The Walk Around

Latest Episodes:

S02E29 - The Car Mom on How Dealers Can Reach More Audiences Jul 26, 2023

Show notes

Dealers can gain valuable insight in this episode on how to meet moms and families where they are in the car buying process by understanding their specific needs, making the process less intimidating and more transparent and by providing helpful online content through social media that empowers customers and dealership staff.

In this episode you’ll hear:

What moms think about (and get frustrated by!) buying EVs for their families
How dealers can appeal to the mom segment and women buyers (don’t miss Kelly’s tips here!)
How to empower your customers through content that makes them excited and comfortable with the car purchasing process
A debate on the best mom car and what customers’ sentiments towards mini-vans are (love them or hate them?)
How dealers can bring value on social media, uplift their team in the sales process and more!

Kelly Stumpe is a mom of three, car salesperson, Child Safety Passenger Technician (CSPT) and creator of The Car Mom. She was raised in the car industry and grew passionate about the industry after starting her career as a client advisor at BMW of West St. Louis.

With over 1 million views since the launch of her YouTube channel, The Car Mom, in November 2020, Kelly’s informative and fun reviews have captured the attention of women across the country looking to upgrade their vehicle needs. Her reviews focus on what mothers really care about - everything from the car seat set up to the cup holders. All of her unique content is shared weekly across multiple media channels.

For more about Kelly, visit her Instagram and her Youtube.

Liked this episode? Find our full episode library here.

S02E28 - Growing Your Dealership in Today’s Environment Jul 12, 2023

Show notes

As we navigate the middle of 2023, we continue to adjust to the evolving industry and changing market. In this podcast episode, we dive into what inventory levels are prime for dealerships, continue discussions of vehicle affordability for your consumers, and discuss what the future role of dealers will be as technology increases and consumer purchasing habits change.

In this episode you’ll also hear:

The ideal inventory level at dealerships
More lessons dealers can learn from online retailers
What dealer relevancy/roles may look like in the future
Making vehicles affordable for consumers in a high-inflation period
From a dealer to aspiring dealers: advice for their career path and those new to the industry
Open-door policies and establishing an environment that encourages employee retention
How to analyze new dealership technology, EV adoption and more!

Ken Ganley, owner and CEO at Ken Ganley Companies, grew up in the car business – his father was a dealer and Ken developed a passion for the business while hanging around the family dealerships. He and his wife are both Northwood University grads that majored in Automotive Marketing.

Throughout his career, Ken held positions in Finance and Sales management. He began purchasing dealerships in 1995 and ultimately purchased his father’s former stores. Now with 50 franchised dealerships in four states, the Ken Ganley Automotive Group has grown significantly. The group was recently named the 14th largest dealership group in America and made over $3 billion in revenue in 2022.

For more about Ken and Ken Ganley Automotive Group, visit their company LinkedIn.

Liked this episode? Find our full episode library here.

S02E27 - Will the Auto Industry Ever Return to Normal? Jun 21, 2023

Show notes

A common theme echoing this year in the automotive industry is constant change. Predicting where we will be in terms of affordability, inventory and sales? Tough. But thankfully, the economists specializing in this industry keep us informed with an understanding of what the data means and where the industry could land in the future. In this podcast episode, we talk to a top automotive economist about questions dealers and dealership staff may have, what dealers can do to address economic concerns for consumers and more.

In this episode you’ll hear:

What is going on in the car industry right now

Whether the industry will ever return to normal

How consumer spending has changed and what that means for dealers

What savvy dealers can do to address affordability concerns for their customers

Jonathan Smoke, Chief Economist for Cox Automotive, leads the economic industry insights team and helps track the economy, new and used vehicle sales, supply, prices, retail and fleet demand, consumer credit and auto financing, and dealer sentiment. With over 28 years of experience in the automotive retail and real estate industries, Jonathan helps translate important data into understandable and relevant material.

He has also served as chief economist at Realtor.com and Hanley Wood. You might have heard Jonathan speak at major auto industry conferences such as the NADA and NIADA conventions, Automotive News World Congress and Used Car Week. As a thought leader and expert, Jonathan’s often featured in industry and national news outlets such as Automotive News, Auto Remarketing, The Wall Street Journal, USA Today, Bloomberg and CNBC.

For more about Jonathan, visit his LinkedIn.

Liked this episode? Find our full episode library here.

S02E26 - Training in the Auto Industry: What’s Next? Jun 07, 2023

Show notes

Training programs are a value-add for individuals at dealerships looking to advance their careers and teams aiming to reach higher levels of success, but courses are often seen as a luxury item for many dealers. In this podcast episode we explore how thoughts on training are changing within the automotive industry, the correlation between employee retention and customer satisfaction, appealing to different generations and more. There’s even talk on the role of artificial intelligence in modern training!

In this episode you’ll hear:

Why continued training is important for dealership success

The correlation between employee retention and customer satisfaction

Differences in event-based and continuum-based learning

The challenges of training content that appeals across generations

Balancing technology (like artificial intelligence) and human-to-human interaction in training and more!

David O’Brien is President and CEO at Quantum5, a learning sustainment technology company. Growing up in the automotive industry – his dad was an automobile dealer – David eventually joined the industry in sales and management positions. His love for training and the auto industry ultimately led David to Quantum5, where he developed a training solution that brings personalized learning to dealerships in an effort to disrupt the traditional LMS approach to learning. In 2022, Quantum grew by 500%. Previously, David was a partner in a training company that was acquired by AON Consulting/ Resource Group and a partner at Predictive Index, a global strengths assessment and sales training company (Predictive Index is one of JM&A Group partners too!).

For more about David, visit his LinkedIn profile: linkedin.com/in/david-obrien-5926735

Liked this episode? Find our full episode library here.

S02E25 - An Independent Used Car Dealer’s Market Perspective May 24, 2023

Show notes

Inflation and low inventory have caused new and used vehicle prices to soar over the past year. On this episode of The Walk Around podcast we discuss customer education, how used EVs will impact dealerships and how used car dealers are managing when major manufacturers like Tesla cut prices on their new vehicles. This conversation will benefit any dealer looking for insight into customer relations, used cars and more.

In this episode you’ll hear:

How to appeal to consumers left behind in this inflationary period

How used car dealers can differentiate themselves from franchise dealers

Missing price segments in the marketplace and what that means to the consumer

What acquiring inventory may be like in the future for used dealerships

Whether there is a profitable market for EVs at used car dealerships

Joel Bassam is the President of Easterns Automotive Group, a family-owned used car dealership that operates eight retail locations around DC, Maryland and Viriginia. He is the second generation to work at Easterns since it opened in 1988, starting at the family business at the age of 12. Joel moved his way around the dealership from service tech to sales manager, director of marketing and beyond.

Fun fact: Joel is a Walk Around listener who asked to be on the podcast to share the perspective of an independent used car dealer with our audience. And we’re glad he did! If you have unique insights to share with us, reach out, and you may find yourself on an upcoming episode!

For more about Joel, visit his LinkedIn profile: linkedin.com/in/joel-bassam

Liked this episode? Find our full episode library here.

S02E24 - Using Emotional Intelligence at Your Dealership May 10, 2023

Show notes

Simply put, the automotive industry can be stressful. Trying to balance that stress and other triggers amidst pressure to sell vehicles, manage apprehensive customers and navigate a tough economic climate is challenging. In this episode, we discuss methods for understanding the root of our emotions and triggers, managing stress, giving feedback to staff and more. Discover the tactics needed to elevate leadership at your dealership with expert Dr. Scott Livingston, president of Livingston Consulting Group.

In this episode you’ll hear:

What emotional intelligence is and how to balance it in the automotive industry
When stress can be used to your advantage in your dealership work
Methods for managing triggers and knowing when stress turns bad
Using Pattern Interrupt to diffuse situations
Extrinsic and intrinsic motivators and how that impacts your team
How to listen to and understand your team’s emotional needs
Why people ultimately follow leaders
The three-part process of feedback and how to give feedback to your staff

At Livingston Consulting Group, a leadership development organization, Dr. Scott Livingston, specializes in leader development and executive coaching. He has worked with leaders from Abbott Laboratories, JM Family Enterprises (JM&A Group’s parent company), Dover Manufacturing and many more. Dr. Livingston uses emotional intelligence to improve the relational skill and performance execution of leaders in organizations as this provides a measure of self-awareness, which helps enhance leader relationships and decision-making capabilities. Scott has over 30 years of experience in leadership roles, some of which were held at Eli Lilly where he was a two-time winner of the Leadership Coaching Award and four-time winner of the distinguished Master Performer award. He is also an Adjunct Professor of Executive Coaching and Leadership Development at Indiana Wesleyan University and Concordia University Irvine.

For more about Dr. Scott, visit his website: https://drscottlivingston.com/

Liked this episode? Find our full episode library here.

S02E23 - Why Your Dealership Needs Marketing Technology Apr 26, 2023

Show notes

A great marketing strategy should be top of mind for dealers. Not only can this help your dealership attract and retain customers, but a goal-oriented process can also demonstrate brand consistency and help your dealership navigate the ever-changing market. We explore DMS and CRM systems, artificial intelligence in marketing, how upward trends of leasing impact your dealership and more in this podcast episode.

In this episode you’ll hear:

The need for cheerleaders who support and help you build your career in automotive
How to retain customers at your dealership
Protecting and maintaining your first-party data in your DMS and CRM systems
What your strategic partners need to have to support your dealership
How technology can help with personalized offerings for customers and creating loyalty
What dealers should be thinking about with car leasing and customer retention
When to rely on AI (artificial intelligence) in your marketing creation and when not to
If dealers don’t do this one thing, there will be no market...tune in to hear Diana’s plea to dealers

Full of passion and energy, Diana Lee is the CEO and Co-founder of Constellation, a global SaaS company using end-to-end enterprise marketing technology. At Constellation, she helps brands mass-automate compliant creative and streamline the regulatory approval process. Her automotive career started at the age of 18 when she saw an ad for a greeter at a local car dealership. Over the next 34 years, she became a salesperson and then moved through positions while battling the competition, particularly as a young Asian woman. Her perseverance in sales, marketing and consulting and her desire to provide for herself are truly inspiring. Diana was named EY Entrepreneur of the Year 2021 New York. An immigrant from South Korea and mother of three, she has a mission to create seats at the table for other talented immigrants, minorities and women.

For more about Diana, visit her LinkedIn profile.

Liked this episode? Find our full episode library here.

S02E22 - The Time to Prepare for EVs is Now Apr 12, 2023

Show notes

The time to prepare for electric vehicles in your dealership is now. With plenty of data to confirm, Elizabeth Krear outlines just why your dealership needs to prioritize a plan for EVs as they transition from ICE at now a faster pace. Listen in for a deep dive into ways dealers can increase EV adoption and how the industry can evolve. Plus, get an inside look at what it is like being a Chief Engineer. From the process and variables an engineer must consider when developing vehicles, to tearing down competitor vehicles, Elizabeth has plenty to share!

Elizabeth Krear is Vice President of Electric Vehicle Practice at J.D. Power where she leads activities leveraging data and insights to support clients through the transition to an electrified product portfolio with optimum business performances. Previously, she served as Stellantis’ Global Planning Director for Jeep Grand Wagoneer and was Chief Engineer for the Jeep Wrangler and Gladiator SUV vehicles and the Ram 1500 Light Duty Truck portfolio. She was named one of the “100 Leading Women in the North American Auto Industry” by Automotive News in 2020.

In this episode you’ll hear:

Whether EV consumers are satisfied with their purchases
Ways to educate customers who are uncertain about EVs
How the industry can overcome the barrier to EV adoption in urban areas
EV charging infrastructure – what the industry should do to eliminate purchasing barriers
Key takeaways from J.D. Power’s Ownership Study
How to successfully balance a career, family and pursuing further education
The qualities of a strong leader

For more about Elizabeth, visit her LinkedIn profile.

Liked this episode? Find our full episode library here.

S02E21 - How Dealers Can Better Leverage Their Data Mar 22, 2023

Show notes

How can dealers better leverage data? With more data available today than ever before, it can be overwhelming understanding just how to acquire and use that information to your customers’ and dealership’s benefit and remain compliant. This episode answers these questions along with other key advice for dealers and automotive professionals, like improving the customer experience, developing a growth mindset as a leader and infusing a human aspect into problem solving at your dealership.

Deirdre Borrego joins us for International Women’s Day and Women’s History month. She’s the president and founder of DKB Advisory Services, a strategic business consulting and executive coaching firm. Her executive leadership positions span the automotive data and analytics space at J.D. Power and R.L. Polk. Deirdre was instrumental in the development of the Power Information Network – an industry standard for transaction-based data and predictive analytics that is essential for many OEMs today.

In this episode you’ll hear:

How dealers can better leverage their data
How data helps us understand the customer experience and our employees
Why to incorporate a human aspect into your data and problem solving
Her experience as a woman entering the auto industry
Practical tips for leaders wanting to have a growth mindset and more!

For more about Deirdre, visit her LinkedIn profile.

Liked this episode? Find our full episode library here.

S02E20 - Insider Perspective from an Auto Transport Expert Mar 08, 2023

Show notes

Auto transport may not be the most buzzworthy topic in industry talk, but in this episode, we hear more on why dealers should be considering this possibly overlooked, but quite integral part of dealerships’ daily operations. In an industry that is working to recover from pandemic inventory woes and high inflation, finding ways to optimize operational and sales processes is key.

Mike Trudeau, Executive VP of Business Development at Montway Auto Transport, a leading auto transporter that annually ships nearly 200,000 vehicles to all 50 US states and Europe, joins The Walk Around podcast to share his insider perspective on moving and delivering cars to dealerships.

Mike has 18+ years of experience in the logistics and automotive industry, working previously for companies like Enterprise and United Road Services. His expertise includes sales, operations and customer service management. With his career experience at Montway, Mike has an interesting perspective on where dealers are acquiring their car inventories and how that sourcing has changed over the years.

In this episode you’ll hear:

Technology as a necessary item for streamlining operations and aiding customer satisfaction
Why logistics of car transport should be on dealer’s minds
The “Amazon Effect” - acknowledging what your customers are used to and may now expect
Whether alternative-energy transport vehicles will be a top motivator for manufacturers
Dealership operational efficiency and affordability – what dealers can prepare for this year, plus Mike shares how Montway has used technology to save dealers time with their M.A.P. system

For more about Mike, visit his LinkedIn profile.

Liked this episode? Find our full episode library here.

Our TOPPODCAST Picks

Follow Us

Stay Connected

Related Podcasts

Links

Stay Connected