Dealer Talk With Jen Suzuki

Latest Episodes:

Nobody Ever Showed Me The Way. That's Why I've Dedicated My Career To Helping Others Find Theirs. Jul 08, 2026

Show notes

People hear me teaching every week. They see the energy, the passion, the coaching, and now AI innovation. But they don't always know where it came from.

In this special interview, ASOTU Founder & CEO Paul Daly turns the microphone around and asks me the questions I rarely get asked.

We talk about how I got started in automotive, why I built eDealer Solutions over two decades ago, what I've learned from training thousands of dealership professionals, and why helping people believe in themselves still matters more to me than any sales process.

We also dive into the future of dealership leadership, AI adoption, why old-school sales tactics are losing their effectiveness, and how leaders can stay relevant without losing the human connection that makes this industry so rewarding.

I also share the story behind creating ZukiTalk, why consistency matters more than talent, and what continues to motivate me after more than 20 years of coaching dealerships across North America.

If you've ever wondered what drives me, why I care so deeply about this industry, or where I believe automotive retail is headed next, this conversation gives you a look behind the scenes.

Because at the end of the day...

I'm not just passionate about selling more cars.

I'm passionate about helping people discover what they're capable of becoming.

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LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals.

The Hard Truth About Leading Dealerships Today with John Inman, CEO McCurley Dealerships Jul 07, 2026

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For nearly 30 years, John Inman, CEO McCurley Dealerships has helped lead one of the Pacific Northwest's most respected dealership groups. But this conversation isn't about awards or success stories, it's about what leadership looks like when the industry refuses to stand still.

We talk openly about the pressure leaders face as AI reshapes retail, why execution is still harder than strategy, and what separates organizations that adapt from those that get left behind.

John shares how his team is evaluating new technology, involving frontline employees in major decisions, improving fixed operations and staying focused on the one thing that never goes out of style: earning customer trust.

If you're a dealer principal, executive, manager, or simply someone responsible for leading people through change, this episode offers practical insight. Just honest conversation about what it takes to build stronger teams, make smarter decisions, and keep moving forward in an industry that's evolving faster than ever.

Sometimes the biggest competitive advantage isn't finding the next tool.

It's building a team that's willing to grow with it.

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Logic Explains. Emotion Closes! Sell More with Me! Jul 02, 2026

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The best salespeople don't win because they know the most features. They win because they understand people.

In this episode of Dealer Talk with Jen Suzuki, we dive into one of the biggest mindset shifts in modern selling: customers don't buy logically... they justify their decisions logically after they've already made an emotional one.

We'll explore why facts alone create price shoppers, how emotional connection reduces resistance, why customers never argue with how they feel, and how asking better questions uncovers the real reason they're buying. Whether you're in sales, BDC, service, or leadership, this conversation will challenge how you communicate with customers and help you create more trust, stronger relationships, and more confident decisions.

If you've ever heard, "I need to think about it," this episode will help you understand what your customer is really trying to tell you and what to do next.

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Why AI Infrastructure Matters to Your Dealership Jun 17, 2026

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What do AI data centers have to do with leadership in car dealerships?

A lot more than most people realize.

In this thought-provoking episode of Dealer Talk with Jen Suzuki, Jen breaks down one of the biggest conversations shaping the future of business, AI infrastructure, and leadership… in plain English. No tech jargon. No fear tactics. Just real-world perspective from someone actively training inside dealerships every single week while building AI tools for the automotive industry herself.

Jen explains what AI data centers actually are, why the world is suddenly talking about them, and why dealership leaders should care about infrastructure, energy usage, AI adoption, and the future workforce. She tackles the fear, misinformation, and online hysteria surrounding AI while helping leaders think more critically and responsibly about where technology is heading.

As founder of eDealer Solutions and co-founder of ZukiTalk, Jen connects the dots between AI infrastructure, dealership operations, customer communication, employee adaptability, productivity, and leadership responsibility.

This episode is ultimately about perspective. Every major technological shift in history required infrastructure expansion, and AI is no different. The leaders who stay curious, adaptable, and informed will be far better positioned than the ones operating from fear or misinformation.

If you're in automotive retail, leadership, fixed ops, sales, service, or simply trying to understand what AI actually means for society and business, this episode delivers a practical and balanced conversation about the future already unfolding around us.

🔥Check out our sponsors!🔥

LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability.

Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.

ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals.

The Next Great Dealership Skill: Leading Through AI Change with NUMA AI Founder Jun 16, 2026

Show notes

Most AI conversations focus on the technology. This one focuses on the people building it.

In this episode of Dealer Talk with Jen Suzuki, I sit down with Tasso Roumeliotis, Founder & CEO of NUMA AI, for a candid conversation about leadership, change, AI adoption, customer experience and what dealership operators need to understand as artificial intelligence becomes part of daily operations.

What fascinated me most wasn't the product.

It was learning how an outsider to automotive earned trust inside one of the most operationally complex industries in the world and what dealership leaders can learn from that journey.

We discuss:

• Why most AI failures are actually adoption failures • The resistance employees feel when AI enters the workplace • How leaders should communicate AI change to their teams • Why understanding the people behind AI matters as much as understanding the technology • The future role of dealership leadership in an AI-driven world • How AI can improve visibility into customer experience and operational performance • Why empathy may become the most valuable human skill in automotive retail • What operators should be thinking about now to prepare for the next few years

Whether you're a dealer principal, general manager, fixed ops leader, sales leader, service manager, BDC director, or simply curious about where automotive retail is headed, this episode offers practical insight into the leadership side of AI transformation.

Because the future won't be determined by who buys the most AI.

It will be determined by who leads people through change the best.

Subscribe for weekly conversations focused on leadership, customer experience, AI, sales, service, and dealership growth.

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People Create the Experience | Leadership POV from Asbury's CEO, Dan Clara Jun 09, 2026

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The companies that win at scale don't become more corporate. They become more human.

Leadership isn't about having all the answers. It's about creating an environment where people can succeed.

In this episode of Dealer Talk with Jen Suzuki, I sit down with Dan Clara, newly appointed CEO of Asbury Automotive Group and one of the most respected operators in our industry. After nearly 24 years with the same organization, Dan shares what it really takes to scale a company without losing culture, accountability, employee loyalty or customer trust.

We talk about career paths, employee ownership, retention, onboarding, training, leadership accessibility and why communication may be the most underrated skill in automotive retail today. Dan also shares lessons learned from leading through acquisitions, implementing technology at scale and navigating AI without losing sight of the human experience.

One of my favorite takeaways was simple but powerful: People create the experience. Technology can make us more efficient, but leadership is still about building trust, developing talent and staying connected to the people doing the work every day.

If you're a dealer principal, GM, fixed ops leader, sales manager, service director, advisor, or anyone looking to grow your leadership impact, this conversation is packed with practical wisdom from someone who has spent decades rising through the ranks and helping build one of the largest automotive groups in the country!

And his final advice might be the most important leadership lesson of all:

Stay uncomfortable.

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ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals.

Stop Paying Your Customer's Repair Bill! Financing First. Discounting Last. Jun 03, 2026

Show notes

This is a very simple strategy that is overlooked all the time! You will mprove your ELR at same time.

If you're discounting before offering financing, you're doing it backwards.

In this episode, Jen Suzuki tackles one of the biggest profit leaks happening in service departments every day. Advisors hear a repair total, feel a little customer hesitation, and immediately start shaving dollars off the repair order. The problem? Most customers aren't saying no because of the total cost. They're reacting to the immediate out-of-pocket impact.

Jen breaks down why discounting weakens value, lowers ELR, reduces gross profit, and trains customers to negotiate every future visit. More importantly, she shares a simple mindset shift that helps advisors protect the repair, protect the technician and create more opportunities for customers to say yes.

You'll learn how to present financing naturally, why payment options change the conversation, and how top advisors use flexibility instead of discounts to increase approvals, improve hours per RO, and build more trust. If you want stronger MPI approval rates, higher gross profit, and more confidence presenting recommendations, this episode is for you.

Check out our sponsors!

ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals.

Setting Appointments Is Easy. Getting Them to Show Is the Skill. Jun 02, 2026

Show notes

If you're in automotive sales and you're celebrating appointment counts, we need to have a conversation.

Because appointments don't pay you. Customers who actually show up do.

In this episode of Dealer Talk with Jen Suzuki, we're digging into one of the biggest blind spots in dealership sales performance: show rate. Too many salespeople focus on how many appointments they set while completely ignoring how many actually walk through the door.

Jen breaks down what separates a weak appointment from a real appointment, why customers disappear before they arrive, and the simple strategies top performers use to create commitment, build excitement, increase trust, and dramatically improve show rates.

You'll learn how to create structure without pressure, why giving customers a reason to visit matters more than asking for the appointment itself, how confirmation messages can either strengthen or destroy momentum, and why you probably don't need more leads sitting in your CRM.

If you're ready to stop chasing maybes and start creating more opportunities that actually show up, this episode is for you.

Because hope isn't a strategy. Preparation is.

Speed is the New Gross | The Fastest Rep with the Best Conversation Wins May 28, 2026

Show notes

In this high-energy episode of Dealer Talk with Jen Suzuki, Jen Suzuki gets brutally honest about one of the biggest mistakes happening inside dealerships right now… slow lead response.

This isn't about cheesy auto-responses, outdated templates, or "just checking in" emails that customers ignore. Jen breaks down why speed alone is not enough anymore. Dealers must combine fast response times with engaging, value-based conversations that actually pull customers in emotionally and stop them from shopping everyone else.

From real dealership observations to simple but powerful examples, Jen explains why the first five minutes can determine whether your store wins or loses the deal. She challenges salespeople, BDC teams, and leaders to rethink how they approach internet leads, customer engagement, and communication strategy in today's hyper-competitive market.

If your team is still responding an hour later with "Is this vehicle still something you're interested in?" this episode might sting a little. But it's the reality of modern automotive retail.

This conversation is packed with practical takeaways on lead speed, customer psychology, conversation hooks, trust-building, engagement strategy, and why "professional speed" has become one of the biggest competitive advantages in the car business today.

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What Leaders Are Missing About AI Resistance in Dealerships May 20, 2026

Show notes

What happens when AI enters a dealership… and your employees emotionally resist it?

In this powerful episode of Dealer Talk with Jen Suzuki, Jen dives deep into one of the biggest leadership challenges happening inside dealerships right now: anti-AI culture, fear-based resistance, and the emotional side of organizational change.

After training inside dealerships every single week and working with hundreds of managers and employees every month, Jen shares what she's personally witnessing in real time. Employees aren't just resisting technology. Many are scared of becoming irrelevant, overwhelmed by rapid change, or embarrassed they don't fully understand AI while younger employees adopt it faster.

As the founder of eDealer Solutions and co-founder of ZukiTalk, Jen brings a rare inside perspective on how leadership messaging, dealership culture, emotional intelligence, and AI adoption are now colliding.

This episode is not about AI hype. It's about leadership maturity. Jen breaks down why dealerships cannot shame employees into using AI, but also cannot allow emotional resistance to stop organizational evolution. She explains how dealerships should responsibly discuss AI ethics, customer trust, employee concerns, privacy, communication boundaries, and the future workforce expectations already forming inside the industry.

If you're a dealer principal, GM, fixed ops leader, sales manager, service director, or anyone leading people through change, this episode will challenge how you think about culture, adaptability, leadership communication, and the future of automotive retail.

🔥Check out our sponsors!🔥

LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability.

Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.

ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals.