to learn.

Bill Zadeits is a a pillar in the automotive media landscape and the President of Cherokee Media Group. Zadeits shares his fascinating journey from a young aspiring sportscaster to leading a media group that profoundly influences the automotive industry. With a blend of nostalgia and insights, Bill narrates his transition from radio and TV into the automotive space, emphasizing the evolution of content delivery and the indispensable value of understanding business from a revenue perspective.

This episode not only offers a retrospective look at his impressive career but also serves as a beacon for the automotive industry's dynamic nature. His emphasis on continuous learning, adaptation, and the transformative power of personal connections paints a hopeful and exciting future for automotive media and the industry it serves.

Takeaways

0:00 : Intro with Paul J Daly and Kyle Mountsier6:55: Bill's initial challenges transitioning from broadcasting to the automotive industry14:59: The irreplaceable value of in-person interactions18:08: The future of Cherokee Media Group20:22: A sneak peek into the upcoming Auto Intel Summit

Bill Zadeits is the President of Cherokee Media Group

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Trucks stick but brand love shifts.

Reynolds and Reynolds released their 2024 Automotive Brand Retention and Defection Report, and VP of Marketing Greg Uland joins the show to break it down.

Read the full report here: https://www.reyrey.com/cp/retention-and-defection-2024

Greg, with his unique blend of marketing savvy and operational expertise, breaks down the complex web of customer loyalty and buying behavior in the auto industry. Through the lens of comprehensive data analysis, Greg shares staggering insights into how dealers can navigate the tricky waters of retaining customers, winning over new ones, and the surprising fluidity of brand loyalty among today's car buyers.

The conversation isn't just a trove of statistics; it's a lively discussion that ranges from the evolution of brand logos to the unexpected loyalty shifts among truck owners. The team delves into the specifics, like the 43.7% overall brand retention rate, Toyota's stronghold at 60.1%, and the surprising position of Nissan as a prime target for almost every mainstream brand's conquest efforts.

0:00 Intro2:21 The critical connection between marketing and operations.4:59 Overall brand retention across the US is a mere 43.7%9:20 Truck owner loyalty shows a surprising 72.5% likelihood of purchasing another truck, yet brand loyalty within this segment shows significant variation, indicating opportunities for brand switching.14:38 Greg and the hosts explore the impact of high borrowing costs on dealership strategies, emphasizing the necessity of adapting to a market where new car prices average around $50,000.19:30 Actionable insights for dealers to refine their marketing and inventory strategies based on changing customer loyalty trends.

Greg Uland is VP of Marketing for The Reynolds and Reynolds Company.

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ICE to hybrid to plug-in hybrid to EV. That's the rational path, according to Brian Maas.

Brian Maas is the esteemed President of the California New Car Dealers Association. He brings to the table a wealth of knowledge and insight into the intricate world of automotive retailing in California, a state renowned for setting the pace in industry trends and regulations.

Brian’s expertise shines as he navigates through the conversation, touching on critical issues such as the impact of over-disclosure on consumer transactions and the evolving landscape of electric vehicle (EV) adoption in California. Despite the state's aggressive push towards a 100% zero-emission vehicle sales goal by 2035, Brian articulates the practical hurdles in achieving such targets, emphasizing the importance of infrastructure development, consumer choice, and gradual transition strategies from internal combustion engines to hybrid and fully electric vehicles.

While the path to innovation and environmental sustainability is critical, Brian reminds us that it requires careful consideration of practicalities, consumer needs, and the collaborative effort of all stakeholders in the automotive ecosystem.

0:00 Intro

4:07 Brian Maas discusses California's leadership in auto retail.

10:48 The breakdown of California dealers and how the California New Car Dealers Association serves their varying needs.

14:51 The "tyranny of over-disclosure" and its impact on the car buying experience.

18:46 Brian's perspective on EV adoption in California and the challenges of transitioning to a fully electric vehicle fleet.

26:52 Reflections on the importance of rational steps towards EV adoption and the role of associations in guiding dealers through changing landscapes.

Brian Maas is the President of the California New Car Dealers Association

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There's opportunity and potential in the EV market, but only if you seek to understand customers and adapt to their needs.

This episode of Auto Collabs features a conversation with John Foley, co-founder and President of Recharged. Positioned at the forefront of the used electric vehicle (EV) market, Recharged distinguishes itself by creating an Experience Center that goes beyond traditional sales tactics. The discussion delves into John's innovative approach to selling EVs, focusing on the challenges and triumphs of catering to a market predominantly comprised of first-time EV buyers.

John shares insights into the importance of exceeding customer curiosity, not just meeting it. By understanding the specific needs and lifestyles of their customers, Recharged ensures that every buyer is matched with the perfect EV for their life. This commitment to education and personalized service addresses a common concern among potential EV owners: the fear of the unknown.

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

2:19 Recharged's mission to transform the electric vehicle buying experience.

4:44 90% of Recharged's customers are first-time EV buyers

6:31 Exceeding customer curiosity by deeply understanding their needs and ensuring they're matched with the right EV.

11:26 The challenges and opportunities in the used EV market

16:38 Expanding Recharged's influence

21:11 Reflections on the importance of curiosity in both sales and customer engagement

John Foley is the Co-Founder and President at recharged

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Ever had a session at a conference that completely changed your perspective? Phil did.In this lively episode of Auto Collabs, Paul, Kyle and Michael are joined by the charismatic Phil Gill, General Sales Manager at Tom Gill Chevrolet. Known for his impeccable sense of style and sharp business acumen, Phil shares his journey from working at TJX Corporate to steering the wheel at Tom Gill Chevrolet. The conversation touches on the nuances of customer lifetime value, team dynamics, and innovative dealership practices. Phil's story is a testament to the power of cross-industry learning and the importance of understanding every facet of your business, from front-line sales to the intricacies of accounting.

At ASOTU CON 2023, Phil sat in on a session that changed his view on customer lifecycle management, and he went back and worked with a tech vendor to make those changes.

Phil delves into his transformative initiatives at Tom Gill Chevrolet. He highlights the critical interplay between different departments, emphasizing a unified approach to dealership management that prioritizes overall store profitability. Phil's innovative strategies, like customer membership programs, showcase his commitment to enhancing customer retention and experience. This episode is not just a peek into Phil's world but a blueprint for cultivating a thriving automotive dealership in a competitive market.

0:00 Intro and Paul's backward hat

1:17 Phil Gill's introduction and impact

4:01 Phil's return to automotive and first roles

9:55 Department synergy and profitability

13:21 Customer lifetime value and new programs

18:12 Phil on customer loyalty and retention

Phil Gill is the GSM at Tom Gill Chevrolet

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Michael's story is a testament to adaptability and vision, starting with his educational background in Political Science and Economics from the University of Louisville. This episode takes us through his diverse career journey, showcasing how his unique experiences and skills have culminated in a revolutionary approach to car sales and customer experience.

Michael opens up about his early career, starting with timeshare sales in Virginia Beach, which honed his sales skills and customer engagement abilities. He then moved to New York City, venturing into orthopedic surgical sales, which added another layer of complexity and learning to his sales expertise. However, his passion for people and sales eventually led him back to Virginia, where he embarked on a career in the automotive industry. His journey within Checkered Flag Auto Group is a narrative of growth and leadership, from being a sales associate to taking on the role of General Manager.

Michael Wood's narrative is not just about selling cars; it's a broader vision of creating a community around car ownership, where experiences and relationships are as important as the transaction itself. His innovative approach and leadership philosophy are reshaping the auto retail industry, making it more customer-centric and transparent.

0:00 Intro2:39 Michael's Path to Auto Sales5:02 Role Transition8:58 Experience-Based Strategy10:32 Expanding Customer Touchpoints14:57 Sustainable Sales Approach20:28 Leadership Focus in 2024

Michael Wood is a General Manager at Checkered Flag Auto Group.

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Erin Richmond highlights how dealerships can leverage their unique strengths to stand out in a crowded market.

Erin, the Chief Revenue Officer of sMedia, blends of industry insights and digital marketing prowess, rooted in a childhood surrounded by the hum of a dealership's body shop and a career path that wound its way through Enterprise Rent-A-Car and AutoTrader. She paints a vivid picture of her journey, from experiencing the seismic shift from print to digital advertising, to her strategic moves within the automotive marketing space. Erin's passion for integrating marketing efforts with dealership operations shines through, offering a fresh perspective on the evolution of automotive marketing.

The conversation takes a deep dive into the current state of automotive marketing, touching on the challenges and opportunities facing dealerships in today's evolving landscape. Erin discusses the delicate balance of advertising spend in a post-pandemic market, emphasizing the importance of brand building alongside inventory promotion. She offers candid, actionable insights on creating a consistent customer experience, both digitally and in the physical dealership space. 

0:00 - Introduction and Background

1:59 - Erin's Automotive Roots

3:32 - Transition to Digital Marketing

11:27 - Advertising Challenges in Automotive

14:15 - Brand Advertising in Dealerships

17:07 - Authenticity in Digital Marketing

20:54 - Overlooked Aspects of Dealership Services

Erin Richmond is the Chief Revenue Officer at sMedia

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