VADA Live

Virginia Automobile Dealers Association
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VADA LIVE is the official podcast powered by the Virginia Automobile Dealers Association, offering rich insights and information about the automotive industry in the Commonwealth of Virginia. Join VADA staff, members, and partners for behind-the-scenes accounts of our efforts in the legislature, regulatory, and industry worlds, and stay equipped with everything you need to know to be a successful and competitive automotive dealer in Virginia.

  1. VADA Live S2:E17 | "Compliance is a competitive advantage." (VADA '26 Preview with Lauren Bailey)

    1 day ago

    VADA Live S2:E17 | "Compliance is a competitive advantage." (VADA '26 Preview with Lauren Bailey)

    With regulators increasingly urging consumer communities and dealers to "turn in your neighbor," your dealership cannot rely on local complacency to escape compliance penalties. We caught up with Lauren Bailey, Vice President of State and Regulatory Affairs at ComplyAuto, for an exclusive sneak peek at the advertising, privacy, and safety compliance strategies she is bringing to the VADA '26 Convention stage at the Marriott Virginia Beach Oceanfront. Register for VADA '26: https://vada.com/convention/ In this bonus "Convention Sneak Peek" episode, Lauren challenges dealers to shift their mindsets away from viewing legal compliance as a dry line-item cost. Instead, she outlines how robust compliance gives dealerships a massive edge in customer experience and employee retention. Lauren breaks down the shifting rules of AI-generated advertising, emerging state privacy laws, and why your physical service drive setup might be making you a target for unexpected OSHA inspections. In this episode: The "Turn In Your Neighbor" Era — Regulatory agencies are actively hunting for deceptive automotive retail ads. Relying on the excuse that "the guy down the street is doing it" is no longer a safe harbor. The Deceptive Reality of AI Ads — Dealerships are leveraging AI for customer testimonials, virtual chatbots, and credit decisions. Lauren highlights the legal risks of automated deception and the mandatory disclosures required by attorneys general. The Looming Privacy Patchwork — State privacy regulations have expanded across 21 states. Assuming your business is fully exempt under the Gramm-Leach-Bliley Act (GLBA) is an operational trap. OSHA's Heat Enforcement Trap — Franchise dealerships are usually excluded from OSHA's national emphasis program on heat injury. However, depending on your NAICS code classification and whether your service center is a non-contiguous location, your shop could be hit with steep penalties under the General Duty Clause. Once Every 100 Years — Statistically, a standard dealership is only inspected by OSHA once a century. But disgruntled employees or unsatisfied consumers change those odds instantly. Lauren details how to handle complaints proactively. Watch, then register: https://vada.com/convention/ 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail — from the showroom floor to the main stage at the VADA Annual Convention. Subscribe for new episodes: https://www.youtube.com/@VADALive 👤 ABOUT LAUREN BAILEY Lauren Bailey is the Vice President of State and Regulatory Affairs at ComplyAuto. With over 15 years of experience embedded within the NADA legal department, Lauren is an industry-leading expert in automotive policy, federal compliance, and operational risk mitigation. At VADA '26, she will be co-presenting on stage alongside industry heavyweight Barry Shrapp. 🏢 ABOUT COMPLYAUTO ComplyAuto is a premier compliance technology platform purpose-built for automotive dealerships. By translating complex state and federal regulations into automated, boots-on-the-ground software solutions like Guardian, ComplyAuto helps dealerships seamlessly manage privacy, advertising, and workplace safety compliance.

    16 min
  2. VADA Live S2:E16 | "We live on a 30-day cycle" (Convention Preview with Sam D'Arc)

    27 May

    VADA Live S2:E16 | "We live on a 30-day cycle" (Convention Preview with Sam D'Arc)

    Is your dealership so focused on the end of the month that you're missing the massive geopolitical and economic shifts reshaping the auto industry? We caught up with Sam D'Arc, Chief Operating Officer of Zeigler Auto Group and host of the Daily Dealer Live podcast, for an exclusive sneak peek at the operational insights he is bringing to the VADA '26 Convention at the Marriott Virginia Beach Oceanfront — where he will be moderating two powerhouse panels featuring experts like Diana Lee, Don Hall, and Jim Fitzpatrick! Register for VADA '26: https://vada.com/convention/ In this bonus "Convention Sneak Peek" episode, Sam warns that the industry's focus on short-term profitability is holding it back. "One of our shortcomings is we live on a 30-day cycle," he explains. Sam breaks down the urgent need for a long-term "Apollo moon landing" vision to compete against Chinese manufacturers, the reality of service department defection, and how to stop "cheating" your consumers in the F&I office. In this episode: The Popularity Contest — Don Hall and VADA are known for their unapologetic advocacy of the franchise system. As Sam notes, "I think there's some associations that collect dues and try to win a popularity contest. I don't think Don cares about the popularity contest". The 30-Day Cycle — The automotive industry excels at solving immediate problems, but often struggles with long-term strategy. Sam warns that "in a 30-day cycle, people will do things that benefit the short rather than the long-term". The Global EV Threat — When competing against state-sponsored Chinese auto manufacturers, Sam wants to see US legacy automakers adopt an "Apollo moon landing" mentality. Instead of lobbying to ban the competition, OEMs need a unified, bold vision to out-innovate them. Service Retention & Buy Centers — Dealerships are losing service customers despite rising revenues padded by inflation. Sam emphasizes that retaining service customers via video MPIs and utilizing the service drive as a used-car buy center are critical operational priorities. F&I Education — With record-high vehicle prices, interest rates, and insurance costs, consumers need protection products more than ever. But as Sam warns, "You cheat yourself, you cheat the consumer if you skip those steps" of properly educating them early in the process. 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail. Subscribe for new episodes: https://www.youtube.com/@VADALive 👤 ABOUT SAM D'ARC Sam D'Arc is the Chief Operating Officer of Zeigler Auto Group and a leading operator voice in automotive retail. With decades of experience across dealership operations and F&I, he also hosts the Daily Dealer Live podcast. Sam brings practical, real-world operator experience to help dealers think more clearly about operational strategy and long-term industry challenges. 🏢 ABOUT ZEIGLER AUTO GROUP Zeigler Auto Group is a growing, privately-owned dealership network spanning the Midwest, including locations across Michigan, Illinois, Indiana, and Wisconsin. They prioritize reducing friction in the customer experience, innovating inside the service drive, and maintaining a high standard for employee education and consumer advocacy.

    27 min
  3. VADA Live S2:E15 | "Zero surprises." (VADA '26 Convention Preview with Dr. John Coles)

    20 May

    VADA Live S2:E15 | "Zero surprises." (VADA '26 Convention Preview with Dr. John Coles)

    Is artificial intelligence creating a helpful resource for your customers, or is it building a wall between them and your sales team? We caught up with Dr. John Coles, Vice President of Data Science and Analytics at ACV, for an exclusive sneak peek at the machine learning and vehicle valuation strategies he is bringing to the VADA '26 Convention at the Marriott Virginia Beach Oceanfront . Register for VADA '26: https://vada.com/convention/ In this bonus "Convention Sneak Peek" episode, Dr. Coles explains that modern consumers demand absolute transparency . He explores how to effectively utilize machine learning in the back office, the critical necessity of multi-source information fusion, and how to stop overwhelming your staff with too many software tools . In this episode: The "Zero Surprises" Consumer — Modern buyers are fiercely protective of their time . As Dr. Coles notes regarding his own car buying experience, "The thing that I look for as a consumer when I walk in is zero surprises on a cost side" . The New Normal — With lease returns growing and margin compression remaining a stark reality, dealers must utilize data to quickly position each vehicle for the right consumer . As Dr. Coles warns, "We're never going back to an old normal" . Speed to a Human — If you introduce AI as a friction point between your dealership and the customer, you put the relationship at risk . AI should be used in the back office because, as Dr. Coles puts it, "Right now, for me, it's all about speed to a human" . Stop Software Overload — Dr. Coles breaks down the change management strategies needed to actually implement data-driven tools without burning out staff . "If you lob nine software solutions in and see what works... I'll give you a hint. None of them will work" . 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail. Subscribe for new episodes: https://www.youtube.com/@VADALive 👤 ABOUT DR. JOHN COLES Dr. John Coles is the Vice President of Data Science and Analytics at ACV . With 15 years of experience in machine learning and a background spanning emergency management and counterterrorism research, Dr. Coles is a leading expert in vehicle valuation analytics and operational data strategy . 🏢 ABOUT ACV ACV provides a vibrant digital marketplace for wholesale vehicle transactions and data services. By bridging the physical and digital worlds, ACV equips dealers with transparent, data-driven vehicle valuations to ensure speed to decision and action across their inventory .

    22 min
  4. VADA Live S2:E14 | "F&I profit is hyper-focused." (VADA '26 Convention Preview with Joe St. John)

    6 May

    VADA Live S2:E14 | "F&I profit is hyper-focused." (VADA '26 Convention Preview with Joe St. John)

    With front-end margins compressing and credit availability tightening, how do top-performing dealerships continue to run massive numbers in the F&I office? We caught up with Joe St. John, Corporate Finance Manager for Oakes Auto Inc., for an exclusive sneak peek at the F&I strategies he is bringing to the VADA '26 Convention at the Marriott Virginia Beach Oceanfront. Register for VADA '26: https://vada.com/convention/ In this bonus "Convention Sneak Peek" episode, Joe doesn't sugarcoat the current market: "It's been really easy and now... it's hard". He breaks down the stark reality of today's margin squeeze and why surviving the current lender "rodeo" requires absolute consistency. Joe shares how his team leverages transparent showroom technology to eliminate negotiation fatigue, and how they built an internal Management in Training (MIT) program to constantly develop fresh F&I talent from their own sales floor. In this episode: The Margin Squeeze — With industry data showing front-end margins dropping from $4,700 to $2,500 since early 2021, dealership profitability is heavily reliant on F&I production. The Lender "Rodeo" — Credit availability is tightening up, making it harder to secure approvals for higher-risk customers. Joe explains why strong lender relationships are crucial right now, noting that getting deals done is real "work". The Power of Consistency — You don't need magic to drive F&I numbers. As Joe notes, "A bad process executed consistently and perfectly will outperform a perfect process that's never executed". Transparent Tech — Joe's team uses tools like AutoFi to build deals side-by-side with the customer on the showroom floor. This transparent approach prevents negotiation fatigue before the customer even reaches the F&I office. The Talent Factory — Instead of being limited by human capital , Oakes Auto built an MIT program that puts top salespeople through an internal F&I school to build a bench of future leaders. 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail.Subscribe for new episodes: https://www.youtube.com/@VADALive 👤 ABOUT JOE ST. JOHN Joe St. John is the Corporate Finance Manager at Oakes Auto Inc. in Kansas City. A returning favorite to both VADA Live and the VADA Annual Convention, Joe brings decades of retail automotive experience and a deep passion for building scalable, high-performing F&I teams through consistent training and modernized technology. 🏢 ABOUT OAKES AUTO INC.Oakes Auto Inc. is a growing dealership group based in the Kansas City area. By prioritizing frictionless pricing, leveraging data-driven finance tools, and investing heavily in internal talent development through their MIT program, they have rapidly scaled their operations and profitability.

    29 min
  5. VADA Live S2:E13 | "We don't sell cars. We build relationships." (Matt Vollmers, NADA Academy)

    29 Apr

    VADA Live S2:E13 | "We don't sell cars. We build relationships." (Matt Vollmers, NADA Academy)

    Is your sales team still relying on the old-school "just get them in" mentality? In this episode of VADA Live, host Dan Carrigan sits down with NADA Academy instructor Matthew Vollmers. With three decades of experience across dealership operations and OEM roles, Matt explains why the traditional transactional playbook is losing ground to relationship-first cultures . In this episode: The "J Curve" of Change — Why introducing new processes often causes visceral pushback from your team, and why leadership patience is required to survive the initial dip in performance . Rethinking Phone Skills — Why the primary goal of an inbound phone call should not be setting an appointment. Matt explains how to use the phone to earn trust, offer time savings, and "separate yourself from the crowd" . Digital Convenience vs. Human Touch — How top-performing companies merge digital time-savings with personalized service, and why "slow is smooth, smooth is fast" when implementing new tech . The Master Trainer Difference — A look inside the NADA Academy's rigorous Master Trainer program, and why instructors focus on the "power of the room" rather than just lecturing. 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail. 👤 ABOUT MATTHEW VOLLMERS Matthew Vollmers is an instructor with the NADA Academy, bringing decades of experience across dealership operations, OEM roles, and training . He is certified through the Association for Talent Development (ATD) Master Trainer program and focuses on human capital management, leadership, and operational profitability. 🏢 ABOUT NADA ACADEMY The National Automobile Dealers Association (NADA) Academy prepares current and future dealership leaders to improve each department's profitability. The 11-month program utilizes instructors who have lived and worked the operations they teach, ensuring practical, real-world application for automotive professionals.

    25 min
  6. VADA Live S2:E12 | "Don't leave dollars on the table." (VADA '26 Convention Preview with Jim Roche)

    22 Apr

    VADA Live S2:E12 | "Don't leave dollars on the table." (VADA '26 Convention Preview with Jim Roche)

    Dealerships have been processing warranty claims the exact same way for 80 years . Is your fixed ops department leaving massive dollars on the table? We caught up with WarrCloud CEO Jim Roche for an exclusive sneak peek at the technology and AI strategies he is bringing to the VADA '26 Convention at the Marriott Virginia Beach Oceanfront Resort. Register for VADA '26: https://vada.com/convention/ In this bonus "Convention Sneak Peek" episode, Jim breaks down why warranty is a dealership's second-largest receivable . He explores how artificial intelligence is eliminating double data entry in the back office , the specific OEM reimbursement rules most dealers miss , and why 93% of dealers are actively expanding their use of software tools. In this episode: The Hidden $72K — From floor plan expenses for recall-stalled vehicles to service shuttle bus reimbursements, Jim highlights exactly where dealers are missing out on legitimate OEM claims . The Four Pillars of Warranty — How to evaluate your warranty operations through revenue optimization, expense reduction, cash flow improvement, and OEM compliance . AI in the Back Office — Why replacing repetitive, manual data entry with AI not only reduces costs but significantly improves employee retention and technician satisfaction . OEM Friction — Why OEMs need your warranty data as quickly as possible to catch supply chain quality issues, and how to stay on their good side by being timely, accurate, and compliant. 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan . Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail. 👤 ABOUT JIM ROCHE Jim Roche is the CEO of WarrCloud. A returning speaker to the VADA Annual Convention, Jim is an industry expert in fixed operations and dealership technology, dedicated to helping dealers increase profitability through modernized solutions. 🏢 ABOUT WARRCLOUD WarrCloud is a technology company focused on automating one of the most complex areas of dealership operations: warranty claims processing . As the only company in automotive utilizing advanced technology to tackle this problem, WarrCloud helps dealers optimize revenue, reduce administrative expenses, and improve cash flow .

    14 min
  7. VADA Live S2:E11 | "CSI stands for Customer Supplies Income." (Bob Atwood, NADA Academy)

    15 Apr

    VADA Live S2:E11 | "CSI stands for Customer Supplies Income." (Bob Atwood, NADA Academy)

    What happens when a customer declines a tire replacement on a Multi-Point Inspection, gets into an accident, and takes the dealership to court? In this episode of VADA Live, host Dan Carrigan sits down with automotive legend and NADA Academy instructor Bob Atwood. With 60 years of experience in the auto industry and a background in law, Bob delivers a masterclass on the legal liabilities hiding in your service drive and the operational basics required to maximize Fixed Ops profitability. In this episode: The Liability of the MPI — Why failing to check off items on a Multi-Point Inspection can hold a dealership legally liable for a customer's accident, and why you should use the word "deferred" instead of "declined". Redefining CSI — Bob argues that CSI doesn't just stand for Customer Satisfaction Index; it stands for "Customer Supplies Income". The 5-Year Defection — Seven out of 10 customers defect from the dealership in year five. Bob explains how failing to build a relationship during the warranty period destroys long-term retention. Growing Service Revenue — Dealerships currently capture only 14% of after-sales revenue. Bob shares a simple strategy to win that business back: ask customers if they have other makes and models at home that need servicing. Training as an Investment — Why training is the number two reason technicians come to a dealership (right behind being treated with respect) and why it is an investment, not an expense.   🚨 Join us for VADA 2026! Registration is open for the VADA Annual Convention, taking place June 22-25 at the Marriott Virginia Beach Oceanfront Resort. Visit vada.com to secure your spot. 🎙️ ABOUT VADA LIVE VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail. 👤 ABOUT BOB ATWOOD Bob Atwood is an instructor at the NADA Academy, bringing 60 years of automotive industry experience to the classroom. Having started in the business in 1964, Bob has spent the last 30 years training dealers across the country. Holding a Juris Doctor (JD), Bob brings a unique legal perspective to dealership operations and consumer protection. 🏢 ABOUT NADA ACADEMY The National Automobile Dealers Association (NADA) Academy prepares current and future dealership leaders to improve each department's profitability. The 11-month program utilizes instructors who have lived and worked the operations they teach, ensuring practical, real-world application for automotive professionals.

    31 min

  8. 9 Apr

    VADA Live S2:E10 | "Data is King"

    VADA Live

    27 min
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About

VADA LIVE is the official podcast powered by the Virginia Automobile Dealers Association, offering rich insights and information about the automotive industry in the Commonwealth of Virginia. Join VADA staff, members, and partners for behind-the-scenes accounts of our efforts in the legislature, regulatory, and industry worlds, and stay equipped with everything you need to know to be a successful and competitive automotive dealer in Virginia.

Information

  • Creator
    Virginia Automobile Dealers Association
  • Years Active
    2019 - 2026
  • Episodes
    96
  • Rating
    Clean
  • Show Website
    VADA Live