Used Car Dealer Podcast

In this episode of the Used Car Dealer Podcast, Zach interviews two special guests from Cox Automotive: Jade Terreberry (Sr. Director, Strategic Planning & Business Development) and Micah Tindor (Sr. Dir. Strategic Planning Kelley Blue Book ICO). They cover a range of topics relevant to today’s used car market, from digital advertising strategies to inventory management and customer retention.

Some of the questions asked were:

Q) How did you both get started in the automotive business?
Q) How has digital advertising changed for used car dealers, and how do platforms like Kelley Blue Book and Autotrader help?
Q) What are the best practices for dealers to make their used vehicles stand out online?
Q) How do price fluctuations in the used car market affect dealers’ advertising strategies?
Q) With inventory shortages, how can dealers meet demand without overextending?
Q) How are dealers using data to predict which vehicles will sell quickly?
Q) What strategies are dealers using to source inventory, especially through trade-ins or service lanes? (Jade)
Q) How can tools like Kelley Blue Book’s Instant Cash Offer help dealers stay competitive in acquiring vehicles?
Q) What can dealerships do to improve customer retention, especially with used car buyers?
Q) How important is post-sale experience, and how can dealerships keep used car customers engaged?
Q) As electric vehicles grow, how should used car dealers manage inventory and educate consumers?
Q) What new and exciting developments are coming from your teams?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/cox-automotive-2024

In this episode of the Used Car Dealer Podcast, Zach interviews Dave Sutton, Vice President of Business Development and Industry Relations at  Montway. The discussion covers vehicle reconditioning, condition report writing, and the current state of the recovery industry. Dave also shares insights on how technology is shaping these areas and what the future holds for the industry.

Some of the questions asked on the podcast include:

Q) Can you share a bit about your background and how you got into the auto industry?
Q) How has condition report writing changed with digital platforms over the years?
Q) Why are more photos in condition reports becoming important for buyers?
Q) What is frame damage, and how does it impact a vehicle's value and safety?
Q) When should a vehicle be reconditioned before selling? What factors matter most?
Q) What ROI can dealers expect from reconditioning, and which services boost marketability the most?
Q) Do dealers prefer in-house or outsourced reconditioning, and how does tech help manage costs?
Q) What’s the difference between repossession and recovery in the auto industry?
Q) How is tech improving the recovery industry, and what new challenges are agents facing?
Q) What’s the future of the recovery industry with more vehicle tracking and telematics?
Q) How should dealers handle repossession trends in the current economy?
Q) What new developments at Montway are you excited about this year?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/recon-2024

In this episode of the Used Car Dealer Podcast, Zach interviews Todd Smith, founder of QoreAI, a startup focused on identity verification and transactional fraud prevention in the automotive space. They discuss the recent CDK DMS hack, the prevalence of transactional fraud, and the future of secure document management in the automotive industry. The conversation also delves into how technology impacts credit affordability and what dealers can do to enhance their security measures.

Some of the questions asked on the podcast include:

Q) Todd, can you share your background and how you started in the automotive industry?
Q) What inspired you to focus on identity verification and fraud prevention in the automotive space with your latest startup?
Q) What are your thoughts on the recent CDK hack and its impact on the automotive industry?
Q) How prevalent is transactional fraud in the used car industry, and what types of fraud do dealers commonly face?
Q) Can you explain how secure deal document management works and its importance for protecting Personally Identifiable Information (PII)?
Q) How does credit affordability impact a customer's ability to purchase a vehicle? What trends are you seeing, and what role does technology play?
Q) How does QoreAi assist dealers with identity verification and fraud prevention?
Q) What challenges do dealers face when implementing security measures, and how can they overcome them?
Q) How do you see the future of identity verification and secure document management evolving in the automotive industry?
Q) Are there any upcoming regulatory changes regarding data protection and identity verification that dealers should be aware of?
Q) What advice would you give to dealers starting to focus on improving identity verification and fraud prevention processes, and how can they stay ahead in protecting customer data and ensuring secure transactions?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/todd-smith

In this episode of the Used Car Dealer Podcast, Zach interviews Andrew Rostami, Chief Product Officer and CMO at Credit Acceptance. They discuss Credit Acceptance’s strategies for dealer growth and support for the subprime ecosystem. The conversation also highlights the latest financing tech innovations and upcoming initiatives from Credit Acceptance.

Some of the questions asked on the podcast include:

Q) Andrew, what is your background and current role at Credit Acceptance?
Q) What factors contributed to the increase in new active dealers at Credit Acceptance?
Q) How has Credit Acceptance adapted to support dealers amid lenders pulling back from auto lending?
Q) What challenges do subprime customers face in auto financing, and how does Credit Acceptance address them?
Q) What are the latest financing options that Credit Acceptance offers to help dealers grow?
Q) How does Credit Acceptance's lending model align the interests of dealers, buyers, and consumers?
Q) In what ways does Credit Acceptance support dealer growth beyond financing solutions?
Q) How do you see the auto financing landscape evolving for subprime customers in the next few years?
Q) How important is technology in Credit Acceptance’s strategy, and what innovations are you excited about?
Q) Has your team developed any new integrations for easier funding from independent dealership DMS?
Q) Can you share success stories where Credit Acceptance significantly impacted a used car dealer’s business?
Q) What role does the automotive industry play in economic mobility, and how does Credit Acceptance contribute?
Q) How has the current economic climate impacted consumer behavior in the auto market?
Q) Are there any upcoming initiatives or products from Credit Acceptance that used car dealers should be excited about?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/credit-acceptance-2024

In this episode of the Used Car Dealer Podcast, Zach interviews Mary Bartlett, Vice President of Business Development at Montway Auto Transport. They discuss Mary’s journey into the transportation space from automotive retail, the current state of automotive transport and logistics, and what makes Montway Auto Transport a leader in the industry. They also cover Montway's M.A.P. system and its impact on inventory and transportation management for dealerships.

Some of the questions asked on the podcast include:

Q) How did you get started in the automotive industry?

Q) What significant changes have you seen in the auto industry after leaving the retail side as a GM? Do you miss anything about the retail side?

Q) What makes Montway Auto Transport the best in auto transport? What's unique about them?

Q) What are the biggest misconceptions about shipping cars or transportation companies in the dealer space?

Q) What is the M.A.P system that Montway introduced in Q1 2024, and how is it different from other inventory and transportation management systems?

Q) How does M.A.P. help dealer groups manage and reduce transportation costs across multiple locations?

Q) How do you see the future of automotive logistics and inventory management evolving, and what role will Montway play?

Q) Can you share a favorite story where Montway went above and beyond to help a dealer in a transportation rut?

Q) What’s coming up in 2024 for Montway and for you?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

Transcribe of this podcast - https://blog.sellyautomotive.com/blog/montway-auto-transport-2024

In this episode, Zach is joined by Jeff Martin, CEO of NIADA since February 2023 and former executive director at TXIADA. They discuss the upcoming NIADA Convention 2024, regulatory compliance, the used car marketplace, and the latest initiatives from NIADA!

Some of the questions asked on the podcast include:

Q) Jeff, you've been CEO of NIADA for nearly a year. What are your observations and key achievements?
Q) How is running TXIADA different from NIADA?
Q) What is 501c6?
Q) What are the new changes at the NIADA show in Las Vegas this year?
Q) Who should attend the event from the dealership?
Q) What can dealers gain from the convention and Expo for a near-immediate positive impact?
Q) What has NIADA done in the past year to build awareness of new compliance updates?
Q) What are the biggest challenges for used car dealers today?
Q) What excites you about the used car marketplace outlook this year?
Q) What other events does NIADA have planned for 2024?
Q) Why should dealers join NIADA if they are not yet members?
Q) How do dealers sign up for NIADA, and is there a special offer?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/jeffmartin-niada2024
More about NIADA 2024 - https://niada.com/convention/

In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Bob Lanham, SVP of OEM & Marketing at CarNow. They discuss Bob's second time on the podcast and move to CarNow, the strategic deployment of CarNow's recent $40M funding from Runway Growth Capital, and CarNow's unique position in the digital retailing landscape. They also discuss misconceptions about digital car buying, the future of the auto sales, CarNow's innovative technology, and their use of AI to enhance customer and dealer experiences. 

Some of the questions asked include:

Q) Why did you choose CarNow after leaving Meta?
Q) What will you do with the $40M funding from Runway?
Q) How is CarNow different from other digital retailing companies?
Q) What are the biggest misconceptions about digital retail from dealers and consumers?
Q) How will car buying change, and what will CarNow's role be?
Q) How does CarNow's technology improve the car buying experience?
Q) Can you explain CarNow's partnership strategy and its benefits for dealers?
Q) What steps is CarNow taking to stay leading in technology and market trends?
Q) What new features or updates can we expect from CarNow in 2024?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/carnow-bob-lanham-2024

In this episode of the Used Car Dealer Podcast, Zach talks with Mike Trudeau, EVP of Business Development at Montway Auto Transport. They'll cover the impact of digital retail on auto transport, the benefits of Montway's M.A.P system for dealerships, how Montway is shaping the future of automotive logistics, and much more!

Some of the questions asked on the podcast include:

Q) How did you start in the automotive industry?
Q) What role does Montway Auto Transport play for dealers?
Q) What dealership logistics trends have you noticed?
Q) Can you explain Montway's M.A.P system?
Q) What are the standout features of the M.A.P. update?
Q) How does Montway guarantee safe and reliable vehicle transport?
Q) What does the future hold for automotive logistics and Montway's role?
Q) How is digital retail, with more consumers buying cars online, impacting the transportation and logistics landscape?
Q) What lessons has Montway learned from its growth to a leading transport company?
Q) Do you have a memorable story of Montway helping a dealer in need?
Q) What's next for Montway in 2024?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/montway-auto-2024
Learn More about Montway - www.montway.com 

In this episode of the Used Car Dealer Podcast, Zach interviews Kanchana Sundaram, Senior Director of Product and Innovation at  Experian. They discuss how Experian's tech, especially Fraud Protect, is revolutionizing the fight against fraud in the auto industry, the future of auto industry fraud prevention, and Experian's role in safeguarding dealerships and customers.
Some of the questions asked on the podcast include:

Q) How did you start your career in the automotive industry?
Q) How has online car buying increased fraud risks for dealers, and what are the current trends?
Q) What are the key features of Experian's Fraud Protect and its market uniqueness?
Q) How does Fraud Protect use AI for fraud detection, and what alerts do dealers get?
Q) With fraud losses rising, what fraud types are common in the auto industry, and how does Fraud Protect combat them?
Q) How does Fraud Protect balance fraud prevention with a smooth customer experience?
Q) What privacy and security measures does Fraud Protect have for customer data?
Q) How does Fraud Protect adjust to online vs. in-person sales challenges?
Q) How do dealers without Fraud Protect fight fraud?
Q) Can you share a success story where Fraud Protect significantly cut fraud losses?
Q) What future fraud trends and Fraud Protect enhancements are expected?
Q) How does Experian's service suite enhance Fraud Protect's fraud prevention and data management?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/kanchana-experian

In this episode of the Used Car Dealer Podcast, Zach interviews Luke Lunkenheimer, an inspiring trainer in the automotive industry and owner of a multi-rooftop used car dealership group. Luke's journey from a past of addiction and prison to the cover of Used Car Dealer Magazine as a successful car dealer is nothing short of remarkable. Zach delves into Luke's transformative journey, discussing how he overcame the stigma of his past, the unique strategies that set Luke's dealerships apart, and the impact of training on sales. This conversation is a deep dive into the resilience and entrepreneurial spirit that defines Luke Lunkenheimer.

Some of the questions asked include:

Q) Can you summarize your journey from addiction and prison to successful car dealership owner?
Q) How did you overcome the stigma of being a felon and rebuild your professional life?
Q) How has your family's history in car dealing influenced your business approach?
Q) Could you describe the current scale and evolution of your dealership operations?
Q) What key lessons from prison have shaped your business and personal life?
Q) What unique strategies differentiate your dealerships in the competitive used car market?
Q) How have online platforms and digital marketing changed your sales strategy?
Q) What are your biggest challenges in inventory management and how do you address them?
Q) Can you elaborate on how you maintain ethical practices in your business?
Q) What advice would you give to someone in the car business struggling with addiction or major setbacks?
Q) What are your future goals for your auto business and personal endeavors in 2024?
Q) Can you tell us about your new sales training venture, 'Paid 2 Persuade' (https://training.paid2persuade.com) and its impact?

Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast
Transcribe of this podcast - https://blog.sellyautomotive.com/blog/luke-lunkenheimer-2024