Used Car Dealer Podcast

In this episode of the Used Car Dealer Podcast, Zach talks with Ben Gill, CEO of Advent Resources and founder of Remarketing Plus and VEEROSA AI, and John McNellis, COO of Remarketing Plus, about two pressures increasingly colliding for used car dealers: finding the right inventory at the right price and protecting the dealership from increasingly sophisticated fraud. 

Ben brings nearly three decades of automotive technology experience across Advent Resources, Remarketing Plus, and fraud prevention, while John brings nearly four decades across dealership operations, rental, fleet, wholesale remarketing, vehicle acquisition, and disposition. They explain why tight used vehicle supply, rising acquisition costs, auction competition, transportation expenses, and reconditioning risk are making disciplined sourcing more important than ever. 

The conversation dives into synthetic identities, fake driver’s licenses, falsified proof-of-income documents, first-party fraud, and why seemingly strong customers with high credit scores can sometimes create the greatest risk. Ben explains why identity verification, outside-record checks, consistent fraud checkpoints, and dealership training should be non-negotiable. John also breaks down the reconditioning trap, why dealers can overpay when inventory is scarce, and how building an upstream pipeline directly from rental and fleet companies can reduce dependence on the auction lane. 

Zach, Ben, and John also discuss where inventory pressure and fraud risk collide, transportation fraud, the challenges smaller independent dealerships face without dedicated compliance teams, and how AI will improve dealership decision-making while also giving fraudsters more sophisticated tools. They close with practical advice on the fraud check dealers should never waive, the inventory KPI used-car departments should track, why dealers should secure vehicles further upstream, and which long-standing dealership habits should finally be retired. 

⏱️ Key Questions & Timestamps 
00:05 – Intro: Ben Gill, John McNellis, dealership fraud, and smarter used-car sourcing 
01:00 – How did Ben and John enter automotive, and what shaped their approach to dealership operations? 
03:44 – How do Advent Resources, Remarketing Plus, and VEEROSA AI address today’s dealership challenges? 
07:54 – What does rising auto lending fraud look like at the individual dealership level, and why are used vehicles attractive targets? 
10:57 – What does a realistic fraudulent car deal look like from lead to vehicle delivery? 
13:55 – Where should the non-negotiable fraud checkpoints sit across sales, desking, F&I, and delivery? 
17:25 – What does the national used vehicle inventory picture hide, and which vehicles are hardest for independent dealers to acquire? 
19:06 – Is there a reconditioning trap when dealers chase lower-priced used vehicles? 
20:00 – How should condition, configuration, and retail appeal change a dealer’s buy box and acquisition strategy? 
22:49 – Where do inventory sourcing pressure and dealership fraud pressure collide? 
26:25 – Why can smaller independent dealerships be especially vulnerable to fraud? 
28:03 – What is the first anti-fraud process Ben would change at an average independent dealership? 
30:00 – Where will AI reduce dealership risk, where will fraudsters adapt, and what still requires human judgment? 
32:30 – How will AI affect used vehicle sourcing and inventory decisions over the next 12 to 18 months? 
33:41 – Rapid fire: What fraud red flag should never be waived, regardless of how badly the store wants the deal? 
34:00 – What used vehicle sourcing strategy should dealers pursue more aggressively, and where should they be cautious? 
34:27 – What long-standing dealership operating habit or “sacred cow” should dealers finally retire? 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-89-source-smart-and-stop-fraud-w/-ben-gill-of-advent-resources-and-john-mcnellis-of-remarketing-plus

In this episode of the Used Car Dealer Podcast, Zach talks with Dave Anderson, founder and CEO of EvenFlow AI, about how smarter shop loading can help dealerships get more production from existing technician capacity while improving customer experience, recall execution, and used-car reconditioning. 

Dave brings a PhD in theoretical and applied mechanics plus experience applying capacity optimization at United Airlines and in healthcare. He explains why many service departments operate more like emergency rooms—unpredictable demand, stacked arrivals, and constant logjams—when the goal should be to run more like a surgery center with work staged around expected demand and available resources. 

The conversation dives into technician shortages, burnout, revenue optimization, and why dealers may have 20% to 30% more production available from their current teams before adding headcount. Dave also explains how service capacity should be balanced across customer-pay, warranty, and recon work, why not every used vehicle should receive the same recon priority, and how better shop loading can help dealers get the right vehicles frontline-ready faster. 

Zach and Dave also discuss EvenFlow’s work around recalls, including customer readiness, parts and technician readiness, business optimization, and proactive outreach. They close with advanced scheduling, dynamic customer choice, promise-time accuracy, integrations, and a rapid-fire discussion on the fixed ops KPI leaders should watch daily, why AI cannot replace dealership management judgment, and how Dave personally uses multiple AI conversations to pressure-test strategic thinking. 

⏱️ Key Questions & Timestamps 

00:54 – Intro: Dave Anderson, EvenFlow AI, and smarter fixed ops capacity management 
01:39 – What did airline and healthcare capacity optimization teach Dave about dealership service operations? 
07:08 – How did a three-hour oil change lead to the idea behind EvenFlow AI? 
08:58 – How did Automotive Ventures and FM Capital become involved with EvenFlow? 
10:43 – How much additional technician output can dealers unlock before adding headcount? 
15:12 – How should dealers connect service capacity to recon speed, inventory turn, and front-end margin? 
18:50 – How does EvenFlow approach recall readiness, capacity, parts availability, and proactive outreach? 
23:47 – Which advanced scheduling capability is most underappreciated, and how can dealers optimize without hurting customer trust? 
27:26 – What data is required to get started, and what should dealers expect in the first 30, 60, and 90 days? 
31:03 – Rapid fire: What fixed ops KPI should every dealer principal or GM review daily? 
31:30 – What dealership management problem can no amount of AI fix? 
32:52 – What is Dave’s favorite AI use case in his personal life? 
34:48 – How dealers can connect with Dave Anderson and EvenFlow AI 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/smarter-shop-loading-fixed-ops-capacity-recalls-recon 

In this episode of the Used Car Dealer Podcast, Zach talks with Jason Barrie, Chief Operating Officer of PromptPath and a longtime automotive retail technology leader, to unpack how dealerships can use AI to make employees better without removing the human element from the car-buying experience. 

Jason draws on more than two decades across DealerTrack, Cox Automotive, Carmatic, and DAS Technology to explain where technology genuinely improves dealership performance—and where it can create friction when product, process, implementation, and employee buy-in are not aligned. He also shares how his experience actually selling cars reinforced the importance of being upfront, open, honest, and direct with consumers no matter how advanced the technology becomes. 

The conversation dives into AI and digital fatigue, the growing information gap between highly researched shoppers and dealership employees, and how conversation intelligence can help managers uncover blind spots in sales and BDC calls. Jason explains why dealers should define their customer experience and processes before chasing shiny AI tools, and why AI should coach, prompt, and provide intelligence to frontline employees rather than default to replacing them.  

Zach and Jason also discuss AI compliance risks, including why dealers should not upload customer lists or credit applications into consumer AI tools, and how conversation intelligence can improve the handoff between sales and F&I by carrying customer context, affordability concerns, and buying signals through the transaction. Jason closes with a rapid-fire discussion on why F&I should remain human-led, why dealership employees struggle with real-payment questions, and why the biggest career risk may not be AI itself—but another employee who learns how to use it better.  

⏱️ Key Questions & Timestamps 

00:46 – Intro: Jason Barrie, PromptPath, and using AI to strengthen—not replace—dealership employees 
01:24 – What experiences at DealerTrack, Cox, and other automotive tech companies shaped Jason’s view of where technology genuinely helps dealers? 
03:14 – What did Carmatic teach Jason about which parts of the car-buying transaction can be digital and which should remain human-led? 
04:58 – Why does promising dealership technology fail to gain traction: product, implementation, process, or employee buy-in? 
06:42 – What is AI or digital fatigue, and what warning signs should dealers watch for in the customer experience? 
09:05 – Which tasks should AI take off dealership employees’ plates, and which customer interactions should remain human-led? 
11:13 – For small independent dealers, what is the best first AI use case and how much process discipline is needed before technology can help? 
13:19 – In an omnichannel dealership experience, when should dealers automate, assist employees, or get technology out of the way? 
16:37 – What must automotive-specific AI understand, and what compliance risks come with using general consumer AI tools for dealership data? 
18:50 – How can conversation intelligence improve the handoff among sales, F&I, and lenders while supporting affordability conversations? 
21:37 – Rapid fire: Which conversation should never be fully automated, what customer question is handled poorly, and how will AI separate top salespeople? 
24:31 – How dealers can connect with Jason Barrie and PromptPath. 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast  

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ai-that-helps-not-replaces-conversation-intelligence-for-dealers 

In this episode of the Used Car Dealer Podcast, Zach sits down with Jeff Martin, CEO of the National Independent Automobile Dealers Association (NIADA), to preview the upcoming NIADA Convention & Expo in Denver and discuss the biggest issues facing independent dealers today.

Jeff shares what makes this year’s Denver event unique, from NIADA’s education-focused breakout sessions and networking opportunities to a closing general session covering the China wave, TikTok, and how dealers can connect with the next generation of buyers. He also explains why affordability, inventory, and FTC advertising-price expectations are among the most urgent topics dealers are asking NIADA to address.

The conversation also covers wholesale trends, incoming EV supply from rental and lease channels, how dealers are adapting to high interest rates, and why liquidity matters more than ever. Jeff also shares his perspective on AI adoption, the misconception that AI is simply coming to take jobs, and why education is the biggest opportunity for independent dealers right now.

Zach and Jeff also discuss NIADA’s advocacy work around right to repair, universal title, compliance support, government relations, and the association’s evolving role through boot camps, webinars, state association partnerships, and the return of the Certified Master Dealer Program. Jeff closes with why he remains optimistic about the resilience of independent dealers and how members can get more involved with NIADA.

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/jeff-martin-niada-denver-preview

In this episode of the Used Car Dealer Podcast, Zach Klempf talks with Dan Ingle, President & COO of UsedCars.com, to discuss how affordability pressures are fueling a major shift from new to used vehicles and what dealers need to do to stay ahead in a tight inventory market. 

Drawing from his extensive automotive background, including leadership roles at Kelley Blue Book and AutoWeb, Dan shares practical strategies dealers can use heading into 2026. The conversation covers pricing vehicles to market, building consumer trust through stronger merchandising and vehicle history reports, and improving speed-to-lead and lead nurturing for shoppers transitioning from new to used. 

They also dive into inventory sourcing strategies across trade-ins, service drive, auctions, and direct-to-consumer channels, along with Dan’s perspective on growing used EV demand and how dealers can better merchandise and position EV inventory for today’s buyers. 

⏱️ Key Questions & Timestamps 

01:12 — Dan’s career journey (PeopleFirst → KBB/Cox → AutoWeb turnaround → UsedCars.com) 

03:39 — Why 1 in 3 shoppers are moving from new to used (affordability, rates, payments) 

04:54 — Where shoppers are landing: segments, trims, and the $15K “unicorn” hunt 

06:11 — Demand stays healthy… but confidence is down: need-based buying + what that signals 

08:03 — What the new-to-used migration means for dealer strategy in 2026 (used mix + positioning) 

09:52 — Dealer playbook: pricing to market, listing quality, VHR trust, and speed-to-lead/nurture 

12:17 — Inventory flow update: off-lease returns, upside-down equity, and tight day supply 

13:12 — Are we heading toward balance—or does affordability keep supply tight? 

13:51 — Sourcing strategy: auctions vs trade-ins vs service lane vs direct-to-consumer channels 

15:12 — Biggest inventory opportunity: late-model, clean, on-brand units (and why it matters) 

15:48 — Used EVs: interest trends, impressions, and what conversion looks like so far 

16:48 — Used EV buyer psychology: affordability tailwinds vs battery health concerns 

17:58 — How to sell used EVs: pricing, training, range, trust signals, battery health + warranties 

19:25 — Back half of 2026 outlook: merchandising opportunities + what Dan expects next 

20:40 — Rapid fire: underrated segment to stock now (3–5-year sedans) 

21:10 — Rapid fire: biggest dealer mistake right now (not “skating to where the puck is going”) 

21:51 — Rapid fire: surprising data point (mid-April EV impressions doubled) 

Learn more about Usedcars.com:  https://dealers.usedcars.com/?utm_source=used-car-dealer-podcast&utm_medium=podcast&utm_campaign=dan-ingle-interview&utm_content=youtube-description

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/affordability-challenges-inventory-trends-the-growing-shift-from-new-to-used-vehicles-with-dan-ingle-of-usedcars-com 

In this episode of the Used Car Dealer Podcast, Zach talks with Monik Pamecha, co-founder of Toma, about how AI is reshaping dealership operations, from lead handling to customer communication and overall efficiency. 

Monik shares how Toma started by solving a simple but critical problem—missed calls and slow response times—and how that expanded into a broader opportunity to reduce friction across the entire car buying process. The conversation dives into why today’s consumers expect instant responses, where dealerships are losing opportunities, and how AI helps bridge that gap at scale. 

They also explore what real AI adoption looks like inside a dealership, including how AI agents improve lead engagement, increase appointment set rates, and streamline communication without replacing the human element. Monik breaks down common misconceptions about AI, why it’s not a “magic bullet,” and how dealers should think about ROI when implementing these tools. 

Zach and Monik also discuss the future of dealership operations, how AI could simplify decision-making, and why the next generation of high-performing dealers will be those who adapt quickly to changing customer expectations. 

Key Questions & Timestamps 

00:33 Intro: AI for car dealerships with Monik Pamecha of Toma
01:18  How Toma got started in automotive
03:14 The biggest dealership problems AI can solve first
04:43 Why dealers can’t ignore AI anymore
06:55 Where AI is driving real efficiency today
08:45 Measuring ROI from dealership AI tools
09:38 What makes a true AI agent different
10:31 How AI helps convert leads into appointments
12:46 Real results: appointment lift and conversion impact
14:19 The biggest AI implementation mistakes dealers make
15:45 What dealership operations look like in the next 3–5 years
17:28 Is AI replacing people or supporting teams?
20:31 Rapid fire: easiest dealership process to automate
21:05 Rapid fire: Biggest misconception about AI
21:22 Rapid fire: What separates top-performing dealers in the future
22:12 Where to find Toma
22:58 Why Monik started selling cars in-store himself 
 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-84-how-ai-is-transforming-car-dealership-lead-handling-sales-monik-pamecha-of-toma

In this episode of the Used Car Dealer Podcast, Zach talks with Monik Pamecha, co-founder of Toma, about how AI is reshaping dealership operations, from lead handling to customer communication and overall efficiency. 

Monik shares how Toma started by solving a simple but critical problem—missed calls and slow response times—and how that expanded into a broader opportunity to reduce friction across the entire car buying process. The conversation dives into why today’s consumers expect instant responses, where dealerships are losing opportunities, and how AI helps bridge that gap at scale. 

They also explore what real AI adoption looks like inside a dealership, including how AI agents improve lead engagement, increase appointment set rates, and streamline communication without replacing the human element. Monik breaks down common misconceptions about AI, why it’s not a “magic bullet,” and how dealers should think about ROI when implementing these tools. 

Zach and Monik also discuss the future of dealership operations, how AI could simplify decision-making, and why the next generation of high-performing dealers will be those who adapt quickly to changing customer expectations. 

Key Questions & Timestamps 

00:33 Intro: AI for car dealerships with Monik Pamecha of Toma
01:18  How Toma got started in automotive
03:14 The biggest dealership problems AI can solve first
04:43 Why dealers can’t ignore AI anymore
06:55 Where AI is driving real efficiency today
08:45 Measuring ROI from dealership AI tools
09:38 What makes a true AI agent different
10:31 How AI helps convert leads into appointments
12:46 Real results: appointment lift and conversion impact
14:19 The biggest AI implementation mistakes dealers make
15:45 What dealership operations look like in the next 3–5 years
17:28 Is AI replacing people or supporting teams?
20:31 Rapid fire: easiest dealership process to automate
21:05 Rapid fire: Biggest misconception about AI
21:22 Rapid fire: What separates top-performing dealers in the future
22:12 Where to find Toma
22:58 Why Monik started selling cars in-store himself 
 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-84-how-ai-is-transforming-car-dealership-lead-handling-sales-monik-pamecha-of-tomo

In this episode of the Used Car Dealer Podcast, Zach talks with Sanjay Varnwal, co-founder and CEO of Spyne AI, to unpack how AI-powered merchandising is helping dealers move inventory faster by getting vehicles live online sooner and with more premium visuals.

Sanjay explains why “time-to-live” is one of the most overlooked profit levers in used cars, how holding cost compounds every day a vehicle sits without strong photos, and how Spyne helps dealers publish listings earlier without waiting on traditional studio workflows.

The conversation also covers Spyne’s expansion beyond photos into conversational AI (Vini) for voice, chat, and email, plus what AI is genuinely improving inside dealerships versus where the hype still outpaces reality.

 Key Questions & Timestamps

00:22 – Intro: Sanjay’s background + what Spyne does for dealers

01:16 – How did your past roles shape the way you approached building an automotive tech startup?

05:07 – What was the early moment you realized AI-powered imaging could fundamentally change vehicle merchandising?

09:26 – What does Spyne actually do in the day-to-day workflow of a dealership?

11:48 – Why was it important to expand beyond merchandising into a fuller automotive retail suite?

16:33 – What differences have you noticed between U.S. dealers and other global markets?

19:29 – Where is AI genuinely delivering value today—and where is it still mostly hype?

23:22 – What does Spyne’s longer-term vision look like in practice?

24:33 – If you were advising a dealer today, where should they invest in technology first?

26:24 – What’s one dealership process AI will completely automate in the next five years?

26:45 – What’s one mistake dealers make when it comes to digital merchandising?

27:28 – In one piece of advice: how can dealers sell more cars online starting now?

📺 Read the Transcribe: https://blog.sellyautomotive.com/defaultblog/ai-inventory-merchandising-for-dealers-with-sanjay-varnwal-of-spyne-ai
🎧 Listen to more Used Car Dealer Podcast episodes: https://www.sellyautomotive.com/podcast

In this episode of the Used Car Dealer Podcast, Zach talks with Amit Chandarana, CEO of Curbee, to unpack how mobile service is reshaping dealership retention—and why fixed ops is increasingly becoming a front-and-center growth engine. 

Amit shares lessons from his career at Toyota, Edmunds, and Roadster, and how those experiences influence the way Curbee helps dealers operationalize mobile service (not just “buy software”). The conversation dives into the real adoption hurdles inside dealerships, why change management matters as much as technology, and how mobile service can protect shop capacity while capturing customers who would otherwise go to quick lube or independent shops. 

They also break down Curbee’s newest platform release, M.A.R.S. 2 (Mobile and Remote Service)—including recall intelligence designed for mobile, fleet/multi-vehicle flexibility, and expanded DMS integrations—plus Curbee’s rebrand and what it signals about the company’s next chapter. 

⏱️ Key Questions & Timestamps 

00:12 – Intro & Amit’s background  

01:34 – Career path + how OEM/dealer dynamics shaped his leadership 

04:45 – Any other kind of learnings from Roadster or that time in DR that have bled into Curbee?  

06:36 – Biggest shifts in dealership service culture over the last decade  

08:07 – Curbee’s mission + the “16 choices” service-retention problem + ROI basics 

11:30 –  How do you balance building technology versus consulting dealers operationally on running a mobile service program? 

13:07 – What is M.A.R.S. 2 and why it matters for dealers 

16:17 – What’s the biggest obstacle dealers face in launching mobile service today — mindset, tech, staffing, or something else? 

18:55 – 3–5 year outlook: how mobile service evolves with OEMs + expectations 

20:28 – Are there emerging technologies that you believe will fundamentally change how fixed ops teams operates in the future? 

21:29 – Do you see OEM and dealer partnerships evolving as mobile service becomes a  core part of the service mix? 

22:24 – Why Curbee rebranded + what’s next 
 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/mobile-service-fixed-ops-growth-with-amit-chandarana-of-curbee 

In this episode of the Used Car Dealer Podcast, Zach talks with Paulo da Silva, who leads the digital commerce business at Cox Automotive—including e-commerce, CRM, marketing automation, and deal structuring—to unpack how transparency, omnichannel retail, and AI are redefining the car-buying experience for both dealers and consumers. 

Paulo shares his journey from strategy and M&A into building direct-to-consumer businesses at Whirlpool and then stepping in to help Cox Automotive launch fully automated e-commerce capabilities. He breaks down the major inflection points he’s seen over the past decade—from the first dealer websites and early digital retailing to COVID and now AI—and what they’ve meant for used-car operations, dealer profitability, and consumer expectations around transparency. 

The conversation dives into the most common digital-retail mistakes dealers still make, how to align online and in-store processes, and why a single, continuous funnel is critical to trust. Paulo also talks about bridging sales and F&I, the next frontier in omnichannel, how AI-driven tools will change the game for dealers and consumers alike, and the one digital retail practice every used-car dealer should adopt today. 

⏱️ Key Questions & Timestamps 

00:29 – Intro & Paulo’s background leading digital commerce at Cox Automotive 

01:00 – What drew you into this space, and how has your background prepared you for the digital-retail challenge? 

03:34 – What have been the key inflection points you’ve seen in automotive retail over the past 5–10 years? 

06:02 – What are the most common digital-retail mistakes you see dealers make when they jump into online transactions? 

09:29 – How would you describe your mission in terms of shifting the used-car business for dealers? 

14:46 – How are you seeing dealers adapt to full omnichannel retailing from a process, culture, and technology standpoint? 

18:29 – For independent and franchise dealers looking to ramp up their used-car business, which elements of the digital solution should they prioritize? 

21:43 – From your perspective, how are AI-driven tools changing the game for dealers of all sizes? 

25:22 – What are the key internal change-management or operational shifts dealers need to make to fully benefit from digital and omnichannel? 

27:12 – How do you see the used-car retail landscape evolving for dealers who embrace digital vs. those who don’t? 

31:29 – How do you see dealer-lender relationships, F&I processes, and aftermarket service evolving in an AI-driven, omnichannel world? 

35:00 – What is one digital retail practice every used-car dealer should adopt today? 

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/transparency-omnichannel-ai-with-paulo-da-silva-of-cox-automotive