Tag: Main Episode

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:

1. Exclusive Auction Data Sets Experian Apart: Experian Auto Check offers 95% coverage of auction-derived data—329 million announcements and 4.5 million structural damage records—providing unmatched transparency for dealers and OEMs.
2. Trust Drives Adoption: The combined strength of Experian and Kelley Blue Book creates a powerful trust signal for consumers and dealers, with Experian’s brand already reaching 70 million U.S. consumers through its credit monitoring app.
3. Service Data Is Growing Fast: Experian has increased service records in its reports by more than 50% in the past year, with even more growth expected, helping dealers reduce risk and improve decision-making.
4. The Auto Check Score Is Influencing Lending: This proprietary score predicts whether a vehicle will remain operational for five years, guiding both dealer acquisition strategies and lender decisions.
5. Marketplace Merchandising Is Non-Negotiable: With 48% of car shoppers starting on marketplaces and Experian Auto Check being the only VHR available across all major platforms, dealers must leverage this visibility to boost conversions and inventory turn.

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.

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.

Top Takeaways:

1. A new kind of dealership experience: Preston’s Ford store replaces cubicles and desk phones with a welcoming barista hub and open seating, creating a relaxed, customer-first environment.
2. Empowering shoppers and staff: By giving both consumers and sales associates shared control, the store fosters transparency and trust—leading to happier customers and more satisfied employees.
3. Speed and simplicity through technology: iPad-powered sales allow instant access to inventory, pricing, and payment options, streamlining transactions and reducing time spent in the dealership.
4. Modernization starts with mindset: JB’s advice: Prepare early, embrace a concierge approach, and focus on customer comfort to successfully modernize the store experience.
5. Leadership buy-in drives transformation: Top-down support and valuing customer time are essential for lasting change, helping dealerships boost satisfaction and profitability.

Timestamps: 

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.

Guest Expert:
Micah Tindor
Senior Director of Strategy
Kelley Blue Book Instant Cash Offer

Guest Expert: Micah Tindor, Senior Director of Strategy for Kelley Blue Book Instant Cash Offer, 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 KBB ICO plays in helping dealers stay competitive and meet buyers where they are.

Top Takeaways:

1. Long tail ROI is a game changer: Dealers who track the total downstream value of every vehicle—including future trades, service revenue, and customer retention—are making smarter acquisition decisions and maximizing profitability.
2. Data-driven strategies reveal hidden wins: Analyzing a year’s worth of sales and trade data helps dealers identify which vehicles generate the most additional revenue, allowing them to confidently invest more in high-value inventory.
3. Competing with disruptors means rethinking value: Winning trades against Carvana and Carmax isn’t about matching the highest offer upfront; it’s about understanding and communicating the full value a vehicle brings to the dealership.
4. Affordability challenges require new approaches: With more consumers underwater and juggling multiple offers, dealers must use long-term value to offer more competitive trade values and build trust with buyers.
5. Start with your data foundation and expert support: Micah’s advice: build a robust data repository to identify vehicles with high downstream value, and consult client success managers to guide your strategy and implementation.

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.

Guest Expert: 
Patrick Janes 
AVP of Business Development 
vAuto

Patrick Janes, AVP of Business Development for vAuto, joins Jade Terreberry to unpack how omni-channel strategy and AI are reshaping automotive retail. Patrick explores the importance of connecting inventory management with customer engagement, the impact of AI on trade-in appraisals and process efficiency, and the need for collaboration across dealership teams. He shares actionable insights on sourcing inventory, optimizing trade capture, and leveraging technology to drive profitability, streamline operations, and build lasting consumer trust—all ahead of their session at Digital Dealer.

Top Takeaways:

1. Omni-channel strategy is now essential: Dealers must connect inventory management with customer engagement across digital and in-store experiences to stay competitive in 2025 and beyond.
2. AI is transforming trade-in appraisals: Voice-driven and data-powered AI tools are helping dealers deliver more accurate, transparent offers and build consumer trust—often “sight unseen.”
3. Identifying and addressing risk zones is critical: The biggest pain points for dealers are in trade-ins, purchases, and F&I; data-driven processes help solve these challenges and keep customers engaged.
4. Process optimization drives profitability: Defining, measuring, and collaborating on dealership processes—especially for trade capture and inventory sourcing—are key to maximizing ROI.
5. Inventory sourcing starts in the service drive: Top-performing dealers are leveraging internal opportunities, like the service drive, to source inventory and capture more trades.

Timestamps: 

0:00 – 0:42 – Introduction

Jade Terreberry introduces the episode and welcomes guest Patrick Janes, AVP of Business Development for vAuto, previewing a discussion on omni-channel strategy, AI, and dealership trends.

0:42 – 2:53 – Why Omni-Channel Matters

Patrick explains why omni-channel strategy is now essential for dealers, emphasizing the need to connect inventory management with customer engagement, and previews their upcoming session at Digital Dealer.

2:53 – 4:57 – AI’s Impact on Trade-In Processes

Jade and Patrick discuss how AI is transforming trade-in appraisals, improving accuracy, transparency, and efficiency for dealers and consumers.

4:57 – 7:43 – Addressing Risk Zones

Patrick identifies the biggest pain points for dealers—trade-ins, purchases, and F&I—and shares how data-driven processes help solve these challenges.

7:43 – 10:59 – Process Optimization and Measurement

The conversation shifts to the importance of defining, implementing, and measuring dealership processes, especially for trade capture and inventory sourcing.

10:59 – 13:26 – Inventory Sourcing and Service Drive

Patrick shares best practices for sourcing inventory internally, highlighting the service drive as a key opportunity for capturing trades.

13:26 – 15:39 – Real-World Success and Closing Advice

Patrick offers actionable recommendations for closing the year strong and maximizing dealership profitability.

15:39 – 17:21 – Closing Thoughts

Jade wraps up the episode, encourages listeners to subscribe, and previews upcoming conversations with industry leaders.

Guest Expert:
Jeremy Marshall
Senior Product Consultant
Dealer.com

CONTENT:

Jeremy Marshall joins Jade Terreberry to discuss how dealers can finally close the 92% blind spot in their sales funnel by embracing multi-touch attribution and honest measurement. The episode explores why leads aren’t deals, how to leverage every touchpoint, and the critical role of dealership websites and marketplaces in driving shopper satisfaction and profitability.

TOP TAKWAYS:

Multi-touch attribution is essential for real ROI: Dealers must look beyond first and last touch, tracking all 62+ steps in the consumer journey to understand what actually drives sales.

Leads don’t pay the bills—deals do: Honest measurement means focusing on closed deals, not just form submissions or phone calls.

Dealership websites are digital storefronts: Structure, AB testing, and heat mapping help optimize the site for real shopper engagement and conversions.

Marketplaces are key entry points: Nearly half of shoppers start on a marketplace, and one in three buyers never submit a lead before purchasing.

Shopper satisfaction hinges on control and transparency: Consumers want education, collaboration, and control—dealers who deliver relevant experiences win more business.

TIMESTAMPS:

0:00 – 1:21 – Introduction & Conference Preview

Jade and Jeremy set the stage for their discussion at the NCM Client and Friends Conference and share highlights from their presentation.

1:21 – 2:55 – Closing the Blind Spot With Attribution

Why tracking every touchpoint matters more than ever.

2:55 – 3:45 – The Role of Websites and Marketplaces

How digital storefronts and listing sites shape the buyer journey.

3:45 – 4:45 – Data-Driven Website Optimization

The importance of using analytics, AB testing, and heat mapping to drive engagement.

4:45 – 5:18 – Shopper Satisfaction Study Insights

Consumers expect education, transparency, and control throughout the process – why you need to focus on this.

5:18 – 5:44 – Final Thoughts & Resources

Jade wraps up with what you should be focused on, mentions bonus episodes and new studies.

Bethany Johnson, Director of Strategic Planning with vAuto joins Jade Terreberry to break down how she’s seeing successful dealers overcoming inventory shortages, profit compression, and affordability challenges by embracing disciplined acquisition strategies and practical AI tools. The episode explores how leveraging all acquisition channels and automating key processes is helping dealers stay competitive and profitable in a changing market.

Guest Expert:
Bethany Johnson
Director of Stategic Planning
vAuto

Top Takeaways:

Inventory challenges are easing, but discipline is key 

Dealers must apply process and discipline to acquisition, leveraging all seven channels – especially service and consumer-driven sources.

Profit starts with smart acquisition 

The most successful dealers focus on buying right, using best practices and long-tail evaluation models to maximize every transaction.

Affordability hinges on transparent trade-in processes

Hear why helping shoppers get the most from their trade is essential for deal progression and customer satisfaction.

AI is transforming acquisition, pricing, and merchandising

Dealers gaining market share are using AI to identify common vehicle issues, automate descriptions, and optimize pricing—saving time and boosting margins.

Start small, find efficiencies, and scale with technology

Identify pain points, let AI handle repetitive tasks, and build momentum by tackling one challenge at a time.

Timestamps:

0:00 – 1:26 – Introduction & Inventory Trends

Bethany discusses the ongoing recovery from inventory shortages and the importance of stocking strategy.

1:26 – 2:43 – Seven Acquisition Channels

Dealers should leverage auctions, other dealerships, private party, KBB ICO, equity mining, and especially service.

2:43 – 4:23 – Long-Tail Evaluation and Competitive Models

Best practices and discipline help dealers acquire vehicles and stay competitive with new retail models.

4:23 – 5:44 – Affordability and Trade-In Transparency

Transparent trade-in processes are key to helping shoppers and closing deals.

5:44 – 7:34 – AI in Acquisition, Pricing, and Merchandising

AI tools help dealers spot common issues, automate descriptions, and price vehicles competitively.

7:34 – 9:03 – Scaling Market Share with AI

Dealers can use AI to save time, empower staff, and cover more ground profitably.

9:03 – 10:00 – Final Advice and Closing Remarks

Bethany encourages dealers to identify pain points, use technology to find efficiencies, and take incremental steps toward growth

Brad Rosenfeld, SVP of Car and Driver – Hearst Magazines Auto Group joins Jade Terreberry to celebrate the launch of the Car and Driver marketplace powered by Autotrader, sharing how this partnership creates a win-win for consumers, dealers, and OEMs. The episode explores how trusted editorial content, seamless connectivity, and expanded reach are transforming the car buying journey and driving higher quality leads.

Guest Expert:
Brad Rosenfeld
Senior Vice President 
Car and Driver – Hearst Magazines Auto Group 

Top Takeaways:

Editorial expertise meets marketplace reach – Car and Driver’s 70 years of reviews and 10 mil+ monthly visitors and content now connect directly to millions of Autotrader listings, guiding shoppers from research to purchase.

Win-win for consumers and dealers – The win-win side lies in the high-intent, high-income shoppers that dealers can now get in front of, while giving consumers a seamless experience from research to inventory.

The benefits of earlier engagement in the buyer journey – Dealers should focus on connecting with shoppers at the very start of their research, building relationships and trust before the decision phase.

Marketing effectiveness and closed-loop insights – Collaborations like this enable smarter advertising, better data sharing, and more opportunities to follow consumers from first click to closed deal.

Advantages of a transformative omni-channel ecosystem – This innovation is just the beginning, there are advantages to a more connected experience for consumers, dealers, OEMs, and advertisers.

Timestamps:

0:00 – 1:21 – Introduction & Partnership Announcement

Jade and Brad introduce the Car and Driver marketplace powered by Autotrader.

1:21 – 3:15 – Why This Partnership Matters

Brad explains how editorial content and marketplace listings combine for a win-win.

3:15 – 5:41 – Value for Dealers and OEMs

No extra setup or cost, plus high-intent leads and profitability potential.

5:41 – 7:52 – Audience Reach and Early Engagement

Car and Driver’s 10 million monthly visitors are actively researching and ready to buy.

7:52 – 9:51 – Connecting Editorial Experience to Inventory

Shoppers see local inventory while reading reviews, driving earlier dealer engagement.

9:51 – 11:47 – Marketing Effectiveness and Data Insights

The partnership enables smarter advertising and closed-loop measurement.

11:47 – 13:38 – Closing Thoughts and Future Vision

Brad and Jade reflect on the transformative impact and look ahead to ongoing innovation.

Guest Expert: 
Shaun “Niff” Kniffin
Retail Solutions Moderator | Consultant 
NCM Associates, Inc. 

Guest Industry Expert: Shaun “Niff” Kniffin joins Jade Terreberry for a fast-paced, insight-packed episode covering the hottest topics in automotive retail – from multi-touch attribution and AI adoption to new marketplace partnerships and data strategy. Drawing on decades of dealership experience and current consulting work, Niff shares what’s working, what’s broken, and what dealers must do now to stay competitive.

Resources Mentioned:

Cox Automotive + Perficient Whitepaper – Marketing Measurements that Matter (link to https://b2b.autotrader.com/perficientwhitepaper2025marketingmeasurement/

Top Takeaways:

Last-click attribution is dead—track the full journey

Dealers must move beyond CRM and lead-based metrics to multi-touch attribution that reflects real consumer behavior.

AI is changing how consumers shop—and how dealers must respond

From AI-powered follow-up to bots doing the shopping, dealers need to embrace AI tools and monitor how they’re being perceived online.

New partnerships expand reach and trust

Autotrader’s integration with Car and Driver and KBB’s partnership with Experian are helping dealers connect with consumers earlier and build credibility.

Zero-click traffic is rising—third-party platforms matter more

With 75% of searches ending in no clicks, dealers must focus on visibility and engagement across trusted platforms.

Data control is essential for lifecycle marketing

Dealers need to manage and activate their data—knowing whether a customer still owns a vehicle can dramatically improve marketing efficiency.

Timestamps:

0:00 – 2:07 – Introduction & Attribution Wake-Up Call

Jade and Niff discuss the Cox Automotive white paper and why dealers must shift to multi-touch attribution.

2:07 – 5:07 – What Dealers Gain from Full-Funnel Visibility

Niff explains how tracking the entire consumer journey leads to smarter spend and better ROI.

5:07 – 8:31 – AI Adoption and Consumer Behavior

Dealers are using AI for follow-up, while consumers are also using it to shop and research dealership reputations.

8:31 – 11:46 – Car and Driver Partnership Impact

Niff shares how Autotrader’s new integration with Car and Driver expands reach and lowers cost per view.

11:46 – 15:06 – KBB + Experian: Building Trust Through Data

The new vehicle history report partnership helps dealers provide transparent, credible information to buyers.

15:06 – 19:40 – Data Strategy and Zero-Click Traffic

Niff highlights the importance of controlling dealership data and adapting to changing search behavior.

19:40 – 21:48 – Final Advice and Closing Remarks

Jade and Niff wrap up with a call to action: embrace AI, rethink attribution, and get your data house in order.

Micah Tindor, Senior Director of Strategy at KKBB ICO joins Jade to explore how artificial intelligence (AI) is transforming dealership operations – from inventory acquisition and pricing to CRM follow-up and consumer personalization. Drawing on real-world examples and dealer feedback, Micah shares how AI can help your teams work smarter, respond faster, and close more profitable deals.

Guest Expert:
Micah Tindor
Senior Director of Strategy
Kelley Blue Book Instant Cash Offer

Top Takeaways:

AI adoption starts with culture, not technology – Dealers must first get buy-in from their teams by showing how AI improves efficiency, sales, and customer satisfaction.

Inventory pricing is getting smarter – Tools like AI-adjusted competitive sets and common issue detection help dealers price vehicles more accurately and avoid costly misses.

Predictive personalization drives higher close rates – Cox Automotive’s data ecosystem tailors listings to consumer preferences, improving engagement and conversion by up to 30%.

CRM follow-up is now AI-powered – AI-generated responses help sales teams reply with relevance and speed, reducing missed opportunities and improving customer experience.

Start small, measure impact, and iterate – Micah recommends beginning with CRM automation, tracking results, and expanding adoption gradually to build momentum and success.

Timestamps:

0:00 – 1:18 – Introduction

Jade introduces Micah and explains the importance of the conversation on AI’s role in automotive retail.

1:18 – 3:17 – Culture First: Why AI Adoption Starts with People

Micah explains why team buy-in is essential and how change management can and does impact success.

3:17 – 5:23 – AI in Inventory Acquisition and Pricing

New AI tools can help dealers detect mechanical issues and adjust pricing based on real market data.

5:23 – 7:50 – Predictive Personalization and Consumer Targeting

Micah shares how Cox Automotive data powers smarter listings and advertising to connect with ready-to-buy shoppers.

7:50 – 11:02 – CRM Automation and Real-Time Relevance

Hear how AI-generated messaging helps sales teams respond faster and more accurately, improving close rates.

11:02 – 13:36 – Closing the Loop on Missed Opportunities

Micah and Jade discuss how AI helps dealers avoid common mistakes and improve follow-up quality.

13:36 – 15:12 – Where to Start with AI

Micah recommends beginning with CRM tools and measuring impact before scaling adoption.

15:12 – 16:53 – Final Advice and Closing Remarks

Micah encourages dealers to pilot AI tools, embrace experimentation, and learn from peers.

Guest Marketing Expert, Scott Desgrosseilliers joins Jade Terreberry to unpack the real-world impact of multi-touch attribution (MTA) has on EVERY industry and why it’s no longer optional for businesses who want to protect their spend and grow market share. From lobster sales to car buying journeys, Scott shares how tracking the full funnel leads to smarter decisions, better conversions, and fewer blind spots.

Guest Expert:
Scott Desgrosseilliers
CEO 
Wicked Reports 

Resources Mentioned in the Episode:

Cox Automotive + Perficient Whitepaper – From Click to Car Sale: Measuring Marketing that Matters

Top Takeaways:

Ad platforms can’t be your source of truth: Relying on Meta or Google to measure success is like letting the fox guard the henhouse—dealers need unbiased attribution tools.

Start with the top of the funnel: Understanding how shoppers first engage – before they submit a lead or visit the store – is key to driving conversions.

Use the “Scale, Kill, or Chill” framework: Scott’s three-pronged strategy helps marketers decide where to invest, where to pause, and where to maintain spend.

Focus on key conversion points like test drives: Tracking how shoppers get to high-impact moments like test drives can reveal which channels are truly working.

Lead volume alone is misleading: Dealers must stop using antiquated ways to analyze what’s working (such as cost per lead) and instead measure conversion rate by source to identify which channels are delivering real results.

Timestamps:

0:00 – 1:21 – Introduction

Jade introduces Scott and previews the conversation on multi-touch attribution.

1:21 – 4:13 – Wicked Reports and the Lobster Story

Scott shares how tracking delayed conversions helped a lobster business turn losses into 10X ROI—and how that applies to automotive.

4:13 – 5:29 – Why Cox Automotive Commissioned the White Paper

Jade explains the motivation behind the marketing measurement study and its urgent recommendations for dealers.

5:29 – 8:48 – Why Ad Platforms Can’t Be Trusted for Attribution

Scott explains why dealers need independent tools to track the full customer journey and the advantages they can expect to have.

8:48 – 9:36 – 62 Touchpoints and the Click-to-Close Journey

Jade shares white paper findings and Scott introduces his “Scale, Kill, Chill” strategy.

9:36 – 11:06 – How to Start with MTA

Scott recommends starting with one or two key touchpoints making a real difference and building from there.

11:06 – 13:16 – What to Track and Why It Matters

Focus on the full journey of touchpoints and overlay paid activity to understand what’s driving conversions.

13:16 – 14:39 – Final Advice for Lead-Only Dealers

Scott urges dealers to stop using cost per lead vs. actual conversion rate by source to stop wasting spend.

14:39 – 16:20 – Closing Thoughts

Jade wraps up with a call to action to download the white paper and connect with Scott.