Used Car Dealer Podcast

In this episode of the Used Car Dealer Podcast, Zach talks with Tim Zierden, Chief Operating Officer at TradePending, to unpack how the company's trade-in, payment, video, and retention tools are “making automotive simple” for more than 5,000 dealerships. Tim shares what drew him to the role after two decades at Cox Automotive, KAR Global, and Dealertrack, the biggest milestones powering TradePending's recent expansion, and how real-time data helps dealers outpace tariff-driven price swings. The conversation also dives into AI-lite automation vs. personal video, the rise of CDPs, and the customer-life-cycle tactics that turn online shoppers into lifelong service customers. Whether you're wrestling with affordability headwinds or hunting for higher-ROI digital retailing solutions, Tim's insights are a must-listen.Below are the main questions Zach asks Tim, along with timestamps:00:37 Q) What pulled you toward TradePending after two decades in auto-tech?02:52 Q) Beyond the recent acquisitions, which milestone mattered most for the company's growth?04:01 Q) How does your “make automotive simple” mantra guide product decisions?05:21 Q) What's the biggest thing dealers say TradePending improves for engagement and sales?08:54 Q) How do you keep onboarding painless and support seamless for new clients?10:59 Q) How is TradePending helping dealers navigate today's tariff-driven price swings?14:49 Q) Which emerging tech or consumer habits will reshape dealerships next?17:19 Q) What fresh innovations are you rolling out to keep dealers competitive?19:27 Q) What key factors should dealers weigh when choosing digital-retail and trade-in tools?Listen to more episodes here: https://www.sellyautomotive.com/podcastRead the full transcription: https://blog.sellyautomotive.com/blog/tim-trade-pending

In this episode of the Used Car Dealer Podcast, Zach talks with Mike Hanna, CEO of TrueSpot, an innovative company transforming fixed ops with real-time vehicle and key tracking technology. They discuss how TrueSpot's solutions minimize wasted time, cut costs, and ultimately enhance the customer experience. From initial challenges and triumphs to upcoming features and the future of location intelligence, Mike offers valuable insights for dealers looking to modernize their service operations.Below are the main questions Zach asks Mike, along with approximate timestamps:Q) How did TrueSpot get started, and what was the main “aha” moment behind its creation?Q) What were the biggest early challenges of bringing real-time location tech into dealerships?Q) You also work outside automotive—how do other industries compare or differ from dealerships?Q) What is Fixed Ops 360, and how does it improve day-to-day service operations?Q) Can you share a real-world example of how TrueSpot impacts a dealership's productivity or CSI?Q) Aside from efficiency, how do you see customer experience evolving in fixed ops?Q) Which upcoming features or innovations are you excited to bring to market in 2025?Q) Does AI currently play a role in your software or operations?Q) What's the biggest leadership lesson you've learned while scaling a tech solution in auto retail?Q) What advice would you give dealers looking to modernize their service departments with new technology?Listen to more episodes here: https://www.sellyautomotive.com/podcastRead the full transcription: https://blog.sellyautomotive.com/blog/truespot-mike-hanna

In this episode of the Used Car Dealer Podcast, Zach talks with John Traver, the founder of Traver Technologies and TraverConnect, to explore the evolution of the BDC concept. John shares insights on launching TraverConnect, transforming service-lane interactions into revenue opportunities, and balancing people with technology to deliver an exceptional customer experience. This conversation dives into leadership lessons, changing customer expectations, and the future impact of AI and automation on automotive BDC.Automotive BDC & Fixed OperationsQ) Take us back to how you got in the auto industry and your origin story?Q) So talk about the early days of BDC adoption and how that went—were dealers skeptical?Q) So what were some of the biggest operational challenges as you scaled out your business?Q) And how did the different services evolve that you offer at your company as technology and dealership operations got more complex?Q) So what separates a top-performing dealership using your BDC service versus one that's not as organized?Q) How do you strike that balance between people, process, and technology?Q) How have customer expectations in the service department changed over the last 10 years, and how should dealers adapt?Q) What do you see as the biggest technology gaps today in fixed ops or BDCs?Q) Any thoughts on AI and some of the automation coming to market right now?Q) As we look to 2025 and dealers becoming more cost-conscious, where should they focus to drive the highest ROI?Q) What are you most excited about in the next year for Traver Connect and the automotive space generally?Listen to more episodes here: https://www.sellyautomotive.com/podcastRead the full transcription: https://blog.sellyautomotive.com/blog/john-traver-2025

In this episode of the podcast, Zach sits down with Randy Kobat, President and CEO of Repair On Demand, a provider of innovative reconditioning solutions for dealerships. They discuss how reconditioning has become a critical factor in dealership success, the common inefficiencies that slow down the recon process, and how technology can help dealers cut turnaround time and maximize profitability. Randy shares lessons from his extensive background—leading brands like vAuto, Kelley Blue Book Instant Cash Offer, and HomeNet—along with key insights from his decade at Cox Automotive. They also touch on how EVs bring new challenges, such as battery diagnostics, and how a streamlined recon workflow can give dealers a competitive edge.Below are the main questions Zach asks Randy, along with approximate timestamps:Q) How did you get started in automotive tech, and what led you to your current role?Q) From scaling vAuto and Kelley Blue Book Instant Cash Offer, what lessons stand out for dealers today?Q) Why should dealers rethink how they manage their reconditioning process?Q) Where do you see the biggest inefficiencies in dealership recon right now?Q) How can dealers fix the communication breakdowns between sales, service, and third-party vendors?Q) What are the main financial and operational benefits of a streamlined recon process?Q) How does Repair On Demand help dealers eliminate recon inefficiencies?Q) Which innovations in recon technology are most exciting to you?Q) Any key takeaways from your time at Cox Automotive that you've brought to Repair On Demand?Q) With EVs on the rise, what new recon challenges do dealerships face (like battery diagnostics)?Q) What's next for Repair On Demand in the coming 12 to 24 months?Q) How can listeners reach out if they want to connect with you?Listen to more episodes here: https://www.sellyautomotive.com/podcastRead the full transcription: https://blog.sellyautomotive.com/blog/randy-kobat

In this episode of the Used Car Dealer Podcast, Zach talks with Mark Allen, President of AutoAp, a leading provider of recall management services for dealerships, fleets, and various automotive partners. They discuss how AutoAp's technology resolves the frequent discrepancies in safety recall data, the complexities behind VIN checks, and why automated, timely recall information is crucial for protecting customers and avoiding costly liability. Mark shares how his extensive experience in the auto industry led him to join and eventually lead AutoAp, and he offers insights into how all players—dealers, OEMs, service providers, and government agencies—must work together to improve overall road safety.Below are the main questions Zach asks Mark:Q) Mark, how did you get started in the auto industry?Q) Tell us about AutoAp and how you became its president.Q) How many vehicle recalls occurred in the U.S. during 2024?Q) Are current VIN-check sources enough, or what else should we know?Q) What's the solution to these recall challenges?Q) How does AutoAp partner with different companies across the automotive ecosystem?Q) Which services does AutoAp offer, and can you share a key client example?Q) Anything else you'd like to add to wrap up the discussion?Q) How can companies contact you and learn about your upcoming events?

In this episode of the Used Car Dealer Podcast, Zach engages in an insightful conversation with Ryan Maher, CEO of BizzyCar. They discuss the broken recall management system, how BizzyCar's AI-powered platform is transforming the process for OEMs, dealers, and consumers, and what this means for safety and compliance. Some of the questions asked were:Q) Ryan, can you share your journey in the auto industry and what inspired you to focus on recall management with BizzyCar?Q) With 21 million recalls already this year, what are the biggest challenges in addressing recalls efficiently?Q) BizzyCar recently raised $15 million. What changes can we expect in the next 6 months?Q) What do you think of the trend toward mobile service, and how does it affect customer relations?Q) How does BizzyCar's AI streamline the recall process for OEMs, dealers, and consumers?Q) What common mistakes do dealerships make with recalls, and how does BizzyCar help avoid them?Q) How does BizzyCar support compliance and transparency for OEMs?Q) How easily can dealerships integrate BizzyCar into their current operations?Q) Can you share a success story where BizzyCar improved recall rates or boosted service opportunities?Q) What role will AI play in recall management, and what's next for BizzyCar in 2025?Q) What advice would you give dealers to stay proactive and effective in recall management?

In this episode of the Used Car Dealer Podcast, Zach dives into an engaging conversation with Brian Kramer, GM of AccuTrade. They discuss the current shifts in the used car market, the innovative appraisal tools offered by Accu-Trade, and how these tools help dealers make smarter decisions while enhancing the customer experience. Brian shares insights on navigating misconceptions in vehicle appraisals, success stories from dealerships, and AccuTrade's plans for 2025. Dealers of all sizes will find valuable advice on staying competitive in a digital-first market.Some of the questions asked were:Q) Brian, can you tell us about your background and what brought you to AccuTrade?Q) What do you think are the biggest changes in the used car market today?Q) How does AccuTrade's appraisal tech help dealers assess vehicle values more accurately?Q) What makes AccuTrade stand out from other digital appraisal tools?Q) What are common misconceptions about vehicle appraisals and valuations?Q) How do Accu-Trade's tools improve the buying and appraisal experience for dealers and customers?Q) Can you share a success story from a dealership using AccuTrade?Q) What advancements is AccuTrade planning for 2025?Q) What advice would you give to single-store dealers adapting to the digital and appraisal changes?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/brian-kramer-accutrade-2024

In this episode of the Used Car Dealer Podcast, Zach interviews Mike Goodwin, Founder and President of EverLogic, a leading Dealer Management System (DMS) company in the RV and trailer space. Mike began his journey in the industry helping an RV dealership with accounting integrations and has been running EverLogic for over 20 years. He shares his expertise on a range of topics relevant to RV, trailer, and golf cart dealers, including industry challenges, technological advancements, and future opportunities.Some of the questions asked were:Q) What inspired you to found EverLogic after your extensive experience in the RV industry?Q) What unique challenges do RV and trailer dealers face, and how does EverLogic help?Q) What prompted your expansion into the golf cart market, and how do you see its future?Q) What major technological changes are happening in the industry, and how are dealers adapting?Q) What sets EverLogic's DMS apart for RV, trailer, and golf cart dealers?Q) What are the biggest challenges dealers face today, and how can technology help overcome them?Q) How have customer expectations changed over 20 years, and how does EverLogic help dealers meet them?Q) Can you share a success story where EverLogic improved a dealership's operations?Q) What future opportunities and challenges do you foresee for dealers in the next few years?Q) Do you have any announcements or company updates for 2025?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/mike-goodwin-2024

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/podcastTranscribe 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/podcastTranscribe 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/podcastTranscribe 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/podcastTranscribe 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/podcastTranscribe 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/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/jeffmartin-niada2024More 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/podcastTranscribe 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-2024Learn 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

In this episode of the Used Car Dealer Podcast, Zach interviews Jeremy Robb, Senior Director of Economic and Industry Insights at Cox Automotive. They delve into the dynamic shifts in the automotive market, focusing on the trends and challenges of 2023, the evolving landscape of used vehicle values, the critical role of data in decision-making within the industry, and 2024 predictions. Some of the questions asked include:Q) What sparked your interest in the automotive industry and led to your career there?Q) Reflecting on 2023, what were some unexpected developments in the automotive market?Q) Could you discuss the latest trends in used vehicle values from the Manheim Market Insights?Q) What role do you foresee for data in automotive industry decision-making, and how is Cox Automotive aiding dealers in this area?Q) With your experience at Nissan and Cox Automotive, how do you approach forecasting in the dynamic automotive sector?Q) How is the recent economic climate impacting auto loan defaults and repossessions?Q) How is the focus on EV batteries and technology influencing the traditional used car market?Q) What advice would you give to used car dealers for optimizing inventory and managing customer price expectations?Q) Based on current trends, what are your predictions for the used car market in 2024?Q) What advice would you offer to dealers to navigate the current economic and industry challenges in 2024?Q) Looking ahead, what are some key developments at Cox Automotive that dealers should be excited about in 2024?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - https://blog.sellyautomotive.com/blog/jeremy-robb-2024

In this episode of the Used Car Dealer Podcast, Zach sits down with Matt Watson, a very successful serial entrepreneur in the software space and co-founder of Vin Solutions CRM (Acq. Autotrader/Cox Automotive). They discuss the evolution of automotive retail, the impact of EV technology and direct sales model, and the unique approach to identifying and capitalizing on new business opportunities in the tech world.Some of the questions asked include:Q) Can you briefly describe your journey from working at Sears in your early 20s to co-founding Vin Solutions CRM and its sale to Cox Automotive for over $130M?Q) What was the specific problem for car dealers that sparked the early development of Vin Solutions, and how did the solution evolve?Q) From your experience with Vin Solutions, how did you observe car dealers' approaches to marketing and customer outreach differ from other industries?Q) How did you overcome the challenges of raising venture capital for Vin Solutions, given its location outside major tech hubs and the market's initial misunderstanding of dealers' software needs?Q) With your new venture, At Capacity, targeting the home services space, what similar challenges do you see between car dealers and home service providers?Q) As an early adopter of EVs and multiple Tesla purchases, what are your thoughts on the current state of charging networks, EV service, and Tesla's direct-to-consumer sales strategy?Q) Given your extensive experience in automotive CRM and dealership solutions, how do you envision the future of automotive retail, especially regarding technology and customer data?Q) Throughout your entrepreneurial career, what key factors do you consider when deciding to pursue a new business idea, and how do you assess its potential success?Q) From a CTO's perspective, what are your thoughts on the AI hype and developments in 2023, and what do you foresee for AI in 2024?Q) Can you briefly discuss the growth of Full Scale in the Philippines, particularly your experience starting it and scaling up to over 300 developers?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - https://blog.sellyautomotive.com/blog/matt-watson-2024

In this episode of the Used Car Dealer Podcast, Zach is joined by Amir Hever, CEO and Co-founder of UVeye . They discuss the story behind UVeye's cutting-edge automatic vehicle inspection technology, explore how AI is shaping customer experience, and the pivotal role of innovation in redefining transparency and trust in dealerships. Some of the questions asked include:Q) Can you briefly describe UVeye and the reasons behind its founding?Q) How has UVeye's product changed since its inception in 2016?Q) How do dealers and OEMs react differently to your product?Q) How can AI and data increase transparency and rebuild trust in dealerships?Q) Why is the customer experience declining and how can AI improve it and workplace efficiency?Q) Why do some still use the "Penny Check," and what modern tools can dealers adopt for improvement? (Can you also explain what "Penny Check" means?)Q) What makes UVeye's use of AI unique in the auto industry?Q) Which upcoming trends in the automotive industry, like Autonomous Tech or EVs, excite you the most?Q) Can you share any upcoming developments from UVeye for 2023 and early 2024?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - Interview with Amir Hever, CEO of UVeye: Pioneering MRI for Vehicles (sellyautomotive.com)

In this episode of the Used Car Dealer Podcast, Zach interviews Jim Maguire, Experian's senior director of product marketing for automotive. They discuss dealership fraud, ways to prevent it at your store, and Experian's latest report on fraud in the industry. Some of the questions asked include:Q) What's your industry background and why did you join Experian?  Q) What was your first car?Q) What are the most common automotive fraud types professionals should be aware of?Q) What challenges do dealers and lenders face regarding auto industry fraud?Q) Why are dealers and lenders more vulnerable to fraud with the growth of digital retail?Q) How can dealers and lenders prevent identity theft?Q) Can you tell us about the 2023 U.S. Identity and Fraud Report by Experian, and key findings?Q) What has been the biggest surprise for you in 2023 at Experian?Q) Which automotive futures excite you the most?Q) For a small to midsize used car dealer, how should they protect their business from fraud?Q) What can we expect from Experian and yourself for the rest of 2023?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/jimmaguire2023Experian's 2023 Fraud Report - https://www.experian.com/blogs/insights/2023/07/experian-2023-identity-and-fraud-report

In this episode, Zach interviews Kieran O'Brien, the Founder, and CEO of ShopGenie. Zach delves into Kieran's entrepreneurial journey, which includes selling his first company at just 21 years old. They discuss post-pandemic challenges, issues within the auto repair industry, feedback from ShopGenie's stealth stage (an auto repair platform set to publicly launch June 15th), potential impacts of BEVs, and the implications of right-to-repair legislation, among other relevant topics.Some of the questions asked include:Q) Can you briefly describe your journey as a young entrepreneur, and is it true you sold your first company at 21?Q) How did you enter the auto repair market and what issues did you notice there?Q) What are the top opportunities for auto repair shops after the pandemic?Q) Can you explain the concept of "stealth" in startups and the idea behind ShopGenie's inception?Q) Can you share some of the responses and progress you've seen during your stealth phase?Q) What key problems in the auto repair sector does your solution address?Q) Can you share some lessons from your past startup success that you've applied to ShopGenie?Q) What are your views on Battery Electric Vehicles (BEVs) in the auto repair sector and their potential impact?Q) How do you envision the future of the auto repair industry, especially considering new legislation like the right-to-repair bill?Q) Can you provide a sneak peek into what ShopGenie plans for the rest of 2023?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - https://blog.sellyautomotive.com/blog/kieran2023

In this episode of the Used Car Dealer Podcast, Zach is joined by Jeff Martin, CEO of NIADA, for a preview of the upcoming NIADA Convention 2023, they touch on key topics like regulatory compliance, overcoming used industry challenges, building stronger dealerships, and networking with federal agencies.Some of the questions asked include:Q) Why should someone think about attending the NIADA Convention this year?Q) Who should be brought from the dealership to this event? General manager, finance manager, who else should attend?Q) How long have you been involved with NIADA and attending their conventions?Q) What is different about this year's expo for dealers?Q) What can dealers expect to gain from the convention and Expo that will help them create a near immediate positive impact at their dealership?Q) Could you tell us a little more about what else attendees can expect from NIADA and the Expo Hall?Q) What excites you about the outlook for the used car marketplace this year?Q) What are some other events in 2023 that NIADA puts on?Q) If a dealer is listening and they're not yet a member of the NIADA, why should they join?Q) How do they sign up for their pass to go to NIADA?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/jeffm/may2023

In this insightful and special 50th UCDP episode, Zach has a conversation with industry expert and investor Steve Greenfield about the fast-changing automotive landscape. They delve into timely topics, such as electric vehicles, OEM subscription-based features, autonomous technology, and digital retail, providing valuable insights into the industry's evolution.Some of the questions asked include:Q) Steve, it's been quite a while since we last had you on the podcast, and you've accomplished some incredible things with Automotive Ventures and the Dealer Fund. For our listeners who may not be as familiar with your recent work, could you share some of the standout highlights from the past year?Q) During the pandemic, online used car dealers like CVNA took the public markets by storm, but since then, several of these online used car dealers (Vroom, Shift) are down over 90% since pandemic highs; what's the outlook for these sort of companies? From my perspective, Carmax is winning that niche right now. Q) When you look at the automotive software companies that have started raising at a seed stage post-pandemic, what are some of the interesting problems they are solving in the auto tech/mobility space? Q) I heard you speak at NADA this year, and you talked a little about the EV space; what's your perspective on some of the disruption in the service side of the auto industry, specifically BEV and over-the-air updates? Q) Autonomous tech has been a hot topic in the industry for over a decade; at one point, Elon predicted we would have 1M Tesla Robotaxis by 2020; from your view, where are we with autonomous tech? Q) ChatGPT has become the fastest-growing consumer software product to date. As an investor, what are your thoughts on AI's potential implications not only for auto software products but also from a (data) inventory pricing or trade appraisal perspective? Q) Saas and Subscriptions are eating the world. When BMW announced features like heated seats were to be sold to consumers on a subscription model, it created a lot of buzz. What's your perspective on subscription features in a car, and what does that mean for the used car side of the business once that new car with a subscription is sold to the next buyer? Q) Digital retail was a big buzzword during the pandemic, and there was a lot of interest from dealers on how they could sell inventory online via one of these tools. Roadster was a big winner of this movement, but some of the other DR tools have since then shuttered; what's the next iteration of DR in this industry beyond the e-commerce widget?   Q) What headwinds do you see coming down the pipeline for traditional new and used car dealerships? Q) What automotive innovation are you most excited about that you saw at CES this year? Q) You are closing a fund at the end of the month; tell us about that and how accredited investors can join. (If allowed / ok to ask) Q) Lastly, you are an amazing speaker and a Delta million miler which means your 2nd home may be a Delta One plane seat; what are some upcoming industry events dealers or allied industry listening can see you speak at?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/steveg/april2023 

In this episode of the Used Car Dealer Podcast, Zach interviews Paul Daly & Kyle Mountsier of ASOTU, two experts in the automotive industry. They discuss the future of digital retail, direct-to-consumer models, the BEV market, Carvana, impact of high prices and interest rates and other timely automotive topics.Some of the questions asked include:Q) How did you get into the business for the benefit of listeners who may not be familiar with you?Q) After your successful exit from the auto industry, what lessons did you learn and how have you applied them to ASOTU?Q) How did the idea for ASOTU come together during the pandemic? Can you also talk about the evolution of the brand, including the recent addition of swag?Q) In terms of building your dealership brand online, what do non-group auto dealers often get right and wrong?Q) How do you think dealers will change their approach to digital retail and online car shopping post-pandemic?Q) What are your thoughts on the direct-to-consumer model for new car dealers, and does it depend on the brand?Q) With Tesla increasing discounts, a decrease in search volume, and lack of nationwide infrastructure, what do you think about the future of the BEV market as revealed by the KBB Brand Watch Report?Q) What are your thoughts on the future of Carvana as a brand, especially in light of its stock dropping over 95% in the last 2 years? What about the vending machines?Q) As new vehicle prices remain high and interest rates climb, how do you think this will impact the auto marketplace in 2023, and beyond, for both new and used cars?Q) What is the most exciting thing about the future of automotive retail for both of you personally?Q) Lastly, can you give us an idea of what to expect from ASOTU in the future, especially since you're currently raising funds through Automotive Ventures?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/asotumar23

In this episode of the Used Car Dealer Podcast, Zach interviews Dale Pollak, the Founder of vAuto and one of the most well-known speakers and authors on inventory management. They discuss used car inventory management, trends, challenges, opportunities, and other related topics for dealersSome of the questions asked include:Q) What is your background and can you tell us about the founding of vAuto for those who may not be familiar?Q) How has the vAuto product set evolved from the original product you founded to the suite of products today, including the Global Acquisition system inside ProfitTime GPS?Q) What were some of the top industry trends and discussions you heard at NADA, and what is top of mind for industry movers and shakers like yourself as it relates to the used car industry?Q) What factors do you believe have contributed to the recent strength in used vehicle sales, and why is the data a "head-scratcher"?Q) What are the factors that are likely to affect the market in the near future?Q) How has your view of inventory management changed post pandemic?Q) How can dealers achieve more consistency and fewer disconnects between appraising and pricing?Q) What are your thoughts on preowned EVs, and should dealers approach inventory management differently with these vehicles?Q) At what point (ex. vehicles sold per month or on lot) should a used car dealer consider using ProfitTime GPS software to scale their business?Q) What are some key takeaways for dealers interested in reading your most recent book, "Whole Truth: A Fresh Money-Making Method to Wholesale, the Most Misunderstood Side of Your Business"?Q) What can we expect from vAuto and the Cox Inventory team in terms of new developments or products for 2023?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/dalepollakmar2023

In this episode of the Used Car Dealer Podcast, Zach interviews Dennis McGinn of Rapid Recon. They discuss the best practices for dealership recon, potential impact of right to repair and recall disclosure-related bills on recon management, and other timely topics.Some of the questions asked include:Q) Can you talk about your background as an executive at HP and what led you to start Rapid Recon?Q) What does Rapid Recon do for dealers, and how has the product evolved since the early days?Q) Can you tell us about the culture you have built at Rapid Recon and how former users have become employees?Q) What has stuck with you the most about building a first-in-category company like Rapid Recon, and what were some of the initial challenges?Q) Can you discuss your latest book, "Strategic T2L - Connect to What You Expect," and what the most significant takeaways are?Q) What do dealers most often misunderstand about recon, including franchise, and what are the common mistakes your team has observed pre-implementation of RR?Q) What are the top three best dealership recon practices from over a decade of time in the recon software space?Q) What are your thoughts on the right to repair and recall disclosure-related bills being discussed in Washington and their potential impact on recon management for dealers?Q) What are the differences and opportunities with the recon of EV vehicles?Q) If you were a used car dealer looking to scale your business, at what point (ex. vehicles sold per month or on lot) should you consider recon software?Q) Lastly, can you give us an idea of what's coming down the pipeline from Rapid Recon for 2023?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/dennismcginn2023

In this episode of the Used Car Dealer Podcast, Zach interviews Adam Crowell of ComplyNet. They discuss the importance of FTC Safeguard compliance for used car dealers, the proposed rules by CFPB and FTC, safety recalls and non-proper disclosure for dealers, and advice on how to get started with compliance.Some of the questions asked include:Q) Talk about your background on the legal side of automotive and what you guys do for dealers at ComplyNet? Q) What's most important for dealers to understand about FTC Safeguard? Q) What would be a couple examples for context purposes of the technical or admin things that used car dealers might have to do to be in compliance?Q) What's your opinion on the belief held by some dealers that they are not at risk of getting into trouble with FTC Safeguard and other compliance considerations?Q) What were some of your observations as dealers tried to comprehend FTC Safeguard and put into place measures for the Dec 9th deadline (which is now extended until June)? Q) Talk about new proposed rules by CFPB and FTC, which impact used car dealers, especially BHPH? Q) Talk about safety recalls and non-proper disclosure for dealers? Is this another big focus for enforcement coming forward? Q) If you were a used car dealer, thinking about the upcoming June deadline, what advice would you have to get started in moving toward FTC Safeguard compliance? Q) Lastly, Adam, what's coming down the pipeline from the ComplyNet for 2023?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/adamcrowell2023

In this episode of the Used Car Dealer Podcast, Zach interviews Melanie Wilson, newly appointed CEO of NIADA. They discuss the latest initiatives with NIADA, her new role as CEO, and more! Some of the questions asked include:Q) Tell us a little bit about yourself, how you got into NIADA as well as the auto business.Q) Congrats on the new role, tell us about the interim CEO role of NIADA and what it means for members? Q) What unique insight are you bringing over from your CFO experience to the new interim CEO role? Q) Tell us about some of the big NIADA initiatives for 2023?  Q) What was most surprising in our industry during 2022?Q) What are your predictions for 2023 for the used car marketplace?Q) This year's 2023 NIADA expo is being held in Las Vegas at the amazing Wynn Hotel, tell us about it? Q) Is there anything exciting you want to announce or plug NIADA related?Listen to our other podcast episodes: Used Car Dealer Podcast | Selly Automotive CRMTranscribe of this podcast - Interview w/ Melanie Wilson of NIADA (sellyautomotive.com)

In this episode of the Used Car Dealer Podcast, Zach interviews Keith and Chris McCrone of Dealer 101 recorded LIVE at Used Car Week in San Diego, CA. They discuss training dealers just getting into the business, continuing education for dealerships, challenges as well as opportunities in 2023, and other timely content for used car dealers. Please note because this podcast is recorded live, you may hear slight conference noise in the background.Some of the questions asked include:Q) Chris, tell us, as an icebreaker, how you got started in the car business? Q) What made you start Dealer 101, and what does it do (for audience short pitch/background)? Q) Through training hundreds of car dealers, what are your suggestions for someone just getting into the business (new license training)?Q) So, what do you do on the continued education side (ex., Auction course) at Dealer 101 for used car dealers? Q) Follow Up - Any interesting observations on the market in 2022?  Q) What will be your biggest initiatives next year (as a training school) when it comes to topics that directly impact used car dealerships? Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealership model? Q) What are your predictions for 2023 for the used car marketplace?Q) Talk about what you are starting to build on the YouTube front? Q) Lastly, is anything exciting you want to announce or plug Dealer 101 related? Listen to our other podcast episodes: Used Car Dealer Podcast | Selly Automotive CRMTranscribe of this podcast: Interview w/ the Dealer 101 Team at Used Car Week (sellyautomotive.com)

In this episode of the Used Car Dealer Podcast, Zach interviews Bob Voltmann, CEO of NIADA. They discuss the big focuses of NIADA for 2023, predictions on the used car marketplace, and the upcoming NABD Super Forum (https://bhphsuperforum.com) November 9th, 2022.Some of the questions asked include:Q) What came out of the NIADA National Policy Conference 2022? Q) What did you learn about what makes Washington move to get new policies in place for organizations like TIA or the NIADA?Q) What is the NABD Super Forum and why should BHPH dealers attend?Q) Any interesting observations specifically on the BHPH market in 2022 from your lens at NIADA?Q) What are NIADA big focuses for 2023?Q) Any predictions for Q4 in terms of the used car marketplace or going into early next year Q1?Q) What sort of impact do you think the rising energy cost has on the automotive ecosystem, especially on the energy side?Q) Anything you want to announce about the NIADA that's upcoming? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/interviewbobvnov2022

In this episode of the Used Car Dealer Podcast, Zach interviews Melinda Zabritski, Senior Director of Automotive Financial Solutions at Experian. They discuss the average loan amount growth, credit union auto finance market share, and her speaking engagement at the upcoming NABD Super Forum.Some of the questions asked include:Q) So, as an ice breaker, Melinda, talk about what brought you into the auto credit space? Q) Discuss the average loan amount growth, and what that means for the industry? Q) What's happening with the credit union auto finance market share? Q) Are prime consumers opting for used vehicles, and why? Q) Talk about the average loan terms growing, and what that means for the industry? Q) Future's question, what new trends and changes do you see over the next 5-10 years coming to the auto credit side of the industry? Q) So, what is your speaking engagement at the upcoming NABD Super Forum focused on, and why should BHPH dealers attend this session?Q) Lastly, is there anything exciting you want to announce or plug Experian related? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/interviewmelindazabritski2022State of the Automotive Finance Market Report - https://www.experian.com/automotive/auto-credit-webinar-formExperian Automotive Quarterly Trends Report - https://www.experian.com/automotive/auto-quarterly-trends

In this episode of the Used Car Dealer Podcast, Zach interviews Wendy Rinehart, the executive director of the OIADA (Ohio Independent Auto Dealer Association). They discuss the used car marketplace, the importance of IADAs, the upcoming Ohio convention, and more! Some of the questions asked include: Q) So Wendy, I wanted to start with an ice breaker, you mentioned to me, that you made, two big business mistakes before 18, what were they? Q) So how did you get into the auto business, and eventually to running OIADA? Q) What's it been like as a female leader in the auto business? Q) Why should a used car dealer join their state IADA? Q) What's unique about the OIADA, and the way you run your independent dealer association? Q) How have you been helping Ohio dealers through some of the challenges the pandemic has brought on? Q) 2022 has been another roller coaster of a year for the auto industry, talk to me about what you observed from your lens at the OIADA?Q) What are your thoughts on online dealers like Carvana or Vroom and their model; there's been a lot of market pressure recently on these public companies? Q) Futures question, what are your thoughts on digital retail, and its role with used car dealerships?Q) What's all the interesting things coming down the pipeline for OIADA?Q) Lastly, anything exciting you want to announce or mention about the upcoming show this October?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/interview-w/-wendy-rinehart-of-oiada

In this episode of the Used Car Dealer Podcast, Zach interviews Bob Voltmann, the CEO of NIADA, the largest national used car association in the United States. They discuss the used car marketplace, NIADA updates in Washington, the most recent convention, and more! Some of the questions asked include: Q) So let's get started and for those of us listening talk about what your first year and a half as CEO of NIADA have been like, what have you learned? Q) Follow Up - Any learnings from the TIA (Transportation Intermediaries Association) you have implemented with NIADA? Q) 2022 has been another roller coaster of a year for the auto industry, talk to me about what you observed from your lens at the NIADA?Q) What are your biggest initiatives this year (as an association) when it comes to issues that directly impact used car dealerships? Q) What are your thoughts on online dealers like Carvana or Vroom and their model; there's been a lot of market pressure recently on these companies? Q) Futures question, what are your thoughts on digital retail, and its role with used car dealerships?Q) What are your predictions for the rest of 2022 and what's coming down the pipeline for the used car industry? Q) Lastly, anything exciting you want to announce or mention about the NIADA (ex BHPH event later this year)?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/2022-interview-w/-bob-voltmann-ceo-of-the-niada

In this episode of the Used Car Dealer Podcast, Zach interviews Bob Hollenshead, the CEO & Founder of Accu-Trade, one of the largest used car wholesalers in the United States, and a serial entrepreneur. Zach and Bob discuss the current used car market wholesale conditions, Carvana, and the future outlook of the used car marketplace. Some of the questions asked include: 1) So, Bob, we still have a supply chain challenge this year, what has been your view of this 2022 used car marketplace thus far and where are we headed? 2) During the pandemic many dealers started leveraging online wholesale platforms, do you see dealers starting to come back to physical auctions as mask + early COVID restrictions are gone? What are your thoughts longer term on online versus being physically at an auction lane?  3) What are your thoughts on Carvana acquiring the physical auction assets of Adessa from KAR? What's this mean for used car dealers? 4) If you are a small to mid-size used car dealer listening to this podcast, what advice would you give them in terms of how they should think about buying and holding used inventory right now? 5) One of the popular features of a Vroom or a Carvana website/digital retail experience is the, ”sell us your car” feature where you enter a VIN or DL plate number and they give you an instant cash offer. When we last spoke you told me you invented this concept at a previous company (Buybook). Talk about the importance of having this on your dealer website as many used car dealers do not? How has this technology evolved over the past couple years?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/interview-with-bob-hollenshead-on-wholesale-market-carvana-acquisition-of-adesa-and-more

In this episode, Zach Klempf interviews Chip Perry, CEO of A2Z Sync (Former CEO of Autotrader & TrueCar) on: the "One Person Sales Model': current used car market conditions; and what excited Chip to join A2Z Sync. Some of the questions asked include: Q) Major news outlets have been covering the high inventory prices, inventory shortage, rising price of gasoline, rental cars at an all time high, what has been your view of these economic challenges for dealers from your lens?Q) In several of the recent speaking engagements/podcasts you've done, I've heard you talk about the one-person sales model, why does this make sense for the modern car buying experience?Q) So with your product, you have basically combined all the F&I technology, credit functionality, of several platforms into a single tool, talk to me about the process of developing A2Z Sync and working with early dealership customers?Q) What advice would you give to a smaller dealer operator in this tough market with fierce competition like Carmax, Carvana, and larger groups?Q) What are your predictions for the used car marketplace for the rest of 2022?Case Studies from A2Z Sync - https://a2zsync.com/case-studies/case-studies/Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastTranscribe of this podcast - https://blog.sellyautomotive.com/blog/chip-perry-ceo-of-a2zsync

In this episode, Zach Klempf interviews Randy Kobat, VP of Inventory Management Solutions at Cox Automotive. Randy discusses the latest developments from NADA, how Upside and KBB ICO help used car dealers, as well as general discussion around inventory management. Some of the questions asked include:Q) So let's get started, and for those of us listening, talk about how you got into the auto industry? Q) You and the Cox team recently got back from NADA; what were some of the new exciting announcements from that event? Q) Kelley Blue Book Instant Cash Offer is becoming a very popular tool for used car dealers, how are they helping dealers during the inventory shortage challenge? Q) Another new announcement we saw was Upside from Cox for wholesale; what exactly is this product and how can it help used car dealers? Q) Talk to me about the wholesale market dynamics and specifically how new sourcing and acquisition channels are opening up to help used car dealers find and stock vehicles more profitably?Q) If you were running a used car dealership, what would be the essential software solutions you would have to manage everything from inventory acquisition to pricing? Q) What do you think has been most surprising (ex. continued chip shortage) in terms of the auto industry and 2022 thus far? Q) What are your predictions for the used car marketplace in 2022? Q) What's coming down the pipeline in the divisions you manage that you are most excited about (that's relevant to used car dealers)? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode:https://blog.sellyautomotive.com/blog/randy-kobat-vp-of-inventory-management-solutions-at-cox-automotive

Happy New Year and after a December break we have the first episode of the UCDP for 2022 featuring Jasen Rice of Lotpop. In this episode, Zach Klempf interviews Jasen Rice the president of Lotpop which is a lot management software and professional services company. Jasen discusses the latest developments with the inventory / chip shortage, his experience in the industry and at vAuto, as well as best practices for dealers on turn and lot management. Some of the questions asked include:Q) Talk about your background in automotive and why you started Lot Pop and what you guys do?Q) 2020 and 2021 have been surreal from an industry standpoint, what has the pandemic/chip shortage taught us about inventory management?Q) What were some of your observations (in terms of the used car marketplace) in Q4 of 2021?Q) Any predictions for 2022? (in terms of used car inventory)Q) What are dealers sleeping on when it comes to inventory management?Q) What advice do you have for your average independent dealer sourcing inventory and trying to build a strategy for this market?Q) What are some of the most successful dealers doing differently when it comes to inventory management? Q) Why is it hard to build inventory management software, what are/were some of the challenges in getting this product to market?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode: https://blog.sellyautomotive.com/blog/jasen-rice-president-of-lotpop-on-inventory-and-lot-management 

In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Bill Zadeits the president of Cherokee Media which is one of the most recognizable automotive press outlets with the Auto Remarketing Magazine and the Used Car Week properties. Zach discusses the latest developments from Auto Remarketing including their in-person conference this year and observations from the used car marketplace.Some of the questions asked include:Q) Your AR publication has been covering the pandemic, inventory shortage, M&A in auto software, what has the last year been like from your lens?Q) What do you think has been most surprising in terms of the auto industry and 2021 thus far?Q) You've been running the Used Car Week Conference for years, what has it been like over the last 2 years in the conference side of the business, and how has that helped you plan Used Car Week 2021?  Q) What are some of the most exciting parts of Used Car Week this year?Q) We talked earlier about M&A in auto software, with Used Car Week you have a whole segment on venture, tell us about that?Q) What are your predictions for the used car marketplace in 2022?FREE ticket for dealers to Used Car Week - https://reg.unityeventsolutions.com/se/USEDCAR2021/ATT/EN/process.aspx?&utm_discount=DEALER21&utm_source=DEALER21Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode: https://blog.sellyautomotive.com/blog/interview-with-bill-zadeits-on-used-car-week-and-auto-remarketing

In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Lissette Gole the head of automotive retail at Google. Lissette discusses the latest developments from Google including their dealer playbook and how they help dealers sell more cars online. Some of the questions asked include:Q) So let's get started, and for those of us listening, talk about your career path into automotive at Google? Follow Up - For those unfamiliar with Google's offering for dealers, talk to me about how Google enables dealerships' digital presence? Q) 2021 has been a roller coaster of a year for dealers; talk to me about what you observed from your lens at Google on the way dealers shifted and changed their inventory/brand marketing on your platform? Q) Why is a “customer buying experience” so important post-2020? Q) Google (Feb 2021) published its Dealer Playbook; what are some of the most exciting takeaways in this guide? Q) Let's move on to what some of the most successful dealers are doing differently when it comes to marketing their dealership and inventory?  Q) What advice do you have for a new dealer  when it comes to getting started developing a winning Google strategy? Q) Two auto trends have taken mindshare last year (2020), and wanted to get your thoughts on them: online dealers like Carvana and Vroom, who have gone public, and subscription services for automotive. What are your thoughts on these two trends? Q) Can you share some areas Google is focused on in the future in terms of automotive? Download the Google Playbook for Dealers - https://www.thinkwithgoogle.com/future-of-marketing/digital-transformation/auto-dealer-guide/Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode: https://blog.sellyautomotive.com/blog/lissette-gole-head-of-automotive-retail-at-google-on-used-car-sales

In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Joe McCloskey the NIADA President of the board of directors and a successful Colorado-based used car dealer operator who has been in the business for over 50 years. Zach and Joe discuss the importance of IADAs as well as 20 groups, inventory during the pandemic, and thoughtful advice from Joe's years in the business. Some of the questions asked include: Q) So let's get started, and for those of us listening talk about how you got into the car business and what the last 50 years have been like from an industry evolution standpoint? Q) You mentioned to me on our first call that you have owned franchise dealerships as well as independent dealerships, in your opinion, what are the advantages/disadvantages of running a franchise store versus an independent? Q) Joe, what has this inventory crisis been like from your dealership's lens? Q) How have you creatively sourced inventory in this market? Q) What's different about the pandemic customer versus the pre-pandemic customer from your lens? Q) What is your strategy (without giving away anything you don't want to share) with your inventory in this last half of 2021?  Q) Inventory management is one of the key components of a successful used car dealer operation, what else (ex. customer buying experience) is important for dealers to get right in this market? Q) What advice do you have for a used car dealer just getting into the business and starting up in 2021? Q) Talk about the importance of the NIADA and your state IADA and why they have been helpful for you as a dealership? (From an educational standpoint for example) Q) Lastly Joe, what are your predictions for the rest of the year in terms of the used marketplace? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode https://blog.sellyautomotive.com/blog/interview-with-joe-mccloskey-on-50-years-in-the-used-car-business

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Danny Zaslavsky the managing partner of VinCue on running a large used car dealership with no floor plan, inventory management in 2021, VinCue product, and the concept of the highest authentic value.Some of the questions asked include:Q) So let's get started, and for those of us listening:Danny - Talk about your background in automotive and how you got involved in the  VinCue business? Q) 2020 and 2021 have been surreal from an inventory standpoint, what has the inventory crisis taught us about market pricing? Q) Danny, what has this inventory crisis been like from your dealerships (Country Hill Motors) lens? Q) What are the three things that good inventory management should be? Q) We're all conditioned to drop prices if a car isn't moving, is that the right strategy?  Q) Obviously inventory management is a key component of a successful used car dealer operation, what else is important for dealers to get right in this market? Q) What are some of the most successful dealers doing differently when it comes to marketing their dealership and inventory? Q) What advice do you have for a used car dealer just getting into the business and starting to build their inventory management strategy? Q) Why is it hard to build inventory management software, what are/were some of the challenges in getting this product to market?Q) Lastly Danny, what's coming down the pipeline from the VinCue team?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode https://blog.sellyautomotive.com/blog/interview-with-danny-zaslavsky-of-vincue-on-inventory-management

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Christ Lentz the CEO of AutoSweet and an auto industry entrepreneur with a previous exit. Chris discusses with Zach how dealers have adapted their inventory marketing, Facebook, Google Adwords, best practices with dealer marketing.Some of the questions asked include:Q) So let's get started and for those of us listening talk about your previous experience as an automotive industry entrepreneur pre-AutoSweet and how you got into the business?  Q) What problem in the industry-led you to start AutoSweet? Q) As we are battling the inventory crunch and getting out of the pandemic what have you observed from dealers when it comes to the way they have changed their inventory marketing? Q) How has Facebook grown over the last couple of years to become an important part of dealers' inventory marketing?Q) Shifting gears, when it comes to Google Ads, what are dealers missing out on when it comes to running successful inventory marketing campaigns via Adwords? Q) For dealers listening, discuss the importance of joining an association, and how it can help them become successful? Q) Why is reputation management important for dealers in today's market? Q) What are your predictions for the rest of 2021 and what's coming down the pipeline? Q) How does AutoSweet uniquely help independent dealers succeed in today's marketplace? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode https://blog.sellyautomotive.com/blog/inventory-marketing-with-chris-lentz-of-autosweet

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Ilana Shabtay the Director of Marketing at AutoLeadStar and a podcaster herself on the Inside Auto Podcast. Ilana discusses with Zach how dealers have adapted their marketing of used cars, best practices and not-so-good practices with dealer marketing, and other hot topics in the used car marketplace. Some of the questions asked include: Q) 2021 was been a roller coaster of a year for dealers, talk to me about what you observed from your lens at Auto Lead Star on the way dealers shifted and changed their inventory/brand marketing? Q) What are some of the most common dealership marketing mistakes you have seen this year? Q) Let's move onto what some of the most successful dealers are doing differently when it comes to marketing their dealership and inventory? (ex- Case Study or dealer your team has worked with) Q) What advice do you have for used car dealers when it comes to getting started developing a winning marketing strategy? Q) Why is a “customer buying experience” so important? Q) Two auto trends have taken mindshare last year and wanted to get your thoughts on them: online dealers like Carvana and Vroom who have gone public and subscription services for automotive. What are your thoughts on these two trends? Q) What are your predictions for the rest of 2021 and what's coming down the pipeline? Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealer model? (Saw your podcast w/ Matt at Shift Digital on this subject) Q) Lastly, what is Auto Lead Star doing that uniquely helps market and sell used cars? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Read the transcribe of this episode - https://blog.sellyautomotive.com/blog/auto-marketing-with-ilana-shabtay-of-autoleadstar

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Bob Voltmann the CEO of the National Independent Automobile Dealers Association (NIADA). Since joining NIADA, Voltmann has led new initiatives to bring even more value to associate members and partners. Bob discusses what it was like to join NIADA during the pandemic and upcoming in-person NIADA conference in Texas. This is an episode you will not want to miss! Some of the questions asked include: Q) Talk to me about what it was like to start at the NIADA in October 2020 working with used car dealers as the pandemic was ongoing; what was the experience like? Q) 2021 has been a roller coaster of a year for the auto industry, talk to me about what you observed from your lens at the NIADA?Q) What are your biggest initiatives this year (as an association) when it comes to issues that directly impact used car dealerships? Q) For dealers listening, discuss the importance of joining an association, and how it can help them become successful? Q) What are your thoughts on online dealers like Carvana or Vroom and their model?Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealer model? Q) What are your predictions for the rest of 2021 and what's coming down the pipeline? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Read the transcribe of this episode - https://blog.sellyautomotive.com/blog/interview-with-bob-voltmann-the-ceo-of-the-niadaNIADA Conference - https://www.niadaconvention.com/

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Justin Davis Co-Founder of BacklotCars which was recently acquired by KAR Global a publicly traded company. Since joining KAR, Davis has led the successful integration of BacklotCars and TradeRev, combining all U.S. users onto one streamlined platform and digital dealer-to-dealer marketplace. Davis and his team lean in to their entrepreneurial roots, aiming to deliver a simple and intuitive solution that helps dealers conveniently sell and buy used vehicles on their own schedule, with most deals closing in under one day. Some of the questions asked include: Q) So let’s get started and for those of us listening talk about how you got into the car business and the experiences that led you to found BacklotCars? Q) How impactful was coming out to the Bay area and participating in the 500 startups program for your companies growth? Q) 2020 was a roller coaster of a year for dealers, talk to me about what you observed from your lens at BacklotCars and the way dealers shifted to wholesale 100% online? Q) How does Backlot’s platform differentiate from online wholesale competitors? Q) Post 2021, do you see in-person versus online wholesale coming back for dealers?  Q) What advice do you have for independent dealers when it comes to getting started working with an online wholesale company like Backlot? Q) Two auto trends have taken mindshare last year and wanted to get your thoughts on them: online dealers like Carvana and Vroom who have gone public and subscription services for automotive. What are your thoughts on these two trends? Q) What are KAR Global’s predictions for 2021 and what’s coming down the pipeline? Q) What has BacklotCars’ integration into KAR Global been like from a process standpoint? Q)What is BacklotCars doing that uniquely helps independent dealers? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Read the transcribe of this episode - https://blog.sellyautomotive.com/blog/justin-davis-of-backlot-cars-on-online-wholesale-and-used-cars

In this episode of the Used Car Dealer podcast, Zach interviews Nathan Fox of Cox Automotive who is the Senior Director of Business Development for Cox Automotive’s Inventory Management Solutions brands which include vAuto and Kelley Blue Book Instant Cash Offer. In this role, Nathan leads the development of all inventory merchandising solutions. His primary focus is helping dealerships grow their business by having all the data and tools they need to ensure their inventory investments pay off.  In this episode, they discuss a variety of topics around inventory and merchandising as well as the launch of SnapLot 360 for vAuto. Some of the questions asked include:Q) The current inventory shortage is arguably the biggest challenge facing most dealerships right now.  Your team doesn’t produce inventory, but as I understand it, you’re working to help dealers sell the units they have at the best possible price.  Tell me more about that connection between merchandising and the inventory shortage?Q) Why is inventory management software so crucial for dealers, especially during these times? Q) What are your predictions for the rest of 2021 for the used car market? Q) You recently announced a new imaging tool that’s been incorporated directly into vAuto’s new and used car inventory management platforms.  Explain how this technology works and why it’s valuable to dealers?Is this technology or functionality unique in the marketplace?Who uses it within the dealership and how is it making their job easier and generating better results for the dealership?Why was it important to bring Snaplot360 into the vAuto Provision and Conquest platforms now?Q) As we come to a close, what final advice do you have for a dealership who’s starting to rethink their approach to merchandising?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode - https://blog.sellyautomotive.com/blog/nathan-fox-on-used-car-inventory-and-merchandising-in-2021

In this episode of the Used Car Dealer podcast Zach interviews marketer and podcaster Jason Harris out of Canada. Jason discusses how used car dealers can brand themselves, social media mistakes, "Why buy from us", and the customer buying process. Some of the questions asked include:Q1) 2020 was a roller coaster of a year for dealers, talk to me about what you observed from your lens in Canada and how dealers adapted since the pandemic? Q2) What are you seeing in 2021 in terms of digital marketing mistakes from dealers? Q3) You brand yourself with the color orange and have a very unique style for your social media presence. How should used car dealers think about building their brand and standing out from the competition? Q4) Why is the “Why buy from us” so important for a dealership?  Q5) What are some common social media mistakes you see dealers make? (and steps to avoid) Q6) Talk to me about generic autoresponders and why that’s not efficient? Q7) What are your predictions for 2021 for the auto industry? Q8) What are your 3 best nuggets (advice) for a small to mid-size dealer (whether Canada or US-based) running lean (inventory, staff) during these times?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast​

Steve is back for another episode of the UCDP where we catch up on hot industry topics including digital retail for used car dealers; Carvana and other public online used car dealers; as well as how the used car marketplace is performing in 2021. Some of the questions asked include:1. What has Steve been seeing in terms of recovery (2021) and used dealers starting to pick up momentum? 2. Steve, what are you seeing in terms of tax season activity, any pickup from the stimulus checks?  3. What are your thoughts on the sub-prime market for 2021?4.  Let’s revisit Carvana, Vroom, and how they fared in 2021?5. Are you (Steve) seeing used car dealers use digital retail?6. What are some best practices (from a CRM standpoint) you see successful dealers leverage?7. What are you optimistic about in 2021?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

Jeff Martin the executive director of the TXIADA sits down with Selly CEO Zach Klempf to discuss the importance of independent dealer associations as well as timely topics for used car dealers.Some of the questions asked include:1. For those unfamiliar with TXIADA give us a high level about the size and impact of the TXIADA? 2. A lot of used car dealers are aware of IADAs but may not be members, why should they join an IADA and what does TXIADA do specifically for used car dealers in Texas? 3. What was 2020 like from the lens of an IADA director, what problems did you help dealers navigate? 4. How has Jeff seen used car dealerships evolve over the last 14+ years you’ve been running TXIADA? 5. Compliance is often overlooked by used car dealers or not taken as seriously as it should be, what have has Jeff learned about the importance of compliance for used car dealers? 6. What are Jeff's thoughts on online dealers like Carvana and Vroom? 7. What is Jeff optimistic about in 2021 for dealers?Read the transcribe - https://blog.sellyautomotive.com/blog/interview-w/-director-of-txiada-on-importance-of-dealer-associations Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast​