Show cover of Used Car Dealer Podcast

Used Car Dealer Podcast

Welcome to the Used Car Dealer Podcast.You don’t have time for another vendor-sponsored podcast. You need actionable insights from people who understand your business inside and out. No sales pitches. No vendors-sponsored content. Just authentic, straight-to-the-point advice for used car dealers.Hosted by industry veterans the Used Car Dealer Podcast is the ONLY show that’s 100% focused on YOU.In each episode, we share tips on how to supercharge your used car business. You’ll hear interviews with industry experts, hot debates, and must-have news from across the industry.Whether you’re in sales, F&I, management, or in the allied industry, you’ll love the Used Car Dealer Podcast. Subscribe today anywhere you listen to podcasts.

Tracks

UCDP Ep #59 - Interview with Mike Trudeau, EVP of Business Development at Montway Auto Transport
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 
13:56 3/4/24
UCDP Ep #58 - Interview with Kanchana Sundaram, Sr Director of Product & Innovation at Experian Automotive
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
18:48 2/20/24
UCDP Ep #57 - Interview with Luke Lunkenheimer - From Prison to Successful Owner of Multi Rooftop Dealership Group
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
55:01 1/22/24
UCDP Ep #56 - Navigating the 2024 Used Car Market w/ Cox Automotive's Senior Director of Economic & Industry Insights
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
25:49 1/19/24
UCDP Ep #55 - Interview with Matt Watson, Serial Entrepreneur with $150M+ Acquisition
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
32:15 1/5/24
UCDP Ep #54 - Interview with Amir Hever, CEO of UVeye: Pioneering the MRI for Vehicles
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)
18:53 10/9/23
UCDP Ep #53 - Interview with Experian Expert Jim Maguire on Fraud in Auto Industry
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
27:07 8/18/23
UCDP Ep #52 - Interview w/ Kieran O'Brien - Founder and CEO of Auto Repair SaaS ShopGenie
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
18:20 6/13/23
UCDP Ep #51 - Interview w/ Jeff Martin - CEO of NIADA
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
13:33 5/16/23
UCDP Ep #50 - Interview w/ Steve Greenfield - Founder & CEO of Automotive Ventures
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 
30:14 4/24/23
UCDP Ep #49 - Interview w/ ASOTU Founders - Paul Daly & Kyle Mountsier
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
32:54 3/15/23
UCDP Ep #48 - Interview w/ vAuto Founder Dale Pollak on Inventory Management in 2023
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
32:30 3/8/23
UCDP Ep #47 - Interview with Dennis McGinn of Rapid Recon
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
28:40 2/22/23
UCDP Ep #46 - What your Dealership Needs to Know in 2023 About FTC Safeguard & Compliance
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
20:49 2/14/23
UCDP Ep #45 - Used Car Dealer Podcast with Melanie Wilson of NIADA
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)
15:43 12/30/22
UCDP Ep #44 - Used Car Week San Diego LIVE Interview w/ Dealer 101 Team
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)
14:40 11/21/22
UCDP Ep #43 - Interview w/ Bob Voltmann CEO of the NIADA
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
24:07 11/2/22
UCDP Ep #42 - Interview w/ Melinda Zabritski, Senior Director of Auto Financial at Experian
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
10:22 10/25/22
UCDP Ep #41 - Interview w/ Wendy Rinehart, Executive Director of OIADA
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
17:35 8/25/22
UCDP Ep #40 - 2022 Interview w/ Bob Voltmann CEO of the NIADA on current market, Washington DC, and more!
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
21:33 7/15/22
UCDP Ep #39 - Interview with Bob Hollenshead on the wholesale marketplace, Carvana acquiring Adesa, and Cars Acquisition
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
45:11 5/31/22
UCDP Ep #38 - Interview with Chip Perry CEO of A2Z Sync (Former CEO of Autotrader & TrueCar) on the One Person Sales Model
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
27:31 5/4/22
UCDP Ep #37 - Interview with Randy Kobat VP of Inventory Management Solutions at Cox Automotive
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
10:53 4/13/22
UCDP Ep #36 - Interview with Jasen Rice President of Lotpop on Inventory and Lot management
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 
26:22 1/6/22
UCDP Ep #35 - Interview with Bill Zadeits President of Cherokee Media (Auto Remarketing & Used Car Week)
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
18:25 11/1/21
UCDP Ep #34 - Interview with Lissette Gole Head of Automotive Retail at Google on Used Car Sales
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
16:02 10/22/21
UCDP Ep #33 - Interview with Joe McCloskey of the NIADA on 50 years in the used car business
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
32:42 10/6/21
UCDP Ep #32 - Interview with Danny Zaslavsky of VinCue on used inventory management
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
21:30 9/22/21
UCDP Ep #31 - Inventory Marketing with Chris Lentz of AutoSweet
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
11:28 8/17/21
UCDP Ep #30 - Auto Marketing with Ilana Shabtay of AutoLeadStar
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
17:33 7/14/21