The Walk Around

Latest Episodes:

S02E09 - What Should Dealers Focus On To Drive Growth? Sep 01, 2022

Show notes

Matt Poepsel, PhD, VP of Professional Services at The Predictive Index (PI), a leading talent optimization software platform, discusses the ways leaders can promote transformation among their business practices and teams. He started his career as a Marine, then went on to become a leadership author and speaker who is passionate about the intersection of business and people aspects in an organization through talent optimization.

He answers the questions leaders from all industries may already – or should— be asking for strategy enhancement, effective business leadership and fostering people development. With his background at PI, Matt talks about embracing leaders’ and employees’ unique traits and positioning each team member in a role that suits their characteristics in order to create cohesive teams.

Hear why, for fun, he calls himself, ‘The Godfather of Talent Optimization.’ His memorable catch phrases will be sure to stick in your mind long after listening to the podcast.

What else you’ll hear:

The need for a humanistic side in leadership with transparency and integrity
Acknowledging generational gaps in values and context at dealerships
‘Being, Belonging, and something bigger than myself’ – how Matt’s necessary “3 killer Bs” have affected business operations amidst post- pandemic and recent societal changes
Nature vs. Nurture in terms of business leadership and developing people – is one more important than the other?
Dealership brand loyalty and brand extension – Matt’s response is the “holy grail” that OEM executives will appreciate ;)

Dealers, you’ll learn actionable tips – and quality advice – for upholding strong leadership values and people practices at your dealership.

For more about Matt, visit his LinkedIn profile.

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S02E08 - KC Crain Talks Family Business Dealings and Automotive News Aug 29, 2022

Show notes

KC Crain says he doesn’t like to give advice – only opinions, but we think the insights he gives are quite compelling. From starting as a reporter to his current role as CEO at Crain Communications, a publishing company that includes dealer-favorite Automotive News, he has a wealth of knowledge when it comes to working with family and managing customers to navigating the influence he has overseeing an industry-leading publication.

Based in the Detroit area, KC is active in business and civic activities and is passionate about the city’s current and future growth.

Listen in to the podcast where our hosts Marc Spoto and Elliot Schor hear KC’s take on:

Family-run businesses - conflicts, benefits and his opinion on raising the next generation
Turning frustrated customers into long-term relationships
The age-old battle of print vs. digital content
Automotive News and the pressure of being an industry leader
EV and the Tesla effect – Will EVs be a majority of future sales? Will some EV manufacturers fold in the next few years?

For more about KC, visit his LinkedIn profile.

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S02E07 - The Power of Customer Segmentation Aug 15, 2022

Show notes

From humble beginnings living on a hog farm in the Midwest, to Chief Revenue Officer at EchoPark Automotive, Sonic’s nationwide pre-owned vehicle sales company, Thein Truong’s career history is a testament to the benefits of versatility in business dealings. He’s had successful positions in the worlds of finance, consumer packaged goods companies like PepsiCo, and technology startups.

So why did he transition to the auto industry? Thein delves into this career move and explains why he finds the passion and knowledge in this industry to be so incredible.

Through his multifaceted careers and work experience in consumer-facing industries, Thein has a unique perspective on the automotive industry’s dealer-facing focus. He shares the areas he believes could help the industry save time, build lasting relationships with customers, and improve processes.

What else is covered in the podcast:

How the auto industry can learn from Nestlé’s realization that US consumers wanted bottled water before they knew they wanted it
The power of customer segmentation – knowing your consumer’s lifestyles and needs
The importance of value-added time – and quality time at that - when dealing with consumers and educating them before AND after the sales process is completed
Where Thein sees EV sales going and whether he thinks consumers are ready. His answer may surprise you!
Brick and mortar dealerships - a thing of the past?
And they even discuss how customer segmentation in the automotive industry can relate to...Starbucks? Grab a cup of coffee and listen in to get all the details.

For more about Thien, visit his LinkedIn profile.

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S02E06 - What Are Your Customers Really Thinking? Jul 05, 2022

Show notes

Ever wonder what’s really going on behind those Sales Satisfaction and Customer Service Index reports? In addition to serving as industry benchmarks, you should be using them as more than tools to measure and improve results. Doug Betts, President of the Automotive division of J.D. Power explains all this and more in this episode of The Walk Around.

Listen in for his take on hot topics like:

In what ways does pursuing a better CSI score potentially hurt the customer experience?
What are some ways dealers can better utilize these reports or capitalize on new opportunities through J.D. Power?
What has J.D. Power learned about “configuration complexity” in car customization and customer experience? How can too many options hurt dealers, sales and customers?
What does research show about customer willingness to adopt EVs? What role does infrastructure play?
Is J.D. Power working on a way to measure quality in EV batteries so customers can buy used EVs with confidence?

For more about Doug, visit his LinkedIn profile.

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S02E05 - The Cool Factor: How A Rebrand Journey Reshaped Kia Jun 20, 2022

Show notes

From their cool Robo Dog Super Bowl commercial to big hits in vehicle rollouts, Kia is riding an incredible wave of momentum and innovation. Its branding journey has shaped the look and feel of its products and dealerships as well as their talent. From a mobility transformation and commitment to remain a leader in the EV space, its plans for the future are bringing new buyers and profitability to the brand.

In this episode of The Walk Around, Eric Watson, Vice President of Sales Operations for Kia North America, shares his insights into industry trends like consolidation (good or bad?), the future for EVs, and the million-dollar question: will inventory ever go back to normal?

Catch the full episode for answers to questions like:

How has Kia’s “cool” brand strategy translated into dealer profits?
Is a direct-to-consumer model in Kia’s future?
What does an ideal inventory supply level look like for the future of the industry?
Is customer experience a differentiator for dealers now that they can’t rely on inventory?
From an OEM perspective, what is your view on consolidations? Is it healthy for the industry?
How has Kia anticipated consumer expectations for EVs?
Is there technology on the horizon to help overcome EV obstacles?

For more about Eric, visit his LinkedIn profile.

Watch the full episode here or listen on your favorite podcast streaming site.

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S02E04 - Bright Future for Dealerships of All Sizes, Expert Says Alan Haig Jun 06, 2022

Show notes

For those in the automotive sales industry, Alan Haig’s word is as good as gold. Haig, founder and president of Haig Partners, has been involved in the purchase or sale of more than 350 dealerships with a total value of $5.1 billion. He is also a former senior VP of Corporate Development with AutoNation.

In this episode of The Walk Around, Alan shares insights on how incredible the past year has been for dealerships and predicts what the future holds for “mom and pops.”

Thinking about business ownership? He’s got advice for you, too.

In this episode Alan answers pressing dealer questions like:

Are we in a “bubble” in terms of dealer valuations, and if so, where is it going?
Do you think dealers see a future for franchise dealerships?
With new business models from large-scale groups, are there still opportunities for small town dealers to differentiate themselves?
How can first-time business owners rise from the ranks?
If you were looking to make the move toward ownership in a smaller market, which brand would you target?
Do you think inventory levels will come back to where they were before?
Will manufacturers be satisfied with the market share they settle in?

For more about Alan, visit his LinkedIn profile

Watch the full episode here or on your favorite podcast streaming site.

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S02E03 - Leadership Secrets from a Navy Seal May 23, 2022

Show notes

What do Navy Seals executing combat tactics have in common with running a car dealership? In a word, leadership.

Best-selling author and decorated former Navy Seal officer Leif Babin sits down with us to share battle-worn lessons that will help unlock your most effective, efficient dealership.

In this episode, Leif answers pressing dealer questions like:

What does “extreme ownership” mean?
How can you solve business problems with leadership?
What was one of your biggest mistakes on the battlefield that you still learn from today?
What happens when leaders miss the big picture?
Can you fail at being a good leader if you aren’t a good follower?
What was a great dealership experience you had recently and why?
Do the best dealerships build tactical or strategic relationships with customers?
How can “decentralized command” help your dealership grow?

In this episode, Leif unpacks his best leadership advice that you can use immediately. “It’s easy to get sucked into what we’re doing, our daily tasks...and forget about the bigger picture, the other people that depend on us...the other resource we can utilize to help us be successful. Every leader...needs to be thinking about that all the time...It’s about the overall team and the overall mission.” Don’t miss this opportunity to learn critical strategies for leadership success straight from a Navy Seal.

For more about Leif, visit his LinkedIn profile.

Watch the full episode here or on your favorite podcast streaming site.

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S02E02 - What Do Car Buyers Value? Experience Over Price May 09, 2022

Show notes

So much has changed in our industry in recent years, and not surprisingly, consumers have too. Bob Lanham, Head of Automotive Retail at Meta (Formerly Facebook) returns to The Walk Around to share insights on what makes today’s car buyers tick.

In this episode, Bob answers pressing dealer questions like:

Do dealers still need to advertise?
Are CSI scores real, and do they matter?
How do you bring in new customers?
How do you see dealers playing in the new world where manufacturers are moving more upstream?
Do different generations approach car-buying in the same way? (Hint: Boomers are completely different than Gen Z, and Millennials are a mix of both.)
Should dealers be spending money on the Metaverse?

In this episode, Bob shares his insights that can help your dealership reach buyers and keep them coming back.

For more about Bob, visit his LinkedIn profile.

Watch the full episode here or on your favorite podcast streaming site.

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S02E01 - Pivoting in a Pandemic: How Avis Budget Group Manages to Maximize Every Opportunity Apr 25, 2022

Show notes

What could an uber-successful head of fleet services for a car rental group teach you and your dealership about thriving in an upside-down automotive environment? Turns out, a lot!

Douglas Campbell, Head of Fleet Services for the Americas with Avis Budget Group shares insights he’s learned through the course of a winding automotive career that led him from the “box to the boardroom.” These tools could change your career trajectory forever.

In this episode, Douglas, Elliot and Marc share insights and answer questions like:

How has Avis achieved profitability up 100% year-over-year in such a challenging environment, when most companies are trying to stay alive?
How did relationships with OEMs make a difference in being able to “pivot” in these challenging times?
What’s your acquisition strategy in such an upside-down used vehicle market?
What advice would you give an aspiring retail associate on how to make the leap from retail sales to the boardroom or the executive table?
If you had to do your career over again, what would you have done differently?

Douglas shares his personal story and choices he wishes he’d made during his retail automotive career -- advice that can help get you where you want to go, faster. Tune in to put your career on the fast track with battle-worn advice like, “If I could do it all over again, I’d go through F&I and take it as far as I could, then the doors are wide open,” Douglas said. “I’d also spend time in used cars because they make everything float. Stay involved on the used side of things.”

For more about Douglas, visit his LinkedIn profile.

Watch the full episode here or on your favorite podcast streaming site.

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