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Diana Lee is a masterclass in leadership and determination, showcasing how personal history and professional challenges forges the leaders revolutionizing retail automotive.

The charismatic Founder and CEO of Constellation is a beacon of passion, aggression, and humility, and she shares her compelling journey from a timid immigrant child in Philadelphia to the powerhouse entrepreneur reshaping the automotive marketing landscape. Diana brings an energy to our podcast that makes you want to jump on your feet and applaud, discussing the unique challenges and triumphs of building a business as an immigrant in the competitive world of American enterprise.

Listeners are in for a treat as Diana delves deep into her roots, recounting the struggles of her early days in the U.S. and her initial experiences working in a dealership in the gritty environment of Worcester, Massachusetts. Her stories of survival on the sales floor, where she had to prove her mettle against all odds, and she shares stories of the cast of characters she met, including Don the Pimp and Bobby the Addict. In automotive, Diana found a family that supported each other. So when she started her agency, supporting the auto industry was at the front of her mind.

As the auto industry grapples with an increasingly digital-first approach, Diana envisions integrating AI to create a more personalized and efficient customer experience. Constellation is at the forefront of this revolution, developing AI-driven tools that not only enhance how dealerships interact with customers but also how they manage internal operations. Diana's goal is to tailor AI solutions that respect the unique culture of each dealership, thereby ensuring that technology amplifies their strengths rather than undermines the personal touch that defines the automotive selling tradition.

Timestamped Takeaways:
0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo
4:14 - Diana's Recollection of the Dealership in 1989
8:44 - Diana's Immigrant Background
12:18 - How The Dealership Helped Bobby the Addict Get Clean
16:24 - Immigrants Are Filling The Recruitment Gap in Auto
18:43 - The dealership model is better than direct-to-consumer
20:21 - The potential for AI in dealerships
24:41 - The crucial role dealerships play in nurturing talent and giving back to their communities.

Diana Lee is the Founder & CEO at Constellation

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Once you realize you're in a supportive community, you do whatever you can to support that community.

This episode features Nick Askew, a man of diverse backgrounds from music to car sales, who is now making waves in the auto retail industry as the Founder and CEO of Space Auto. Nick's journey is a fascinating blend of creative pursuits and entrepreneurial spirit, evidenced by his innovative approach to digital retailing in the automotive sector. His company, Space Auto, challenges traditional sales methods by integrating technology to enhance both customer and dealer experiences, advocating for a more human-centered approach in car sales.

Listeners will be captivated by Nick's personal narrative, which includes turning life's unexpected turns into stepping stones for his career. Starting from his early days in a band to an unexpected entry into car sales, and eventually leading to his pioneering work at Space Auto, Nick's story is a testament to the power of embracing change and pursuing passion over security.

Timestamped Takeaways:

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

2:07 The meaning of "I Hold Gross"

4:33 From Band To Car Sales

7:01 Why Nick Loves Car Sales

9:31 The Decision To Start Space Auto

22:06 Space Auto's Philosophy and Vision

Learn more about Space Auto: https://space.auto/

Nick Askew is the Founder & CEO of Space Auto

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Fixed ops is the real front door.

Dan Shine, Senior Editor for Automotive News, brings a fresh yet deeply informed perspective to the backbone of automotive retail - fixed operations. With a journalistic journey spanning over two decades, including significant stints in both newspaper and educational sectors, Dan's career path led him unexpectedly into the automotive sphere. His approach combines a rich historical knowledge of Detroit's automotive culture with a pragmatic view of current industry challenges, offering a unique lens on the evolving dynamics of automotive retail.

In his down-to-earth demeanor, Dan discusses the essential role that fixed ops play in the financial health of dealerships, contrasting it sharply with the more "showy" sales side of operations. He brings to light the innovative and essential strategies dealerships are implementing to tackle challenges such as customer retention, the introduction of EVs, and the necessary pivot back towards providing comprehensive services including tire sales and windshield repairs.

Timestamped Takeaways:

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

0:45 Contrasting Fixed Ops and Sales

3:12 Dan's journey from traditional journalism to automotive

6:39 Starting a new job during the pandemic

14:32 The need for innovative customer retention strategies

18:36 Finding new revenue streams in fixed ops

22:19 Building Customer Loyalty

Dan Shine is the Senior Editor at Automotive News

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The automotive industry talks about understanding and leveraging data effectively, but what does that really take?

On today's episode of Auto Collabs, we chat with Bobby Gaudreau, the VP of Sales & Marketing at Activator Dealer Services. Bobby isn’t just an aficionado of endurance sports, having conquered countless marathons and Iron Mans; he’s also a seasoned pro in steering automotive dealerships towards digital efficiency and sophisticated data management. His journey from the first internet manager handling leads via fax to a pivotal force in leveraging Salesforce for automotive marketing is as fascinating as it is educational.

The conversation takes us through the evolution of data management in the automotive space, highlighted by Activator’s innovative approach to integrating a customer data platform (CDP) with traditional marketing strategies to enhance customer engagement and retention. Bobby's extensive experience brings invaluable insights into how big data and smart segmentation can dramatically improve marketing outreach, setting the stage for a discussion that’s as engaging as it is informative. His analogy of a "data refrigerator" packed with disparate data pieces underscores the everyday chaos dealerships navigate and how structured data strategies can turn this around.

Learn more about Activator Dealer Services: https://activator.ai/

Timestamped Takeaways:

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

2:36 Bobby's Marathon Mindset: How Endurance Sports Influence His Professional Strategies

6:31 Bobby Gaudreau's Journey: From Marathons to Automotive Marketing Mastery

10:09 Integrating Salesforce: Revolutionizing Data Management in Automotive Sales

13:49 Startup Spirit in a Legacy Company: Innovation at Dominion Dealer Services

22:20 Democratizing Data: How Dealers Can Leverage Enterprise-Grade Tech for Marketing Success

Bobby Gaudreau is the VP of Sales & Marketing at Activator Dealer Services

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Hilary Haron’s experiences, from the Capitol’s halls to the dealership floor, offer invaluable lessons on the power of voice, the necessity of change, and the endless potential of paving new paths.

Hilary shares her rich heritage in the auto world, tracing back to her grandfather's pioneering spirit in the car dealership realm, through to her own ventures into automotive advocacy in Washington DC. As a multigenerational dealer and a mother fueled by the drive for a better future, Hilary’s insights into the complexities of car dealership, the evolving landscape of electric vehicles (EVs), and the significant role of women in male-dominated industries are not just inspiring but a clarion call for industry-wide evolution and inclusivity.

Hilary’s story of advocacy shines a light on the urgent need for infrastructural readiness for EVs, a reminder that the path to electric mobility is still under construction. From the halls of Capitol Hill to the practical challenges of EV adoption, she unravels the nuanced layers of policy, public perception, and the pivotal shifts necessary within the auto industry. This conversation is a testament to the power of informed advocacy, the importance of diversity in automotive, and the uncharted roads leading to the industry's future.

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

1:59 Hilary's Journey: From Dealership Legacy to Advocacy

4:48 The Impact of Personal Connection in Advocacy

10:24 EV Charging Infrastructure: A Capitol Concern

12:25 "A Road Less Traveled": Highlighting Women's Experiences

17:57 Steps Toward a Diverse Auto Industry

24:08 The Importance of Conversation and Advocacy

Hilary Haron is the Host of the A Road Less Traveled Podcast

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

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

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

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

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

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

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

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

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

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

Andrew Breedlove is the Sales Director at iPacket

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Will Guidara has never told this story before.

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

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

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

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

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

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

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

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

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

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

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

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

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

https://www.unreasonablehospitality.com/

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

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The first question stunned today's guest.

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

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

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

Takeaways:
0:00 Intro with Paul J Daly and Michael Cirillo
3:53 Sam's journey to becoming the COO of Zeigler Auto Group
8:17 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 communication
23:49 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 Mountsier
6:55: Bill's initial challenges transitioning from broadcasting to the automotive industry
14:59: The irreplaceable value of in-person interactions
18:08: The future of Cherokee Media Group
20:22: 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 Intro
2:21 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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