Used Car Dealer Podcast

Recent episodes

1. UCDP #86: NIADA Denver 2026 Preview, Dealer Affordability, AI & Advocacy with Jeff Martin from Used Car Dealer Podcast

   Jun 16, 2026

   In this episode of the Used Car Dealer Podcast, Zach sits down with Jeff Martin, CEO of the National Independent Automobile Dealers Association (NIADA), to preview the upcoming NIADA Convention & Expo in Denver and discuss the biggest issues facing independent dealers today. Jeff shares what makes this year’s Denver event unique, from NIADA’s education-focused breakout sessions and networking opportunities to a closing general session covering the China wave, TikTok, and how dealers can connect with the next generation of buyers. He also explains why affordability, inventory, and FTC advertising-price expectations are among the most urgent topics dealers are asking NIADA to address. The conversation also covers wholesale trends, incoming EV supply from rental and lease channels, how dealers are adapting to high interest rates, and why liquidity matters more than ever. Jeff also shares his perspective on AI adoption, the misconception that AI is simply coming to take jobs, and why education is the biggest opportunity for independent dealers right now. Zach and Jeff also discuss NIADA’s advocacy work around right to repair, universal title, compliance support, government relations, and the association’s evolving role through boot camps, webinars, state association partnerships, and the return of the Certified Master Dealer Program. Jeff closes with why he remains optimistic about the resilience of independent dealers and how members can get more involved with NIADA. 🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/jeff-martin-niada-denver-preview

2. UCDP #85 - Affordability Challenges, Inventory Trends and the Shift from New to Used with Dan Ingle of UsedCars.com from Used Car Dealer Podcast

   May 18, 2026

   In this episode of the Used Car Dealer Podcast, Zach Klempf talks with Dan Ingle, President & COO of UsedCars.com, to discuss how affordability pressures are fueling a major shift from new to used vehicles and what dealers need to do to stay ahead in a tight inventory market. Drawing from his extensive automotive background, including leadership roles at Kelley Blue Book and AutoWeb, Dan shares practical strategies dealers can use heading into 2026. The conversation covers pricing vehicles to market, building consumer trust through stronger merchandising and vehicle history reports, and improving speed-to-lead and lead nurturing for shoppers transitioning from new to used. They also dive into inventory sourcing strategies across trade-ins, service drive, auctions, and direct-to-consumer channels, along with Dan’s perspective on growing used EV demand and how dealers can better merchandise and position EV inventory for today’s buyers. ⏱️ Key Questions & Timestamps 01:12 — Dan’s career journey (PeopleFirst → KBB/Cox → AutoWeb turnaround → UsedCars.com) 03:39 — Why 1 in 3 shoppers are moving from new to used (affordability, rates, payments) 04:54 — Where shoppers are landing: segments, trims, and the $15K “unicorn” hunt 06:11 — Demand stays healthy… but confidence is down: need-based buying + what that signals 08:03 — What the new-to-used migration means for dealer strategy in 2026 (used mix + positioning) 09:52 — Dealer playbook: pricing to market, listing quality, VHR trust, and speed-to-lead/nurture 12:17 — Inventory flow update: off-lease returns, upside-down equity, and tight day supply 13:12 — Are we heading toward balance—or does affordability keep supply tight? 13:51 — Sourcing strategy: auctions vs trade-ins vs service lane vs direct-to-consumer channels 15:12 — Biggest inventory opportunity: late-model, clean, on-brand units (and why it matters) 15:48 — Used EVs: interest trends, impressions, and what conversion looks like so far 16:48 — Used EV buyer psychology: affordability tailwinds vs battery health concerns 17:58 — How to sell used EVs: pricing, training, range, trust signals, battery health + warranties 19:25 — Back half of 2026 outlook: merchandising opportunities + what Dan expects next 20:40 — Rapid fire: underrated segment to stock now (3–5-year sedans) 21:10 — Rapid fire: biggest dealer mistake right now (not “skating to where the puck is going”) 21:51 — Rapid fire: surprising data point (mid-April EV impressions doubled) Learn more about Usedcars.com: https://dealers.usedcars.com/?utm_source=used-car-dealer-podcast&utm_medium=podcast&utm_campaign=dan-ingle-interview&utm_content=youtube-description 🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/affordability-challenges-inventory-trends-the-growing-shift-from-new-to-used-vehicles-with-dan-ingle-of-usedcars-com

3. UCDP #84: How AI Is Transforming Car Dealership Lead Handling & Sales | Monik Pamecha of Toma from Used Car Dealer Podcast

   Apr 20, 2026

   In this episode of the Used Car Dealer Podcast, Zach talks with Monik Pamecha, co-founder of Toma , about how AI is reshaping dealership operations, from lead handling to customer communication and overall efficiency. Monik shares how Toma started by solving a simple but critical problem—missed calls and slow response times—and how that expanded into a broader opportunity to reduce friction across the entire car buying process. The conversation dives into why today’s consumers expect instant responses, where dealerships are losing opportunities, and how AI helps bridge that gap at scale. They also explore what real AI adoption looks like inside a dealership, including how AI agents improve lead engagement, increase appointment set rates, and streamline communication without replacing the human element. Monik breaks down common misconceptions about AI, why it’s not a “magic bullet,” and how dealers should think about ROI when implementing these tools. Zach and Monik also discuss the future of dealership operations, how AI could simplify decision-making, and why the next generation of high-performing dealers will be those who adapt quickly to changing customer expectations. Key Questions & Timestamps 00:33 Intro: AI for car dealerships with Monik Pamecha of Toma 01:18 How Toma got started in automotive 03:14 The biggest dealership problems AI can solve first 04:43 Why dealers can’t ignore AI anymore 06:55 Where AI is driving real efficiency today 08:45 Measuring ROI from dealership AI tools 09:38 What makes a true AI agent different 10:31 How AI helps convert leads into appointments 12:46 Real results: appointment lift and conversion impact 14:19 The biggest AI implementation mistakes dealers make 15:45 What dealership operations look like in the next 3–5 years 17:28 Is AI replacing people or supporting teams? 20:31 Rapid fire: easiest dealership process to automate 21:05 Rapid fire: Biggest misconception about AI 21:22 Rapid fire: What separates top-performing dealers in the future 22:12 Where to find Toma 22:58 Why Monik started selling cars in-store himself 🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-84-how-ai-is-transforming-car-dealership-lead-handling-sales-monik-pamecha-of-toma

4. UCDP #83: AI Inventory Merchandising for Car Dealers with Sanjay Varnwal of Spyne AI from Used Car Dealer Podcast

   Mar 23, 2026

   In this episode of the Used Car Dealer Podcast, Zach talks with Sanjay Varnwal, co-founder and CEO of Spyne AI, to unpack how AI-powered merchandising is helping dealers move inventory faster by getting vehicles live online sooner and with more premium visuals. Sanjay explains why “time-to-live” is one of the most overlooked profit levers in used cars, how holding cost compounds every day a vehicle sits without strong photos, and how Spyne helps dealers publish listings earlier without waiting on traditional studio workflows. The conversation also covers Spyne’s expansion beyond photos into conversational AI (Vini) for voice, chat, and email, plus what AI is genuinely improving inside dealerships versus where the hype still outpaces reality. Key Questions & Timestamps 00:22 – Intro: Sanjay’s background + what Spyne does for dealers 01:16 – How did your past roles shape the way you approached building an automotive tech startup? 05:07 – What was the early moment you realized AI-powered imaging could fundamentally change vehicle merchandising? 09:26 – What does Spyne actually do in the day-to-day workflow of a dealership? 11:48 – Why was it important to expand beyond merchandising into a fuller automotive retail suite? 16:33 – What differences have you noticed between U.S. dealers and other global markets? 19:29 – Where is AI genuinely delivering value today—and where is it still mostly hype? 23:22 – What does Spyne’s longer-term vision look like in practice? 24:33 – If you were advising a dealer today, where should they invest in technology first? 26:24 – What’s one dealership process AI will completely automate in the next five years? 26:45 – What’s one mistake dealers make when it comes to digital merchandising? 27:28 – In one piece of advice: how can dealers sell more cars online starting now? 📺 Read the Transcribe: https://blog.sellyautomotive.com/defaultblog/ai-inventory-merchandising-for-dealers-with-sanjay-varnwal-of-spyne-ai 🎧 Listen to more Used Car Dealer Podcast episodes: https://www.sellyautomotive.com/podcast

5. UCDP #82 – Mobile Service, Recalls & Retention, NADA 2026 w/ Amit Chandarana of Curbee ​ from Used Car Dealer Podcast

   Feb 2, 2026

   In this episode of the Used Car Dealer Podcast, Zach talks with Amit Chandarana, CEO of Curbee , to unpack how mobile service is reshaping dealership retention—and why fixed ops is increasingly becoming a front-and-center growth engine. Amit shares lessons from his career at Toyota, Edmunds, and Roadster, and how those experiences influence the way Curbee helps dealers operationalize mobile service (not just “buy software”). The conversation dives into the real adoption hurdles inside dealerships, why change management matters as much as technology, and how mobile service can protect shop capacity while capturing customers who would otherwise go to quick lube or independent shops. They also break down Curbee’s newest platform release, M.A.R.S. 2 (Mobile and Remote Service)—including recall intelligence designed for mobile, fleet/multi-vehicle flexibility, and expanded DMS integrations—plus Curbee’s rebrand and what it signals about the company’s next chapter. ⏱️ Key Questions & Timestamps 00:12 – Intro & Amit’s background 01:34 – Career path + how OEM/dealer dynamics shaped his leadership 04:45 – Any other kind of learnings from Roadster or that time in DR that have bled into Curbee? 06:36 – Biggest shifts in dealership service culture over the last decade 08:07 – Curbee’s mission + the “16 choices” service-retention problem + ROI basics 11:30 – How do you balance building technology versus consulting dealers operationally on running a mobile service program? 13:07 – What is M.A.R.S. 2 and why it matters for dealers 16:17 – What’s the biggest obstacle dealers face in launching mobile service today — mindset, tech, staffing, or something else? 18:55 – 3–5 year outlook: how mobile service evolves with OEMs + expectations 20:28 – Are there emerging technologies that you believe will fundamentally change how fixed ops teams operates in the future? 21:29 – Do you see OEM and dealer partnerships evolving as mobile service becomes a core part of the service mix? 22:24 – Why Curbee rebranded + what’s next 🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/mobile-service-fixed-ops-growth-with-amit-chandarana-of-curbee

6. UCDP #81 – Transparency, Omnichannel, and the Future of Digital Car Buying w/ Paulo da Silva of Cox Automotive from Used Car Dealer Podcast

   Jan 5, 2026

   In this episode of the Used Car Dealer Podcast, Zach talks with Paulo da Silva, who leads the digital commerce business at Cox Automotive—including e-commerce, CRM, marketing automation, and deal structuring—to unpack how transparency, omnichannel retail, and AI are redefining the car-buying experience for both dealers and consumers. Paulo shares his journey from strategy and M&A into building direct-to-consumer businesses at Whirlpool and then stepping in to help Cox Automotive launch fully automated e-commerce capabilities. He breaks down the major inflection points he’s seen over the past decade—from the first dealer websites and early digital retailing to COVID and now AI—and what they’ve meant for used-car operations, dealer profitability, and consumer expectations around transparency. The conversation dives into the most common digital-retail mistakes dealers still make, how to align online and in-store processes, and why a single, continuous funnel is critical to trust. Paulo also talks about bridging sales and F&I, the next frontier in omnichannel, how AI-driven tools will change the game for dealers and consumers alike, and the one digital retail practice every used-car dealer should adopt today. ⏱️ Key Questions & Timestamps 00:29 – Intro & Paulo’s background leading digital commerce at Cox Automotive 01:00 – What drew you into this space, and how has your background prepared you for the digital-retail challenge? 03:34 – What have been the key inflection points you’ve seen in automotive retail over the past 5–10 years? 06:02 – What are the most common digital-retail mistakes you see dealers make when they jump into online transactions? 09:29 – How would you describe your mission in terms of shifting the used-car business for dealers? 14:46 – How are you seeing dealers adapt to full omnichannel retailing from a process, culture, and technology standpoint? 18:29 – For independent and franchise dealers looking to ramp up their used-car business, which elements of the digital solution should they prioritize? 21:43 – From your perspective, how are AI-driven tools changing the game for dealers of all sizes? 25:22 – What are the key internal change-management or operational shifts dealers need to make to fully benefit from digital and omnichannel? 27:12 – How do you see the used-car retail landscape evolving for dealers who embrace digital vs. those who don’t? 31:29 – How do you see dealer-lender relationships, F&I processes, and aftermarket service evolving in an AI-driven, omnichannel world? 35:00 – What is one digital retail practice every used-car dealer should adopt today? 🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/transparency-omnichannel-ai-with-paulo-da-silva-of-cox-automotive

7. UCDP #80 – Inventory Management, AI & the Future of Used Inventory with Derek Hansen of vAuto from Used Car Dealer Podcast

   Nov 19, 2025

   In this episode of the Used Car Dealer Podcast, Zach talks with Derek Hansen, Vice President of Inventory Management Solutions at Cox Automotive and head of vAuto, to dig into how data, AI, and disciplined process are reshaping used-vehicle inventory strategy. Derek shares his non-traditional path from Intel and Bain & Company into automotive, and why he sees dealers as some of the most resilient and entrepreneurial operators in any industry. They dig into variable management, scaling operations across multiple rooftops, and the “hidden variables” that separate top performers — from smarter acquisition beyond the auction lane to tightening up recon and time-to-line. Derek also unpacks the realities of AI in the store, the importance of clean data, and how dealers can build tech-enabled cultures without losing the human touch on the showroom floor. ⏱️ Key Questions & Timestamps 00:29 – Intro & Derek’s background: from Intel and Bain to leading vAuto at Cox Automotive 02:00 – How has your consulting and tech background shaped the way you think about dealer operations and the intersection of data + process? 03:13 – What are the biggest operational gaps you observed early on that still persist today? 05:15 – How does variable management differ from traditional used-car inventory practices? 07:15 – How are you aligning vAuto’s tools and roadmap to help dealers move from reacting to the market to shaping their own market? 08:42 – How do the dynamics differ between used and new inventory strategies, and how are you helping dealers stay competitive in both? 11:09 – What are the standout “hidden variables” dealers are overlooking when stocking and pricing used inventory? 12:42 – What data quality pitfalls do you see when dealerships try to adopt advanced tools – and how should they fix those foundations? 15:02 – What operational or cultural changes are required for a 50+ unit dealership to scale tech and data without losing the human touch? 17:50 – What tech or data trends will have the biggest impact on used-vehicle inventory strategy over the next 2–3 years? 19:26 – How do you see the role of inventory management tools like vAuto adapting, and what should dealers do now to prepare for the “next normal”? 21:26 – What is the “next frontier” of risk management in inventory that dealers aren’t embracing yet but should be? 22:35 – Independents vs. franchise groups: how do their innovation adoption curves differ, and how can smaller dealers stay nimble and competitive? 24:24 – Rapid Fire Q1: What’s the one KPI you think every used-car manager should track weekly? 24:55 – Rapid Fire Q2: Name one piece of tech you believe is overhyped right now – and why. 25:39 – Rapid Fire Q3: In one sentence, what’s your advice for a dealer sitting on 60+ days’ supply of used cars today? 🎧 Listen to more episodes: sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/inventory-management-with-derek-hansen-vauto

8. UCDP Ep #79 - Smarter Diagnostics, Data & the Future of Dealership Profitability w/ Cole Reiken from Used Car Dealer Podcast

   Oct 2, 2025

   In this episode of the Used Car Dealer Podcast, Zach talks with Cole Reiken, Managing Director of Blue Driver, to unpack how smarter diagnostics and data-driven tools are reshaping dealership profitability and customer trust. Cole shares lessons from his career at Impel.AI, Open Lane, and Canadian Black Book, and how those experiences inform his leadership at Blue Driver. He dives into the balance of serving both DIY consumers and enterprise dealers, the challenge of system fatigue in dealerships, and why seamless workflow integration is key to adoption. The conversation covers EV diagnostics, predictive insights, fraud protection, and how Blue Driver Max helps dealers avoid costly trade-in surprises. Cole also looks ahead at the role of data integration, battery health, and a future where diagnostics follow the vehicle through its entire lifecycle. Whether you’re focused on reducing reconditioning risk, improving appraisal accuracy, or preparing for EV adoption, Cole’s insights offer practical takeaways for independent and franchise dealers alike. ⏱️ Key Questions & Timestamps 00:00 – Intro & Cole’s background at Impel.AI, Open Lane, Canadian Black Book 04:20 – How do you balance consumer vs. enterprise diagnostic needs? 07:18 – What does Blue Driver offer today for consumers and dealerships? 11:31 – What are the headwinds to adoption at the dealership level? 13:40 – How are you preparing for EVs and software-defined vehicles? 15:56 – What diagnostic innovations will most impact dealers in the next 5 years? 19:28 – What’s your vision for consumer vs. dealer diagnostics by 2030? 23:20 – Q1: What product or feature has surprised you most in development over the past year? 24:12 – Q2: What’s one app you use every single day? 24:29 – Q3: What’s one thing in the auto industry that you think is overhyped right now? 25:35 – What updates and events are coming up for Blue Driver? 🎧 Listen to more episodes: https://sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/cole-bluedriver

9. UCDP Ep #78 - AI, Live Agents & the Future of Dealership Engagement w/ Aaron Kleinhandler from Used Car Dealer Podcast

   Aug 29, 2025

   In this episode of the Used Car Dealer Podcast , Zach sits down with Aaron Kleinhandler, CEO of Better Car People , to discuss how AI-powered technology and live agents are transforming dealership engagement. Aaron shares lessons from his private-equity journey leading Spectrio, insights from scaling Better Car People through acquisitions like Proactive Dealer Solutions, and his philosophy on balancing automation with human touch in the BDC. The conversation covers omnichannel customer expectations, loyalty challenges, dealership adoption hurdles, and what the future of AI-driven customer experience looks like in automotive retail. Whether you’re wrestling with reconditioning times, service retention, or scaling lead response, Aaron’s perspective offers practical takeaways for independent and franchise dealers alike. ⏱️ Key Questions & Timestamps 00:35 – What lessons from leading Spectrio through multiple acquisitions shaped how you now lead Better Car People? 05:27 – When you took the CEO role at Better Car People, what vision did you have, and what has surprised you about automotive? 07:43 – How do you balance AI automation with human interaction to maintain personalization while scaling responsiveness? 09:50 – Since acquiring Proactive Dealer Solutions in 2024, how have you expanded Better Car People’s capabilities and value for dealerships? 13:10 – What does onboarding look like for Brooke.ai and other AI tools—how do you get from “B+” to “A+” performance? 17:44 – How do you see omnichannel, human-assist AI evolving for dealerships in the next few years? 22:09 – With reconditioning, service retention, and inventory challenges, how is Better Car People supporting dealers with loyalty and follow-ups? 25:09 – What can you share about the upcoming new product release from Better Car People? 26:55 – How do you see dealership customer experience changing over the next 3–5 years, and what role will AI play? Rapid Fire (29:36): What excites you most about your work at Better Car People today? One tech tool you can’t run your business without? In one word, what’s the biggest opportunity for dealers today? 🎧 Listen to more episodes: sellyautomotive.com/podcast 📄 Read the full transcription: 🎙️ UCDP #78 – AI, Human Touch & Dealer Loyalty w/ Aaron Kleinhandler of Better Car People

10. UCDP Ep #77 – AI in Dealerships & EV Retail Innovation w/ Ross Tinkham & Alex Lawrence from Used Car Dealer Podcast

    Jul 15, 2025

    In this episode of the Used Car Dealer Podcast , Zach Klempf is joined by Ross Tinkham, Go-To-Market Leader at Podium , and Alex Lawrence, CEO of EV Auto , a leading EV-only independent dealership and Podium customer. Fresh off the buzz of post-NIADA conversations around AI, Zach explores how artificial intelligence is transforming communication, sales, and service in the independent dealer space. Ross shares how Podium’s AI-driven BDC solutions are enhancing lead engagement and operational efficiency, while Alex gives a boots-on-the-ground perspective from running a fast-growing used EV dealership—and how his team uses AI to handle everything from acquisition to service. Whether you're skeptical about AI or looking to take your dealership to the next level, this episode dives deep into the future of customer engagement, digital retail, and EV-specific dealership strategy. For More about Podium Visit - https://www.podium.com/industry/used-auto?utm_medium=third_party_-_podcast&utm_source=used_car_dealer_podcast&utm_campaign=25q3-noram-car_dealership-third_party_media-ucdp_w/_alex_lawrence-july&utm_term=prospecting&SCID=701UL00000PfzM6YAJ 🕒 Timestamps & Topics 00:00 – Intro: AI buzz after NIADA & Guest Intros 00:58 – Q: Ross, what’s your journey into auto tech, and what’s your role at Podium? 01:45 – Q: Alex, what inspired your journey from academia to founding a used EV dealership? 03:26 – Q: How did EV Auto and Podium start working together? What need did it solve? 05:06 – Q: Alex, what are the main ways Podium supports your dealership’s sales and ops? 06:59 – Q: Ross, how does Podium’s AI BDC integrate with a dealer’s CRM and comms stack? 08:46 – Q: Alex, what workflow changes did you make when implementing AI at EV Auto? 12:48 – Q: Ross, how does Podium’s AI keep communication human and personalized? 14:10 – Q: What consumer expectations has AI helped dealerships meet in the digital retail era? 15:42 – Q: Alex, why don’t you use DR tools—and how do EV buyers differ from traditional customers? 18:08 – Q: What are the biggest challenges you faced launching a used EV-only dealership? 20:47 – Q: Ross, what new Podium innovations are coming, especially for service departments? 22:55 – Q: Alex, what’s next for EV Auto in 2025? Any new locations or offerings? 24:20 – Q: What’s different about servicing EVs compared to traditional vehicles? 26:48 – Q: How do you both envision AI transforming auto retail in the next few years? Rapid Fire Round 31:39 – Q: Favorite EV model currently on the market? 33:02 – Q: One word or phrase to describe the future of automotive retail? 34:03 – Q: Most exciting tech trend you're following right now? 🎧 Listen to more episodes: sellyautomotive.com/podcast 📄 Read the full transcription: blog.sellyautomotive.com/blog/podium-evauto-ai-ev-innovation

11. UCDP Ep #76 – NIADA Convention 2025, Dealer Advocacy & Market Shifts w/ Jeff Martin from Used Car Dealer Podcast

    Jun 18, 2025

    In this episode of the Used Car Dealer Podcast, Zach Klempf welcomes back Jeff Martin, CEO of the National Independent Automobile Dealers Association ( NIADA ), to discuss the upcoming 2025 NIADA Convention, major changes in the used car market, and how independent dealers can thrive amid uncertainty. Jeff shares what to expect at this year’s convention—from new “Dealer Rounds” networking sessions to a robust AI-focused education track—and why NIADA is doubling down on advocacy, education, and data as its core value pillars. The conversation also covers tariff concerns, the state of used car pricing and supply, and how regional EV adoption is shaping dealer strategy. If you're wondering whether the convention is worth the trip or looking for insight on dealer priorities for 2025 and beyond, Jeff delivers actionable insights for independent dealers navigating today’s complex environment. 📍 Register for the 2025 NIADA Convention: 👉 niada.com/convention 🕒 Timestamps & Topics 00:00 – Intro: NIADA 2025 Convention & Used Car Industry Shifts 00:30 – Q: What are some major changes or new features at this year’s NIADA convention? 01:42 – Q: Any standout speakers or education tracks for 2025? 03:04 – Q: How are you thinking about engagement and dealer value at this year’s event? 03:55 – Q: What would you say to independent dealers on the fence about attending? 04:48 – Q: What’s driving high used car prices in 2025, and how are dealers adapting? 05:54 – Q: Should independent dealers be concerned about tariffs and sourcing? 06:49 – Q: Are independent dealers embracing EVs, or is there hesitation? 07:51 – Q: What have you learned since becoming NIADA CEO, and what’s the current focus? 10:29 – Q: What are your biggest priorities for the rest of 2025 and going into 2026? 12:17 – Q: How is NIADA approaching digital transformation and training for dealers? 13:18 – Q: Rapid Fire Round: • What’s an underrated opportunity for dealers in 2025? • What habit or resource shaped your leadership approach this year? • What excites you most about the future of the independent dealer community? 🎧 Listen to more episodes: sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/jeffmartin-niada-2025

12. UCDP Ep #75 – Automotive Tariffs, Inventory & EV Trends w/ Kevin Roberts of CarGurus from Used Car Dealer Podcast

    Jun 4, 2025

    In this episode of the Used Car Dealer Podcast , Zach talks with Kevin Roberts, Director of Economic & Market Intelligence at CarGurus, to decode today’s whiplash market—from March’s tariff shock to the spring surge in used-car supply. marries first-party shopper data with macro-economics, why dealers shifted from clearing aged units to stocking up, and what rising interest rates and affordability crunches mean for pricing strategy. The conversation digs into EV and hybrid demand curves, the pitfalls and upside of used-EV retailing, and the “COVID playbook” tactics dealers can dust off to stay nimble when policy and consumer sentiment swing week-to-week. Whether you’re wrestling with inventory turn, scouting low-price cars for budget-strapped buyers, or debating how tariffs will reshape new-versus-used dynamics, Kevin’s data-driven insights deliver a roadmap for 2025 and beyond. Kevin’s data is based on the following CarGurus report - https://dealers.cargurus.com/drc/cargurus-intelligence-report-april-2025 Below are the main questions Zach asks Kevin, along with timestamps: 00:29 Q) Can you give a brief overview of your background, your role at CarGurus, and what a Director of Economic & Market Intelligence actually does? 02:11 Q) Over your career, how have you seen the auto industry’s use of data evolve? 03:55 Q) How does the market intelligence your team produces translate into concrete strategies for dealers? 05:04 Q) Used-vehicle inventory just hit a three-year high—what’s driving the rebound in supply? 07:52 Q) We’re seeing used-car prices rise; is that mostly buyers racing ahead of potential tariffs, or are other forces at play? 09:48 Q) Today, what dollar range truly counts as a “low-price” vehicle in the used market? 10:38 Q) Average days-on-market are trending down—what’s causing cars to sell faster? 12:10 Q) Right now, would you call it a seller’s market or is power shifting back toward buyers? 14:53 Q) What trends are you seeing in shopper interest for used EVs, and what factors matter most to those buyers? 16:57 Q) Beyond Tesla, how are non-Tesla EVs performing in the used market? 19:38 Q) From a dealer’s perspective, what are the biggest challenges in retailing used EVs today? 22:00 Q) Now that the early-April tariff rush has passed, what lingering impacts do you expect on new- and used-car pricing? 24:36 Q) What practical guidance is CarGurus giving dealers to navigate this volatility? 26:27 Q) Looking ahead, what key trends or potential market shifts should dealers watch through 2025? 28:34 Q) What’s your outlook for the used-car and EV segments as we move toward 2025 and beyond? 29:54 Q) Where can dealers find CarGurus’ latest intelligence reports? Listen to more episodes here: https://www.sellyautomotive.com/podcast Read the full transcription: https://blog.sellyautomotive.com/blog/kevin-roberts-cargurus-2025

13. UCDP Ep #74 - Modernizing Trade-Ins and Dealer Payments: Tim Zierden, TradePending from Used Car Dealer Podcast

    May 1, 2025

    In this episode of the Used Car Dealer Podcast , Zach talks with Tim Zierden, Chief Operating Officer at TradePending , to unpack how the company’s trade-in, payment, video, and retention tools are “making automotive simple” for more than 5,000 dealerships. Tim shares what drew him to the role after two decades at Cox Automotive, KAR Global, and Dealertrack, the biggest milestones powering TradePending’s recent expansion, and how real-time data helps dealers outpace tariff-driven price swings. The conversation also dives into AI-lite automation vs. personal video, the rise of CDPs, and the customer-life-cycle tactics that turn online shoppers into lifelong service customers. Whether you’re wrestling with affordability headwinds or hunting for higher-ROI digital retailing solutions, Tim’s insights are a must-listen. Below are the main questions Zach asks Tim, along with timestamps: 00:37 Q) What pulled you toward TradePending after two decades in auto-tech? 02:52 Q) Beyond the recent acquisitions, which milestone mattered most for the company’s growth? 04:01 Q) How does your “make automotive simple” mantra guide product decisions? 05:21 Q) What’s the biggest thing dealers say TradePending improves for engagement and sales? 08:54 Q) How do you keep onboarding painless and support seamless for new clients? 10:59 Q) How is TradePending helping dealers navigate today’s tariff-driven price swings? 14:49 Q) Which emerging tech or consumer habits will reshape dealerships next? 17:19 Q) What fresh innovations are you rolling out to keep dealers competitive? 19:27 Q) What key factors should dealers weigh when choosing digital-retail and trade-in tools? Listen to more episodes here: https://www.sellyautomotive.com/podcast Read the full transcription: https://blog.sellyautomotive.com/blog/tim-trade-pending

14. UCDP Ep #73 – Real-Time Lot Management with Mike Hanna of TrueSpot from Used Car Dealer Podcast

    Apr 28, 2025

    In this episode of the Used Car Dealer Podcast, Zach talks with Mike Hanna, CEO of TrueSpot , an innovative company transforming fixed ops with real-time vehicle and key tracking technology. They discuss how TrueSpot’s solutions minimize wasted time, cut costs, and ultimately enhance the customer experience. From initial challenges and triumphs to upcoming features and the future of location intelligence, Mike offers valuable insights for dealers looking to modernize their service operations. Below are the main questions Zach asks Mike, along with approximate timestamps: Q) How did TrueSpot get started, and what was the main “aha” moment behind its creation? Q) What were the biggest early challenges of bringing real-time location tech into dealerships? Q) You also work outside automotive—how do other industries compare or differ from dealerships? Q) What is Fixed Ops 360, and how does it improve day-to-day service operations? Q) Can you share a real-world example of how TrueSpot impacts a dealership’s productivity or CSI? Q) Aside from efficiency, how do you see customer experience evolving in fixed ops? Q) Which upcoming features or innovations are you excited to bring to market in 2025? Q) Does AI currently play a role in your software or operations? Q) What’s the biggest leadership lesson you’ve learned while scaling a tech solution in auto retail? Q) What advice would you give dealers looking to modernize their service departments with new technology? Listen to more episodes here: https://www.sellyautomotive.com/podcast Read the full transcription: https://blog.sellyautomotive.com/blog/truespot-mike-hanna

15. UCDP Ep #72 – Automotive BDC & Fixed Operations with John Traver from Used Car Dealer Podcast

    Mar 31, 2025

    In this episode of the Used Car Dealer Podcast, Zach talks with John Traver, the founder of Traver Technologies and TraverConnect, to explore the evolution of the BDC concept. John shares insights on launching TraverConnect, transforming service-lane interactions into revenue opportunities, and balancing people with technology to deliver an exceptional customer experience. This conversation dives into leadership lessons, changing customer expectations, and the future impact of AI and automation on automotive BDC. Automotive BDC & Fixed Operations Q) Take us back to how you got in the auto industry and your origin story? Q) So talk about the early days of BDC adoption and how that went—were dealers skeptical? Q) So what were some of the biggest operational challenges as you scaled out your business? Q) And how did the different services evolve that you offer at your company as technology and dealership operations got more complex? Q) So what separates a top-performing dealership using your BDC service versus one that’s not as organized? Q) How do you strike that balance between people, process, and technology? Q) How have customer expectations in the service department changed over the last 10 years, and how should dealers adapt? Q) What do you see as the biggest technology gaps today in fixed ops or BDCs? Q) Any thoughts on AI and some of the automation coming to market right now? Q) As we look to 2025 and dealers becoming more cost-conscious, where should they focus to drive the highest ROI? Q) What are you most excited about in the next year for Traver Connect and the automotive space generally? Listen to more episodes here: https://www.sellyautomotive.com/podcast Read the full transcription: https://blog.sellyautomotive.com/blog/john-traver-2025

16. UCDP Ep #71 - Modern Dealership Reconditioning w/ Randy Kobat from Used Car Dealer Podcast

    Feb 10, 2025

    In this episode of the podcast, Zach sits down with Randy Kobat, President and CEO of Repair On Demand , a provider of innovative reconditioning solutions for dealerships. They discuss how reconditioning has become a critical factor in dealership success, the common inefficiencies that slow down the recon process, and how technology can help dealers cut turnaround time and maximize profitability. Randy shares lessons from his extensive background—leading brands like vAuto, Kelley Blue Book Instant Cash Offer, and HomeNet—along with key insights from his decade at Cox Automotive. They also touch on how EVs bring new challenges, such as battery diagnostics, and how a streamlined recon workflow can give dealers a competitive edge. Below are the main questions Zach asks Randy, along with approximate timestamps: Q) How did you get started in automotive tech, and what led you to your current role? Q) From scaling vAuto and Kelley Blue Book Instant Cash Offer, what lessons stand out for dealers today? Q) Why should dealers rethink how they manage their reconditioning process? Q) Where do you see the biggest inefficiencies in dealership recon right now? Q) How can dealers fix the communication breakdowns between sales, service, and third-party vendors? Q) What are the main financial and operational benefits of a streamlined recon process? Q) How does Repair On Demand help dealers eliminate recon inefficiencies? Q) Which innovations in recon technology are most exciting to you? Q) Any key takeaways from your time at Cox Automotive that you’ve brought to Repair On Demand? Q) With EVs on the rise, what new recon challenges do dealerships face (like battery diagnostics)? Q) What’s next for Repair On Demand in the coming 12 to 24 months? Q) How can listeners reach out if they want to connect with you? Listen to more episodes here: https://www.sellyautomotive.com/podcast Read the full transcription: https://blog.sellyautomotive.com/blog/randy-kobat

17. UCDP Ep #70 - Driving Recall Accuracy with Mark Allen of AutoAp from Used Car Dealer Podcast

    Jan 17, 2025

    In this episode of the Used Car Dealer Podcast, Zach talks with Mark Allen, President of AutoAp , a leading provider of recall management services for dealerships, fleets, and various automotive partners. They discuss how AutoAp’s technology resolves the frequent discrepancies in safety recall data, the complexities behind VIN checks, and why automated, timely recall information is crucial for protecting customers and avoiding costly liability. Mark shares how his extensive experience in the auto industry led him to join and eventually lead AutoAp, and he offers insights into how all players—dealers, OEMs, service providers, and government agencies—must work together to improve overall road safety. Below are the main questions Zach asks Mark: Q) Mark, how did you get started in the auto industry? Q) Tell us about AutoAp and how you became its president. Q) How many vehicle recalls occurred in the U.S. during 2024? Q) Are current VIN-check sources enough, or what else should we know? Q) What’s the solution to these recall challenges? Q) How does AutoAp partner with different companies across the automotive ecosystem? Q) Which services does AutoAp offer, and can you share a key client example? Q) Anything else you’d like to add to wrap up the discussion? Q) How can companies contact you and learn about your upcoming events? 📌 Listen to more episodes here: https://www.sellyautomotive.com/podcast 📜 Read the full transcription: https://blog.sellyautomotive.com/blog/recall-accuracy-mark-allen

18. UCDP Ep #69 - AI-Powered Recall Platform with Ryan Maher of BizzyCar from Used Car Dealer Podcast

    Dec 18, 2024

    In this episode of the Used Car Dealer Podcast, Zach engages in an insightful conversation with Ryan Maher, CEO of BizzyCar. They discuss the broken recall management system, how BizzyCar’s AI-powered platform is transforming the process for OEMs, dealers, and consumers, and what this means for safety and compliance. Some of the questions asked were: Q) Ryan, can you share your journey in the auto industry and what inspired you to focus on recall management with BizzyCar? Q) With 21 million recalls already this year, what are the biggest challenges in addressing recalls efficiently? Q) BizzyCar recently raised $15 million. What changes can we expect in the next 6 months? Q) What do you think of the trend toward mobile service, and how does it affect customer relations? Q) How does BizzyCar’s AI streamline the recall process for OEMs, dealers, and consumers? Q) What common mistakes do dealerships make with recalls, and how does BizzyCar help avoid them? Q) How does BizzyCar support compliance and transparency for OEMs? Q) How easily can dealerships integrate BizzyCar into their current operations? Q) Can you share a success story where BizzyCar improved recall rates or boosted service opportunities? Q) What role will AI play in recall management, and what’s next for BizzyCar in 2025? Q) What advice would you give dealers to stay proactive and effective in recall management? 📌 Listen to more episodes here: Selly Automotive Podcast 📜 Read the full transcription: https://blog.sellyautomotive.com/blog/ryan-bizzycar-2024

19. UCDP Ep #68 - Revolutionizing Vehicle Appraisals with Brian Kramer of AccuTrade from Used Car Dealer Podcast

    Dec 10, 2024

    In this episode of the Used Car Dealer Podcast, Zach dives into an engaging conversation with Brian Kramer, GM of AccuTrade . They discuss the current shifts in the used car market, the innovative appraisal tools offered by Accu-Trade, and how these tools help dealers make smarter decisions while enhancing the customer experience. Brian shares insights on navigating misconceptions in vehicle appraisals, success stories from dealerships, and AccuTrade's plans for 2025. Dealers of all sizes will find valuable advice on staying competitive in a digital-first market. Some of the questions asked were: Q) Brian, can you tell us about your background and what brought you to AccuTrade? Q) What do you think are the biggest changes in the used car market today? Q) How does AccuTrade’s appraisal tech help dealers assess vehicle values more accurately? Q) What makes AccuTrade stand out from other digital appraisal tools? Q) What are common misconceptions about vehicle appraisals and valuations? Q) How do Accu-Trade’s tools improve the buying and appraisal experience for dealers and customers? Q) Can you share a success story from a dealership using AccuTrade? Q) What advancements is AccuTrade planning for 2025? Q) What advice would you give to single-store dealers adapting to the digital and appraisal changes? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - https://blog.sellyautomotive.com/blog/brian-kramer-accutrade-2024

20. UCDP Ep #67 - Transforming the RV and Trailer Dealership Experience with EverLogic from Used Car Dealer Podcast

    Nov 27, 2024

    In this episode of the Used Car Dealer Podcast, Zach interviews Mike Goodwin, Founder and President of EverLogic , a leading Dealer Management System (DMS) company in the RV and trailer space. Mike began his journey in the industry helping an RV dealership with accounting integrations and has been running EverLogic for over 20 years. He shares his expertise on a range of topics relevant to RV, trailer, and golf cart dealers, including industry challenges, technological advancements, and future opportunities. Some of the questions asked were: Q) What inspired you to found EverLogic after your extensive experience in the RV industry? Q) What unique challenges do RV and trailer dealers face, and how does EverLogic help? Q) What prompted your expansion into the golf cart market, and how do you see its future? Q) What major technological changes are happening in the industry, and how are dealers adapting? Q) What sets EverLogic's DMS apart for RV, trailer, and golf cart dealers? Q) What are the biggest challenges dealers face today, and how can technology help overcome them? Q) How have customer expectations changed over 20 years, and how does EverLogic help dealers meet them? Q) Can you share a success story where EverLogic improved a dealership's operations? Q) What future opportunities and challenges do you foresee for dealers in the next few years? Q) Do you have any announcements or company updates for 2025? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Transcribe of this podcast - https://blog.sellyautomotive.com/blog/mike-goodwin-2024