Attracting and retaining skilled employees continues to be one of the biggest challenges for dealerships across the country. The latest NADA Dealership Workforce Study sheds light on what’s working, what’s changing, and where dealerships should focus to stay competitive in today’s labor market.

In this episode of Dealer Driven, hosts Camron Wilson and Michael Hayes are joined by Matthew Vollmers, NADA Academy Instructor, and Joe Fleming, NADA’s Manager of Industry Relations. Together, they break down the most important findings from the 2025 Workforce Study, from changing compensation structures to evolving benefit expectations and the growing importance of workplace culture.

The episode offers a practical look at how dealerships can use data to make smarter staffing decisions, strengthen retention, and create a culture where employees build long-term careers.

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Presented by The National Automobile Dealers Association
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Inventory shifted in unexpected ways last quarter, challenging assumptions and reshaping dealer strategies. The auto market isn’t standing still and neither should your approach heading into Q4.

In this episode, we’re joined by two of the most respected voices in the industry: Patrick Manzi, Chief Economist at NADA, and Larry Dixon, VP of Auction Data Solutions at NAAA. We break down the key takeaways from Q3—rising vehicle prices, softening inventories, and consumer affordability pressure. We also talk through the ripple effects of expiring EV tax credits, stubborn interest rates, and what to expect from the used market as we close out the year. Patrick and Larry share their expert insights into how dealers can prepare for what's coming in Q4 and beyond.

Give this episode a listen to stay a step ahead and set your dealership up for a smarter Q4.

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Presented by The National Automobile Dealers Association

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The NADA Show has always been where dealers go to sharpen their edge—and in 2026, the education lineup is bigger and more focused than ever.

In this episode, hosts Camron Wilson and Michael Hayes are joined by Alison Wides and Ashley Kempson from the NADA Show team for an inside look at what’s ahead. They break down the different types of sessions, from Main Stage speakers and Super Sessions to Exchanges and the all-new product demos. You’ll also get a sneak peek at the speakers to watch, hot topics like AI and Variable Ops, and tips on how to make the most of the experience.

They also share details on the midweek schedule shift, how to plan your time with the NADA app, and what to expect from this year’s opening night party at the Las Vegas Grand Prix Plaza. Whether you’re a first-time attendee or a show veteran, this preview will help you get ready for four days of learning, networking, and industry insights.

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Presented by The National Automobile Dealers Association
https://www.nada.org/

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It’s tempting to wait until Q4 to start tackling your dealership’s financial cleanup—but by then, you’re already behind.

In this episode, hosts Camron Wilson and Michael Hayes sit down with Heather Westman and Sharlene Croteau, both instructors at NADA Academy, to break down what dealers should be doing now to close out the year with more confidence and less chaos.

They explain the most common year-end financial mistakes they see, like ignoring aging inventory, failing to monitor receivables, or missing floorplan costs. They share practical strategies for forecasting, involving department managers in planning, and reviewing overlooked areas like vendor lists, contract renewals, and expense allocations.

Heather and Sharlene also preview the upcoming Financial Management seminars hosted by NADA, where they go even deeper on dealership operations, forecasting, and financial leadership.  Learn more or register at: nada.org/seminars

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Presented by The National Automobile Dealers Association
https://www.nada.org/

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The Finance & Insurance (F&I) office plays a pivotal role in dealership profitability — but with increased legal scrutiny and evolving customer expectations, success now hinges on building trust through compliance.

In this episode, Chuck Bryant, NADA Academy Instructor, joins hosts Camron Wilson and Michael Hayes to share what actually works inside a high-performing F&I department. From weekly audits and consistent menus to transparent payment conversations, Chuck walks through how dealerships can create a trustworthy, repeatable process that drives results.

He also breaks down how to define real product value, why some offerings put your store at risk, and what to look for when reviewing your current F&I lineup. If you’re focused on improving performance without sacrificing integrity, this episode is for you.

A resource related to this episode's topic is NADA's Driven Management Guide on "Voluntary Protection Products: A Model Dealership Policy," available online here.

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Presented by The National Automobile Dealers Association
https://www.nada.org/

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Security isn't just about protection, it’s about control. And for dealerships, that control over data is quickly becoming non-negotiable.

In this episode, Michelle Phelps, Senior Director of Customer Success at Authenticom, joins hosts Camron Wilson and Michael Hayes to explore the importance of dealership data control. They discuss Native Vault, a free resource available to NADA members, and how it helps dealers manage, secure, and optimize their data on their own terms.

Michelle shares real-world examples of what can happen when dealers overshare or lose track of vendor access. The conversation covers compliance risks, the operational impact of dirty data, and how better data practices can strengthen vendor relationships and increase marketing ROI.

This episode offers actionable steps any dealership can take to protect sensitive data, ensure clean data flows, and streamline their digital operations with confidence.

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Presented by The National Automobile Dealers Association
https://www.nada.org/

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High prices, tightening incentives, and global uncertainty—Q2 was anything but predictable for the U.S. light-vehicle market.

In this episode, hosts Camron Wilson and Michael Hayes are joined by Patrick Manzi, Chief Economist at the National Automobile Dealers Association, for the first installment of NADA’s new Quarterly Economic Report series. Patrick breaks down the key forces that shaped Q2’s market dynamics, from shifts in consumer demand and inventory levels to the real-world impact of tariffs and affordability challenges.

They also get into what’s ahead for Q3—why used inventory could become critical, how hybrid sales are outpacing EVs, and what dealers should really be watching as inflation and interest rates put more pressure on customers’ wallets.

If you’re looking for grounded insights and actionable perspective on what the data actually means, you’ll want to hit play.

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Presented by The National Automobile Dealers Association
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Today’s car buyers are more informed and more in control. The 2024 Car Buyer Journey Study from Cox Automotive shows how shifting expectations and smarter tools are shaping every step of the customer experience.

In this episode, Jade Terreberry and Vanessa Ton join hosts Camron Wilson and Michael Hayes to unpack what this year’s research reveals about buyer behavior, dealer opportunities, and the digital tools that make the biggest difference. They talk about the growing demand for hybrid buying experiences, how trade-in friction is becoming a key trust factor, and why more time spent shopping doesn’t mean less satisfaction.

We also get into why dealers who personalize the journey before the deal are seeing better results and what steps you can take now to meet buyers where they are and build loyalty that lasts. If you're looking for real-world takeaways to improve the customer journey and keep buyers coming back, this episode is a must.

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Presented by The National Automobile Dealers Association
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Despite rapid advancements in e-commerce, a significant percentage of consumers still choose to purchase their vehicles in person. In this episode, hosts Camron Wilson and Michael Hayes are joined by Joe St. John, Chief Customer Officer at Autofi, to explore why digital retailing has yet to fully replace the traditional showroom experience. Joe discusses the misconceptions surrounding online car buying, highlights critical touchpoints that influence consumer decisions, and explains the operational challenges dealerships face when attempting to integrate digital and in-person processes. This conversation provides valuable insights into how dealerships can better align with evolving customer expectations by embracing a hybrid model that leverages technology while maintaining the personalized service buyers still value.

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Presented by The National Automobile Dealers Association

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Trust is one of the biggest barriers in the service drive — and without it, your team will always be stuck in transactional selling. In this episode, Camron Wilson and Michael Hayes sit down with Jennifer Suzuki, President of eDealer Solutions, to talk about why service sales training is still the missing piece in dealership growth.

Jennifer breaks down how a customer-first mindset, value-based selling, and simple culture shifts can change everything. She shares real examples of what strong service advisor communication looks like, how to build trust quickly, and why slowing down is actually the smartest way to move forward. From walk-around strategy to technician videos and everyday phrases that signal care, this episode is full of practical tools you can use immediately.

If your service lane is still being treated like a speedway instead of a relationship-building opportunity, this episode will help you reset the approach.

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Presented by The National Automobile Dealers Association
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