In this episode, Danielle Mills Walden sits down with Paul Machin to dive deep into the realities facing the auto industry in 2025. They break down why affordable used cars are disappearing from the market, how repossessions are quietly reshaping dealer inventory, and why dealerships need to adapt in order to compete.

Paul shares insights from decades of industry disruption, including how lenders, dealers, and consumers can all win when they embrace new inventory strategies. Danielle and Paul also explore the impact of tariffs, the rise in negative equity, and the surprising power of TikTok in moving hard-to-sell cars. This conversation is packed with data, practical takeaways, and forward-looking strategies every dealer needs to hear.

In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer tackle the top seven most searched questions about buying used cars, according to AI. From negotiating the best deal and understanding dealer fees, to deciding on extended warranties and decoding trade-in values, they break down the nuances of the used car buying process. They also explore how online platforms like Carvana are reshaping the traditional dealership landscape. If you're curious about the economics behind used car pricing or where dealerships really get their inventory, this episode delivers clarity and expert insights.

In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer dive deep into the Carvana effect. From Danielle’s own “traitor” confession of buying her car online to Phillip’s showdown with a dealership over a trade-in, they break down what makes Carvana so appealing, and what traditional dealers can learn from it. They cover speed, transparency, emotion, and how dealers can compete in a frictionless, digital-first world. This is a candid, insight-packed conversation you don’t want to miss.

In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer dive into the messy, exciting, and sometimes dangerous world of electric vehicles. From wild rental car stories and range anxiety to $111,000 Rivians and self-driving tech that almost didn’t stop at a red light, Danielle and Phillip share personal experiences and sharp commentary on the realities of the EV market. They explore whether EVs are truly sustainable, how government incentives work, and what car buyers and dealers need to know about battery safety, charging infrastructure, and evolving consumer expectations. Whether you're a skeptic, an enthusiast, or somewhere in between, this episode unpacks what the EV revolution really looks like on the ground.

In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer dive into everything you need to know about the upcoming NIADA Conference, one of the top annual events built specifically for independent dealers. They break down what makes this conference different, how to prepare with intention and what to prioritize to get the most out of your time.Whether it's auditing your tech stack, targeting the right vendors, or using LinkedIn to build real connections before you arrive, this conversation is full of actionable ideas that help you walk in ready.

They also unpack why Upstart is uniquely positioned to support indie dealers and what to expect when you stop by the booth.

Links:

• NIADA Conference Info
• Connect with Danielle on LinkedIn
• Connect with Phillip on LinkedIn 
• Upstart Auto Retail

Monthly payments are soaring. Interest rates are climbing. And approval rates? Dropping fast. In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer unpack what today’s affordability crunch means for both car buyers and dealers, and why transparency is the most undervalued tool in a dealership’s arsenal.You’ll hear:

• A hilarious Ferrari mishap from Phillip’s early days on the lot
• The psychology behind buyer mistrust—and how to reverse it
• Why digital tools like online pre-approvals and transparent financing calculators are non-negotiable
• The real reason some customers follow a salesperson across brands

If you’ve ever wondered where the car buying experience breaks down (and how to rebuild it), this one’s for you.

What if the key to dealership success isn’t just about managing the team, but about unlocking the power of leadership?

In this episode, Danielle sits down with Glenn Lundy to explore the leadership strategies that are transforming the automotive industry. We’ll dive into his powerful LEADD framework—Listen, Encourage, Advise, Develop, Daily—and how it’s helping dealerships grow through people-first leadership. From overcoming personal struggles to building a thriving leadership legacy, Glenn shares his journey and insights on how empowering your team can drive real success.

Key discussion points:

• Glenn’s LEADD framework for dealership growth
• How to build a people-first culture that drives success
• The importance of transparency and trust in leadership
• Glenn’s ambitious goals for the future of automotive leadership

The car business is evolving fast with AI leading the charge. While some dealers hesitate, others use automation to streamline operations, enhance sales, and boost revenue. Where should dealers start?

In this episode, Zach Hendrix, Co-Founder at Bolderstream, reveals why AI is a survival tool for tomorrow’s dealerships. Zach shares how forward-thinking dealers are gaining a competitive edge by leveraging data like never before. He also predicts the biggest shakeups in 2025, including the rise of dealership-built tech and the death of micro SaaS.


Join us as we discuss:

• Why dealers hesitate to adopt AI and automation
• How data is the new oil—but only if it’s refined and structured
• The biggest untapped opportunity for dealerships in 2025
• How dealers can take ownership of their tech instead of relying on third-party providers

What if the key to selling more cars isn’t just about the deal, but understanding the mind of the driver behind the wheel?

In this episode of Leadership in the Dealership, we dive into the psychology of car buying. We’ll uncover the mental factors, emotional triggers, and subconscious biases that shape how consumers make their car purchase decisions. We’ll talk about the emotional connections that drive choices, the power of brand loyalty, and how past experiences impact our buying behavior. Plus, we’ll explore how dealerships can tap into these psychological insights to build stronger, more personal relationships with customers.

Key discussion points:

• The emotional triggers that influence car buyers
• The role of brand loyalty in the decision-making process
• Building trust through transparency
• Why convenience and personalization matter more than ever
• How psychology can turn casual shoppers into loyal clients