Most dealerships think they have a sales or marketing problem, but the real breakdown happens after the customer leaves the lot. 💭

In this special panel episode of Automotive Innovators Unplugged, hosts Sean Kelley (#thecarbizcoach) and JP Burkemper assemble a powerhouse lineup of industry experts to dive deep into the multi-thousand-dollar gap in automotive retail: customer retention. Joining the panel are Matt Raymond (COO of Bowtie Auto Solutions), Anthony Alagona (Founder/CEO of Appointments That Show), and veteran industry strategist Vic Turselli.

Together, the panel breaks down the sobering reality that only 1 in 4 customers schedule their first service appointment at the time of delivery—costing dealerships roughly $12,000 in lifetime value per lost customer. They reveal the operational friction points causing this decline, how to align your sales and service teams under a collaborative "group reward" framework, why your CRM might not be serving your retention goals, and how leveraging next-gen AI tools can automatically enhance customer engagement and keep buyers coming back for life.

📺 Watch & Listen to the Full Episode Here:

• YouTube: https://www.youtube.com/@AutoInnovatorsPodcast
• Apple: https://podcasts.apple.com/us/podcast/automotive-innovators-unplugged/id1882360166
• Spotify: https://open.spotify.com/show/7DPd6wnQhgFFJ9BoKWmTJD?si=f7b38885af894784

#AutomotiveIndustry #Automotive #CarBiz #AutomotiveRetail #DealershipOperations #DealerPrincipal #AutoSales #DealershipGrowth #AutoTech #DigitalRetailing #AutomotiveTech #AutoFintech #SalesLeadership #AutomotiveCoaching #automotiveinnovation #dealershipinnovation #automotivepodcast #automotivetalkshow #automotivehosts #cartech

The Shift to Servant Leadership - How do you maintain a high-performing dealership culture across decades of continuous industry disruption? 💭

In Episode 8 of Automotive Innovators Unplugged, hosts Sean Kelley (#thecarbizcoach) and JP Burkemper sit down with Eric Hedges, General Manager of Audi Huntsville. With nearly 35 years of experience in the car business, Eric shares his incredible path from starting out as a young salesman to successfully running a luxury high-line store.

Eric drops massive truth bombs on the absolute breakdown of today's digital retailing space, explaining why a jaw-dropping 70% of car buyers expect to work their deals online—and how the best sales teams are using AI to target and filter those leads.

He shares his unfiltered thoughts on the dramatic pullback from EVs, his fascinating prediction about hydrogen fuel cell technology, and his strict rule on why you can never judge a buyer by their cover. Finally, Eric dives into why the top 5% of producers are always problem solvers who lead with a servant mindset.

Watch & Listen to the Full Episode Here:

• YouTube: https://www.youtube.com/@AutoInnovatorsPodcast
• Apple: https://podcasts.apple.com/us/podcast/automotive-innovators-unplugged/id1882360166
• Spotify: https://open.spotify.com/show/7DPd6wnQhgFFJ9BoKWmTJD?si=f7b38885af894784
  

#AutomotiveIndustry #Automotive #CarBiz #AutomotiveRetail #DealershipOperations #DealerPrincipal #AutoSales #DealershipGrowth #AutoTech #DigitalRetailing #AutomotiveTech #AutoFintech #SalesLeadership #AutomotiveCoaching #automotiveinnovation #dealershipinnovation #automotivepodcast #automotivetalkshow #automotivehosts #cartech

From Employee to Indispensable Operator — What separates someone who just works at a dealership from a leader who becomes completely indispensable to the business? 💭

In Episode 7 of Automotive Innovators Unplugged, hosts Sean Kelley (#thecarbizcoach) and JP Burkemper sit down with Hermann Cuadros, Vice President of Fair Oaks Motors. Cuadros shares his remarkable journey from a 17-year-old Marine squad leader to the top of the sales board, graduating from the NADA Academy, and ultimately rising to Vice President.

Hermann drops massive wisdom on dealership culture, the exact mindset shifts required to think like a partner instead of an employee, and his secret weapon for turning around underperforming teams. He also dives into today's sales and finance realities, explaining why front-end gross margins require strategic value packages, how to successfully integrate AI with human connection, and why outworking the competition will always be the baseline for long-term opportunity.

Tune in on Apple, Spotify, and YouTube! Follow us for more content.

#AutomotiveSales #CarBusiness #AutoIndustry #CarSales #DealershipTech #DigitalRetailing #AutoTech #SalesLeadership #BusinessCoaching #DealershipCulture

Are you treating your customers like a transaction, or are you offering them a life-changing opportunity? 💭

In Episode 6 of Automotive Innovators Unplugged, Sean Kelley #thecarbizcoach and JP host Don Brown Jr. and Don Brown III of Don Brown Chevrolet to discuss the deeply human element of the car business and the true power of customer retention. The Browns reveal the profound impact of their subprime leasing program—complete with an integrated credit coach—that helps buyers rebuild their credit and secure reliable transportation.

They also dive into the evolution of dealership technology, explaining how they are utilizing AI tools like Vinsyt not to replace their salespeople, but to empower them, deepen relationships, and keep customers engaged for the long haul.

Tune in on Apple, Spotify, and YouTube! Follow us for more content.

#AutomotiveSales #CarBusiness #AutoIndustry #CarSales #DealershipTech #DigitalRetailing #AutoTech #SalesLeadership #BusinessCoaching #DealershipCulture

The Ultimate Leadership Test - Are you letting your ego prevent your dealership from scaling? 💭

In Episode 5 of Automotive Innovators Unplugged, Sean Kelley #thecarbizcoach & JP host Chris Lardieri, Service Director at Route 18 Automotive, to discuss the realities of delegation, time management, and building a powerhouse team.

Chris breaks down the importance of auditing your daily tasks, why leaders must overcome the fear of hiring people smarter than them, and how empowering your team to eventually replace you is the true secret to scaling. Discover how setting bulletproof processes and dropping your ego can help you reclaim your time... and finally take a stress-free vacation even during the busiest season of the year.

Tune in on Apple, Spotify, YouTube. Follow us for more content!

#AutomotiveSales #CarBusiness #AutoIndustry #CarSales #DealershipTech #DigitalRetailing #AutoTech #SalesLeadership #BusinessCoaching #DealershipCulture

Are you managing your dealership's chaos, or are you actually building self-sustaining leaders? 💭

In this episode of Automotive Innovators Unplugged, Sean Kelley #thecarbizcoach & JP host Tanner Wood of the Don Wood Automotive Group to discuss the realities of scaling leadership across a massive multi-store organization. Tanner reveals what it takes to earn respect from the ground up as a next-generation dealer, how to implement accountability without micromanaging, the tech challenges of running 15+ rooftops, and why true sustainable growth comes from building a team that doesn't rely on just one or two key people to hold everything together.

Tune in on Apple, Spotify, YouTube. Follow us for more content!

#AutomotiveSales #CarBusiness #AutoIndustry #CarSales #DealershipTech #DigitalRetailing #AutoTech #SalesLeadership #BusinessCoaching #DealershipCulture

Winning in a Post-COVID Market - Is it possible for automotive sales teams to hit 35+ car months while maintaining a real work-life balance? 💭

In Episode 3 of Automotive Innovators Unplugged, Sean Kelley #thecarbizcoach & JP host Nathan Dunham, Sales Manager at Duvall Automotive and former top-producing salesperson, to discuss how to drive massive volume in today's car business. Nathan reveals the crucial differences between dealership training and leadership coaching, what it takes to build a highly successful in-house BDC, his transition from the sales floor to management, and the exact habits that separate average reps from those closing 30+ units a month without burning out.

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#AutomotiveSales #CarBusiness #AutoIndustry #CarSales #DealershipTech #DigitalRetailing #AutoTech #SalesLeadership #BusinessCoaching #DealershipCulture

Automotive Retail & the "AI Revolution" - Are dealers underestimating the speed in which AI is playing a vital role in day-to-day operations? 💭

In Episode 2 of Automotive Innovators Unplugged, Sean Kelley #thecarbizcoach & JP host Steve Zabawa, CEO of WebBuy and a 38-year veteran of the car business, to discuss the rapid evolution of automotive sales. Steve reveals why traditional "lead-getter" websites are losing ground to true digital retailing, how giants like Carvana and CarMax are forcing the auto industry to adapt, Artificial Intelligence in the dealership space, and what you need to do to modernize your dealership's tech stack before it's too late.

Tune in on Apple, Spotify, YouTube. Follow us for more content!

#AutomotiveSales #CarBusiness #AutoIndustry #CarSales #DealershipTech #DigitalRetailing #AutoTech #SalesLeadership #BusinessCoaching #DealershipCulture