Tag: Main Episode

Whether you made it to NADA 2025, or not, consider this your Cliff Notes version of all of the hot topics and trends that emerged, coming straight from several Automotive Industry experts and leaders such as Pauly Daly – ASOTU, Bridgit and Jim Fitzpatrick – CBT News, George Nenni – Generations Digital, and Ken Kraft – Cox Automotive who share what actions they believe you should take to drive profitability, consumer satisfaction and gain market share in the coming year to Own the Road.

Listen or Watch to this episode to hear more about the following hot topics covered in the episode:

• Cox Automotive Solutions: An overview of the new capabilities and solutions showcased at NADA 2025 that highlight the importance of driving efficiencies and profitability.

• Resilience and Adaptability: The automotive industry continues to show resilience and adaptability, with a strong focus on planning, organization, and time management to succeed in 2025.

• Operational Efficiencies and Consumer Experience: Why and how your focus should be on operational efficiencies, consumer experience, and market share optimization, aiming to improve profitability for dealerships.

• Technology and Staff Training: Experts are stressing the importance of practical tech adoption, staff training, and maintaining a personal touch in customer interactions to enhance the overall dealership experience because of the advantages you’ll hear about.

• Customer Retention and Thoughtfulness: Hear why dealers are encouraged to focus on retaining existing staff and customers, and the ways to do this to improve customer experience without a large budget.

ABOUT OUR GUESTS:

Paul J. Daly
ASOTU
Founder and Host

George Nenni
Best-Selling Author and Founder
Generations Digital

Bridgit Fitzpatrick
CBT News
Co-Founder

Jim Fitzpatrick
CBT News
Co-Founders and CEO

Ken Kraft
Chief Marketing and Sales Officer
Cox Automotive

TIME STAMPS:
0:00 – 0:31
Introduction
Speaker 1 introduces the podcast and highlights the importance of NADA 2025, emphasizing resiliency, commitment, and the ability to adapt.

0:31 – 1:23
Significance of NADA 2025
Jade Terreberry discusses the significance of the week as the first real week of 2025, and why you should be focusing on time management, organization, and planning.

1:23 – 2:20
Content Release Strategy
For the road forward – why the goal of providing actionable insights for dealerships to improve business performance.

2:20 – 3:54
Focus Areas for 2025
Importance of focusing on operational efficiencies, consumer experience, and market share optimization, with a goal of improved profitability.

3:54 – 5:21
Partnerships and Market Trends
Jade outlines partnerships with Jonathan Smoke for market trends and forecasts, and co-hosting an nVision series with Jeff Flack.

5:21 – 6:34
Inventory Management Strategies
Collaborations with Brian Finkelmeyer and Micah Tindor on inventory management and acquisition strategies.

6:34 – 8:18
Additional Topics
Discussion on measurement strategies, pay plans, organizational structure, sales meeting management, brand differentiation, and reducing risk and fraud.

8:18 – 9:20
Industry Expert Insights
George Ninni shares his dedication to attending NADA despite challenging travel conditions and emphasizes the need for good marketing solutions and tools for used car acquisition.

9:20 – 10:26
Extended Deals and Practical Tech Adoption
Jade highlights the extended deals offered by Cox Automotive teams, and Paul J Daly with ASOTU discusses the importance of practical tech adoption and leadership in making staff feel secure and successful.

10:26 – 11:02
Operational Efficiency and Customer Experience
Paul emphasizes the importance of being nice to staff and the ROI of niceness, advising dealers to focus on stopping unnecessary activities to improve operational efficiency.

11:02 – 12:30
Thoughtfulness and Customer Retention
Thoughtfulness and small surprises can enhance customer experience without a large budget, and the importance of keeping staff and customers is highlighted.

12:30 – 13:45
Industry Normalization and Positive Forecasts
Jim Fitzpatrick discusses the excitement for 2025 and the normalization of the industry, with positive forecasts from Cox Automotive.

13:45 – 15:00
In-Person Interactions
Bridget Fitzpatrick emphasizes the importance of in-person interactions and the energy at NADA.

15:00 – 16:30
Cox Automotive Solutions
Jade and Ken Kraft discuss the excitement and hard work behind Product Week 2025 at Cox Automotive headquarters, highlighting new capabilities and solutions showcased at NADA.

16:30 – 17:50
Perseverance and Adaptability
The team is proud of their perseverance and adaptability, despite travel challenges, showcasing the grit of the industry.

17:50 – 18:30
Closing Remarks
Jade encourages viewers to call their Cox Automotive reps for demos and to take advantage of the extended NADA deals.

Featured Guest: Patrick Hennon, Senior Director of Enterprise Solutions with Cox Automotive gives a first look at the where the industry is heading when it comes to a true omnichannel approach and advances in connected technology such as Deal API, and the big advantages consumers can gain such as experiencing best-in-class experiences, and dealers in delivering those experiences, improving return on advertising spend, and increasing consumer satisfaction and conversion rates.

Listen or Watch to this episode to hear more about the following hot topics covered in the episode:

• Enhanced Consumer Experience: Deal API aims to improve the consumer experience by ensuring seamless information transfer from OEM websites to local dealerships, eliminating the need for consumers to re-enter their information.
• Omni-Channel Retailing: Hear how Deal API supports a truly connected ecosystem and what that looks like, allowing consumers to start, stop, and resume their shopping process across various platforms, creating a true omni-channel experience.
• Industry-Wide Integration: Learn how Cox Automotive’s Deal API is designed to work across all automotive software systems, not just Cox products, to create a unified consumer ecosystem, giving dealers the flexibility to choose their preferred software solutions.
• Time and Accuracy: Theroad forward includes saving consumers time and ensure deal accuracy, ultimately improving the car buying process and aligning with Cox Automotive’s mission to enhance the way vehicles are bought, sold, owned, and disposed of to both fast-track and help gain revenue opportunities.
• Future of Automotive Retail: It starts and ends with connection, ease and profitability. Be one of the first to hear how Deal API is set to drive real-time retailing anywhere and everywhere, enabling dealers and OEMs to offer best-in-class experiences, improve return on advertising spend, and increase consumer satisfaction and conversion rates.

ABOUT OUR GUEST:
Patrick Hennon
Senior Director of Enterprise Solutions
Cox Automotive

TIME STAMPS:
0:00 – 0:31
Introduction
Jade Terreberry introduces the podcast and the guest, Patrick Hennon, Senior Director of Enterprise Solutions at Cox Automotive.

0:31 – 1:23
Guest Introduction
Patrick Hennon expresses his excitement about discussing the new Deal API and shares why.
1:23 – 2:20

Overview of Deal API
Patrick explains that the Deal API is an open-source API designed to move extensive deal information securely and efficiently and outlines some of the advantages.

2:20 – 3:54
Consumer Experience Improvement
The Deal API aims to enhance the consumer experience by ensuring seamless information transfer from OEM websites to local dealerships and it’s helping in many ways.

3:54 – 5:21
Omni-Channel Experience
Patrick discusses how the Deal API will support a connected ecosystem, enabling consumers to start, stop, and resume their shopping process across various platforms – these added abilities are yielding incredible results.

5:21 – 6:34
Cox Automotive’s Unique Position
Patrick explains why Cox Automotive is uniquely positioned to bring the Deal API to market due to its depth and breadth in the industry, consumer report higher satisfaction and dealers close rates improve.

6:34 – 8:18
Industry-Wide Integration
The Deal API is designed to work across all automotive software systems, not just Cox products, to create a unified consumer ecosystem and he outlines what this looks like.

8:18 – 9:20
Dealer Choice and Contracting
The API allows dealers to choose their preferred software solutions while enabling consumers to complete contracts online seamlessly and there are big advantages.

9:20 – 10:26
Biggest Goals of Deal API
The primary goals are to save consumers time and ensure deal accuracy, ultimately improving the car buying process, and it’s helping them gain in several areas.

10:26 – 11:02
Closing Remarks
Wrap up of the episode.

Featured Guest: Nancy Dunham, Principal Analyst, Retail at WardsAutomotive gives her thoughts on the key predictions and trends for 2025, sharing what she believes dealers, as well as the industry as a whole, should be focused on in the coming year in order to not only prepare, but to be a step ahead and plan for the shifts and changes bound to happen in a post-election cycle.

Listen or Watch to this episode to hear more about the following hot topics covered in the episode:

• Predictions for 2025: The automotive market is expected to see growth in new, used, and wholesale vehicle sales. Dealers should focus on value models and certified pre-owned vehicles to attract budget-conscious consumers.
• EV Mandates and Dealer Challenges: Dealers are struggling with the current EV mandates due to insufficient infrastructure and consumer education. Crucial items are outlined for dealers to align their offerings with consumer demands and educate them about EV benefits.
• Vehicle Affordability: Affordability remains a significant concern. Hear recommendations on why Dealers should partner with lenders and use tools to help consumers understand financing options and insurance costs, emphasizing education to make vehicles more accessible.
• Consumer Satisfaction and Omni-Channel Retailing: Personalization, inventory incentives, and omni-channel retailing are key drivers of improved customer satisfaction. Dealers need to cater to diverse consumer preferences and enhance their online and in-store strategies.
• Staff Education and Technology: Why you should be educating dealership staff on the benefits of technology and AI, and the ways it can improve customer interactions and sales processes. Dealers should use technology to enhance, not replace, the human element in customer service.

ABOUT OUR GUEST:
Nancy Dunham
Principal Analyst, Retail, WardsAutomotive
Nancy Dunham is an automotive journalist with WardsAuto, serving as principal analyst for retail. Her experience includes extensive work as a managing editor, section editor, breaking news editor and public speaker. She has had pieces published in Automotive News, NADA publication, Bobit Publications, CARFAX, and US News & World.

TIME STAMPS:
0:00 – 1:00
Introduction
Jade Terreberry introduces the podcast and the guest, Nancy Dunham, Principal Analyst of Retail for Ward Automotive.

1:00 – 2:14
Guest Introduction
Nancy Dunham is introduced, and she expresses her admiration for Cox Automotive and Jonathan Smoke.

2:14 – 3:01
Post-Election Cycle
Discussion on the impact of the post-election cycle on the automotive industry, focusing on EV mandates and dealer challenges.

3:01 – 5:10
EV Mandates and Dealer Challenges
Nancy highlights the difficulties dealers face with EV mandates and the importance of infrastructure and consumer education.

5:10 – 7:06
EV Sales and Consumer Sentiment
Jade and Nancy discuss the importance of dealership staff being prepared to sell EVs and the impact of consumer sentiment on EV sales.

7:06 – 8:45
Vehicle Affordability
Nancy talks about the ongoing issue of vehicle affordability and the strategies dealers can use to address these challenges.

8:45 – 9:21
New and Used Car Sales Predictions
Predictions for new and used car sales in 2025, emphasizing the importance of education and partnership with focus.

9:21 – 11:46
Ownership Benefits and Incentives
Discussion on the importance of educating consumers about ownership benefits and available incentives.

11:46 – 12:57
EV Market Growth
Predictions for modest growth in the EV market and the importance of offering a balanced mix of vehicles.

12:57 – 14:21
Inventory Mix and Sourcing
The significance of maintaining a diverse inventory mix and sourcing high-demand vehicles.

14:21 – 15:52
Consumer Satisfaction and Omni-Channel Retailing
The rise in consumer satisfaction driven by personalization, inventory incentives, and omni-channel retailing capabilities.

15:52 – 18:03
Technology and Dealer Staff Education
The importance of using technology to enhance the dealership experience and educating staff on its benefits.

18:03 – 19:50
AI and Automation
How AI and automation can help dealers do more with the same resources and improve consumer trust and satisfaction.

19:50 – 21:25
Selling to Multiple Generations
The need for dealers to cater to five distinct generations of consumers and the importance of diverse communication strategies.

21:25 – 23:04
Top Advice for Dealers
Nancy’s top advice for dealers: Educate staff to treat consumers as valued customers and leverage community engagement.

23:04 – 24:43
Closing Remarks
Jade wraps up the episode.

Featured Guest: Jim Fitzpatrick, Co-Founder and CEO of CBT News discusses the key predictions and trends starting off the year and weighs in on how he believes dealers both big and small should prepare including what actions to take in order to have continued success, capture more profitability and identify additional opportunities on the road ahead as we move past the election and into an ever evolving market for both the automotive industry and our nation.

In her first solo episode, Host Jade Terreberry, Senior Director of Strategic Planning for Autotrader and Kelley Blue Book takes you through the key predictions Jonathan Smoke, Chief Economist for Cox Automotive released for the automotive industry and breaks down what each of them means to Dealers, including what actions they should take in response to best prepare and strategize for increased success and profitability in 2025.

Featured Guest: Mike Tegtmeyer, AVP with Autotrader and Kelley Blue Book with Cox Automotive gives an inside look and top takeaways from the new From Click to Close Learning series, hosted alongside Dealer.com, which shows dealers the five steps you need to master in order to stay competitive, stand out to your ideal customer at their very first click during the automotive consumer buyer journey and fast-track to a close.

Featured Guest: Angela Drake, Director of Research and Market Intelligence with Cox Automotive gives a behind-the-scenes look at the new findings from the Evolving Consumer Study, which took a close look at those evolving behaviors and uncovered some key finding that are important for dealers, OEMs as well as the automotive industry plan and take pro-active actions on in order to have continued success on winning the sale.

Featured Guest: Bethany Johnson, Director of Strategic Planning for vAuto live from the Used Car Week stage in Arizona, discusses highlights from her keynote sharing the five key areas Dealers should focus on in the coming year if they are looking to capture more profits, scale their business, and capitalize on incremental revenue opportunities.

Featured Guests: David Lumpkin, Senior Director of Inside Business Development, and Micah Tindor, Senior Director of Strategy for Kelley Blue Book ICO share what are likely outcomes and things dealers, and our industry need to face and prepare now that the election is over, representing a different view for Franchise, Independent, and OEMS, with a Sales and Fixed Ops perspective.

Featured Guests: Autotrader power couple, husband and wife Nathan and Christina Jordan, Client Success Managers for Autotrader & Kelley Blue Book, talk about what they’re seeing work across their top-performing clients when it comes to leads: how to stand out to your ideal customer, get the enhanced lead and convert to a close.