Tag: Main Episode

Vanessa Lynch, Senior Strategic Sales Manager at Autotrader and Kelley Blue Book, helps unpack the findings of a new Cox Automotive by Perficient whitepaper on attribution blind spots in automotive retail. Vanessa explains how most dealers have a 96% blindspot, why CRM data alone is no longer enough, and how tools like weighted engagement are helping optimize ROI where multi-touch attribution is becoming essential for staying competitive in today’s market.

GUEST EXPERT:
Vanessa Lynch
Senior Strategic Sales Manager 
Autotrader and Kelley Blue Book 

The Whitepaper Mentioned in the Episode

Top Takeaways:

Dealers are missing 96% of the buyer journey: Most dealers only track 2 out of 62 consumer touchpoints, leaving major blind spots in attribution and ROI analysis.

CRM data alone is no longer enough: Broken processes and incomplete CRM entries mean dealers must look beyond traditional metrics to understand true marketing performance.

Weighted engagement is the new gold standard: Top-performing dealers are shifting from lead volume to lead quality, using tools to assess full-funnel engagement.

Omnichannel consistency drives differentiation: Dealers who replicate their digital experience in-store stand out and attract more engaged, ready-to-buy consumers.

Data-driven strategy is non-negotiable: Vanessa urges dealers to know where their money is going and to adopt multi-touch attribution or risk being left behind

Timestamps:

0:00 – 1:22 – Introduction

Jade Terreberry introduces the episode and guest Vanessa Lynch, Senior Strategic Sales Manager at Autotrader and Kelley Blue Book, and previews the discussion on attribution blind spots and marketing ROI.

1:22 – 3:11 – Why the White Paper Was Created

Jade explains the motivation behind commissioning an independent white paper with Clairvoy, revealing that most dealers only track 2 out of 62 consumer touchpoints.

3:11 – 4:40 – The Attribution Blind Spot

Vanessa shares how this blind spot shows up in daily dealership operations and why relying solely on CRM data can lead to inaccurate ROI assessments.

4:40 – 6:18 – Rethinking ROI and Lead Metrics

Jade and Vanessa discuss the shift from lead volume to lead quality, and how outdated cost-per-lead metrics are being replaced by engagement-based models.

6:18 – 8:43 – Weighted Engagement and the New KPI

They explore how the weighted engagement formula helps normalize and value different consumer interactions, enabling more accurate ROI calculations.

8:43 – 10:28 – From Omni-Channel to In-Store

Vanessa emphasizes the importance of aligning digital and in-store experiences to attract and retain more consumers.

10:28 – 11:58 – Tools That Drive Transparency

Vanessa highlights how tools like nVision and Clairvoy provide full-funnel visibility and help dealers understand shopper behavior across platforms.

11:58 – 13:33 – Embracing Multi-Touch Attribution

Jade explains how Cox Automotive was an early adopter of third-party attribution tagging and why dealers must evolve beyond first- and last-touch models.

13:33 – 14:11 – Final Advice from Vanessa

Vanessa urges dealers to know where their money is going, understand shopper engagement, and build a data-driven marketing strategy.

14:11 – 16:57 – Closing Thoughts

Jade wraps up the episode with a call to action for dealers to embrace data, protect their marketing spend, and prepare for the future of automotive retail.

GUEST EXPERT:

Noah Lee
Director of Product Consulting
Cox Automotive

Top Takeaways:

• Click to Close is a Journey, Not a Moment: The car buying process involves hundreds of micro-interactions. Every click and contact counts, especially in the final stages of decision-making.

• First-Party Data is Your Game Changer: Leveraging dealership-owned data enables more relevant, personalized marketing and follow-up strategies that resonate with today’s informed shoppers.

• Omnichannel Expectations: Consumers expect a seamless transition between online and in-store experiences. Reducing friction and repetitive steps is key to maintaining engagement.

• AI’s Role in Personalization: AI can enhance both the shopper and staff experience by offering insights, recommendations, predictions, and automation—when powered by quality data.

• Cultural Shift is Crucial: Dealerships must foster a culture that embraces technology, aligns staff incentives, and redefines roles to support a more consultative, data-driven approach.

• Know Your Blind Spots: Tracking and measuring every step of the customer journey is essential. Dealerships must move beyond outdated metrics and embrace data transparency.

Timestamps:

0:00 – 0:47 – Introduction

Jade Terreberry introduces the episode and guest Noah Lee, Product Manager at Dealer.com, and previews the topic of optimizing the car buying journey from click to close.

0:47 – 2:00 – Defining “Click to Close”

Noah explains how the dealership experience between the initial online interaction and final purchase is often inefficient, and how trust and transparency are key to keeping consumers engaged.

2:00 – 3:44 – The Evolving Consumer Study

Insights from Cox Automotive’s research reveal that consumers expect a seamless, omnichannel experience, but many dealerships haven’t yet figured out how to deliver it.

3:44 – 6:59 – Every Click Counts

Noah emphasizes the importance of engaging consumers throughout the entire journey, not just at the first lead, and how real-time data and identity resolution can help validate offers and build trust.

6:59 – 8:58 – Demographics and Personalization

Millennials and Gen X are leading car purchases. Dealerships must use data to personalize experiences and reduce friction during in-store visits.

8:58 – 10:15 – AI in Automotive Retail

Discussion on the growing role of AI in the car buying process, including both its benefits and challenges in delivering accurate, human-like interactions.

10:15 – 13:39 – The Four Pillars of AI Strategy

Noah outlines how Cox Automotive uses AI for insights, recommendations, predictions, and automation—and how dealers can adopt these tools at their own pace.

13:39 – 15:40 – Empowering Dealership Staff

AI isn’t just for shoppers—it also helps dealership staff understand customer behavior and deliver more relevant, timely interactions.

15:40 – 20:15 – Cultural Shifts and Role Redefinition

Dealerships must embrace a cultural shift, redefining staff roles and building confidence in tools that enhance efficiency and profitability.

20:15 – 21:25 – Final Takeaway

Noah shares his top recommendation: identify blind spots, track everything, and use data to guide decisions.

21:25 – 22:17 – Closing Remarks

Jade wraps up the episode, encourages listeners to subscribe, and previews future conversations on automotive innovation.

Susan Blue, VP of Operations for Dealer Sales and Solutions at Cox Automotive, joins Jade Terreberry to demystify the evolving role of Customer Data Platforms (CDPs) in automotive retail. Susan explains the difference between standalone and native CDPs, the power of embedded data across the Cox ecosystem, and how these platforms are transforming marketing, CRM, and customer experience strategies. She also shares how AI and real-time data are driving personalization, efficiency, and profitability for dealers and OEMs alike.

Guest Expert:

Susan Blue

VP of Operations – Dealer Sales and Solutions 

Cox Automotive 

Key Takeaways:

• CDPs Are Not Just a Buzzword: Unified consumer data can help deliver personalized, timely messaging across the entire customer journey.

• Native vs. Standalone CDPs: Native CDPs, like Cox Automotive’s, are embedded into dealer tools, enabling real-time insights and seamless workflows without extra logins or systems.

• Data Quality Is Everything: A CDP is only as powerful as the data it contains – the key it to have and use real-time signals from across activities.
• AI + CDP = Smart Automation: AI-powered insights, predictions, and automation help dealers deliver the right message at the right time with minimal effort yielding smarter spend and better results.

• Future-Ready Strategy: Hear the behind the scenes on what Cox is investing in when it comes to unified consumer profiles and embedded intelligence to help dealers market more efficiently and build stronger customer relationships.

Timestamp:

0:00 – 0:47 – Introduction

Jade Terreberry introduces the episode and guest Susan Blue, VP of Operations at Cox Automotive, and previews the topic of CDPs.

0:47 – 2:36 – What Is a CDP?

Susan defines Customer Data Platforms and explains the difference between standalone and native or embedded CDPs.

2:36 – 5:34 – Audience Activation and Personalization

Jade and Susan discuss how CDPs help dealers manage relationships with both known and unknown consumers across the purchase and ownership journey.

5:34 – 6:48 – Native CDPs in Action

Susan shares how native CDP powers personalized marketing and CRM experiences using real-time consumer behavior data.

6:48 – 9:30 – Embedded CDP Benefits

Examples of how embedded CDPs enhance CRM workflows, improve conversations, and create a seamless consumer experience.

9:30 – 11:39 – Why Native CDPs Matter

Susan outlines the benefits of native CDPs, including ease of use, compliance, and real-time data integration.

11:39 – 12:57 – Data as the Foundation

Jade and Susan emphasize the importance of high-quality, refreshed data in powering AI and automation.

12:57 – 14:28 – What’s Next for Cox Automotive

Susan previews future innovations, including unified consumer profiles, AI-driven insights, and smarter marketing tools.

14:28 – 16:02 –  AI + CDP = Dealer Advantage

Discussion on how AI and native CDPs work together to deliver insights, recommendations, predictions, and automation.

16:02 – 17:10 – Final Advice for Dealers

Susan shares her top recommendation: choose a CDP that makes personalization easy and leverages the best data.

17:10 – 19:06 – Closing Remarks

Jade wraps up the episode, encouraging listeners to subscribe and stay tuned for more insights on the road ahead.

Margaret Bosworth, Director of Fraud, Identity, and Compliance Solutions at Equifax, joins Jade Terreberry for the first of a two-part series focused on fraud prevention in the automotive industry. In this first episode, the different types of fraud—first-party, third-party, and synthetic identity fraud—are broken down highlighting how education, technology, and cross-industry collaboration are key to protecting dealerships and consumers. Listen for insights into emerging fraud trends and how both Cox Automotive and Equifax are evolving its tools to help dealers stay ahead of threats while maintaining a smooth customer experience.

Guest Expert:

Margaret Bosworth

Director of Fraud, Identity and Compliance Solutions

Auto, Insurance and Telco Vertical

Equifax

Key Takeaways:

Understanding Fraud Types: Learn the differences between first-party fraud (like credit washing) and third-party fraud (including synthetic identities) and how they impact dealerships.

Emerging Threats: Hear how fraudsters are evolving, including the use of child SSNs and fake identities to build synthetic credit profiles.

Technology as a Defense: See how real-time data, device behavior tracking, and fraud detection tools can identify suspicious activity early in the customer journey and can help you combat fraud.

Cross-Industry Collaboration: Understand the importance of partnerships between dealers, lenders, and tech providers to create a unified fraud prevention strategy.

Creating a Fraud-Aware Culture: Learn why dealership-wide education and awareness are essential to successfully adopting fraud prevention tools and practices to protect your business.

Timestamps:

0:00 – 0:31 

Introduction

Jade Terreberry introduces the topic of fraud and guest Margaret Bosworth, kicking off part one in a two-part series on fraud prevention in automotive.

0:31 – 2:20 

Defining Fraud in Automotive

Margaret explains the importance of understanding fraud and balancing customer experience with risk mitigation in automotive.

2:20 – 4:14 

First-Party vs. Third-Party Fraud

Breakdown of the two main fraud categories and their relevance to dealerships, including an intro to credit washing and synthetic IDs.

4:14 – 5:46 

Credit Washing Explained

Margaret provides a relatable example of credit washing and how it can mislead dealers and lenders during underwriting.

5:46 – 7:33 

Synthetic Identity Fraud

Discussion on how synthetic identities are created and why they’re a growing threat in the automotive space.

7:33 – 9:29 

Fraud Detection Technology

Jade and Margaret explore how Cox Automotive and Equifax use advanced tools to detect bot behavior and non-human activity.

9:29 – 11:13 

Predictions and Future Threats

Margaret shares predictions on fraud trends they are seeing at Equifax and how evolving customer journeys create both risks and opportunities for detection.

11:13 – 12:28 

Equifax’s Role and Industry Collaboration

A look into how Equifax partners with Cox Automotive and others to build practical, real-time fraud prevention solutions.

12:28 – 14:04 

Building a Fraud-Aware Culture

Jade and Margaret discuss the importance of internal education and making fraud awareness part of dealership culture, and what you can gain by doing so.

14:04 – 15:51 

Final Thoughts and Anecdote

Margaret shares a personal story with her children that illustrates the mission of fraud prevention and the importance of understanding its impact.

15:51 – 17:26 

Closing Remarks

Jade previews part two of the podcast series with Cox Automotive and Equifax and encourages listeners to subscribe for more insights and tools to protect their dealerships, as well as the first to hear when the 2^nd part of the series is released.

GUEST:

Chad Atwater

Director of Sales

Autotrader and Kelley Blue Book

Guest Expert: Chad Atwater, Director of Sales for Autotrader and Kelley Blue Book, joins Jade Terreberry to have a quick but impactful conversation at the AIS NRC Conference to discuss how dealers can use real-time data to drive performance and stay competitive in a rapidly shifting market. Chad shares practical strategies he sees working inside dealerships for leveraging tools like nVision to manage inventory, optimize operations, and align digital activity with physical lot performance, also emphasizing the importance of dealership processes in converting online engagement into closed deals.

Key Takeaways:

Real-Time Data is Critical: Dealers must use tools like Envision to monitor and respond to consumer behavior in real time.

Virtual Lot Activity Predicts Physical Lot Success: Online engagement is the most direct indicator of upcoming in-store activity.

Optimize Every Step from Click to Close: Success depends on managing the full customer journey—from first click to final sale—through operational efficiency.

Dealer Processes Matter: Internal dealership processes must be aligned and efficient to convert digital leads into real-world sales.

Use Metrics That Matter: Focus on actionable analytics to make smarter decisions and move inventory faster.

Timestamp:

0:00 – 0:31 

Introduction

Jade Terreberry introduces the podcast and welcomes Chad Atwater, Director of Sales for Autotrader and Kelley Blue Book.

0:31 – 1:45 

Real-Time Data and nVision

Chad emphasizes the importance of using real-time data tools like Envision and highlights the value of Jeff Flak’s weekly sessions.

1:45 – 3:12 

Virtual Lot as a Predictor

Discussion on how online consumer behavior is the best indicator of what will happen on the physical lot.

3:12 – 4:32 

Operational Optimization

Chad explains how dealers can use real-time data to manage inventory, people, and processes more effectively.

4:32 – 5:35 

Using the Click to Close Strategy

Jade and Chad discuss the importance of dealership processes in converting digital engagement into sales, emphasizing the full journey from click to close.

Guest Expert: Noah Lee, Director of Product Consulting for Dealer.com, joins Jade Terreberry at the AIS NRC Conference to discuss the critical steps between click and close in the car buying process. Noah shares insights on how understanding consumer behavior and leveraging data can optimize marketing strategies, enhance the customer experience, and drive higher conversion rates, highlighting the importance of the Retail 360 ecosystem in creating a seamless, connected experience for both consumers and dealers.

Noah Lee
Director of Product Consulting
Dealer.com and Cox Automotive

Key Takeaways:
Understanding Consumer Behavior: Learn how capturing and analyzing consumer data can help tailor marketing efforts to meet shoppers’ needs at different stages of the buying process.

Retail 360 Ecosystem: Discover the benefits of Cox Automotive’s Retail 360 ecosystem in providing a connected, frictionless experience from online research to in-store interactions.
Optimizing Follow-Up: Understand how detailed consumer insights can improve follow-up strategies, making them more personalized and effective.

Seamless Transitions: Explore how reducing repetitive steps and ensuring smooth transitions between online and in-store processes can enhance the overall customer experience.

Leveraging Real-Time Data: Gain insights into the importance of using real-time data to make informed decisions and improve dealership operations.

Timestamps:

0:00 – 0:31
Introduction
Jade Terreberry introduces the podcast and the guest, Noah Lee, Product Manager for Dealer.com.

0:31 – 1:45
Guest Introduction
Noah Lee is welcomed to the podcast, and Jade highlights his expertise and relevance to the topic.

1:45 – 3:12
Importance of Click in the Buying Process
Noah discusses the significance of the initial click and how it sets the stage for the entire car buying journey.

3:12 – 4:43
Understanding Consumer Behavior
Noah explains how capturing and analyzing consumer data can help tailor marketing efforts to meet shoppers’ needs.

4:43 – 6:09
Retail 360 Ecosystem
Discussion on the benefits of Cox Automotive’s Retail 360 ecosystem in providing a connected, frictionless experience.

6:09 – 7:14
Optimizing Follow-Up
Noah shares insights on how detailed consumer data can improve follow-up strategies, making them more personalized and effective.

7:14 – 8:17
Seamless Transitions
Exploration of how reducing repetitive steps and ensuring smooth transitions between online and in-store processes can enhance the customer experience.

8:17 – 9:27
Leveraging Real-Time Data
Noah emphasizes the importance of using real-time data to make informed decisions and improve dealership operations.

9:27 – 10:47
Building Sales Team Confidence
Jade and Noah discuss the need for dealership staff to gain firsthand experience with EVs to confidently guide customers.

10:47 – 11:02
Closing Remarks
Jade wraps up the episode, thanking Noah for his insights and encouraging listeners to subscribe for future episodes.

Guest Expert: Jimmy Douglas, Founder of Plug, joins Jade Terreberry to break down the evolving landscape of electric vehicles (EVs) and what it means for dealers today. From shifting consumer use cases to the impact of tariffs and the growing opportunity in used EVs, Jimmy shares practical insights on how dealers can better position themselves in the EV market. He also emphasizes the importance of hands-on education for dealership staff and how e-commerce is uniquely aligned with EV buyers.

Key Takeaways:
EV Use Cases Are Expanding: EVs are no longer just for early adopters—improved affordability and utility are making them viable for a broader range of consumers.

Tariffs Could Boost Used EV Values: New vehicle tariffs may lift used EV values, helping buyers with negative equity re-enter the market.

Used EV Market Opportunity: Dealers should not shy away from used EVs, especially with tax credits and brand-loyal, tech-savvy buyers entering frequent trade cycles.

E-Commerce and EVs Align: EV buyers are more likely to complete purchases online, making digital retailing a key growth area.
Sales Staff Must Be EV-Confident: Dealerships should prioritize hands-on EV experience for their teams to build confidence and improve customer education.

Timestamp:

0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and welcomes guest Jimmy Douglas, Founder of Plug, highlighting his recent panel on EV utility and use cases.

0:31 – 2:09 EV Misconceptions and Use Cases
Jimmy discusses common anti-EV arguments and explains how EVs are ideal for specific use cases like commuting, while the affordability and utility gap between EVs and ICE vehicles continues to close.

2:09 – 3:31 EV Affordability and Infrastructure Improvements
Jimmy highlights how improved range, better charging infrastructure, and narrowing price gaps are making EVs more practical for a wider audience.

3:31 – 4:43 Tariffs and Used EV Value
Jimmy explains how tariffs on new vehicles could lift used EV values, helping buyers with negative equity re-enter the market and encouraging more trade-ins.

4:43 – 5:34 EV Buyer Behavior and Trade Cycles
Discussion on how EV buyers are brand-loyal, treat vehicles like tech upgrades, and tend to trade more frequently than traditional buyers.

5:34 – 6:11 New EV Buyer Segments
Jimmy shares how affordability is bringing in new buyer segments, including rideshare drivers and those using alternative financing options.

6:11 – 7:14 EVs and E-Commerce Alignment
Jade and Jimmy discuss how EV buyers are more likely to complete purchases online, making e-commerce a strong fit for this segment.

7:14 – 8:17 Education for First-Time EV Buyers
Jimmy emphasizes the need for dealership staff to confidently educate first-time EV buyers on charging, ownership, and maintenance differences.

8:17 – 9:27 Building Sales Team Confidence
Jade and Jimmy agree that dealerships should send staff home in EVs to build firsthand experience and confidence in selling them.

9:27 – 10:47 Real-World EV Experience Matters
Jimmy shares a personal story about driving a Cybertruck and how extended use helped him fully appreciate its features—reinforcing the need for immersive staff training.

10:47 – 11:02 Closing Remarks
Jade wraps up the episode, thanking Jimmy for his insights and encouraging dealers to stay ahead of EV trends for a more successful road forward.

Guest Expert: Eric Brown, Founder of inSearchX, joins Jade Terreberry at the AIS NRC Conference to discuss the transformative role of AI in the automotive industry. Eric shares insights on how AI-driven tools like Ask Auto are revolutionizing the consumer-dealer interaction by removing friction from the car buying process, enhancing real-time communication, and significantly improving lead conversion rates.

Guest Expert:
Eric Brown
Founder
inSearchX

Key Takeaways:
AI-Driven Communication: Learn how AI tools like Ask Auto facilitate real-time communication between consumers and dealerships, reducing the need for manual follow-ups.

Enhanced Lead Conversion: Discover the impressive increase in lead conversion rates, with an 8X lift in connections and a 40X greater connection rate compared to traditional lead forms.

Reducing Friction: Understand how AI removes friction from the car buying process, making it easier for consumers to connect with dealerships and enhancing the overall sales experience.

Voice of the Customer: Explore the importance of using dialogue data to align dealership content with customer needs and improve the quality of interactions.

Adapting to Market Changes: Gain insights into how dealerships can use AI to adapt to market changes, such as the impact of tariffs, and make data-driven decisions.

Timestamp:
0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and the guest, Eric Brown, Founder of inSearchX.

0:31 – 1:16 Guest Introduction
Eric Brown is welcomed to the podcast, and Jade highlights the relevance of the topic.

1:16 – 3:12 Role of AI in Automotive
Eric explains how AI tools like Ask Auto are transforming the consumer-dealer interaction.

3:12 – 4:32 Real-Time Communication
Discussion on the benefits of real-time communication facilitated by AI.

4:32 – 6:09 Enhanced Lead Conversion
Eric shares data on the significant increase in lead conversion rates using AI.

6:09 – 8:33 Reducing Friction in the Buying Process
Eric discusses how AI removes friction from the car buying process, improving the sales experience.

8:33 – 10:06 Voice of the Customer
Exploration of the importance of using dialogue data to improve dealership content and interactions.

10:06 – 11:11 Adapting to Market Changes
Eric provides insights on how dealerships can use AI to adapt to market changes and make data-driven decisions.

11:11 – 12:34 Closing Remarks
Jade wraps up the episode, thanking Eric for his insights and encouraging listeners to subscribe for future episodes.

Expert Guest: Bill Zadeits, President of Cherokee Media Group and host of the hit AutoRemarketing Podcast, joins Jade Terreberry at the AIS NRC Conference to discuss the current state of the automotive industry amidst the recent tariff announcements, sharing his insights on the unpredictable nature of the situtation, the potential impact on new and used car markets, and the need for cautious steps and strategic responses to navigate these times.

Guest:
Bill Zadeitz
President of Cherokee Media Group
Host of the AutoRemarketing Podcast

Key Takeaways:

Unpredictable Information: Understand the challenges posed by the constantly changing information regarding tariffs and their impact on the automotive industry.

Impact on New and Used Car Markets: Learn about the potential tightness in new car supply and the opportunities in the used car market due to increased repossessed car supply.

Real-Time Data Utilization: Discover the importance of using real-time data to make strategic decisions and capitalize on current market dynamics.

Cautious and Strategic Responses: Explore the need for cautious steps and strategic responses to navigate the unpredictable economic landscape.

Business Intelligence: Gain insights into the role of business intelligence in understanding market trends and making informed decisions.

Timestamp:
0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and the guest, Bill Zadeits, President of Cherokee Media Group.

0:31 – 1:16 Guest Introduction
Bill Zadeits is welcomed to the podcast, and Jade highlights his expertise and the timely relevance of the topic.

1:16 – 3:12 Significance of Tariff Announcements
Bill explains the recent tariff announcements and their broader scope than initially expected.

3:12 – 4:32 Immediate Market Impact
Discussion on the immediate effects of tariffs on sales pace and wholesale pricing.

4:32 – 6:09 Recession Risks
A discussion on the potential for a recession and the varying impacts on different stakeholders.

6:09 – 8:33 Data-Driven Decision Making
Emphasizing the importance of using real-time data to navigate the uncertain economic landscape.

8:33 – 10:06 Diversifying Revenue Streams
Discussion on strategies for dealers to diversify their revenue streams and mitigate risks.

10:06 – 11:11 Local Market Variations
Highlighting the importance of understanding local market variations and tailoring strategies accordingly.

11:11 – 12:34 Closing Remarks
Jade wraps up the episode, thanking Bill for his insights and encouraging listeners to subscribe for future episodes.

Expert Guest: Jonathan Smoke, SVP Chief Economist at Cox Automotive, joins Jade Terreberry at the AIS NRC Conference where he was presented an award, to discuss the current trending economic shifts and situations as well as providing insights into the recent tariff announcements, the potential for a recession, and strategies for dealers and OEMs to navigate these uncertain times using real-time data and diversified revenue streams.

Guest:
Jonathan Smoke
SVP Chief Economic Advisor
Cox Automotive

Key Takeaways:

Impact of Tariffs: Understand the recent tariff announcements and their immediate effects on the automotive market, including changes in sales pace and wholesale pricing.

Recession Risks: Learn about the potential for a recession and how it could affect different stakeholders in the automotive industry.

Data-Driven Decision Making: Discover the importance of using real-time data to make informed decisions and adapt to rapidly changing market conditions.

Diversifying Revenue Streams: Explore strategies for dealers to diversify their revenue streams and mitigate risks associated with economic fluctuations.

Local Market Variations: Gain insights into how different local markets may be impacted differently by economic changes and the importance of tailored strategies.

Timestamp:
0:00 – 0:31 Introduction
Jade Terreberry introduces the podcast and the guest, Jonathan Smoke, Chief Economist at Cox Automotive.

0:31 – 1:16 Guest Introduction
Jonathan Smoke is welcomed to the podcast, and Jade highlights the relevance of the topic.

1:16 – 3:12 Significance of Tariff Announcements
Jonathan explains the recent tariff announcements and their broader scope than initially expected.

3:12 – 4:32 Immediate Market Impact
Discussion on the immediate effects of tariffs on sales pace and wholesale pricing.

4:32 – 6:09 Recession Risks
Jonathan discusses the potential for a recession and the varying impacts on different stakeholders.

6:09 – 8:33 Data-Driven Decision Making
Jonathan emphasizes the importance of using real-time data to navigate the uncertain economic landscape.

8:33 – 10:06 Diversifying Revenue Streams
Discussion on strategies for dealers to diversify their revenue streams and mitigate risks.

10:06 – 11:11 Local Market Variations
Jonathan highlights the importance of understanding local market variations and tailoring strategies accordingly.

11:11 – 12:34 Closing Remarks
Jade wraps up the episode, thanking Jonathan for his insights and encouraging listeners to subscribe for future episodes.