Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden, this episode of Leadership in the Dealership takes a deep dive into the newly implemented 25% tariff on imported cars and auto parts, effective April 3rd, 2025. With this significant policy shift, dealerships are facing new challenges—and opportunities—to adapt to the evolving automotive landscape.

Today, we explore the immediate impact on car prices, inventory, and customer confidence, as well as the varied responses from OEMs like Infiniti and BMW. We also discuss how dealerships saw record-breaking sales in March in anticipation of the tariff and speculate on shifts toward the used car market.

Key discussion points:

• How the 25% tariff will affect dealership pricing, inventory, and customer confidence
• OEM reactions: production halts vs. cost absorption strategies
• How dealerships can stay agile and resilient in the face of new challenges
• Advice for consumers: what to research before making significant purchases

Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden alongside Don Richards-Boeff, this episode of Leadership in the Dealership dives into the challenge (and opportunity) of attracting and selling to Gen Z car buyers. With their unique shopping habits, digital-first mindset, and shorter attention spans, dealerships need fresh strategies to engage this emerging customer base.

Today, we debate whether social media marketing actually moves metal, explore innovative dealership branding techniques, and challenge traditional sales methods to meet Gen Z where they’re at. 


Key discussion points:

• How dealerships can leverage social media (and whether it actually sells cars)
• The power of influencers vs. grassroots dealership marketing
• Video marketing strategies that grab attention and build trust
• The ROI of social media ads—tracking leads and measuring success
• The future of car buying: seamless, digital, and Gen Z-approved

Is AI a true game-changer for dealerships, or just another buzzword? As artificial intelligence reshapes industries, automotive retail is no exception. But what does AI really mean for sales, service, and customer engagement at dealerships? In this episode of Leadership in the Dealership, we break down the impact of AI and separate fact from fiction.

We explore how AI is enhancing — not replacing — dealership operations, making customer interactions more personalized, and streamlining processes without sacrificing control. From automating follow-ups to optimizing service retention, AI is already proving to be a powerful tool (but only when used strategically). Whether you’re an AI skeptic or an early adopter, this episode will give you the insights you need to stay ahead.

Key discussion points:

• Automation vs. Personalization – How AI improves follow-ups without flooding customers with generic emails.
• The Fear Factor – Addressing dealer concerns about AI taking over jobs (and why it won’t).
• Customer Engagement – How AI is helping dealers bring more customers into the showroom and service drive.
• The Road Ahead – Where AI is heading in automotive retail and how dealers can implement it the right way.

Imagine a world where customers are willing to pay almost anything for a product they believe in. What if the key to unlocking that potential was simpler than you thought?

The automotive industry may constantly change, but Niello proves that strong values and an employee-first culture lay the foundation for true success. In this episode, we explore how Niello has maintained a focus on both customers and employees while revolutionizing customer service and embracing the digital age with their online sales platform, Niello Go. From combating fraud to fostering community connections, Dennis shares how Niello’s unwavering commitment to excellence is reshaping the future of the auto industry.

Join us as we discuss:

• How prioritizing employees drives exceptional customer experiences at Niello Company
• The power of listening and personalized service, from 7-day returns to white-glove experiences
• Niello’s proactive approach to embracing change, ensuring compliance, and combating fraud

NADA 2025 was packed with insights, big ideas, and industry-shaping trends. In this episode of Leadership in the Dealership, Keishawn and Danielle share their biggest takeaways (and most fun stories) from the event.

They’ll also dive into the biggest dealer challenges they heard at NADA, debate whether a few industry trends are truly game-changing or just hype, and highlight the booths and brands that made the biggest impact.

If you want to stay ahead, get fresh perspectives, and be part of the future of auto retail…this episode is for you.Subscribe to Leadership in the Dealership and join the conversation.

Are interest rate cuts a game-changer for car buyers? The Fed’s recent decisions have caught everyone’s attention, but are they really making vehicles more affordable? In this episode of Leadership in the Dealership, we dive into the ripple effects of these rate cuts and explore what they mean for both dealerships and consumers.

We take a closer look at whether these rate changes are driving real savings or just creating a perception of affordability. Together, we discuss how dealerships can turn rate cuts into a marketing advantage, the growing opportunities in refinancing, and how life events often reshape buying habits. Whether you’re buying, leasing, or selling, we’ve got insights for you.

Key discussion points:

• Perception vs. Reality: Why rate cuts don’t always mean lower car payments.
• Dealership Strategy: How we can use rate cuts to bring customers back to the table.
• Refinancing Trends: Why education and awareness is key to unlocking refinancing opportunities.
• Consumer Behavior: How life events often shift long-standing habits in car buying.
• Future Focus: The creative strategies dealerships and lenders are using to navigate affordability challenges.

2025 is shaping up to be a pivotal year for the automotive industry, and we’re diving into the trends that will impact dealerships the most. From tariffs and EV incentives to the rise of AI, we’re unpacking the key challenges and opportunities ahead.

In this episode, we sit down to share our bold predictions for the year. Together, we explore how new tariffs might affect pricing, why EV adoption could stall without incentives, and how generative AI is poised to transform operations and elevate customer experiences. We also talk about strategies to address affordability concerns and why we’re calling 2025 the "Year of the Customer." Whether it’s meeting buyers online or providing exceptional in-store experiences, we’re here to help dealerships stay ahead in an evolving market.

Key Discussion Points:

• How tariffs could raise costs for vehicles, parts, and servicing.
• The future of EV adoption and challenges with policy and infrastructure.
• How dealerships can leverage AI to enhance operations and customer engagement.
• Creative strategies to address affordability and attract buyers.
• Why 2025 will be all about prioritizing convenience and customer experience.

Last year was a wild ride for the auto industry, and in our first episode together in person, we’re breaking it all down. From outages to new trends in financing, and even Jaguar’s eyebrow-raising rebrand, we’re tackling the big stories that shaped 2024.

In this episode, we’re diving into the challenges dealers faced and how they found creative ways to keep sales going despite obstacles like the CDK outage and tighter credit markets. We share personal stories, industry insights, and a few laughs along the way. Plus, we explore how AI is reshaping car financing, why some customers are still buying despite higher rates, and what’s next for automakers trying to stand out in a crowded market.

What we cover:

• How dealers overcame the CDK outage and stayed resilient.
• The impact of rising rates and tighter credit on car buyers and dealerships.
• How AI-driven lending is changing the game for dealerships and consumers.
• What’s driving customers to buy cars now, even with economic uncertainty.
• Jaguar’s bold rebrand: love it or hate it, is it working?

How does a legacy dealership stay relevant in a rapidly evolving automotive world? Jenell Ross, President of Bob Ross Auto Group, shares her powerful story of resilience, innovation, and leadership in the face of industry challenges.

In this episode, we dive deep with Janelle to uncover the secrets behind 50 years of success at her family-owned dealership. Topics include:

• The groundbreaking journey of Jenell’s father, the first African American Mercedes-Benz dealership owner in the world, and its influence on her leadership.
• How consumer behavior has shifted post-COVID and strategies to meet evolving demands.
• The importance of fostering inclusivity and mentorship in the automotive space.
• Jenell's thoughts on EV adoption, dealership technology advancements, and leveraging AI for success.

The auto financing landscape is evolving faster than ever—how can dealerships, lenders, and consumers adapt?

In this episode we sit down with Sharla Godbehere, VP of Sales for Auto Lending at Equifax, to unpack the latest trends in the automotive financing world. Sharla shares insights into how post-pandemic consumers are changing their car-buying behaviors, the role of data in personalizing the customer journey, and the challenges of affordability amidst rising interest rates. She also dives into the growing issue of fraud in the industry and outlines collaborative strategies for mitigating risk while maintaining a frictionless customer experience. From actionable takeaways for dealerships to predictions for 2025, this episode is packed with value for anyone in auto sales, lending, or dealership leadership.

Key Discussion Points

• How consumers are changing: Why today’s car buyers are more educated than ever and how dealerships are adapting to meet their expectations.
• Affordability concerns: The impact of rising interest rates, fluctuating vehicle prices, and the need for transparency in financing options.
• The power of data: How alternative data sources and personalization are reshaping risk assessment, marketing, and lending decisions.
• Combating fraud: Identifying and addressing issues like synthetic identities and credit washing, and the importance of collaboration between lenders and dealers.
• Looking ahead: Sharla’s hopes for the future of auto financing, including stronger dealer-lender partnerships and better consumer financial health.