The ASOTU Wheelhouse - Hosted by Daniel Govaer

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Could your dealership be missing out on a quarter of potential sales?

We've got loads of tactical insights on this episode of the Wheelhouse, hosted by the one and only Daniel Govaer.

In today's deep dive, coinciding with Hispanic Heritage Month, we cover the untapped potential of Hispanic marketing in the automotive industry. Our panel of Ashley Cavazos, Chance Mayfield, Luis Delgado and John Duran discuss how dealers can authentically engage with the Latino community, overcome common misconceptions, and build long-term relationships that drive growth and loyalty.

Key Discussions in Part 1:

1. The significant buying power of Hispanic consumers, who are projected to account for 25% of all car sales in the U.S. next year.
2. Challenges dealers face in engaging the Hispanic market, including misconceptions and lack of resources.
3. First steps for dealers to engage with the Hispanic community, such as hiring bilingual staff and translating marketing materials.
4. The importance of authentic communication and understanding cultural nuances in marketing efforts.
5. Building long-term relationships with Hispanic consumers through community involvement and exceptional customer experience.

In the second half, we shift gears to analyze the current state of the automotive market. Ashley Cavazos, Kyle Mountsier and Noah Lee explore the impact of fluctuating interest rates, inventory challenges, and changing consumer behaviors. Our guests provide actionable insights on navigating market uncertainties, optimizing used car strategies, and the critical importance of blending service and sales departments to enhance customer experience and retention.

Key Discussions in Part 2:

1. The impact of fluctuating interest rates on both new and used car markets, and potential effects of Federal Reserve decisions.
2. Inventory challenges, with dealers feeling pressure to discount vehicles due to increased inventory levels.
3. Consumer financing challenges, including a rise in credit applications not leading to higher approval rates and increasing negative equity in trades.
4. Strategies for dealers in the used car market, such as acquiring inventory through trade-ins and non-traditional sources, and the importance of data-driven pricing.

Timestamped Takeaways
00:00 - Intro with Daniel Govaer
02:00 - Meet the Panelists
03:44 - Hot Takes: The Importance of Hispanic Marketing
05:34 - Why Hispanic Marketing Isn't an Industry Standard
09:44 - Common Misconceptions and Dealer Missteps
15:12 - Language and Cultural Nuances in Marketing
21:50 - Community Involvement and Building Trust
30:40 - Final Takeaways: First Steps for Dealers
32:50 - Transition to Part 2: The State of the Automotive Market
33:02 - Market Uncertainties and Impact of Interest Rates
38:09 - Inventory Challenges and Dealer Pricing Pressures
44:31 - Navigating Negative Equity in Used Car Trades
51:16 - Optimizing Digital Engagement and Video Strategies
58:41 - Blending Sales and Service Departments
1:01:00 - Red Flags in Dealership Practices

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Season 2 of the Wheelhouse is kicking off with a bang.

On this episode of The ASOTU Wheelhouse hosted by Daniel Govaer continues what started in season one, actionable insights mixed with wit and speed. A new season brings a new format, and so we start with an extended discussion on staffing trends from recruiters, featuring expert insights from Joe Lockerd, Anita Stout, Joe Zorn, and Steve Adragna. They share practical advice on tackling recruitment challenges in automotive, emphasizing the importance of nailing the first 90 days, understanding resume gaps, and navigating the complexities of hiring service advisors.

Then on the back half, the conversation shifts gears to current headlines and industry issues. The panel of Jack Pearson, Zac Kinch, and Noah Lee provide a fresh perspective on the current state of automotive inventory, marketing strategies, and consumer behavior. They discuss the implications of rising credit card and auto loan delinquencies, the impact of TikTok as a platform for customer feedback, and the controversial moves by manufacturers like Stellantis and Nissan in handling inventory. The episode wraps up with a lively discussion on how dealerships can better serve different generations of buyers and the importance of creating a customer-for-life mindset.

Timestamped Takeaways:
0:00 Intro to Recruiting panel
1:05 Importance of nailing the first 90 days
2:50 Addressing gaps in resumes with empathy and context
6:10 The challenge of hiring and retaining service advisors
10:15 Ghosted interviews: Why candidates no-show
14:25 The impact of industry trends on dealership staffing
18:35 Red flags when evaluating job candidates
22:10 The importance of first impressions in recruitment
24:32 Intro to Headlines panel
26:14 TikTok: The new Yelp for customer complaints?
30:20 Handling inventory swings and manufacturer pressure
37:04 Rising delinquencies: Can dealers build loyalty in tough times?
44:04 Meeting the expectations of different generations of buyers
48:46 Signs your dealership just isn't that into you

Have someone who we should have on the show? Think there’s a topic we need to talk about? Let us know!

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Is your car sending location data to the police? Should it be?

On today’s episode of the ASOTU Wheelhouse, host Daniel Govaer is joined by Ashley Cavazos, Marketing Director at DeMontrond Auto Group, Colby Joyner, VP of Marketing at Cavender Auto Group and Savannah Simms, Director of Business Development at Simms Auto Group.

They delve into dealership challenges such as implementing new processes under new management, navigating inventory levels, and the impact of competitive pricing. Plus, there are some free ways to improve customer experience and signs that your dealership just isn’t that into you.

Here’s what’s covered in today’s episode:

0:00 Intro and Disclaimer
1:19 Around the horn with today’s panel
3:14 Driving It Until the Wheels Fall Off
9:07 Shady Dealers and Shady Deals
17:01 Connected Cars and Privacy
26:49 Are EV Discounts a Conquest Opportunity?
36:07 Free Ways To Improve Customer Experience
42:19 Red Flags to Say Your Dealership Might Not Be Into You

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Getting a car for under $30,000 is like hitting the jackpot for buyers today. It doesn't even matter if it's an EV; if the sticker price is under that magic $30K mark, people are all over it.

Today, the ASOTU Wheelhouse talks about how price sensitivity is influencing dealership inventory strategies, plus covers what it takes to build a winning culture in 2024. Host Daniel Govaer is joined by new panelists Savannah Simms, Director of Business Development at Simms Auto Group and Jonathan Dawson, Coach & Trainer atSellchology, along with regular faces Brian Kramer, EVP at Cars Commerce and GM at Accu-Trade and Michael Wood, GM at Checkered Flag Auto Group.

Here’s what we cover in today’s episode:

0:00 Intro and Disclaimer

1:39 Around the horn with today’s panel

5:40 Gen Z and Skilled Trades

9:58 Marijuana Testing in the workplace

13:27 The price point for affordability

18:49 A winning culture

26:18 Workforce and recruiting changes for 2024

34:35 Signs Your Dealership Just Isn’t That Into You

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Consumer Reports, Carvana and Cybertrucks, oh my!

Do consumers pay attention to top car lists? What software is absolutely necessary for success in the dealership world? Does the general population care that inflation is still high? And how can you make yourself the place to attract the top talent in the auto industry?

On this fast-moving episode of the ASOTU Wheelhouse, host Daniel Govaer is joined by Colby Joyner, VP of Marketing & Strategy at Cavender Auto Group, Jarrod Kilway, VP of Digital Operations at Casa Automotive Group, Alan Brown, General Manager at Sam Pack’s Five Star Chevrolet and Jordan Cox from ASOTU | More Than Cars.

Here’s what we cover on today’s episode:

0:00 Intro and Disclaimer

3:02 Around the horn with today’s panelists

6:15 Is Carvana Selling Stolen Cars?

10:15 Ex-NFL Player Blocked from Buying Cybertruck by Financial Adviser

12:17 Inflation Is Up, People Are Still Spending

15:12 Is Consumer Reports Still Relevant?

21:02 What is essential software at a dealership?

24:23 Colby’s EV experience so far

25:38 How to make your store a talent magnet

31:09 Dealership Relationship Advice

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Here’s some free advice: It’s not that hard to improve your customer experience.

Just try some of these simple things that our panel suggests. Host Daniel Govaer is joined by Kyle Mountsier, COO of ASOTU, Michael Wood, GM at Checkered Flag Auto Group Jen Suzuki, President at eDealer Solutions and Erica Bruno, Head of Marketing & Brand Engagement at Global SUV. 

Here’s what we covered:

0:00 Intro and Disclaimers

1:38 Around the horn: How did February end in the auto industry?

5:37 Headlines - Tesla’s Brand Loyalty

10:59 Headlines - Reselling Cybertrucks

14:44 Headlines - Jaguar’s Last Year Of ICE

20:17 Headlines - Shawn Fain, Motor Trend Person of the Year

23:47 How To Improve Customer Experience Without Spending a Dime

39:44 Relationship Advice - Signs Your Dealership Just Isn’t That Into You

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It’s February in the car business, meaning it’s not without its challenges.

Fortunately, the panel on the ASOTU Wheelhouse is here to help you navigate through it. Host Daniel Govaer is joined by Paul Daly, CEO at ASOTU, Matt Haiken, President & Dealer Principal at Prestige Collection, Colby Joyner, VP of Marketing & Strategy at Cavender Auto Group and Ashley Cavazos, Marketing Director at DeMontrond Auto Group.

They break down what it means to be successful in the new landscape of higher supply and lower demand, the (ongoing) challenges of marketing and selling EVs, what all this means for dealership pay plans and share some toxic traits to avoid at dealerships.

Here’s what’s covered:

0:00 Intro and Disclaimer

1:59 Around the horn with today’s panelists

4:44 What does gross profit and discounting look like this year?

12:11 Tackling the affordability issue

20:55 Discounts, Discounts and More Discounts

30:26 Should changing car prices mean a change in salesperson pay plans?

36:53 Relationship Advice: Toxic Traits To Avoid

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How do you build a culture where people of all backgrounds can feel accepted and accept others?

In this episode of the ASOTU Wheelhouse, host Daniel Govaer is joined by Dimitrius Naylor, Director of Cavender Nissan of San Marcos, Karen Byrd, GM of Colonial VW Subaru and Alan Brown, GM of Sam Pack’s Five Star Chevrolet.

Throughout the episode, the panel delves into topics such as the power of authentic leadership, the importance of understanding employees' backgrounds and experiences, and strategies for creating a welcoming and inclusive workplace. They also discuss the impact of company culture on recruitment, the value of understanding employees' personal 'whys,' and the importance of leadership in fostering an environment where diverse perspectives are celebrated.

Here’s what we cover:

0:00 Intro and Disclaimer

1:32 Around the Horn with today’s panel

4:04 Sharing Your Unique Upbringing

15:22 The Value of Diverse Experiences

21:38 Diversity in Recruiting

30:37 Takeaways and Close

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Some conversations are worth extending.

Last time on the ASOTU Wheelhouse, we looked at supportive strategies for our current and next generation of leaders in our industry focusing on empowerment, specifically addressing the unique challenges faced by women in the auto industry.

Today we continued that conversation with new faces and topics. Host Daniel Govaer is joined by Michael Wood, General Manager at Checkered Flag Auto Group, Erikka Tiffani Wells, General Manager of Walser Hyundai,

Katie Duncan, Assistant General Manager  of Mohawk Chevrolet and Ashley Cavazos, Marketing Director of DeMontrond Auto Group.

In addition to our panel, we were able interview Tianna Mick, Ashley Kilbarger and Mabel Peralta about their experience in the auto industry and include their responses in today’s show.

Here’s what we covered:

0:00 Intro and Disclaimer

1:59 Around the Horn on how the year is starting

5:39 Why women aren’t drawn to automotive with Tianna Mick

12:05 Why are women held back in automotive with Ashley Kilbarger

25:11 How dealers can better lead women with Mabel Peralta

31:39 Closing thoughts

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On this episode of the ASOTU Wheelhouse, we delve into supportive strategies for our current and next generation of leaders in our industry focusing on empowerment, specifically addressing the unique challenges faced by women in the auto industry. We will hear from different perspectives of women in auto retail and talk through ways to remove barriers and support their growth.

Host Daniel Govaer is joined by Liza Borches, President and CEO of Carter Myers Automotive, Michael Wood, General Manager at Checkered Flag Auto Group, Katie Duncan, Assistant General Manager of Mohawk Chevrolet, and Fabiola Mathis, General Manager at Mercedes-Benz of Lubbock.

In addition to our panel, we were able interview several women in the auto industry and include their responses in today’s show.

Here’s what we cover in today’s episode:

0:00 Intro and Disclaimer

1:55 Around the Horn with today’s panelists

4:59 Erica Bruno on women in auto

5:53 Discussion on why women are not drawn to auto

11:42 Jesse Cannon-Wallace on women and social media

12:08 Discussion on using social media as a woman in auto

25:47 Erica Bruno on what dealers are supporting women well

28:46 What each of our panelists is taking back to the store

Sign up for the ASOTU Daily Email, the morning email that reminds you of what you work in the automotive industry.

Like what you've heard here? Check out our other shows:

The Automotive Troublemaker
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