Now We’re Here - A NAMAD Podcast

In this episode of Now We're Here, host Damon Lester chats with Durran Cage, founder and CEO of Cage Automotive, about his journey from a military brat to a leading innovator in the automotive consulting industry. Durran shares how his upbringing and early exposure to car sales shaped his entrepreneurial mindset and commitment to improving the automotive industry's customer and employee experiences. He recounts his transition from working with Chrysler during challenging times to eventually launching his own business focused on simplifying CRM processes and integrating video communication to streamline sales.

Damon and Durran also discuss the art of leadership, the importance of creating a culture that embraces technology, and how to motivate teams to use tools like CRM and video. Beyond business, Durran reflects on maintaining balance as a family man and entrepreneur, revealing his passion for cooking as a creative outlet. The episode is packed with actionable insights, inspiration, and a few lighthearted moments that showcase the camaraderie between Damon and Durran.

Timestamps & Takeaways

0:00 Intro

0:37 Military Upbringing: Durran reflects on growing up as a military brat and his first car sale.

4:08 Training Philosophy: Building better customer and employee experiences through innovative coaching.

8:02 Simplifying the CRM: Helping leaders and teams maximize CRM and technology tools.

12:08 Top-Down Leadership: Driving adoption of new systems by focusing on leadership buy-in.

17:13 Video Success Strategies: Using video to build trust and streamline customer interactions.

22:42 Entrepreneurial Leap: The pivotal moment Durran left corporate to pursue his own vision.

30:27 Balancing Life and Work: Integrating family into business and making time for meaningful moments.

Durran Cage is the CEO at Cage Automotive

https://www.linkedin.com/in/durrancage/

https://cageautomotive.com/

Now We're Here is produced by Automotive State of the Union

In this episode of Now We're Here, host Damon Lester talks with Kerri Wise, Chief Marketing Officer at AutoFi and President of the Women of Color Automotive Network (WOCAN). Kerri shares her career path in the automotive industry, starting at J.D. Power before holding leadership roles at Edmunds, TrueCar, and now AutoFi.

Trust is a key factor in the car buying process, often the "elephant in the showroom," as Kerri Wise describes it. Many customers arrive guarded due to past experiences, leading to friction during negotiations. AutoFi addresses this by introducing transparency and involving customers in decisions like loan options and payment terms. This approach builds confidence, reduces anxiety, and helps customers feel respected and in control of their purchase.

Kerri also highlights the importance of WOCAN, an organization she co-founded to support and elevate women of color in the automotive industry. She and Damon reflect on their partnership through NAMAD and the need for continued focus on technology, customer experience, and diversity in the automotive sector.

Timestamped Takeaways

0:00 Intro

1:30 Kerri Wise’s career journey in automotive

2:20 How AutoFi streamlined car buying during COVID-19

5:26 Building trust with customers using technology and transparency

12:14 AutoFi’s tools for improving showroom efficiency

18:19 The future of automotive sales: balancing tech with tradition

26:49 The mission and impact of WOCAN for women of color

31:09 Closing thoughts on leadership, trust, and collaboration

Kerri Wise is the Chief Marketing Officer at AutoFi and President of WOCAN, the Women of Color Automotive Network

https://www.linkedin.com/in/kerriwise/

https://www.autofi.com/

https://www.wocautonetwork.com/about-us

Now We're Here is produced by Automotive State of the Union

In this episode of Now We’re Here, host Damon Lester sits down with Vinay Shahani, Senior Vice President of U.S. Marketing and Sales for Nissan Americas. They explore Vinay’s journey from humble beginnings in Michigan, shaped by his father’s career at Ford, to leading roles at Nissan, Toyota, and Volkswagen. Vinay shares his early love for the automotive industry, cultivated through trips to the Detroit Auto Show, and how his career path was defined by a mix of engineering, consulting, and cross-functional leadership roles. They discuss Nissan’s rotational approach to developing leaders and the value of grassroots industry knowledge.

The conversation dives deep into the future of Nissan, with Vinay outlining his vision for redefining the brand’s image, addressing past challenges, and championing a lineup of diverse, accessible vehicles. They discuss the importance of a collaborative relationship between OEMs and dealers, the evolving automotive landscape with electric and hybrid vehicles, and the need for a customer-first mindset. Vinay also reflects on work-life balance, the role of family as his grounding force, and the significance of empathy in leadership.

Timestamps Takeaways

0:00 Intro

0:40 Vinay shares his upbringing and how Detroit inspired his automotive passion.

3:45 Early career highlights: Detroit Auto Show’s role in shaping car culture.

6:30 Rotational leadership experiences at Nissan and building cross-functional expertise.

10:25 Lessons from Arthur Andersen: foundational skills in communication and analysis.

17:30 Vision for Nissan: Familiarizing customers with the brand’s lineup and identity.

22:05 Nissan’s Z and its role in exciting car enthusiasts and broader audiences.

30:20 Balancing EV, hybrid, and ICE powertrains for diverse customer needs.

Vinay Shahani is the Senior Vice President of U.S. Marketing and Sales for Nissan Americas

Now We're Here Is produced by Automotive State of the Union

In this episode of Now We're Here, host Damon Lester sits down with Robert Pedro, Vice President of North American Sales at Tekion, at the 2024 NAMAD annual meeting. Robert shares his career journey from starting as a dealership controller to working at ADP and CDK and eventually joining Tekion. He explains how his background in finance and sales helped him understand dealership needs and led him to his current role, where he helps dealerships leverage Tekion’s cloud-based software for streamlined operations.

The conversation covers how Tekion’s technology supports all aspects of dealership management, from CRM to accounting, using a secure, cloud-native platform designed for modern automotive retail. Robert also highlights Tekion’s approach to integrating AI for more efficient dealership processes and how they work closely with dealerships to ensure smooth transitions to their system.

Timestamped Takeaways

0:00 Intro

0:19 Robert’s path started in dealerships before ADP and CDK.

1:09 Robert discusses his shift from finance to sales in auto tech.

4:29 What is Tekion?

5:32 Making dealership operations easier to manage.

6:15 Using AI to support efficiency and customer interactions.

10:47 Secure data management

In this episode of Now We’re Here, host Damon Lester sits down with Camilo Alfaro, CEO and founder of Autoproyecto.com, to discuss the power of diversity in the automotive industry and how the Hispanic market is shaping the future. Alfaro shares his journey from Panama to becoming a leading voice in Hispanic automotive media, pioneering content for Spanish-speaking audiences in the U.S. He explains how his experiences as an editor for prominent publications helped him recognize the immense buying power of the Hispanic community, often overlooked by major automakers. The two explore the need for culturally relevant marketing and the importance of engaging diverse demographics at every level of the business.

Alfaro highlights the gaps in automotive marketing strategies today, particularly the underutilization of minority-focused ad budgets, and shares his insights on how businesses can better connect with diverse consumers through tailored and authentic approaches. From the NAMAD conference to the challenges of navigating the post-census landscape, this episode delivers a wealth of knowledge on the impact of multicultural markets and why embracing diversity is key to future growth.

Timestamped Takeaways:

0:00 – Intro

0:11 – Alfaro's reflections on the NAMAD conference experience

2:25 – Alfaro’s background in automotive journalism and his journey

7:26 – Pre-census challenges in Hispanic marketing and automotive perceptions

10:12 – The role of data and census in demonstrating Hispanic buying power

14:40 – Challenges in reaching minority markets and connecting culturally

17:27 – Importance of culturally relevant marketing and its direct sales impact

21:59 – The need for diverse leadership in corporate America

27:53 – How Hispanic media consumption is shaping future marketing strategies

34:19 – Alfaro’s closing remarks on the need to embrace diversity for growth

Camilo Alfaro is the Founder and CEO of AutoProyecto

Now We're Here Is produced by Automotive State of the Union

In this episode of "Now We're Here," host Damon Lester sits down with Reggie Davis, Director of Dealer Performance at JM&A Group, to discuss his career path and the lessons he's learned along the way. Reggie reflects on his upbringing in Philadelphia, his move to North Carolina, and how a job in car sales during college shaped his future in the automotive industry. The conversation covers the evolution of car dealerships, the role of finance and insurance (F&I), and the importance of compliance in today’s auto market.

Reggie also explains how JM&A works closely with dealerships to build lasting relationships, focusing on training staff and improving customer experience. He touches on strategies for fostering trust between dealerships and customers, and how technology like virtual F&I is changing the industry. This episode offers a practical look at leadership, dealership management, and the importance of strong partnerships in the auto business.

Timestamped Takeaways:

0:00 Intro

0:26 Reggie’s Philly roots and move to North Carolina

2:31 Career beginnings in the car business at a Chevy dealership

4:36 Passion for helping others grow in the auto industry

5:43 F&I training and ensuring compliance in dealerships

8:21 Improving the customer experience in F&I

9:35 Virtual F&I and its impact on the industry

11:42 Common challenges dealerships face in F&I management

14:01 Building strong partnerships between JM&A and dealerships

17:49 Understanding dealership reinsurance options and financial structures

19:48 The role of fixed operations and its untapped potential in dealerships

22:31 Overcoming the stigma of being a smaller dealer

23:21 Lessons Reggie wishes he had known earlier in his career

25:08 Conclusion: Focusing on growth and helping others succeed

Reggie Davis is the Director of Dealer Performance at the JM&A Group

https://www.linkedin.com/in/reginald-davis-47976229/

https://www.jmagroup.com/

In this inaugural episode of Now We're Here, host Damon Lester sits down with Lorraine McPherson Conquest, President of Conquest Automotive Needs, to discuss her journey as an immigrant from Jamaica to the founder of a thriving business in the automotive industry. Lorraine shares her progression from humble beginnings in billing at a dealership to eventually starting her own company that focuses on service department efficiency, training service advisors, and warranty administration. She reflects on her challenges as a minority woman in a male-dominated field and the importance of empowering others through mentorship.

Throughout the episode, Lorraine highlights key strategies for dealership success, including maximizing profit through improved service processes, customer retention tactics, and proper warranty documentation. Damon and Lorraine also touch on the importance of valuing time and the necessity of mentorship, particularly for minorities and women in the industry. Lorraine’s story is a testament to perseverance, passion, and the importance of representation in leadership roles.

Timestamped Takeaways

0:00 - Intro

0:25 - Lorraine’s journey from Jamaica to the U.S. automotive industry

1:20 - Conquest Automotive Needs' focus on dealership profitability and efficiency

2:26 - Lorraine’s decision to start her own business

3:58 - Key dealership improvement strategies: customer retention and labor increases

5:24 - Importance of daily management and constant process review

6:58 - How customer care drives upselling and loyalty

13:26 - The significance of proper warranty documentation for dealership success

Lorraine McPherson Conquest is the President of Conquest Automotive Needs

Welcome to the very first episode of "Now We’re Here"—a podcast by and for minority auto dealers who are quickly becoming industry frontrunners.

Get to know your host Damon Lester, and what you can expect from the Now We're Here podcast.

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