Episodes
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In just under an hour, gain the insights you need to better market your dealership on social media, improve the physical experience for customers coming to your store and more. Mary Rice, Dealer Principal at Toyota of Greensboro, a leading dealership in North Carolina, joins our podcast and offers tons of actionable tips for dealers to improve their business. Plus, she shares her recommendations for women joining this industry and guidance for everyone looking to advance within automotive.
In this episode you’ll hear:
What led Mary to leave marine studies and join the automotive industry
What her dealership did during the CDK Global outage and her advice to dealers
Her best tips for women wanting to join the industry and how to stand apart at work
How she is changing the game for her dealership through authentic social media videos – and how you can too!
How revamping her dealership led to a greater customer experience (some guests even stay past their appointments because of the atmosphere!)
Mary Rice is a third-generation car dealer. She has over 15 years of experience in the automotive industry and has graduated from the National Automotive Dealer Association (NADA) Academy, a program that prepares the next generation of dealers for success. Before joining Toyota of Greensboro, Mary had a successful career in real estate sales, where she earned the Century 21 Centurion Award for five consecutive years. She leveraged her digital marketing and sales skills, which she acquired during her real estate career, to help Toyota of Greensboro increase sales. Mary is proud to be the Toyota approved dealer of record for the Greensboro Toyota dealership since 2020, and 2023 marks the 25th year Toyota of Greensboro has received the Toyota President’s Award.
For more about Mary, visit her LinkedIn.
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As automotive retail evolves, staying ahead of rising trends and the latest technology is important. On this episode of The Walk Around podcast, Cliff Banks of The Banks Report shares his thoughts on the future of this space in the modern dealership. As an “industry insider,” Cliff’s unique background in journalism has helped him grow and become a pioneer in automotive news.
In this episode you’ll hear:
How non-traditional sources are changing automotive journalism
Industry insights and trends that dealers are thinking about
Tips to identify the right DMS vendor for your business
Thoughts on an end-to-end approach in the future of retail
The importance of trustworthy relationships between vendors and dealers
Cliff Banks is the founder of AUTOVATE, an annual conference, podcast, and newsletter that covers the intersection of innovation, entrepreneurship, and investment in automotive retail. AUTOVATE has helped foster nearly $2 billion in acquisitions and investments in automotive retail technology companies. Cliff has 35 years of experience in the automotive sector and nearly 25 years as a journalist and analyst. In his career, he spent over a decade as an editor with WardsAuto, managed the Digital Dealer conferences and publications for two years and launched The Banks Report, an online newsletter focused on investment in the automotive retail space.
For more about Cliff, visit his LinkedIn.
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Episodes manquant?
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In this episode we spoke with a well-known automotive entrepreneur creating disruptions in the technological and training sectors of the dealership – Marco Schnabl. Discover the need he saw in automotive when he worked to create automotiveMastermind and RockED, and what led him to join the industry in the United States after living and working in Germany’s motor world.
In this episode you’ll hear:
Differences in the German automotive industry vs. American What drove Marco’s entrepreneurial spirit to launch various companies Biggest lessons learned and the importance of people supporting your endeavors What need he saw before starting automotiveMastermind and RockEDMarco Schnabl is a German-American entrepreneur with deep roots in the automotive industry. Following in his father’s footsteps, Schnabl joined Mercedes-Benz in 2003, working both in Germany and at its flagship location in New York City. His intricate understanding of the industry sparked the idea to transform the traditional automotive retail process. In 2013 Schnabl co-founded automotiveMastermind, the leading provider of predictive analytics and marketing automation technology for the automotive industry.
In 2017 automotiveMastermind was acquired by IHS Markit (now S&P Global). After successfully growing and integrating the businesses, Schnabl left Mastermind in September 2022, focusing on new ventures in the automotive tech space. Together with a team of technology and industry leaders he now serves as the Executive Chairman for The RockED Company, a disruptor of traditional learning and education in the automotive vertical.
For more about Marco, visit his LinkedIn.
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Our third season of The Walk Around podcast starts now! This episode is full of the latest data on market trends and information on the environment of buying and selling dealerships. Our guest, George Karolis, talks F&I in earnings profiles, evaluating dealership costs and key focus areas for dealership valuations. This episode is great for dealers looking into the M&A market, as well as automotive professionals looking to one day own a dealership.
In this episode you’ll hear:
Industry insights from Presidio’s Quarterly Report What dealers who are planning to sell should be thinking about Whether dealerships are worth what they’re selling for If deals are following patterns – or entering uncharted territory F&I in the buy/sell space and much more!George Karolis is the president of The Presidio Group, a firm that provides investment banking advisory services and principal investments in auto tech companies and dealerships across the country. He has over 20 years of experience in automotive retail, M&A and real estate development. Prior to joining Presidio, George spent over 18 years as an executive at Asbury Automotive Group, helping to build it into one of the largest automotive retailers in the U.S.
For more about George, visit his LinkedIn.
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As the third year of The Walk Around podcast comes to an end, listen in for a big (and bittersweet) announcement! We dive into a few of the funniest and most insightful moments with our guests and hosts Marc Spoto and Elliot Schor over the past year. From accomplished dealers to auto influencers, training experts and tech enthusiasts, it’s been a fantastic year full of learning and predictions to help dealers navigate this ever-changing industry that we love.
In this episode you’ll hear:
A look back at the top themes of 2023:
- Digital retail
- Consumer experience
- What dealers can do to better engage their customers
- Electric vehicles (of course!)
Lessons from last year that dealers can use in 2024
The top Schor Thing segments (any surprises here?) and more!
For more about Marc and Elliot, visit them on LinkedIn: Marc Spoto and Elliot Schor
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Joining us on The Walk Around podcast is an expert at one of the top sell-side advising firms in the nation. With her years of experience in the automotive industry and the success of her company, Kerrigan Advisors, Erin Kerrigan has a unique viewpoint on the market concerning retail and dealer sentiment. She discusses one of the looming questions on the minds of dealers as this year ends - just what will 2024 be like for the automotive industry and the economy? Predicting these trends is no easy feat, so we look to the data to help us prepare. Prepare for an exciting and detailed conversation!
In this episode you’ll hear:
What does 2024 hold for dealer valuations? What is the timeline for normalizing? What is the new normal? Is the presence of EVs and government regulations deterring dealership buyers? The Trust Index and how it relates to franchise values OEM survey results – can you guess any of their responses? What led Erin to entrepreneurism and her advice for building your brandErin Kerrigan is the Managing Director of Kerrigan Advisors, a firm she founded in 2014. Kerrigan Advisors is the leading sell-side advisor and thought partner to automotive dealers in the US. They have sold over 225 dealerships since their founding, including more of the Top 150 Dealership Groups than any other firm, representing over $7 billion in client sales proceeds. In addition to sell-side advisory services, Kerrigan Advisors provides consulting services to dealers looking to increase the value of their business and investors looking to deploy capital in the auto retail industry.
Erin is a recognized industry expert on dealership buy/sells, valuation, real estate and private equity, and is a frequent speaker at leading auto retail events and conferences. She is also the lead author of The Blue Sky Report, the industry’s leading buy/sell report.
For more about Erin, visit her LinkedIn.
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Technology enables dealers to reach their customers in a targeted and personalized way. Social media, websites and email are all important ways to market your business, but if you really want to attract and engage future customers, local listing solutions like Google and Apple Maps can significantly optimize your digital presence. Learn from an expert – and former Googler – how you can adapt your dealership to modern advertising techniques as privacy laws change, what map platforms people prefer and more ways to help you attract new customers.
In this episode you’ll hear:
The best ways for dealers to reach local consumers How new privacy laws make branding more important than ever How technology is helping the dealership of the future evolve How auto dealers can make their presence known on consumer platforms like maps Where dealers should place their bets among the increasing number of apps and platformsChris Lydle is CEO at dbaPlatform, a SaaS suite of tools for local advertising and listing solutions led by former Googlers. The company partners with Google, Apple and Microsoft to provide management of local placements that help business chains, agencies and brands strengthen and optimize their local presence.
Chris brings more than 25 years of digital experience at companies of all stages of growth. Before joining dbaPlatform as CEO, Chris was at Google for almost 10 years, leading go-to-market efforts across several products. He joined Google through the acquisition of RightsFlow, where he served as SVP of Sales & Marketing. At Google, he had a strong focus on retail and restaurants as Global Lead of Digital Signage and then Global Lead of Local Shopping. Before joining RightsFlow, Chris was an executive leader at four startups and a founder of one. For more about Chris, visit his LinkedIn.
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We’re honored to be joined by a seasoned and well-respected automotive legend in this episode of The Walk Around podcast. Discover valuable advice for all areas of the dealership from Mike Maroone, who has dedicated over 40 years to the automotive industry. From leading large teams to investing in technology, this is surely a not-to-miss discussion for any person in the automotive world.
In this episode you’ll hear:
The state of modern retail today Mike’s biggest worry in the business The key to driving the auto retail process Discussion on who owns the guest experience (OEMs? Dealers?) Why it’s necessary to train teams to effectively use your CRM system How Mike sees Artificial Intelligence (AI) playing a role in dealership operations and much more!Mike Maroone, Chairman and CEO of Maroone USA, is an entrepreneur, investor and second-generation auto retailer. His automotive career began with the Maroone Automotive Group, which under his leadership as president has grown into nine franchises in six locations with 900 associates. In partnership with his father Al, the Maroone Automotive Group was consistently recognized as one of the top-performing auto retail groups in America. As owner of Maroone Enterprises since 1997, Mike works both independently and in partnership in multiple ventures spanning interests such as automotive, healthcare, water and aviation. From 1997 to 2015, Mike served as president, chief operating officer and director of AutoNation, Inc. where he was responsible for all retail operations of 280 franchises (with over 20,000 associates!). He has been honored with numerous awards - Automotive News named him an All-Star and one of the industry’s 50 Visionary Dealers of all time while Time Magazine awarded him Quality Dealer Award.
For more about Mike, visit his LinkedIn.
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The next generation of buyers has a lot to teach us, and we got the chance to speak with them, particularly about their thoughts on the automotive industry. In this episode we discuss how Gen Z views the car buying experience, opportunities for dealers to better reach this growing segment of their audience and more thoughts on the industry from three college students (and JM Family interns!).
In this episode you’ll hear:
Whether owning a car is important to younger generations If the car buying experience is something they look forward to or dread The importance of relationship building in the sales process & omnichannel platforms Whether they prefer online buying or in-person and just how they are researching cars What Gen Z thinks about the presence, practicality and performance of EVsAdam Yehya is a junior working towards a Finance major and combined degree master's program in finance at the University of Florida. He recently was an intern for the JM&A Group Business Transformation and Strategy Execution team.
Jacob Schlessel is a junior at Florida State University studying Marketing. Jacob worked as a Marketing Intern at JM&A Group this summer.
Madelyn Kelley is a junior at Florida State University studying Public Relations. This summer she worked with our parent company, JM Family Enterprises, as a Public Relations Intern.
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Get ready for a thrilling ride in this episode of The Walk Around podcast. We explore the amateur racing circuit and discuss how the organization Out Motorsports is supporting an inclusive community for LGBTQ car and motorsport enthusiasts. Plus, don’t miss some helpful tips for dealers to better create authenticity in business from an experienced automotive editor and reviewer.
In this episode you’ll hear:
The creation of Out Motorsports and how the organization seeks to create community for LGBTQ car and motorsport enthusiasts How dealers can be a part of the community Whether you’ll find electric vehicles on racetracks any time soon The importance of authenticity throughout the car sales process If we’re experiencing a golden age for gasoline-powered vehicle enthusiasts What techy car component is no good in Jake’s opinion and more!Jake Thiewes is the owner of Out Motorsports, an organization for LGBTQ car and motorsport enthusiasts and the President of the Washington Automotive Press Association. An avid enthusiast himself, Jake competes wheel-to-wheel with the National Auto Sport Association in his Spec3 BMW 325is.
He is a knowledge force when it comes to vehicles, as a reviewer. When not behind the wheel – a rarity – he enjoys traveling to explore new places and eating his way through the DC metro area’s restaurant scene.
For more about Jake, visit his LinkedIn.
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Dealers can gain valuable insight in this episode on how to meet moms and families where they are in the car buying process by understanding their specific needs, making the process less intimidating and more transparent and by providing helpful online content through social media that empowers customers and dealership staff.
In this episode you’ll hear:
What moms think about (and get frustrated by!) buying EVs for their families How dealers can appeal to the mom segment and women buyers (don’t miss Kelly’s tips here!) How to empower your customers through content that makes them excited and comfortable with the car purchasing process A debate on the best mom car and what customers’ sentiments towards mini-vans are (love them or hate them?) How dealers can bring value on social media, uplift their team in the sales process and more!Kelly Stumpe is a mom of three, car salesperson, Child Safety Passenger Technician (CSPT) and creator of The Car Mom. She was raised in the car industry and grew passionate about the industry after starting her career as a client advisor at BMW of West St. Louis.
With over 1 million views since the launch of her YouTube channel, The Car Mom, in November 2020, Kelly’s informative and fun reviews have captured the attention of women across the country looking to upgrade their vehicle needs. Her reviews focus on what mothers really care about - everything from the car seat set up to the cup holders. All of her unique content is shared weekly across multiple media channels.
For more about Kelly, visit her Instagram and her Youtube.
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As we navigate the middle of 2023, we continue to adjust to the evolving industry and changing market. In this podcast episode, we dive into what inventory levels are prime for dealerships, continue discussions of vehicle affordability for your consumers, and discuss what the future role of dealers will be as technology increases and consumer purchasing habits change.
In this episode you’ll also hear:
The ideal inventory level at dealerships More lessons dealers can learn from online retailers What dealer relevancy/roles may look like in the future Making vehicles affordable for consumers in a high-inflation period From a dealer to aspiring dealers: advice for their career path and those new to the industry Open-door policies and establishing an environment that encourages employee retention How to analyze new dealership technology, EV adoption and more!Ken Ganley, owner and CEO at Ken Ganley Companies, grew up in the car business – his father was a dealer and Ken developed a passion for the business while hanging around the family dealerships. He and his wife are both Northwood University grads that majored in Automotive Marketing.
Throughout his career, Ken held positions in Finance and Sales management. He began purchasing dealerships in 1995 and ultimately purchased his father’s former stores. Now with 50 franchised dealerships in four states, the Ken Ganley Automotive Group has grown significantly. The group was recently named the 14th largest dealership group in America and made over $3 billion in revenue in 2022.
For more about Ken and Ken Ganley Automotive Group, visit their company LinkedIn.
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A common theme echoing this year in the automotive industry is constant change. Predicting where we will be in terms of affordability, inventory and sales? Tough. But thankfully, the economists specializing in this industry keep us informed with an understanding of what the data means and where the industry could land in the future. In this podcast episode, we talk to a top automotive economist about questions dealers and dealership staff may have, what dealers can do to address economic concerns for consumers and more.
In this episode you’ll hear:
What is going on in the car industry right now Whether the industry will ever return to normal How consumer spending has changed and what that means for dealers What savvy dealers can do to address affordability concerns for their customersJonathan Smoke, Chief Economist for Cox Automotive, leads the economic industry insights team and helps track the economy, new and used vehicle sales, supply, prices, retail and fleet demand, consumer credit and auto financing, and dealer sentiment. With over 28 years of experience in the automotive retail and real estate industries, Jonathan helps translate important data into understandable and relevant material.
He has also served as chief economist at Realtor.com and Hanley Wood. You might have heard Jonathan speak at major auto industry conferences such as the NADA and NIADA conventions, Automotive News World Congress and Used Car Week. As a thought leader and expert, Jonathan’s often featured in industry and national news outlets such as Automotive News, Auto Remarketing, The Wall Street Journal, USA Today, Bloomberg and CNBC.
For more about Jonathan, visit his LinkedIn.
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Training programs are a value-add for individuals at dealerships looking to advance their careers and teams aiming to reach higher levels of success, but courses are often seen as a luxury item for many dealers. In this podcast episode we explore how thoughts on training are changing within the automotive industry, the correlation between employee retention and customer satisfaction, appealing to different generations and more. There’s even talk on the role of artificial intelligence in modern training!
In this episode you’ll hear:
Why continued training is important for dealership success The correlation between employee retention and customer satisfaction Differences in event-based and continuum-based learning The challenges of training content that appeals across generations Balancing technology (like artificial intelligence) and human-to-human interaction in training and more!David O’Brien is President and CEO at Quantum5, a learning sustainment technology company. Growing up in the automotive industry – his dad was an automobile dealer – David eventually joined the industry in sales and management positions. His love for training and the auto industry ultimately led David to Quantum5, where he developed a training solution that brings personalized learning to dealerships in an effort to disrupt the traditional LMS approach to learning. In 2022, Quantum grew by 500%. Previously, David was a partner in a training company that was acquired by AON Consulting/ Resource Group and a partner at Predictive Index, a global strengths assessment and sales training company (Predictive Index is one of JM&A Group partners too!).
For more about David, visit his LinkedIn profile: linkedin.com/in/david-obrien-5926735
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Inflation and low inventory have caused new and used vehicle prices to soar over the past year. On this episode of The Walk Around podcast we discuss customer education, how used EVs will impact dealerships and how used car dealers are managing when major manufacturers like Tesla cut prices on their new vehicles. This conversation will benefit any dealer looking for insight into customer relations, used cars and more.
In this episode you’ll hear:
How to appeal to consumers left behind in this inflationary period How used car dealers can differentiate themselves from franchise dealers Missing price segments in the marketplace and what that means to the consumer What acquiring inventory may be like in the future for used dealerships Whether there is a profitable market for EVs at used car dealershipsJoel Bassam is the President of Easterns Automotive Group, a family-owned used car dealership that operates eight retail locations around DC, Maryland and Viriginia. He is the second generation to work at Easterns since it opened in 1988, starting at the family business at the age of 12. Joel moved his way around the dealership from service tech to sales manager, director of marketing and beyond.
Fun fact: Joel is a Walk Around listener who asked to be on the podcast to share the perspective of an independent used car dealer with our audience. And we’re glad he did! If you have unique insights to share with us, reach out, and you may find yourself on an upcoming episode!
For more about Joel, visit his LinkedIn profile: linkedin.com/in/joel-bassam
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Simply put, the automotive industry can be stressful. Trying to balance that stress and other triggers amidst pressure to sell vehicles, manage apprehensive customers and navigate a tough economic climate is challenging. In this episode, we discuss methods for understanding the root of our emotions and triggers, managing stress, giving feedback to staff and more. Discover the tactics needed to elevate leadership at your dealership with expert Dr. Scott Livingston, president of Livingston Consulting Group.
In this episode you’ll hear:
What emotional intelligence is and how to balance it in the automotive industry When stress can be used to your advantage in your dealership work Methods for managing triggers and knowing when stress turns bad Using Pattern Interrupt to diffuse situations Extrinsic and intrinsic motivators and how that impacts your team How to listen to and understand your team’s emotional needs Why people ultimately follow leaders The three-part process of feedback and how to give feedback to your staffAt Livingston Consulting Group, a leadership development organization, Dr. Scott Livingston, specializes in leader development and executive coaching. He has worked with leaders from Abbott Laboratories, JM Family Enterprises (JM&A Group’s parent company), Dover Manufacturing and many more. Dr. Livingston uses emotional intelligence to improve the relational skill and performance execution of leaders in organizations as this provides a measure of self-awareness, which helps enhance leader relationships and decision-making capabilities. Scott has over 30 years of experience in leadership roles, some of which were held at Eli Lilly where he was a two-time winner of the Leadership Coaching Award and four-time winner of the distinguished Master Performer award. He is also an Adjunct Professor of Executive Coaching and Leadership Development at Indiana Wesleyan University and Concordia University Irvine.
For more about Dr. Scott, visit his website: https://drscottlivingston.com/
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A great marketing strategy should be top of mind for dealers. Not only can this help your dealership attract and retain customers, but a goal-oriented process can also demonstrate brand consistency and help your dealership navigate the ever-changing market. We explore DMS and CRM systems, artificial intelligence in marketing, how upward trends of leasing impact your dealership and more in this podcast episode.
In this episode you’ll hear:
The need for cheerleaders who support and help you build your career in automotive How to retain customers at your dealership Protecting and maintaining your first-party data in your DMS and CRM systems What your strategic partners need to have to support your dealership How technology can help with personalized offerings for customers and creating loyalty What dealers should be thinking about with car leasing and customer retention When to rely on AI (artificial intelligence) in your marketing creation and when not to If dealers don’t do this one thing, there will be no market...tune in to hear Diana’s plea to dealersFull of passion and energy, Diana Lee is the CEO and Co-founder of Constellation, a global SaaS company using end-to-end enterprise marketing technology. At Constellation, she helps brands mass-automate compliant creative and streamline the regulatory approval process. Her automotive career started at the age of 18 when she saw an ad for a greeter at a local car dealership. Over the next 34 years, she became a salesperson and then moved through positions while battling the competition, particularly as a young Asian woman. Her perseverance in sales, marketing and consulting and her desire to provide for herself are truly inspiring. Diana was named EY Entrepreneur of the Year 2021 New York. An immigrant from South Korea and mother of three, she has a mission to create seats at the table for other talented immigrants, minorities and women.
For more about Diana, visit her LinkedIn profile.
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The time to prepare for electric vehicles in your dealership is now. With plenty of data to confirm, Elizabeth Krear outlines just why your dealership needs to prioritize a plan for EVs as they transition from ICE at now a faster pace. Listen in for a deep dive into ways dealers can increase EV adoption and how the industry can evolve. Plus, get an inside look at what it is like being a Chief Engineer. From the process and variables an engineer must consider when developing vehicles, to tearing down competitor vehicles, Elizabeth has plenty to share!
Elizabeth Krear is Vice President of Electric Vehicle Practice at J.D. Power where she leads activities leveraging data and insights to support clients through the transition to an electrified product portfolio with optimum business performances. Previously, she served as Stellantis’ Global Planning Director for Jeep Grand Wagoneer and was Chief Engineer for the Jeep Wrangler and Gladiator SUV vehicles and the Ram 1500 Light Duty Truck portfolio. She was named one of the “100 Leading Women in the North American Auto Industry” by Automotive News in 2020.
In this episode you’ll hear:
Whether EV consumers are satisfied with their purchases Ways to educate customers who are uncertain about EVs How the industry can overcome the barrier to EV adoption in urban areas EV charging infrastructure – what the industry should do to eliminate purchasing barriers Key takeaways from J.D. Power’s Ownership Study How to successfully balance a career, family and pursuing further education The qualities of a strong leaderFor more about Elizabeth, visit her LinkedIn profile.
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How can dealers better leverage data? With more data available today than ever before, it can be overwhelming understanding just how to acquire and use that information to your customers’ and dealership’s benefit and remain compliant. This episode answers these questions along with other key advice for dealers and automotive professionals, like improving the customer experience, developing a growth mindset as a leader and infusing a human aspect into problem solving at your dealership.
Deirdre Borrego joins us for International Women’s Day and Women’s History month. She’s the president and founder of DKB Advisory Services, a strategic business consulting and executive coaching firm. Her executive leadership positions span the automotive data and analytics space at J.D. Power and R.L. Polk. Deirdre was instrumental in the development of the Power Information Network – an industry standard for transaction-based data and predictive analytics that is essential for many OEMs today.
In this episode you’ll hear:
How dealers can better leverage their data How data helps us understand the customer experience and our employees Why to incorporate a human aspect into your data and problem solving Her experience as a woman entering the auto industry Practical tips for leaders wanting to have a growth mindset and more!For more about Deirdre, visit her LinkedIn profile.
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Auto transport may not be the most buzzworthy topic in industry talk, but in this episode, we hear more on why dealers should be considering this possibly overlooked, but quite integral part of dealerships’ daily operations. In an industry that is working to recover from pandemic inventory woes and high inflation, finding ways to optimize operational and sales processes is key.
Mike Trudeau, Executive VP of Business Development at Montway Auto Transport, a leading auto transporter that annually ships nearly 200,000 vehicles to all 50 US states and Europe, joins The Walk Around podcast to share his insider perspective on moving and delivering cars to dealerships.
Mike has 18+ years of experience in the logistics and automotive industry, working previously for companies like Enterprise and United Road Services. His expertise includes sales, operations and customer service management. With his career experience at Montway, Mike has an interesting perspective on where dealers are acquiring their car inventories and how that sourcing has changed over the years.
In this episode you’ll hear:
Technology as a necessary item for streamlining operations and aiding customer satisfaction Why logistics of car transport should be on dealer’s minds The “Amazon Effect” - acknowledging what your customers are used to and may now expect Whether alternative-energy transport vehicles will be a top motivator for manufacturers Dealership operational efficiency and affordability – what dealers can prepare for this year, plus Mike shares how Montway has used technology to save dealers time with their M.A.P. systemFor more about Mike, visit his LinkedIn profile.
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