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

    15시간 전

    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.

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

    4월 22일

    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 .

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

    4월 15일

    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.

    31분

  4. 4월 9일

    VADA Live S2:E10 | "Data is King"

    VADA Live

    27분

  5. 3월 26일

    VADA Live S2:E8 | "Cheap Cars Aren't Coming Back"

    We caught up with Presidio Group's Kevin Tynan for an exclusive sneak peek at the data-driven strategy he's bringing to the VADA '26 Convention at the Marriott Virginia Beach Oceanfront. Register for VADA '26: https://vada.com/convention/ Kevin is one of the sharpest analysts in automotive retail — and he's not here to sugarcoat it. In this bonus "Convention Sneak Peek" episode, Kevin breaks down the financial physics every Virginia dealer needs to understand heading into 2026: why cheap cars aren't coming back, how the franchise model has saved consumers $194 billion since 2018, and why used vehicles are more like a "snowflake or a fingerprint" than a commodity right now. He's saving his deep dives on the Chinese EV threat and Fixed Ops for the main stage in Virginia Beach — but this episode gives you the foundation to arrive ready. In this episode: The $25K Reality Check — Why OEMs are moving away from affordable volume, not toward it The $194 Billion Defense — Hard data proving the franchise model works for consumers The "Snowflake" Market — What's really happening with used vehicle margins right now Financial Physics 101 — Supply, demand, and what the numbers are actually saying for 2026 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 Kerrigan. 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://vada.com/news?filter=vadalive 👤 ABOUT KEVIN TYNAN Kevin Tynan is Director of Research at The Presidio Group, where he tracks the forces shaping automotive retail — from manufacturing economics and OEM strategy to dealership operations and macro market trends. A returning speaker at the VADA Annual Convention, Kevin is known for translating complex data into actionable insights for franchise dealers across the country. Connect with Kevin on LinkedIn:   / kevinptynan   🏢 ABOUT THE PRESIDIO GROUP The Presidio Group is an investment banking and advisory firm dedicated exclusively to the automotive industry. They provide M&A advisory, capital markets, and strategic consulting services to franchise dealers, dealer groups, and automotive companies — helping clients navigate the financial and operational realities of a rapidly evolving market. Learn more: https://thepresidiogroup.com/

    27분
  6. VADA Live S2:E7 | "It's not just the purchase today." (Robert Hunter, Brown & Brown Dealer Services)

    3월 24일

    VADA Live S2:E7 | "It's not just the purchase today." (Robert Hunter, Brown & Brown Dealer Services)

    As vehicle affordability remains a top concern, the role of the dealership's Finance & Insurance (F&I) office is more critical than ever. In this episode of VADA Live, host Dan Carrigan sits down with Robert Hunter, President of Automotive F&I at Brown & Brown Dealer Services. We formally welcome Brown & Brown as VADA's newest Program Partner for Virginia's franchise dealers and dive into the strategies needed to protect front-end gross and properly serve today's budget-conscious consumer. In this episode: The Affordability Factor — With consumers stretching budgets and holding onto older, higher-mileage used vehicles, dealers must adapt their protection product offerings. Consultative Selling — Why F&I teams need to move beyond the pitch. As Robert notes, "It's not just the purchase today. It's the purchase for however long they're going to keep the vehicle". Building a Bench — The importance of promoting the auto industry as a long-term career path and recruiting fresh F&I talent from within the dealership. Continuous Training — How modern dealerships are utilizing a mix of face-to-face coaching and AI technology to create risk-free customer simulations for F&I managers to practice their skills. 🎙️ 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 ROBERT HUNTER Robert Hunter is the President of Automotive F&I at Brown & Brown Dealer Services. Based out of the Boston area, Robert and his team focus on cultivating relationships with dealerships nationwide, bringing fresh ideas, AI-driven training, and consultative processes to elevate F&I operations and profitability. 🏢 ABOUT BROWN & BROWN DEALER SERVICES Brown & Brown Dealer Services is a VADA Program Partner. They provide franchise auto dealers with comprehensive F&I solutions, reinsurance expertise, and continuous, modern training programs designed to support dealership personnel and protect consumer investments.

    22분
  7. VADA Live S2:E6 | Digital Strategy & Trust: Winning the Online Car Buyer

    3월 18일

    VADA Live S2:E6 | Digital Strategy & Trust: Winning the Online Car Buyer

    How do you build trust with a consumer before they ever set foot in your showroom? In this episode of VADA Live, host Dan Carrigan sits down with Tim Pohanka, Executive Vice President of Pohanka Automotive Group, and Chris Einterz, Director of Online Retailing at Dealer eProcess. Together, they break down the current state of digital automotive retailing, where strategies fall short, and how to effectively integrate AI without losing the human touch. In this episode, we cover: The Omnichannel Experience: Why maintaining consistent messaging across your website, digital tools, and marketing campaigns is the #1 issue dealers face today. Trust Over Price: According to a Capital One study, consumer trust is nearly three times more of an indicator of a purchase than price alone. Respecting Consumer Time: How bringing the negotiation and disclosure process online saves time in the showroom, allowing top salespeople to push 40+ deliveries a month. AI Search Optimization: Why dealerships need to prioritize how AI search agents (like LLMs and smartphone assistants) are parsing their websites for zero-click searches. Watch the full episode to see why transparency is the ultimate conversion tool.  About VADA: The Virginia Automobile Dealers Association (VADA) represents franchised new car and truck dealers in the Commonwealth of Virginia. Formed by dealers in 1943, VADA advocates for a regulatory environment that supports fair competition and enhances consumer safety. The association represents more than just the dealer, supporting every person across every team in the dealership operation. About Dealer eProcess: Dealer eProcess is a digital retailing and website provider that partners with dealerships to enhance their online presence and digital strategy. They focus on helping dealers provide an omnichannel, seamless experience for online shoppers by prioritizing transparency, consistency, and information accuracy across all platforms. About the Guests: Chris Einterz: Chris is the Director of Online Retailing at Dealer eProcess. He brings practical, real-world dealership experience to his role, having previously spent about eight years working in the automotive industry as a sales and F&I manager. Tim Pohanka: Tim serves as the Executive Vice President of the Pohanka Automotive Group. In addition to his leadership role, Tim is also one of the creators and stars of "Tour Detour," a dealer-led road trip video series that tests the real-world limits of the vehicles dealers sell every day.

    26분
  8. VADA Live S2:E5 | Unlocking Hidden Profit in Your Parts Department with Brian Crossin

    3월 11일

    VADA Live S2:E5 | Unlocking Hidden Profit in Your Parts Department with Brian Crossin

    Is your parts department the most neglected, underappreciated, and misunderstood department in your dealership? In this episode, we sit down with Brian Crossin, an instructor at NADA Academy who brings over two decades of fixed operations and parts management experience to the table. Brian explains why dealerships routinely hand over half a million dollars in inventory capital to their parts teams without providing the formal sales and financial education needed to maximize that investment. In this episode, we cover: The Sales Mindset: Why the biggest blind spot for dealers is failing to treat the parts department like a true sales department capable of generating service appointments and vehicle sales. The Phone Call Problem: How mystery shops reveal a severe lack of sales training on the parts counter, despite staff fielding 50 to 100 phone calls per person, per day. Crucial Metrics: Why tracking "Investment Quality" and the all-important "First-Time Fill Rate" matters far more than just monitoring obsolescence. Technology & AI: The importance of fully utilizing your current DMS, and how artificial intelligence and machine learning are poised to revolutionize inventory management. Customer Experience: Why the ultimate rule of fixed ops is to "not make the customer work"—and how to eliminate friction points like bouncing customers back and forth for simple repair quotes. Navigating Tariffs: Why the parts department's existing systems are already well-equipped to handle the cost fluctuations brought on by international trade tensions. Whether you're looking to launch a nationwide e-commerce strategy or just want to master the mundane basics of customer experience, this episode is packed with practical insights to elevate your fixed operations.   About VADA: The Virginia Automobile Dealers Association (VADA) represents franchised new car and truck dealers in the Commonwealth of Virginia. Formed by dealers in 1943, VADA advocates for a regulatory environment that supports fair competition and enhances consumer safety. The association uses its collective power to proactively preserve, protect, and enhance the economic life, relationships, and image of its members across the state. About NADA Academy: The National Automobile Dealers Association (NADA) Academy prepares current and future dealership leaders to improve each department's profitability while examining how new technology and innovations reshape the retail automotive industry. Through comprehensive programs taught by industry experts, the Academy provides hands-on practical application to help automotive professionals develop an end-to-end view of business and dealership operations. About the Guest (Brian Crossin): Brian brings 21-plus years of fixed operations experience to NADA. Before joining NADA, he was involved in all aspects of dealership parts operations, including 12 years in parts management. Brian's passion for teaching, mentoring, and process improvement led him to NADA. He is certified in change management and as a Master Trainer by the Association for Talent Development. Brian currently facilitates Fixed Operations 1—Parts Department.

    27분
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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.

정보

  • 제작진
    Virginia Automobile Dealers Association
  • 방송 연도
    2019년 - 2026년
  • 에피소드
    92
  • 등급
    전체 연령 사용가
  • 웹사이트 보기
    VADA Live

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