High Octane

Join Dan Carrigan as he speaks with Napoleon “Napo” Rumteen, a proven leader at the intersection of automotive retail, SaaS, and talent innovation. Napo, the Founder and CEO of Interactive EQ, explains how his platform uses AI to measure intangible skills and improve hiring and retention in high-turnover roles like sales and service advisors. In this interview, Napo shares his perspective on why focusing on employee development and getting ahead of problems is crucial for profitability. He discusses how a first-of-its-kind platform provides insights into a candidate's judgment, resilience, and empathy—the skills that drive 85% of job success. Napo also explains why leaders should use AI as an enablement tool to augment their teams and handle tedious tasks, freeing up people to focus on critical thinking and relationships. He provides a look into the real-world workflow of an AI-enabled talent assessment and how to navigate change management to ensure successful adoption across dealerships of all sizes. Napo draws on over 30 years of experience, including key roles at Tekion and automotiveMastermind, to provide a fresh, expert take on leveraging AI to build a stronger, more efficient team. He argues that AI is not meant to replace humans but to elevate the human element in a people-centric business.

In this VADA Live special, host Dan Carrigan and Reunion Marketing's Chad Graves discuss how dealers can get ahead of AI-driven marketing. Chad emphasizes that AI is a supplement, not a replacement, for human interaction and offers a valuable look into how early adopters are using data to become more efficient, serve their customers better, and prepare for a future where buyers may make decisions without even visiting a website.

Does artificial intelligence have a place in the automotive industry? In this VADA Live special, host Dan Carrigan sits down with Kayla Kody, Vice President at Richmond Ford Auto Group, to discuss the opportunities and challenges of using AI in dealerships. Kayla shares her perspective on how AI can be a powerful "helping hand" to enhance operations and customer experiences, but not a total replacement for the human connection. She also shares the importance of data privacy (if you wouldn't shout it across the sales floor, don't input it into ChatGPT!), the most promising applications of AI in both sales and service, and the keys to getting buy-in from your team.

On this special episode of VADA Live, Host Dan Carrigan sits down with National Automobile Dealers Association (NADA) Academy Director Michael Hayes. The duo takes a deep dive on all things AI in the retail automotive industry, and how NADA Academy is preparing its students for the dealerships of today and tomorrow.

Can AI streamline your dealership's most complex back-office functions? Jim Roche, CEO of WarrCloud, joins Dan Carrigan to explain how AI-powered automation is boosting profitability and efficiency in fixed operations and warranty claims processing, especially with new Virginia laws protecting dealer compensation as of July 1.

In this VADA Live AI special, host Dan Carrigan interviews Checkered Flag General Manager Michael Wood about the reality of using AI in the dealership. Michael shares his perspective on how to get past the hype of artificial intelligence, and how to augment employees to enhance them by removing meaningless tasks from their workloads.

Here's the full, high-energy audio recording of AutoFi's Joe St. John's keynote during our conference, where he outlines how dealerships can remove obstacles for sales teams, increase sales, and help customers. As VP of Training and a NADA Academy Guest instructor, Joe worked with dealers nationwide and helps you understand the changes your dealership can make today to appeal to a Gen Z workforce.

What inspires a veteran of Virginia's auto industry and a lifelong community advocate to run for the House of Delegates? On this edition of VADA Live, Jeff Kelley sits down with Virgil Thornton Sr., candidate for the 86th District and a familiar face from decades in Virginia dealerships. They discuss his unique journey from nuclear testing and automotive leadership to his current campaign, the core philosophies like "Kaizen" and "Omotenashi" that guide him, and his vision for his district and the Commonwealth. From his deep experience as a foster parent and NADA Academy graduate to his key priorities of education, healthcare access, and economic development, this conversation offers an insightful look at a pro-business, pro-dealer candidate rooted in service.

Get ready to elevate your dealership's customer experience! On this edition of VADA Live, host Dan Carrigan sits down with bestselling author, TED Talk speaker, and customer experience expert Katie Mares. Katie, a featured speaker at this year's VADA Convention, will discuss how to make "the now non-negotiable", what dealers are still getting wrong about creating five-star experiences, and how to better serve the female consumer. Discover insights on why customer experience competition often comes from outside the auto industry, tangible ways to improve your workplace, and the power of leading through decisive action. This conversation offers a sneak peek into Katie's convention session and practical takeaways for every auto dealer.

Wondering how to protect your dealership legacy through estate planning? Attorney John Dedon joins VADA Live host Dan Carrigan to share vital insights specifically for dealers. Learn about crucial documents, current tax strategies, succession planning, and avoiding costly probate issues.

What's hot in the auto market? Steve Greenfield, General Partner at Automotive Ventures dives into trends, tariffs, and tech on this episode of VADA Live. Get Steve's pulse check on consumer caution, potential sales headwinds, and the impact of affordability challenges facing the industry today.

Big changes are coming for Virginia auto dealers on July 1! Host Dan Carrigan discusses the new warranty recall and reimbursement law with VADA's General Counsel Anne Gambardella, alongside Jordan Jankowski (COO) and Ryan Hammer (Operations Director) from VADA Program Partner Armatus Dealer Uplift. The panel covers critical steps dealers should take now to prepare for the deadline, specific changes impacting diagnostic time and rental car reimbursement, common submission mistakes to avoid, and valuable insights gained from national experience. Understand this vital legislation, achieved through dedicated VADA advocacy, to ensure your dealership benefits fully.

Struggling with finding and keeping top talent at your dealership? NADA Academy Instructor Steve Brazill joins VADA Live host Dan Carrigan to share insights gained from decades in automotive retail. Learn why slowing down the hiring process, effective onboarding, and building the right culture are crucial for long-term success and avoiding costly turnover.

In this episode of VADA Live, host Dan Carrigan sits down with Kevin Tynan, Director of Research at the Presidio Group, to discuss the top-of-mind issues facing auto dealers in 2025. They delve into the evolving dynamics of the automotive market, including manufacturer pressures on inventory and sales, the resilience of the franchise model, and the cooling EV market. Kevin shares his insights on maximizing fixed ops revenue, potential shifts in incentives and pricing strategies, and the continuing importance of affordability for consumers. Tune in for this insightful conversation on the future of the automotive industry!

In this episode of High Octane, host Dan Carrigan sits down with Dr. Paula Pando, President of Reynolds Community College, to discuss how community colleges are helping dealers bridge the skills gap. Dr. Pando shares how Reynolds is preparing students for real-world success — and how dealers can engage to strengthen the talent pipeline. Watch this important conversation on the future of automotive education and the dealer's role in shaping it!

In our latest episode, meet Bruce McGeorge, VADA's new general manager, who discusses his impressive journey to VADA. A proud U.S. Naval Academy graduate and retired Marine Corps captain, Bruce brings more than 30 years of expertise in the automotive and logistics industries. From his early exposure to the dealer business to leading innovative solutions at CarMax and ACV Auctions, Bruce shares his insights.

In advance of the NADA Show this week in New Orleans, we sit down with Dave Perno, president of Loyalty Automotive and Virginia's 2025 TIME Dealer of the Year, to discuss his journey in the automotive industry. Dave and other state Dealers of the Year will be honored at the Show this week. From lessons learned working in his father's dealership to leading a family business, Dave reflects on the importance of supporting employees, giving back to the community and planning for the future. He also shares his perspective on industry trends like EV adoption and what 2025 might bring for dealers.

In this episode of VADA Live, we hear about critical drivers of dealership success: customer service. Joining the conversation are Kayla Kody, vice president of Richmond Ford Auto Group, and Jake Sodikoff, president and dealer principal of Steven Nissan and President of HoneyCar, a used vehicle franchise with five locations in Virginia. Together, they share ways to enhance customer experiences, balance technology with a personal touch and tackle challenges unique to the auto industry. Get video of this and other VADA Live segments at www.vada.com/live.  

We regroup with Cox Automotive Senior Director of Enterprise Insights and Advisory Brian Finkelmeyer, a VADA regular who offers a fresh take on retail automotive five months after he joined us at our June Convention. Today's High Octane is actually the audio version of VADA's new VADA LIVE, our push into multimedia and video interviews with industry experts and Virginia dealer leaders. The video version of this interview and others will be available soon on VADA.com.    

Bloomberg Intelligence's Kevin Tynan made his regular appearance at the VADA Annual Convention this month, offering his analysis of the challenges facing manufacturers and opportunities in front of franchised dealers, which continue to sit in the best position to drive automotive retail sales. This podcast is best viewed alongside Kevin's presentation. You can grab a PDF of those slides, as well as a much deeper written report, on the VADA website. There, you can also watch his presentation synced to his audio (perfect for a lunch-hour lesson).  Get it all here.

This month in South Carolina, we brought our convention attendees four of retail automotive's leading minds — and now we bring them to the masses. Here's the podcast of our expert panel featuring John Altman of Beyer Auto Group; Liza Borches, former VADA chair and fourth-generation leader of Carter Myers Automotive; and automotive analyst and auto tech investor Steve Greenfield. It's all moderated by Dealer Merchant Services' Amberly Allen. The post-COVID automotive industry faces challenges and opportunities, including embracing change, adapting to new consumer preferences, and investing in resilient business models. They talk the potential of AI, the significance of culture and employee engagement, and the importance of adapting to changing customer preferences. They also highlighted concerns about margin compression, technician shortages, and the impact of government changes and tariffs.  

We talk to the omnipresent Amberly Allen, along with Virginia dealer Phil Englander. Amberly is the founder and managing director of Dealer Merchant Services, which the enterprising entrepreneur developed after coming up with a compliant way to help dealers save on credit card processing fees without turning off customers and damaging satisfaction scores. Phil Englander, of Richmond's Hart Auto Group, was looking for a solution to that very problem. So how did implementation go? Where did Hart find opportunity? What were the challenges to making this all work (and hint: it wasn't with customers). Connect with Amberly Allen on LinkedIn Ask Phil about his experience via LinkedIn And here's more on DMS. Dealer Merchant Services is a VADA program partner.

We chat with Randy Barone, a VP with VADA Partner ACV Auctions. With decades in retail auto and specific expertise in used vehicle inventory for franchised dealers, Randy talks the "its" of inventory: Getting it, Turning it, and Making a Profit. As someone on the NADA circuit who also makes regular 20 Group appearances, Randy shares dealers' top concerns, areas of confusion, and opportunities when it comes to used vehicle inventory. And what, exactly, is a "wholesale profit center?" Allow Randy to explain. Connect with Randy on LinkedIn Check out ACV's offerings and services

We talk with Tim Batchelor of Open Road Capital, a Northern Virginia firm that invests with partner Bain Capital Credit and works as an operational partner with dealers to help them grow, restructure, and build succession plans. Tim outlines the partnership model of Open Road, emphasizing their focus on collaborating with dealers and providing support throughout their careers. Open Road operates as an “evergreen” company, distinct from traditional private equity, and is a partner for the long haul. We delve into the considerations for dealers when contemplating such a partnership. Tim highlights the importance of understanding the people, philosophy, and culture of potential partners and emphasizes the role of entrepreneurs in the automotive industry. And stick around for the inspiring story of Rinaldi Halim, a dealer-principal who came to America from Indonesia, who has worked with Open Road to build his dealership network in California. More on Open Road Connect with Tim

Inventory is up, but so are interest rates. Consumers were happy over the summer...but will that joy continue? On the heels of the release of Cox Automotive's Q3 Dealer Sentiment Index (more dealers view the market as weak) yet also strong quarterly sales over the summer, we sit down with Cox chief economist Jonathan Smoke for a look at what's in store for dealers in Virginia and nationwide.  Links to stuff we talk about: Cox's Q3 sales insights Cox's Q3 Dealer Sentiment Index and Q3 Sales/Insights call DJ Smoke's fall playlist on Spotify

Fresh off his first 100 days in the role, we sit down with Virginia Department of Motor Vehicles Commissioner Gerald Lackey. Stacked with a Ph.D. in social psychology and a career background in business transformation and operational efficiency, Gerald discusses his vision for the state agency, the challenges it faces, and how he's working to “unlock” hidden talent around the newly energized 2,000-employee statewide organization. We also chat about about electrification, the DMV mainframe, a new DMV website, the history of DMVs, and even digital license plates. Finally, Gerald touches briefly on topics pertinent to dealers — and of course, you'll learn what kind of car he drives. Follow Gerald on LinkedIn

We talk to auto tech titan Steve Greenfield of Automotive Ventures for his take on the state of the retail auto industry today, in a year, and in 10 years. Steve also dives into EV demand (or lack thereof?), the opportunity for service teams with over-the-air updates, the impact of emerging tech and A.I. on dealerships, and the surprising popularity of vehicle feature subscriptions. And are you looking to invest in auto-tech startups? Steve outlines a few to keep an eye on. Steve will speak to Virginia dealers at the VADA Annual Convention from June 19-22 at The Greenbrier.  You can also grab Steve's latest (and tightly written!) monthly intel reports on his website. 

Virginia is making industry headlines these days as the Commonwealth's auto dealers prepare to address the many "Auto Manufacturer-Controlled" sales models proposed by OEMs. This podcast offers a preview of that legislation and is a recording of a presentation given to dealers in December 2022 by VADA President and CEO Don hall, along with VADA General Counsel Anne Gambardella.  If you'd like to view this presentation, watch it here.  

Audrey LaForest is a reporter covering automotive policy and regulation in Washington D.C. for Automotive News. She's dug in, starting in a new role in a new town just days before COVID shutdowns. So where should dealers have their eyes focused in D.C.? In just 10 minutes, Audrey walks us through the latest in EV tax credits, FTC proposals, and emissions rules. Also features an appearance by her cat, Fiona. See Audrey's latest work at Automotive News. Follow Audrey on Twitter.

Bloomberg Intelligence's Kevin Tynan attended the VADA Annual Convention this week in Asheville, N.C. and spoke to dealers from both Virginia and Kentucky. He lays out the case for why declining volume and inventory isn't a result entirely of the pandemic. In fact, he says, it's "orchestrated by the manufacturer." And there may be no going back. Note: During the session, Kevin showed a presentation with various charts and graphs. If you are able and care to do so, you can follow along on the podcast and the presentation by viewing or downloading it here. If you are not able to view the presentation, Kevin nonetheless does a great job of explaining the context of each slide so that you are still able to follow along.

"In my 20-plus years of doing this, this is the most dynamic time in the industry...theree are metrics and data points reading in ways I never thought I would see." In advance of his appearance at VADA's 2022 Annual Convention, Bloomberg Senior Automotive Analyst Kevin Tynan talks about one of the most disruptive period in the auto retail industry...as well as his 2001 Mercedes-Benz V12 Roadster.   See Kevin's Roadster (exterior and the V12).  

A fun show for you today: Paul J Daly and Kyle Mountsier, the co-hosts of The Automotive Troublemaker podcast and co-founders of the Automotive State of the Union (ASOTU).  Paul and Kyle (along with their hip flat-brimmed hats and beards) will grace Virginia dealers in Asheville, N.C. at the VADA Annual Convention, June 19-22.

Podcast Sponsored by ACV Auctions. In Part 2 of Glenn Mercer's talk, we open the doors and walk outside the dealership and discuss connected cars, EVs, autonomous vehicles, ride-sharing, and more. > Get Part 1 on Apple, Spotify, Google, or on the web.

Podcast Sponsored by ACV Auctions. Automotive retail expert and industry analyst Glenn Mercer met with Virginia auto dealers virtually in April 2022 for a wide-ranging, in-depth discussion. In Part 1, Glenn covered "Inside" dealership topics such as volime, F&I, consolidation, and profitability. Parts 2 and 3 (a Q&A) will release in coming days.

We sit down with VADA's legislative team, led by President & CEO Don Hall, along with Anne Gambardella (EVP and General Counsel) and Ralston King (VP Legislative Affairs). They offer a broad overview of the environment at the Virginia State Capitol over the last 60 days, as well as updates to key dealer-focused legislation. Links: The 2022 PAC Campaign: www.vada.com/pac22 Register for the 2022 Convention in Asheville, N.C.: www.vada.com/convention

The man, the myth, the legend...THE Glenn Mercer, retail automovie industry analyst joins us for a chat on the latest trends in the industry. Glenn addresses the recent article, "Big U.S. auto dealers bet billions against the death of the dealership" regarding consolidation, EVs, autonomous vehicles, and more.

Ralston King is VADA's VP of Legislative Affairs, and joined High Octane to provide the latest on dealer legislation as well as updates on important general legislation moving to the finish line in Virginia.  To get straight to the dealer-focused bills, skip to 4:35. Read the full Capital Briefs report Give to the VA Auto Dealers PAC

This is our first audio podcast covering the latest (last week's) happenings in the General Assembly. You'll learn the latest on our successful warranty/recall bill (though no rest until it's official!), the status of EV rebates, and more. Links we mention in this podcast (aka our SHOW NOTES): Get the full Capitol Briefs report for Week 7 and get more detail on dealer-focused bills See which Virginia dealers are part of the Virginia Auto Dealers PAC Governor's Club (at least $2,000 in first year and $1,500 every year thereafter) Give to the Political Action Committee

Bloomberg Intelligence Global Director of Automotive Research Kevin Tynan talks the chip shortage, EVs, and shift in retail — "The three things I talk about all day every day," the Tynan told a crowd at the VADA 2021 Convention in June. He also ensured the photographer on staff would capture everyone giving him a standing ovation. 

Hear Jim Fitzpatrick of CBT News, Liza Borches of Carter Myers Automotive, and VADA's Don Hall talk EVs and coming demands from OEMs, the importance of employee benefits and customer loyalty, and engaging in the political process. This was recorded on June 26, 2021 at the VADA Annual Convention.

Hear a full recording of Jamaican bobsledder Devon Harris' motivational talk to dealers at the VADA 2021 Annual Convention in June — only his third in-person since the end of the pandemic. He offers lessons on failure and success and how you can "Keep on Pushing" to achieve your goals.

We sit down with Kevin Tynan, longtime friend of VADA and Global Director of Automotive Research at Bloomberg Intelligence. Kevin is speaking at the VADA Annual Convention on June 25, and gives us a preview of his presentation to Virginia dealers. In addition, Kevin hits on some of the trends he's monitoring, inventory in the last half of '21, EVs, and Virginia's recently passed legislative package to spur EV adoption. Meet and hear from Kevin at the convention June 24-27. Register Now: vada.com/convention

VADA's Anne Gambardella and Natalie Toler, along with Jamaican bobsledder Devon Harris, give us a preview of what's to come next month in Hot Springs. Learn more and see videos of Devon and motivational speaker Jones Loflin at vada.com/convention.

Hear from VADA's Natalie Toler and Aris Woolfolk on the idea behind Virginia Dealer University and the plan for upcoming sessions. Learn more and register for the next event at www.vada.com/vdu.

We talk to Del. Jason Miyares, who is seeking election as Virginia Attorney General on the Republican ticket. Jason wants to bring checks and balances back to a state that he says is veering too far away from pro-business values. Beyond dealer rights and an advocate for a level playing field, Jason is also a fervent champion of law and order to keep violent criminals off our streets.

We talk to Del. Jay Jones, who is seeking election as Virginia Attorney General on the Democratic ticket. Get to know Jay, his leadership style, and where he stands on important dealer and business issues such as the franchise system, right to work, class actions, and more.  Our interview with Republican Candidate Jason Miyares will be released in coming days.

The groundbreaking (but unfunded) EV package. Test drives. Death penalty, marijuana, criminal justice reforms and discussions around wage, right to work, and class action lawsuits. It was a wild year in an entirely virtual General Assembly, and VADA's legislative team — Anne Gambardella and Don Hall — will bring you up to speed on all the latest from the state capitol.

In our latest episode, you'll get to know Aris Woolfolk, VADA's new General Manager, along with the man who happens to be her father: Art Hudgins, longtime owner of Holiday Chevrolet Cadillac in Williamsburg, which was sold in December to Loyalty Automotive. The duo talk about working "in the trenches" of COVID restrictions and the sales/service environment, the future of EV and innovations, and Art's long-held belief that "Service sells cars." 

Hireology's Mike McSherry talks with us about hiring in the era of COVID-19 and the evolution of recruiting the best talent and onboarding (quickly) going forward. Hireology is an endorsed VADA Program Partner and is built for dealerships to attract top applicants, hire the best ones, and onboard them quickly. Learn more: www.hireology.com

Are you leaving money on the table when it comes to reimbursement on warranty parts and labor? A Retail Warranty Reimbursement law was put in place in Virginia in 1998 and entitles dealers to full retail warranty reimbursement from manufacturers on parts and labor. (Before the law, and even today, many dealers only receive the standard 40% markup or MSRP.) Legislation in 46 states (and counting) entitles automotive dealers to be reimbursed by manufacturers for warranty work at retail, which is actually the dealer’s customer “repair” rate. However, complex state statutes, manufacturer protocols and pressures, gatekeepers, and limited internal resources are just a few of the challenges that make receiving full retail warranty reimbursement difficult for automotive dealerships. We talk today to VADA partner Armatus Dealer Uplift Managing Member Joe Jankowski. Armatus brings almost $100,000 a year in parts gross and $65,000 in additional labor gross, on average, to dealers nationwide. They handle the entire retail warranty process with no upfront fees – and they don’t get paid until you do. Learn more about Armatus: https://dealeruplift.com