Used Car Dealer Podcast

Used Car Dealer Podcast
  • 4.7 (12)
  • Automotive
  • Updated Bimonthly

Welcome to the Used Car Dealer Podcast.You don’t have time for another vendor-sponsored podcast. You need actionable insights from people who understand your business inside and out. No sales pitches. No vendors-sponsored content. Just authentic, straight-to-the-point advice for used car dealers.Hosted by industry veterans the Used Car Dealer Podcast is the ONLY show that’s 100% focused on YOU.In each episode, we share tips on how to supercharge your used car business. You’ll hear interviews with industry experts, hot debates, and must-have news from across the industry.Whether you’re in sales, F&I, management, or in the allied industry, you’ll love the Used Car Dealer Podcast. Subscribe today anywhere you listen to podcasts.

  1. 9h ago

    UCDP #87 - AI That Helps, Not Replaces: Conversation Intelligence for Dealers with PromptPath

    In this episode of the Used Car Dealer Podcast, Zach talks with Jason Barrie, Chief Operating Officer of PromptPath and a longtime automotive retail technology leader, to unpack how dealerships can use AI to make employees better without removing the human element from the car-buying experience.  Jason draws on more than two decades across DealerTrack, Cox Automotive, Carmatic, and DAS Technology to explain where technology genuinely improves dealership performance—and where it can create friction when product, process, implementation, and employee buy-in are not aligned. He also shares how his experience actually selling cars reinforced the importance of being upfront, open, honest, and direct with consumers no matter how advanced the technology becomes.  The conversation dives into AI and digital fatigue, the growing information gap between highly researched shoppers and dealership employees, and how conversation intelligence can help managers uncover blind spots in sales and BDC calls. Jason explains why dealers should define their customer experience and processes before chasing shiny AI tools, and why AI should coach, prompt, and provide intelligence to frontline employees rather than default to replacing them.   Zach and Jason also discuss AI compliance risks, including why dealers should not upload customer lists or credit applications into consumer AI tools, and how conversation intelligence can improve the handoff between sales and F&I by carrying customer context, affordability concerns, and buying signals through the transaction. Jason closes with a rapid-fire discussion on why F&I should remain human-led, why dealership employees struggle with real-payment questions, and why the biggest career risk may not be AI itself—but another employee who learns how to use it better.   ⏱️ Key Questions & Timestamps  00:46 – Intro: Jason Barrie, PromptPath, and using AI to strengthen—not replace—dealership employees  01:24 – What experiences at DealerTrack, Cox, and other automotive tech companies shaped Jason’s view of where technology genuinely helps dealers?  03:14 – What did Carmatic teach Jason about which parts of the car-buying transaction can be digital and which should remain human-led?  04:58 – Why does promising dealership technology fail to gain traction: product, implementation, process, or employee buy-in?  06:42 – What is AI or digital fatigue, and what warning signs should dealers watch for in the customer experience?  09:05 – Which tasks should AI take off dealership employees’ plates, and which customer interactions should remain human-led?  11:13 – For small independent dealers, what is the best first AI use case and how much process discipline is needed before technology can help?  13:19 – In an omnichannel dealership experience, when should dealers automate, assist employees, or get technology out of the way?  16:37 – What must automotive-specific AI understand, and what compliance risks come with using general consumer AI tools for dealership data?  18:50 – How can conversation intelligence improve the handoff among sales, F&I, and lenders while supporting affordability conversations?  21:37 – Rapid fire: Which conversation should never be fully automated, what customer question is handled poorly, and how will AI separate top salespeople?  24:31 – How dealers can connect with Jason Barrie and PromptPath.  🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast   📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ai-that-helps-not-replaces-conversation-intelligence-for-dealers

  2. Jun 16

    UCDP #86: NIADA Denver 2026 Preview, Dealer Affordability, AI & Advocacy with Jeff Martin

    In this episode of the Used Car Dealer Podcast, Zach sits down with Jeff Martin, CEO of the National Independent Automobile Dealers Association (NIADA), to preview the upcoming NIADA Convention & Expo in Denver and discuss the biggest issues facing independent dealers today. Jeff shares what makes this year’s Denver event unique, from NIADA’s education-focused breakout sessions and networking opportunities to a closing general session covering the China wave, TikTok, and how dealers can connect with the next generation of buyers. He also explains why affordability, inventory, and FTC advertising-price expectations are among the most urgent topics dealers are asking NIADA to address. The conversation also covers wholesale trends, incoming EV supply from rental and lease channels, how dealers are adapting to high interest rates, and why liquidity matters more than ever. Jeff also shares his perspective on AI adoption, the misconception that AI is simply coming to take jobs, and why education is the biggest opportunity for independent dealers right now. Zach and Jeff also discuss NIADA’s advocacy work around right to repair, universal title, compliance support, government relations, and the association’s evolving role through boot camps, webinars, state association partnerships, and the return of the Certified Master Dealer Program. Jeff closes with why he remains optimistic about the resilience of independent dealers and how members can get more involved with NIADA. 🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/jeff-martin-niada-denver-preview

  3. May 18

    UCDP #85 - Affordability Challenges, Inventory Trends and the Shift from New to Used with Dan Ingle of UsedCars.com

    In this episode of the Used Car Dealer Podcast, Zach Klempf talks with Dan Ingle, President & COO of UsedCars.com, to discuss how affordability pressures are fueling a major shift from new to used vehicles and what dealers need to do to stay ahead in a tight inventory market.  Drawing from his extensive automotive background, including leadership roles at Kelley Blue Book and AutoWeb, Dan shares practical strategies dealers can use heading into 2026. The conversation covers pricing vehicles to market, building consumer trust through stronger merchandising and vehicle history reports, and improving speed-to-lead and lead nurturing for shoppers transitioning from new to used.  They also dive into inventory sourcing strategies across trade-ins, service drive, auctions, and direct-to-consumer channels, along with Dan’s perspective on growing used EV demand and how dealers can better merchandise and position EV inventory for today’s buyers.    ⏱️ Key Questions & Timestamps  01:12 — Dan’s career journey (PeopleFirst → KBB/Cox → AutoWeb turnaround → UsedCars.com)  03:39 — Why 1 in 3 shoppers are moving from new to used (affordability, rates, payments)  04:54 — Where shoppers are landing: segments, trims, and the $15K “unicorn” hunt  06:11 — Demand stays healthy… but confidence is down: need-based buying + what that signals  08:03 — What the new-to-used migration means for dealer strategy in 2026 (used mix + positioning)  09:52 — Dealer playbook: pricing to market, listing quality, VHR trust, and speed-to-lead/nurture  12:17 — Inventory flow update: off-lease returns, upside-down equity, and tight day supply  13:12 — Are we heading toward balance—or does affordability keep supply tight?  13:51 — Sourcing strategy: auctions vs trade-ins vs service lane vs direct-to-consumer channels  15:12 — Biggest inventory opportunity: late-model, clean, on-brand units (and why it matters)  15:48 — Used EVs: interest trends, impressions, and what conversion looks like so far  16:48 — Used EV buyer psychology: affordability tailwinds vs battery health concerns  17:58 — How to sell used EVs: pricing, training, range, trust signals, battery health + warranties  19:25 — Back half of 2026 outlook: merchandising opportunities + what Dan expects next  20:40 — Rapid fire: underrated segment to stock now (3–5-year sedans)  21:10 — Rapid fire: biggest dealer mistake right now (not “skating to where the puck is going”)  21:51 — Rapid fire: surprising data point (mid-April EV impressions doubled)    Learn more about Usedcars.com:  https://dealers.usedcars.com/?utm_source=used-car-dealer-podcast&utm_medium=podcast&utm_campaign=dan-ingle-interview&utm_content=youtube-description 🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/affordability-challenges-inventory-trends-the-growing-shift-from-new-to-used-vehicles-with-dan-ingle-of-usedcars-com

  4. Apr 20

    UCDP #84: How AI Is Transforming Car Dealership Lead Handling & Sales | Monik Pamecha of Toma

    In this episode of the Used Car Dealer Podcast, Zach talks with Monik Pamecha, co-founder of Toma, about how AI is reshaping dealership operations, from lead handling to customer communication and overall efficiency.  Monik shares how Toma started by solving a simple but critical problem—missed calls and slow response times—and how that expanded into a broader opportunity to reduce friction across the entire car buying process. The conversation dives into why today’s consumers expect instant responses, where dealerships are losing opportunities, and how AI helps bridge that gap at scale.  They also explore what real AI adoption looks like inside a dealership, including how AI agents improve lead engagement, increase appointment set rates, and streamline communication without replacing the human element. Monik breaks down common misconceptions about AI, why it’s not a “magic bullet,” and how dealers should think about ROI when implementing these tools.  Zach and Monik also discuss the future of dealership operations, how AI could simplify decision-making, and why the next generation of high-performing dealers will be those who adapt quickly to changing customer expectations.  Key Questions & Timestamps  00:33 Intro: AI for car dealerships with Monik Pamecha of Toma 01:18  How Toma got started in automotive 03:14 The biggest dealership problems AI can solve first 04:43 Why dealers can’t ignore AI anymore 06:55 Where AI is driving real efficiency today 08:45 Measuring ROI from dealership AI tools 09:38 What makes a true AI agent different 10:31 How AI helps convert leads into appointments 12:46 Real results: appointment lift and conversion impact 14:19 The biggest AI implementation mistakes dealers make 15:45 What dealership operations look like in the next 3–5 years 17:28 Is AI replacing people or supporting teams? 20:31 Rapid fire: easiest dealership process to automate 21:05 Rapid fire: Biggest misconception about AI 21:22 Rapid fire: What separates top-performing dealers in the future 22:12 Where to find Toma 22:58 Why Monik started selling cars in-store himself    🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-84-how-ai-is-transforming-car-dealership-lead-handling-sales-monik-pamecha-of-toma

  5. Mar 23

    UCDP #83: AI Inventory Merchandising for Car Dealers with Sanjay Varnwal of Spyne AI

    In this episode of the Used Car Dealer Podcast, Zach talks with Sanjay Varnwal, co-founder and CEO of Spyne AI, to unpack how AI-powered merchandising is helping dealers move inventory faster by getting vehicles live online sooner and with more premium visuals. Sanjay explains why “time-to-live” is one of the most overlooked profit levers in used cars, how holding cost compounds every day a vehicle sits without strong photos, and how Spyne helps dealers publish listings earlier without waiting on traditional studio workflows. The conversation also covers Spyne’s expansion beyond photos into conversational AI (Vini) for voice, chat, and email, plus what AI is genuinely improving inside dealerships versus where the hype still outpaces reality.  Key Questions & Timestamps 00:22 – Intro: Sanjay’s background + what Spyne does for dealers 01:16 – How did your past roles shape the way you approached building an automotive tech startup? 05:07 – What was the early moment you realized AI-powered imaging could fundamentally change vehicle merchandising? 09:26 – What does Spyne actually do in the day-to-day workflow of a dealership? 11:48 – Why was it important to expand beyond merchandising into a fuller automotive retail suite? 16:33 – What differences have you noticed between U.S. dealers and other global markets? 19:29 – Where is AI genuinely delivering value today—and where is it still mostly hype? 23:22 – What does Spyne’s longer-term vision look like in practice? 24:33 – If you were advising a dealer today, where should they invest in technology first? 26:24 – What’s one dealership process AI will completely automate in the next five years? 26:45 – What’s one mistake dealers make when it comes to digital merchandising? 27:28 – In one piece of advice: how can dealers sell more cars online starting now? 📺 Read the Transcribe: https://blog.sellyautomotive.com/defaultblog/ai-inventory-merchandising-for-dealers-with-sanjay-varnwal-of-spyne-ai 🎧 Listen to more Used Car Dealer Podcast episodes: https://www.sellyautomotive.com/podcast

  6. Feb 2

    UCDP #82 – Mobile Service, Recalls & Retention, NADA 2026 w/ Amit Chandarana of Curbee ​

    In this episode of the Used Car Dealer Podcast, Zach talks with Amit Chandarana, CEO of Curbee, to unpack how mobile service is reshaping dealership retention—and why fixed ops is increasingly becoming a front-and-center growth engine.  Amit shares lessons from his career at Toyota, Edmunds, and Roadster, and how those experiences influence the way Curbee helps dealers operationalize mobile service (not just “buy software”). The conversation dives into the real adoption hurdles inside dealerships, why change management matters as much as technology, and how mobile service can protect shop capacity while capturing customers who would otherwise go to quick lube or independent shops.  They also break down Curbee’s newest platform release, M.A.R.S. 2 (Mobile and Remote Service)—including recall intelligence designed for mobile, fleet/multi-vehicle flexibility, and expanded DMS integrations—plus Curbee’s rebrand and what it signals about the company’s next chapter.  ⏱️ Key Questions & Timestamps  00:12 – Intro & Amit’s background   01:34 – Career path + how OEM/dealer dynamics shaped his leadership  04:45 – Any other kind of learnings from Roadster or that time in DR that have bled into Curbee?   06:36 – Biggest shifts in dealership service culture over the last decade   08:07 – Curbee’s mission + the “16 choices” service-retention problem + ROI basics  11:30 –  How do you balance building technology versus consulting dealers operationally on running a mobile service program?  13:07 – What is M.A.R.S. 2 and why it matters for dealers  16:17 – What’s the biggest obstacle dealers face in launching mobile service today — mindset, tech, staffing, or something else?  18:55 – 3–5 year outlook: how mobile service evolves with OEMs + expectations  20:28 – Are there emerging technologies that you believe will fundamentally change how fixed ops teams operates in the future?  21:29 – Do you see OEM and dealer partnerships evolving as mobile service becomes a  core part of the service mix?  22:24 – Why Curbee rebranded + what’s next    🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/mobile-service-fixed-ops-growth-with-amit-chandarana-of-curbee

  7. Jan 5

    UCDP #81 – Transparency, Omnichannel, and the Future of Digital Car Buying w/ Paulo da Silva of Cox Automotive

    In this episode of the Used Car Dealer Podcast, Zach talks with Paulo da Silva, who leads the digital commerce business at Cox Automotive—including e-commerce, CRM, marketing automation, and deal structuring—to unpack how transparency, omnichannel retail, and AI are redefining the car-buying experience for both dealers and consumers.  Paulo shares his journey from strategy and M&A into building direct-to-consumer businesses at Whirlpool and then stepping in to help Cox Automotive launch fully automated e-commerce capabilities. He breaks down the major inflection points he’s seen over the past decade—from the first dealer websites and early digital retailing to COVID and now AI—and what they’ve meant for used-car operations, dealer profitability, and consumer expectations around transparency.  The conversation dives into the most common digital-retail mistakes dealers still make, how to align online and in-store processes, and why a single, continuous funnel is critical to trust. Paulo also talks about bridging sales and F&I, the next frontier in omnichannel, how AI-driven tools will change the game for dealers and consumers alike, and the one digital retail practice every used-car dealer should adopt today.  ⏱️ Key Questions & Timestamps  00:29 – Intro & Paulo’s background leading digital commerce at Cox Automotive  01:00 – What drew you into this space, and how has your background prepared you for the digital-retail challenge?  03:34 – What have been the key inflection points you’ve seen in automotive retail over the past 5–10 years?  06:02 – What are the most common digital-retail mistakes you see dealers make when they jump into online transactions?  09:29 – How would you describe your mission in terms of shifting the used-car business for dealers?  14:46 – How are you seeing dealers adapt to full omnichannel retailing from a process, culture, and technology standpoint?  18:29 – For independent and franchise dealers looking to ramp up their used-car business, which elements of the digital solution should they prioritize?  21:43 – From your perspective, how are AI-driven tools changing the game for dealers of all sizes?  25:22 – What are the key internal change-management or operational shifts dealers need to make to fully benefit from digital and omnichannel?  27:12 – How do you see the used-car retail landscape evolving for dealers who embrace digital vs. those who don’t?  31:29 – How do you see dealer-lender relationships, F&I processes, and aftermarket service evolving in an AI-driven, omnichannel world?  35:00 – What is one digital retail practice every used-car dealer should adopt today?  🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/transparency-omnichannel-ai-with-paulo-da-silva-of-cox-automotive

  8. 11/19/2025

    UCDP #80 – Inventory Management, AI & the Future of Used Inventory with Derek Hansen of vAuto

    In this episode of the Used Car Dealer Podcast, Zach talks with Derek Hansen, Vice President of Inventory Management Solutions at Cox Automotive and head of vAuto, to dig into how data, AI, and disciplined process are reshaping used-vehicle inventory strategy. Derek shares his non-traditional path from Intel and Bain & Company into automotive, and why he sees dealers as some of the most resilient and entrepreneurial operators in any industry. They dig into variable management, scaling operations across multiple rooftops, and the “hidden variables” that separate top performers — from smarter acquisition beyond the auction lane to tightening up recon and time-to-line. Derek also unpacks the realities of AI in the store, the importance of clean data, and how dealers can build tech-enabled cultures without losing the human touch on the showroom floor. ⏱️ Key Questions & Timestamps 00:29 – Intro & Derek’s background: from Intel and Bain to leading vAuto at Cox Automotive 02:00 – How has your consulting and tech background shaped the way you think about dealer operations and the intersection of data + process? 03:13 – What are the biggest operational gaps you observed early on that still persist today? 05:15 – How does variable management differ from traditional used-car inventory practices? 07:15 – How are you aligning vAuto’s tools and roadmap to help dealers move from reacting to the market to shaping their own market? 08:42 – How do the dynamics differ between used and new inventory strategies, and how are you helping dealers stay competitive in both? 11:09 – What are the standout “hidden variables” dealers are overlooking when stocking and pricing used inventory? 12:42 – What data quality pitfalls do you see when dealerships try to adopt advanced tools – and how should they fix those foundations? 15:02 – What operational or cultural changes are required for a 50+ unit dealership to scale tech and data without losing the human touch? 17:50 – What tech or data trends will have the biggest impact on used-vehicle inventory strategy over the next 2–3 years? 19:26 – How do you see the role of inventory management tools like vAuto adapting, and what should dealers do now to prepare for the “next normal”? 21:26 – What is the “next frontier” of risk management in inventory that dealers aren’t embracing yet but should be? 22:35 – Independents vs. franchise groups: how do their innovation adoption curves differ, and how can smaller dealers stay nimble and competitive? 24:24 – Rapid Fire Q1: What’s the one KPI you think every used-car manager should track weekly? 24:55 – Rapid Fire Q2: Name one piece of tech you believe is overhyped right now – and why. 25:39 – Rapid Fire Q3: In one sentence, what’s your advice for a dealer sitting on 60+ days’ supply of used cars today? 🎧 Listen to more episodes: sellyautomotive.com/podcast 📄 Read the full transcription: https://blog.sellyautomotive.com/blog/inventory-management-with-derek-hansen-vauto

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Ratings & Reviews

4.7
out of 5
12 Ratings

About

Welcome to the Used Car Dealer Podcast.You don’t have time for another vendor-sponsored podcast. You need actionable insights from people who understand your business inside and out. No sales pitches. No vendors-sponsored content. Just authentic, straight-to-the-point advice for used car dealers.Hosted by industry veterans the Used Car Dealer Podcast is the ONLY show that’s 100% focused on YOU.In each episode, we share tips on how to supercharge your used car business. You’ll hear interviews with industry experts, hot debates, and must-have news from across the industry.Whether you’re in sales, F&I, management, or in the allied industry, you’ll love the Used Car Dealer Podcast. Subscribe today anywhere you listen to podcasts.

Information

  • Creator
    Used Car Dealer Podcast
  • Years Active
    2019 - 2026
  • Episodes
    87
  • Rating
    Clean
  • Copyright
    © 2026 A1 Software Group Inc
  • Show Website
    Used Car Dealer Podcast

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