Discover Offer Accelerator — a flexible add-on to Kelley Blue Book® Instant Cash Offer. Designed for dealers, this resource empowers you to source external offers from Autotrader and KBB.com. Learn how Offer Accelerator helps you stay ahead of market demand and win more cars with simple, effective solutions.
Car buying has never been simple. But today’s shoppers expect more: transparency, speed, and a process that feels tailored to them, not just the dealership. In this conversation with Emma Hancock from Automotive News, Paulo da Silva, Vice President & General Manager of Digital Commerce at Cox Automotive, unpacks how the smartest dealers are flipping the script. Instead of seeing negotiation as a tug-of-war, forward-thinking teams are using AI-powered insights to turn every deal into a win-win. The result? Less friction, more trust, and a path to “yes” that’s faster for everyone.
When you put the shopper first, you don’t lose control—you gain a collaborative edge. With access to behavioral data and tools that surface buyer signals in real time, sales teams can structure deals that feel personal and fair, whether the customer is online, in-store, or somewhere in between. It’s not about replacing the art of the deal; it’s about giving your team the intelligence to make every negotiation smarter, more efficient, and more profitable. Dive into the interview and learn how smarter insights make deal-making more efficient and satisfying for both sides.
Guest Expert: Hans Bodine, VP of Strategic Partnerships at Experian, joins Jade Terreberry to discuss how the Experian Auto Check and Kelley Blue Book partnership is redefining vehicle history reports. Hans highlights exclusive auction data, expanded service records, and the proprietary Auto Check Score that helps dealers and lenders reduce risk and improve transparency. The episode explores consumer priorities like accident history and title brands, plus why offering free reports on marketplaces boosts inventory conversion and trust for dealers, OEMs, and certified pre-owned programs.
Guest Expert:
Hans Bodine
Vice President of Strategic Partnerships & Initiatives
Experian
Top Takeaways:
Timestamps:
0:00 – 1:30 – Introduction and Meet Hans
Jade Terreberry introduces the show and guest Hans Bodine, VP of Strategic Partnerships at Experian, and previews the discussion on the future of vehicle history reports.
1:30 – 3:07 – Partnership and Differentiators
Hans explains the Experian Auto Check and Kelley Blue Book partnership, highlighting exclusive auction data and brand trust as key differentiators.
3:07 – 6:05 – Data Expansion and Consumer Insights
Jade and Hans discuss increased service records, new data partnerships, and findings from Experian’s consumer study on what matters most in vehicle history reports.
6:05 – 7:36 – Risk Reduction and Auto Check Score
Hans details how proprietary scoring and buyback guarantees help dealers and lenders reduce risk and improve transparency.
7:36 – 9:27 – Dealer Action and Industry Impact
Hans shares advice for dealers to connect with Cox Automotive teams and leverage enhancements that drive inventory conversion and consumer confidence.
9:27 – 12:06 – Closing Thoughts
Jade wraps up with key takeaways, emphasizes the importance of vehicle history reports on marketplace listings, and encourages listeners to subscribe for future episodes.
Get ready for a special bonus compilation episode straight from Digital Dealer Las Vegas! Our Guest Experts—Patrick Janes (AVP of Business Development, vAuto), Noah Lee (Director of Product Consulting, Cox Automotive), and Curtis Driver (Omnichannel Digital Sales Manager, Capital Automotive Group)—team up with Jade Terreberry to deliver their freshest tips and boldest predictions for automotive retail. From smarter inventory sourcing and the transformative power of AI to the rise of collaborative digital retailing, these industry leaders deliver actionable insights and fresh perspectives to help dealers boost efficiency, profitability, and customer satisfaction as they gear up for 2026.
Guest Experts:
Patrick Janes
AVP of Business Development
vAuto
Noah Lee
Director of Product Consulting
Cox Automotive
Curtis Driver
Omnichannel Digital Sales Manager
Capital Automotive Group
Most dealers are only seeing a fraction of what’s driving their sales – in fact on average just over 3%. That’s shocking – and in this episode, we’ll break down the latest findings from Cox Automotive’s whitepaper, to reveal the hidden blind spots in most dealer’s CRM tracking, new ways to make more focused marketing decisions like Multi-Touch Attribution (MTA), and what dealers can do right now to protect their marketing spend and boost ROI. Get ready for stats that will surprise you and step-by-step actions you can take today.
Guest Expert:
JB – Jeffrey Burnett
General Manager
Preston Automotive Group
Guest Expert: Jeffrey Burnett (JB), General Manager at Preston Automotive Group, joins Jade Terreberry to discuss Preston’s innovative Ford store, designed for a true omnichannel experience. JB shares how the new concept—featuring a welcoming barista hub and iPad-powered sales—removes traditional barriers and empowers both consumers and staff. He explains how transparency, speed, and personalization are transforming the car buying journey, and offers advice for dealers and OEMs looking to modernize and boost satisfaction and profitability.
0:00 – 1:26 – Introduction and Meet JB
Jade Terreberry welcomes listeners, introduces the show and guest JB, and previews the discussion about Preston’s first-of-its-kind Ford store and its innovative omnichannel design.
1:26 – 3:46 – Inspiration and Concept
JB shares the inspiration behind the store’s design, highlighting Elena Ford’s vision and how the new concept removes traditional dealership barriers.
3:46 – 7:11 – Customer and Staff Experience
Jade and JB discuss how the new approach empowers both shoppers and staff, fostering transparency, shared control, and higher satisfaction.
7:11 – 9:00 – Speed, Simplicity, and Technology
JB explains how iPad-powered sales and digital tools streamline transactions, making the process faster and more enjoyable for everyone.
9:00 – 11:10 – The Apple Genius Bar Comparison
Jade asks JB to compare the experience to the Apple Genius Bar, and JB describes how the store’s layout and approach meet customers where they’re most comfortable.
11:10 – 12:24 – Advice for Dealers and OEMs
JB offers actionable advice for others looking to modernize: prepare early, embrace a concierge mindset, and secure leadership buy-in.
12:24 – 13:34 – Implementation and Team Buy-In
JB discusses the importance of top-down support and how the new process has made dealership operations easier and more efficient.
13:34 – 15:48 – Closing Thoughts
Jade wraps up the episode, congratulates JB and the Preston team, and encourages listeners to visit the new store and subscribe for future episodes.
Dealers are leaning into digitization. And the results are here. According to the 2024 Cox Automotive Digitization of Automotive Retail Study, omnichannel dealers are outperforming their peers across key metrics like close rates, customer satisfaction, and gross profit. That’s big news for the industry and great news for your dealership.
Below is a list of the top five trends from the data that are reshaping dealership success you simply can’t afford to ignore.
The data: 49% of omnichannel dealers use one or more AI capabilities, compared to just 32% of other dealers.
With AI no longer just a buzzword, you’re free to use it to your advantage. Nearly half of the study’s omnichannel dealers are leveraging AI to streamline operations, personalize shopper experiences, and optimize deal flow. These dealers are using predictive analytics to identify high-intent leads, automate follow-ups, and tailor offers based on real-time consumer behavior. This level of intelligence allows sales teams to work smarter, not harder, focusing their energy on the deals most likely to close. By integrating AI into their digital retailing strategy, top-performing dealers are gaining speed, precision, and control over the sales process, ultimately driving higher profitability and customer satisfaction.
Kelley Blue Book (KBB) VIN-specific pricing recommendations and Instant Cash Offer (ICO) leverage AI and real-time market data to help dealers identify high-intent shoppers, personalize offers, and close deals with confidence. When integrated into a broader digital retailing strategy, these tools help dealers align with shopper expectations while maintaining operational control and transparency.
The data: 70% of dealers agree that online retailing tools create efficiencies and improve customer satisfaction.
Embracing digital retail technology can help you streamline your operations and deliver a better experience for both your shoppers and your staff. Online retailing tools make it easier to connect with your customers at every stage of the car buying journey—whether online, in-store, or somewhere in between. By automating routine tasks and gaining a unified view of shopper activity, you reduce friction, save time, and empower your sales teams to focus on building relationships and closing deals. The result: higher customer satisfaction, increased efficiency, and more profitable dealership.
Kelley Blue Book® Instant Cash Offer (ICO) and Price Advisor tools integrate seamlessly with digital retailing platforms, giving dealers real-time, market-reflective values and transparent pricing that shoppers trust. These tools support a more consistent and trusted experience, helping dealers deliver a more efficient experience that builds confidence and drives repeat business.
The data: Omnichannel dealers outsource an average of 4.8 online retailing capabilities, compared to 4.0 for other dealers.
Outsourcing digital retailing capabilities lets you scale your business and stay ahead of changing consumer expectations. By partnering with trusted technology providers, you can focus on building relationships and closing deals, while experts handle the complexities of online retailing. This approach gives you access to best-in-class tools, reduces operational burden, and helps you deliver a seamless experience across every channel.
Kelley Blue Book® Instant Cash Offer offers a scalable way to bring consistency and credibility to the trade-in process. By embedding trusted, third-party valuations into omnichannel workflows, dealers can reduce friction, enhance transparency, and deliver a more unified experience—whether online or in-store.
The data: Omnichannel dealers see 53% more positive impact on close rates from digital retailing than other dealers.
Digital tools help you respond quickly to buyer inquiries, personalize the experience, and remove barriers that slow down the sales process. When you streamline workflows and leverage real-time data, you create a seamless path to purchase that gets buyers to “yes” faster and more often.
Tools like Kelley Blue Book ICO and Price Advisor help bridge the gap between shopper intent and dealer action. By integrating with your digital retailing strategy, you can build confidence at every step, accelerate deal-making, and convert more leads into closed sales.
The data: Dealers using automation save 42 minutes at the dealership for mostly digital car buyers compared to light digital buyers.
No more manual data entry, reduced errors, and accelerated approvals sound like a dream come true? That’s the goal. Automation empowers your team to focus on delivering a seamless, transparent experience for every customer. When you streamline these critical steps, you not only save time but also create a more efficient and profitable workflow for your dealership.
Kelley Blue Book Instant Cash Offer (ICO) integrates into F&I and digital workflows—bringing automation to valuation and trade-in processes. This not only reduces manual effort but also supports a more transparent and efficient experience for today’s digitally minded car buyers.
AI, automation, and digital retailing are no longer optional—it’s essential for driving efficiency, satisfaction, and profitability. Dealers who leverage these technologies are streamlining operations, building trust with shoppers, and closing more deals, faster. As the retail landscape evolves, Kelley Blue Book continues to serve as a trusted source of data and insight—helping dealers navigate complexity, build trust, and deliver experiences that resonate with modern car buyers.
Ready to see how KBB can help you outperform the competition? Request a demo today and discover the difference trusted data and seamless technology can make for your business.
Source: 2024 Cox Automotive Digitization of Automotive Retail Study
Affordability remains top of mind for car shoppers for the forseeable future. With today’s high interest rates and rising vehicle prices, buyers are more cautious — and selective — about the vehicles they pursue. That’s why more consumers are turning to “shop by payment” as a way to understand what they can afford before ever stepping into a dealership.
In a recent episode of the Small Bytes podcast series, Cox Automotive Research Manager Greg Payne sat down with Andy Mayers, Lender Strategist and AVP of Lending Operations, to discuss how Payment Services — a VIN-specific monthly payment calculation tool — is helping lenders and OEMs deliver the clarity and consistency buyers expect.
“The first thing a shopper wants to know is, ‘Can I afford this car?’” Andy explains. “Payment Services gives them that answer — and keeps it consistent from your site to the dealer’s showroom.”
What sets Payment Services apart is its robustness. It factors in every element that impacts the final calculation result: down payment, loan term, interest rate, trade-in equity, incentives, and even taxes and fees at the most local level. That unique level of sophistication gives buyers a realistic view of what they can expect to pay — and enables that result to carry over to the dealer experience.
This consistency is key. When a buyer sees a monthly payment estimate online, they expect that number to hold up when they engage with a dealer. If it doesn’t, trust erodes — and deals stall. But when lenders and OEMs offer reliable, real-time payment calculations, they empower buyers to move forward with confidence.
And that confidence translates into action for their dealer partners (and ultimately their business, too).
By giving shoppers the self-assurance that they can afford the vehicle they’re interested in — all before they ever speak to a dealer — Payment Services reduces friction between the consumer and dealer, shortens deal-making and moves both parties to contract faster. In doing so, it also supports stronger dealer relationships, boosting your brand value to help win more of their business.
As Andy puts it, “This isn’t just a nice-to-have. It’s table stakes.”
For lenders and OEMs looking to stay competitive in a digital-first market, “shop by payment” isn’t just a feature — it’s a strategy. And it’s already delivering results.
The automotive retail industry is buzzing with AI, but most dealers are still figuring out where they stand. This Cox Automotive ebook reveals how dealerships who are using AI optimally are seeing improvements in profitability, efficiency, and customer satisfaction—and ways you might do the same.
Guest Expert:
Micah Tindor
Assistant Vice President, Consumer Vehicle Disposal
Cox Automotive
Guest Expert: Micah Tindor, Assistant Vice President of Consumer Vehicle Disposal for Cox Automotive, joins Jade Terreberry to unpack the latest shifts in consumer behavior and what they mean for dealers. In this fast-paced conversation, they explore how evolving expectations are reshaping vehicle valuation, retail strategy, and the role Kelley Blue Book Instant Cash Offer plays in helping dealers stay competitive and meet buyers where they are.
Top Takeaways:
Timestamps:
0:00 – 1:40 – Introduction
Jade Terreberry welcomes listeners, introduces Micah Tindor as the most frequent guest, and previews the episode’s focus on long tail ROI and acquisition strategies.
1:40 – 2:19 – What is the Long Tail Approach?
Jade asks Micah to explain the long tail approach to vehicle acquisition and why it matters for dealers in today’s market.
2:19 – 5:05 – Breaking Down Long Tail ROI
Micah details how dealers should look beyond immediate profit and consider the total downstream value of each vehicle, including future trades, service revenue, and customer retention.
5:05 – 5:34 – Industry Blind Spots
Jade highlights that dealers often miss out on deals due to a lack of confidence in the long tail model, and asks Micah for strategies to overcome this.
5:34 – 7:47 – Real-World Strategies and Data Analysis
Micah shares how dealers can use historical sales and trade data to identify high-value vehicles, and gives examples of how this approach increases win rates and market share.
7:47 – 8:49 – Competing in Today’s Market
Jade and Micah discuss how dealers can compete with online retailers like Carvana and Carmax by focusing on total value rather than just front-end gross, especially as consumers arrive with multiple offers.
8:49 – 10:09 – Affordability Challenges and Consumer Experience
Micah explains how rising prices and constrained consumer budgets make the long tail approach even more critical for building trust and offering competitive trade values.
10:09 – 10:59 – First Steps for Dealers
Jade asks Micah for actionable advice. Micah recommends starting with a robust data repository and consulting client success managers to identify vehicles with high downstream value.
10:59 – 12:01 – Closing Thoughts
Jade wraps up the episode, thanking Micah for his insights and encouraging dealers to embrace new strategies for appraisals and acquisitions. She previews upcoming content and invites listeners to subscribe.
