Dealer Driven

Financial literacy is at the core of every vehicle purchase, but it is often overlooked in the buying process. From understanding loan terms to making confident financial decisions, customers depend on clear and simple information when stepping into a dealership.

In this episode of Dealer Driven, hosts Camron Wilson and Michael Hayes sit down with Celia Winslow, President and CEO of the American Financial Services Association (AFSA), to talk about why financial literacy matters more than ever—especially as customers expect clearer explanations and greater transparency around their financing options.

Celia shares how AFSA, the AFSA Education Foundation, and NADA work together to support consumers through financial education, and why initiatives like Financial Literacy Month are an important reminder for both dealerships and customers. She also highlights some of the most common misunderstandings customers bring into the showroom, from confusion about interest rates and loan terms to issues of affordability.

Whether you are working on the showroom floor or leading dealership operations, this episode offers practical insights you can start applying right away.

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Presented by The National Automobile Dealers Association
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Dealerships are generating more data than ever before, but ownership and control are not always the same thing. As digital retailing accelerates and technology vendors multiply, protecting dealer data has become a critical business priority.

In this episode of Dealer Driven, hosts Camron Wilson and Michael Hayes are joined by Joe Akers, a dealership management consultant with nearly three decades in the retail auto industry. Joe has worked across Ford, Nissan, and Porsche dealerships, including serving as General Manager, and has spent the past 20 years focused on digital marketing strategy and measuring true ROI. He works closely with dealers to evaluate their digital ecosystems, safeguard customer information, and use data more strategically.

The conversation breaks down what “owning your data” actually means in practical terms, from DMS and CRM contracts to vendor integrations and secure transfer processes. 

For dealers looking to protect their independence, improve marketing efficiency, and strengthen operational clarity, this episode provides clear starting points and practical guidance.

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Presented by The National Automobile Dealers Association

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In this live edition of Dealer Driven from NADA Show 2026, Chairman Rob Cochran joins hosts Camron Wilson and Michael Hayes for an in-depth conversation on where the industry stands and where it's headed.

Cochran, President & CEO of #1 Cochran in Western Pennsylvania, shares how his early entry into the family business shaped his leadership, why the dealer model remains the most efficient path to market, and what NADA is doing to protect it. From fighting regulatory overreach to rethinking the customer experience, Cochran lays out his strategic priorities for 2026. He also discusses how NADA is tackling AI through scenario planning and what dealers need to consider when thinking long-term.

This episode captures NADA’s leadership mindset in a pivotal year for retail automotive.

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

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After a year shaped by shifting incentives, volatile policy signals, and stubborn affordability challenges, the auto industry closed 2025 with more questions than answers. As dealers look ahead to 2026, understanding what truly moved the market, and what’s likely to stick, has never been more critical.

In this episode, we’re joined by Patrick Manzi, Chief Economist at NADA, to unpack the biggest forces that defined Q4 and the full year in auto retail. Patrick breaks down the sharp drop in EV sales following the expiration of tax credits, the surge in hybrid demand, and why inventory discipline kept incentives in check despite ongoing uncertainty. We also dig into pricing and affordability pressures, interest rate outlooks, tariff impacts, and what the evolving mix of new and used vehicles means for dealer strategy. Along the way, Patrick shares his expectations for the U.S. light vehicle market in 2026 and offers practical guidance on how dealers can position their inventory and operations for the year ahead.

Give this episode a listen for a clear-eyed economic perspective and actionable insights to help you navigate what’s next with confidence.

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2025 was a pivotal year for dealers in Washington. From securing permanent tax relief to stopping California's gas car ban, the NADA legislative team was in the thick of it all.

In this episode of Dealer Driven, we’re joined by Ivette Rivera, Senior Vice President of Legislative Affairs, and Michael Harrington, Vice President of Legislative Affairs at NADA. They walk us through the big policy wins of 2025, including critical changes to tax law, EV incentives, and the reversal of looming state-level mandates that threatened dealership operations.

We also get a look ahead at what’s coming in 2026, including the ongoing battle over Right to Repair, proposed changes to franchise protections, and what’s at stake in the next surface transportation bill. Plus, we talk about what dealers can do right now to advocate for their business at the federal level.

Would you like to get involved or have questions? Contact Jason Todd at [email protected] to help strengthen dealer advocacy at the federal level.

Whether you're on the front lines or behind the scenes, this episode breaks down why advocacy matters — and how NADA’s work in DC is shaping the future of retail auto.

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

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The service lane isn’t just where repairs happen, it’s where loyalty is built.

In this episode, Kim Saylor, Senior Director of Fixed Ops Marketing at CDK Global, joins hosts Camron Wilson and Michael Hayes to talk about how dealerships can create a better service experience by using the right technology, smartly and strategically.

They explore the full flow of service, from AI-powered scheduling and smoother check-ins to predictive inspections and faster payments. Kim shares what dealers can do today to remove friction, improve communication, and turn service into a revenue engine.

Whether you’re looking to cut hold times, increase transparency, or improve shop efficiency, this episode offers clear, practical steps to make your service operations a real differentiator.

You may download the CDK Service Shopper 5.0 Study at https://www.cdkglobal.com/insights/cdk-service-shopper-50-study-here.

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

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Artificial intelligence continues to generate attention across industries but for dealers, it’s already creating real results.

In this episode, hosts Camron Wilson and Michael Hayes speak with Andy Seidenman, instructor at the NADA Academy and a recognized expert in dealer website management, CRM implementation, and modern retailing practices. Andy outlines how dealers can begin using AI tools today to streamline operations, improve marketing performance, and enhance internal training.

Topics include how to simulate trade-in conversations using conversational AI, use AI to write vehicle ads tailored to specific customer personas, and apply automation to repetitive tasks across departments. The discussion also clarifies the difference between agentic and logarithmic AI, offering insight into what’s available now—and what’s coming soon.

For dealership leaders exploring the role of AI in operations, this conversation offers a clear, actionable starting point.

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

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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

https://www.nada.org/

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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/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.