Is your dealership prepared for the market’s next big shift? 

Join Danielle Mills Walden as she welcomes Paul Machin, U.S. and International Director of Strategic Accounts at Black Book, for a deep dive into the data-driven strategies shaping today's auto industry. From inventory shortages to the evolving demands of consumers impacted by credit constraints, Paul unpacks how Black Book’s insights help dealers and lenders make proactive decisions in a turbulent landscape. With expertise in managing inventory, pricing strategies, and navigating new economic pressures, Paul reveals how dealerships can stay competitive while meeting the changing needs of today’s car buyers.

Key Discussion Points:

• The importance of independent data for unbiased valuations and competitive insights
• Strategies for optimizing dealership inventory during supply chain disruptions
• How Black Book’s history-adjusted valuations are transforming risk assessment
• Anticipating shifts in the market for both new and used vehicles in 2025
• The impact of credit shifts on consumer behavior and dealership financing options

Two of the auto industry’s largest conferences came and went this October – so what’s top of mind for dealers and lenders heading into 2025? 

In this episode, Keishawn discusses the major takeaways and synergies between dealers and lenders at both the Digital Dealer and Auto Finance Summit in Vegas. From advancements in digital dealership experiences to evolving dynamics in auto financing, he shares how the automotive landscape’s adaptation to new technology and shifting market demands is shaping an optimistic outlook for the year ahead.  


Join us as we discuss:

• The current status and future outlook of electric vehicles.
• The resurgence of leasing and its implications for residual values and the used car market and how it will affect future car ownership and dealership strategies.
• How lenders are utilizing new data insights and open banking to refine their credit risk assessments in a fluctuating economic environment.

What does it take to turn a high school job cleaning cars into leading one of the largest auto groups in the U.S.? Sam D’arc, COO of Zeigler Auto Group, shares his personal journey and the company’s recipe for growth and success.

The automotive industry is rapidly evolving, but one thing remains clear: the human element still reigns supreme.  In this episode, we explore the power of employee experience and why prioritizing people is key to delivering standout customer service. From Subaru's unique approach to their "Love Promise" to overcoming tech failures with a dedicated team, we break down how building a strong employee culture drives consistent success.In this episode:

• Why focusing on employee experience leads to better customer satisfaction
• Insights from Subaru’s distinct "Love Promise" and its impact on the workforce
• How human connections remain essential, even as technology evolves

Have you ever wondered what it's like to lead a car dealership into the future? Marri Stokes, Director of Operations at Leif Johnson Ford, reveals how she's transforming the car buying experience.

In this episode, we sit down with Marri to discuss her journey from a summer job at a dealership to leading operations at a major Ford dealership and how they run their business. Marri shares how customer feedback shapes their philosophy, the impact of EVs on the car-buying process, and the role of AI in the future of automotive sales.

We discuss:

• How customer feedback is revolutionizing car dealerships
• The truth about EV buyers and their expectations
• The surprising ways AI is—and isn’t—changing the car-buying experience

One of the biggest mistakes a dealership can make is viewing consumer preferences as disruptions—especially when it comes to digital retail.  

This week, host Keishawn Batts speaks with Mike Anderson, President and CEO of The Rikess Group, about how dealerships of all sizes can seamlessly transition into a digitally enabled retail model. Mike reflects on his journey from managing a pair of small stores in western Massachusetts to becoming a paramount player in the automotive industry's digital transformation—and shares actionable insights while identifying universal challenges and obstacles.

Discussed in this episode:

• The main fears that prevent dealerships from embracing digital sales
• How to mitigate consumer risks in the car-buying process,
• The essentials of training and retaining a more tech-savvy dealership team
• Whether it’s possible to balance consumer experience with dealer preferences

Some say that business is all about winners and losers, but others are imagining a world where everyone wins—from customers to employees to the company. In fact, the most forward-thinking auto dealers are not just imagining this world; they are creating it.

In this week’s episode, host Don Richards-Boeff speaks with Liza Borches, President and CEO of Carter Myers Automotive, about innovative growth strategies for employee-owned dealerships and the importance of prioritizing people over profits. Liza shares CMA’s initiatives to improve gender diversity through training and mentorship programs, and how their unique recruitment approaches and commitment to company culture attract diverse talent and enhance customer experiences.

Join us as we discuss:

• Achieving success in customer service through personalized and authentic experiences
• The benefits of an ESOP (Employee Stock Ownership Plan) in creating a stronger community
• The role of a community-focused social media presence in talent acquisition
• Preparing for future industry trends, including EV legislation and changing consumer behavior

The best dealerships don’t aim to sell cars or provide services, but to create relationships with their customers built on trust and transparency. Once that relationship is built and cultivated, the customer will know exactly who to turn to when they’re ready to buy.

This week, host Don Richards-Boeff speaks with Andrew DiFeo, Managing Partner at Hyundai of St. Augustine. Andrew's journey in the automotive industry runs deep, with family roots dating back to the late 1940s. As a third-generation auto dealer, Andrew brings a comprehensive understanding of the timeless qualities of top-tier dealerships—and he’s leveraged these insights to develop ambitious plans and innovative strategies for expanding dealerships of all sizes.

Discussed in this episode:

• Why so many customers still prefer visiting dealerships in person despite remote selling options
• Forming relationships with local vocational schools and dealers to attract a wider diversity of technicians
• How dealerships can differentiate themselves as lifestyle brands rather than transactional ones
• Strategies and tools for ensuring a fair, transparent, and efficient transaction process for customers

Success isn’t something that’s given—it’s something that’s achieved. But it’s usually achieved only after a series of failures and setbacks that, over time and with resilience, become just one chapter in a person’s success story.

This week, host Don Richards-Boeff speaks with Ed Roberts, COO at Bozard Ford Lincoln, about the role of ambition, determination, and innovation in transformative growth and success. Ed shares his journey from homelessness to running a customer-centric powerhouse dealership, emphasizing the importance of hearing "Not yet" instead of "No when confronted with setbacks.

Discussed in this episode: 

• Strategies and principles for building and sustaining customer loyalty
• Why mobile service is increasingly vital when it comes to customer retention
• The challenges new managers face in dealerships—and how to overcome them
• What it means to hire for roles rather than hire for tasks

Every automotive tech breakthrough and market innovation brings a consequence that key players—from sales professionals to investors—must be aware of and consider in their decision-making.

Steve Greenfield, General Partner at Automotive Ventures, shares his insights on the future of car sales, highlighting technological breakthroughs and investment opportunities in autonomous vehicles. With over 30 investments over 3.5 years, Steve brings a strong focus and expertise on solutions that enhance dealership profitability and efficiency, as well as overcoming challenges posed by the increasing complexity of the automotive industry.

Discussed in this episode:

• How advanced driver-assistance systems (ADAs) impact vehicle safety and repair costs, and their implication on the future of vehicle insurance rates
• Lessons auto dealers can learn from Amazon's prioritization of convenience
• Whether AI can transform the consumer buying experience and reduce friction in the automotive marketplace
• Benefits and challenges legacy automakers face when considering “coopetition” with Chinese manufacturers to produce affordable EVs

When considering new processes, every auto sales leader should ask one question: Does this enable team members to do their best work and provide them with opportunities to effectively meet their customers' needs?

This week, host Don Richards-Boeff speaks with Nathan Hollenbeck, VP of Marketing at Del Grande Dealer Group. Nathan lays out the transformative interplay between vision-driven and team-oriented leadership, a commitment to the customer’s experience, and the strategic implementation of sophisticated marketing strategies and technology. Nathan also weighs in on the recent CDK outage, highlighting its effects and the importance of resilience and technological agility.

Discussed in this episode:

• Why marketplaces like AutoTrader and Cars.com should be viewed as both competitors and partners for auto dealers
• Using marketing automation to improve the measurement of lead quality and engagement
• How to mitigate the negative effects of reductions in marketing budgets
• Fostering a culture of growth and encouraging professional development among employees