Steve Roessler, Chief Evangelist Officer at automotive CRM company, DriveCentric, discusses how your dealership’s CRM should be functioning, the usage of artificial intelligence in maintaining customer relationships and more.

For more about Steve, visit his LinkedIn.

Episode Breakdown

0:00 - Steve, Buc-ee's and NADA 2025

5:08 - DriveCentric’s mission for dealers

9:06 - Will Artificial Intelligence replace humans in the dealership?

12:51 - How to improve the online to in-store experience

15:22 - What Virtual F&I has taught us

16:54 - Are dealers letting customers complete F&I paperwork at home?

18:33 - What should be top of mind for dealers right now?

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David Spisak is back on The Walk Around podcast! He's the President and CEO of Disruptive Growth Solutions, a consulting and advisory firm centered on retail automotive, while also being the podcast host of The David Spisak Show. In this episode, David speaks on his experience running a dealership and his advice for dealers’ process improvement this year. Plus, he discusses what an effective process looks like at your dealership and the ripple effect it brings. Don’t miss the wit and wisdom from a seasoned industry professional.

For more about David, visit his LinkedIn. 

Episode Breakdown

0:00 - The automotive industry’s resiliency is evident again 

5:57 - David’s view on 2025? Not like most dealers 

13:04 - Digital retailing & investing in your people 

18:58 - What is the biggest obstacle to growth for consolidators? 

24:24 - What should dealers pay attention to this year? 

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Jamie Butters is a seasoned reporter within the automotive industry, having worked at The Detroit Free Press, Bloomberg and currently as the Executive Editor of Automotive News. He shares what it’s like working at well-known publishers and why Automotive News attends trade shows. Jamie also shares insights into the trends dealers he has talked with are concerned – or excited -- about for 2025 and he shares what he’s keeping an eye on in the industry.

For more about Jamie, visit his ⁠LinkedIn⁠. 

Episode Breakdown

0:00 - Meet Jamie 

3:14 - Life as Executive Editor of Automotive News 

6:31 - Jamie's 2025 Industry Predictions 

8:24 - What Auto Shows Mean to Automotive News and the Industry 

13:43 - The Status of EVs This Year 

17:39 - Affordability and What Dealers Can Control 

21:58 - Have We Reached a Digital Retail Peak? 

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April Simmons has worked in the automotive industry for nearly three decades. Her experience spans across the retail side of the dealership; with positions as Finance Manager, Retail Desk Manager, Internet Sales Director and now as Corporate Internet and Marketing Director at Horne Auto Group. April shares how the finance office shaped her career path, why she thinks 2025 is going to “be a foundational year,” and she discusses how dealers should be proactively looking at regulations from the FTC. Plus, don’t miss her thoughts on artificial intelligence and how dealerships can benefit from technology like Virtual F&I in the sales process.

For more about April, visit her LinkedIn.

Episode Breakdown

 0:00 - April’s intense journey to NADA!

2:56 - What’s happening at Horne Auto Group & training trends

5:08 - FTC regulations

7:14- How the finance office shaped her career

10:46- 2025 is going to be a foundational year

14:07 - Creating a seamless sales process

25:10 - April’s industry predictions for the year ahead

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Brian Kramer, EVP of Dealer Growth & Success at Cars Commerce and a former dealership General Manager, brings a wealth of industry experience (nearly 30 years!) to the podcast. Brian dives into key topics on dealership operations, data privacy, sales strategies, and vehicle trade-ins. He reflects on his career in retail automotive and shares what he misses most from those days, along with highlighting several interesting statistics from industry-disrupters like CarMax and Carvana. Plus, don’t miss the important trends that Brian is paying attention to this year.

For more about Brian, visit his LinkedIn.

0:00-Meet Brian! 

3:50-What Brian misses about retail 

6:12-Why NADA was important this year 

7:38-What should dealers be looking at / Who has access to your data? 

13:33-Data security tips for dealers 

17:06-Why is the industry so afraid of price transparency? 

18:59-Digital retail & in-store transactions 

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We had the honor of speaking with Rita Case, president and CEO of Rick Case Automotive Group and the largest female owned and operated dealer group in the nation with 12 stores operating in south Florida and Atlanta, Georgia. Rita shares about her incredible journey developing her personal brand in the industry as a female dealer; how she, along with her husband, built a well-known automotive company, and her top tips for running a successful dealership. From the importance of customer service and a centralized approach to operations to reducing turnover, her wealth of knowledge and experience in the industry runs deep. It’s no surprise that she was recognized as the TIME Dealer of the Year in 2024.

Plus, we get a peek beneath the hat! Rita shares just how many hats she has, why she uses hats in her personal brand and more! 

For more about Rita Case, visit her LinkedIn.

(00:00) - Meet Rita

(07:40) - What made Rita want to stay in the industry

(12:00) - Data and tech usage in the dealership

(14:52) - Developing consistent dealership operations as your stores grow

(21:06) - Rita's take on creating low talent turnover

(24:35) - Should your kids work at your dealership?

(29:05) - How to prepare for a new generation of car buyers

(31:59) - Rita's best bets on 2025 profitability and vehicle sales

(38:57) - The internet search we got totally wrong!

(43:03) - Does Rita own 1,000 hats? Don't miss a surprise!

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We caught up with Sam D’Arc, COO at Zeigler Automotive Group, a privately-owned dealer group with 78 franchises across 35 locations in Wisconsin, Illinois, Indiana and Michigan. Sam hosts two automotive podcasts – Driving Vision at Zeigler and Industry Spotlight from the Car Dealership Guy. On The Walk Around, Sam draws insight from his years of experience within the automotive industry and shares how Zeigler has transformed its operations process and grown its customer and employee base through podcasts and social media. Plus, he talks about EV demand in the Midwest and creating a better transition from online to in-store car buying for his customers.

On hosting an automotive podcast at his dealer group:  

“Customers today crave transparency. Our employees are a representation of the communities we live in – they’re soccer coaches, they’re moms, they’re dads, they’re kids, they’re uncles, they’re aunts. They have interests. By highlighting them through the podcast, social media posts... and just showing that life and things we’re working on, we’re able to connect. A lot of customers and in particular perspective employees come to us and [say] ‘I’ve listened to the podcasts, I’ve seen the social media posts, I love the organization, I see what you guys represent, and I align with it. I want to be a part of it’ either because I want to go to work with you or I want to buy a car.” 

For more about Sam, visit his LinkedIn. 

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Jonathan Smoke may have a positive outlook for the automotive industry in 2025, but what rate does he find toughest to predict? The Chief Economist at Cox Automotive stopped by our booth at NADA to share his thoughts and data behind buyer satisfaction, digital retail tools and why an adoption gap persists with dealers. He also discusses what the electric vehicle market share could look like this year. Plus, don’t miss the song DJ Smoke is designating for the auto market industry as a whole and one specifically just for dealers (they’re reflecting a happy vibe!). 

"I’ve been in multiple forums since I got here [NADA] and talked to some very senior principle [and] top people at dealership groups and the number one feedback I’ve gotten is ‘you’re not optimistic enough.” - Jonathan Smoke 

For more about Jonathan, visit his LinkedIn. 

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Eric Flow, COO at Flow Automotive Companies, has been in the industry since he was born, helping out his father and grandfather in their stores when he could. Working for an auto group that has more than 50 locations throughout North Carolina and Virgina is no easy feat, yet Eric shares how Flow Automotive works to stay progressive and develop customer loyalty at a deeper level. He also discusses his optimistic viewpoint on what the industry will look like in 2025, despite affordability and EVs challenges. You’ll also hear key advice on adopting new technologies and talent management at your dealership! “...We help somebody figure out how to afford a car so they can go see their mom in the nursing home....how to pick up kids from school on time. How to get to work on time....We enable transportation in people's lives so they can connect with friends and family and get to work and live their life and get to church and everything else....But the goal of all of this is to build relationships with customers so that they can live their lives the way they want to, and we can help them do that. You're going to sell a lot of cars.” - Eric Flow on The Walk Around podcast.

For more about Eric, visit hisLinkedIn.

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We’re bringing back another two-guest episode, and this is one you won’t want to miss, especially if you are an aspiring dealer! Perry Watson IV and Damon Lester, both of The National Association of Minority Automobile Dealers (NAMAD), discuss how the association is changing the lives of minorities within the automotive industry, what individuals who want to own a dealership can be doing, and more.

NAMAD, founded in 1980, is an association that champions advocates for diversity and inclusion in all areas of the automotive industry. If you’ve never attended a NAMAD conference, Damon says the atmosphere is such that “you feel like you’re at a family reunion.”

In this episode you’ll also hear: 

Perry Watson IV has been the president of NAMAD since 2023 and is an award-winning business manager and DEI expert. His multifaceted career includes working in the neuroscience pharmaceutical field with Eli Lilly and Company as well as multiple leadership positions at dealerships and automotive software companies. He has achieved the #1 national ranking for New & Pre-Owned Sales Satisfaction and the Elite of Lexus Certification Award for 12 straight years.

Damon Lester is the owner of Nissan of Bowie in Maryland. For two decades he served as the president of NAMAD where he helped approximately 300 minority entrepreneurs become owners of dealerships. Damon also cemented partnerships with 100% of domestic and international auto manufacturers (OEMs) and empowered diversity programs across their dealership network, employees, and suppliers and served as strategic advisor to their CEOs on policies and best practices. He has been featured in various media outlets like Automotive News, Black Enterprise Magazine, Ebony.com and NPR.

Visit their LinkedIn profiles for more about Damon Lester & Perry Watson IV.

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