Driving Solutions with Jim Fitzpatrick, powered by CBT News
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22 episodes
5 days ago
Royce Neubauer, founder of Auto Hauler Exchange, joins Driving Solutions to discuss how vehicle logistics is becoming a competitive differentiator for dealers and OEMs. Drawing on more than two decades of experience in automotive transport, Neubauer explains why traditional hauling processes often create delays, limit visibility, and tie up dealer capital—especially as customer expectations around delivery continue to rise. The conversation explores how Auto Hauler Exchange was designed to re...
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Royce Neubauer, founder of Auto Hauler Exchange, joins Driving Solutions to discuss how vehicle logistics is becoming a competitive differentiator for dealers and OEMs. Drawing on more than two decades of experience in automotive transport, Neubauer explains why traditional hauling processes often create delays, limit visibility, and tie up dealer capital—especially as customer expectations around delivery continue to rise. The conversation explores how Auto Hauler Exchange was designed to re...
Royce Neubauer, founder of Auto Hauler Exchange, joins Driving Solutions to discuss how vehicle logistics is becoming a competitive differentiator for dealers and OEMs. Drawing on more than two decades of experience in automotive transport, Neubauer explains why traditional hauling processes often create delays, limit visibility, and tie up dealer capital—especially as customer expectations around delivery continue to rise. The conversation explores how Auto Hauler Exchange was designed to re...
Pete MacInnis, CEO of eLEND Solutions, joins Driving Solutions to discuss the company’s recent Finance Report and how its fintech platform is helping dealerships overcome inefficiencies in auto financing. He explains how outdated credit-tier models can create a $4.7 billion annual revenue gap for dealers and outlines how modern, dynamic lender practices are reshaping the financing landscape. MacInnis details how eLEND’s tools integrate credit, identification, and financial workflows to stream...
Erin Kerrigan, founder and managing director of Kerrigan Advisors, joins Driving Solutions to analyze why dealership buy-sell activity is on pace for a record-setting year in 2025. Drawing on the firm’s latest data and blue sky insights, she explains how strong buyer cash reserves, easing interest rates, and surging demand for luxury and ultra-luxury brands are reshaping the transaction landscape. Kerrigan discusses regional consolidation trends, rising valuations, and why operator performanc...
Amberly Allen, founder and managing partner of Dealer Merchant Services (DMS), joins Driving Solutions to discuss DMS’s recent acquisition by Priority Payments and what it means for automotive dealers navigating a rapidly changing payments landscape. She explains why finding a more sophisticated payments partner became critical as surcharging rules, compliance demands, and consumer payment preferences continue to evolve. Allen breaks down how Priority Payments’ scale, technology, and extensiv...
In this episode of Driving Solutions, Amberly Allen, founder and managing partner of Dealer Merchant Services (DMS), breaks down how evolving payment rules are reshaping dealership operations and compliance strategies. As credit card surcharging gains traction nationwide, Allen explains why dealers must understand state-specific regulations, disclosure requirements, and tax implications to protect revenue and avoid costly penalties. She outlines why cash discounting can create risk in automot...
Efficiency and personalization are becoming essential differentiators for dealership profitability. On this episode of Driving Solutions, automotiveMastermind VP of Product Bill Egan explains how new predictive and AI-powered tools are reshaping how dealers prospect, communicate, and close deals more effectively. Egan outlines how automotiveMastermind is addressing the industry’s biggest outreach gap: using AI to craft initial, personalized messages that help sales teams connect with the righ...
We explore how North Georgia Toyota uses digital screens to elevate customer trust, motivate teams, and replace manual reports with live, shared data that updates every 15 minutes. GM Greg Epps shows how real-time visibility builds culture while managers gain flexible tools for goals, coaching, and KPIs. • replacing whiteboards and spreadsheets with real-time screens • service status boards that show pricing and RO progress to customers • sales leaderboards that motivate and build culture • ...
We cut through AI hype and zero in on performance, showing how process, follow-up, and clear communication drive higher close rates across multi-store operations. We share measurable ways to vet vendors, deploy AI as a useful assist, and get back to basics: conversations sell cars. • market pulse on Nissan momentum and Q4 outlook • multi-store BDC leadership and service BDC coordination • AI as triage and routing, not a replacement • CRM source reporting to prove ROI • vendor vetting: measur...
BlueDriver Max is revolutionizing the vehicle appraisal process by providing dealerships with fast, accurate mechanical diagnostics that prevent costly mistakes and build customer trust. • Scan first: The BlueDriver Max device plugs into a vehicle's OBD2 port and delivers comprehensive mechanical diagnostics in 2-3 minutes • Average dealership loses $4,000-$12,000 monthly from undetected mechanical issues during appraisals • 81% of dealers surveyed consider mechanical inspection the mo...
automotiveMastermind and DriveCentric announce a strategic partnership that will integrate Mastermind's predictive data intelligence directly into DriveCentric's CRM platform, creating a seamless experience for dealership staff. • automotiveMastermind brings 15 years of machine learning algorithms that predict customer buying behavior • DriveCentric provides the engagement platform and operational tools dealerships use daily • Integration eliminates the need for dealership staff to switch be...
Mark Vickery of Cox Automotive reveals how AI is transforming car dealerships by personalizing customer interactions and improving satisfaction rates to all-time highs. We explore how dealerships are using predictive technology to understand shopping journeys and connect with customers more effectively while maintaining the human touch that builds lasting relationships. • AI helps dealers connect with customers faster and more confidently, not replace human interaction • Customer satisfactio...
Digital Dealer is evolving with significant changes for their October 14-15 event at Mandalay Bay in Las Vegas, responding directly to dealer and exhibitor feedback. The show has been condensed from three days to two, creating de-conflicted content and expo hours so attendees never have to choose between education sessions and exploring solutions. • Show shortened to two days to respect dealers' valuable time away from their businesses • Content and expo hall hours now de-conflicted so atten...
Car buyer satisfaction has reached record highs as dealerships focus on every segment of the consumer journey, embracing AI and personalization to meet customer expectations. Four key factors driving this improvement include better-informed consumers, transparent communication, knowledgeable staff acting as partners rather than adversaries, and customers feeling more in control of their purchasing experience. • Dealers must evolve to match innovation pace across all retail experiences, not j...
Amberly Allen from Dealer Merchant Services explains how dealerships can save significant money by properly implementing credit card surcharge programs while staying compliant with regulations. • Working with 1,000 dealers in 45 states and endorsed by 14 state associations • Finding hidden fees and rate increases in 26-page confusing credit card statements • Providing on-site implementation with a 93-item checklist for proper setup • Training over 16,000 dealership employees on complia...
Commercial vehicles represent a significant profit opportunity for dealers as OEMs shift focus from cars to trucks and commercial fleets, creating an avenue for business-to-business relationships built on loyalty and repeat sales. • Detroit 3 automakers increasingly relying on trucks and SUVs after eliminating less profitable product lines • Commercial customers lose $2,000-$5,000 daily when vehicles are down, driving their need for reliable partners • B2B relationships foster customer loyal...
The automotive retail landscape is shifting dramatically, and smart dealers are focusing on what they can control: fixed operations. In this eye-opening conversation with Ryan Maher, CEO of Busy Car and third-generation dealer, we uncover how properly managed recall campaigns have become a secret weapon for driving both revenue and retention during uncertain times. Did you know there are 70 million vehicles with open recalls on American roads? That represents a staggering $22 billion in pote...
Chase Abbott explores the surprising disconnect between dealer awareness and implementation of consumer behavior insights, revealing how quality, first-party data can transform customer experiences and increase sales. • Over 90% of dealers know about customer behavior insights, yet fewer than 20% actually use them • Outdated or inaccurate data creates poor customer experiences and missed sales opportunities • First-party data from Cox Automotive's platforms (AutoTrader, KelleyBlueBook, Deale...
The automotive buy-sell market is experiencing a slight slowdown with transaction activity down 14% in Q1 2025 compared to 2024, though still running 70% above pre-pandemic levels. The current market shows interesting shifts with single-store sellers dominating transactions while multi-dealership deals decline amid financial market volatility. • Buy-sell market annualizing at about 375 transactions for 2025 • Single-store transactions now represent nearly 80% of all deals • Multi-dealership ...
Dave Steinberg, President and CEO of FourEyes, reveals powerful strategies for dealerships navigating today's challenging economic environment. As tariffs and market uncertainty shake consumer confidence, Steinberg explains why dealerships need a fresh approach to measuring performance and managing sales expectations. Drawing from FourEyes' analysis of 40,000+ salespeople nationwide, Steinberg unpacks why raw sales numbers can be misleading. He shares a compelling example of a salesperson wh...
The data revolution has arrived at automotive dealerships' doorsteps, and those who harness it effectively are seeing remarkable results. Customer Data Platforms (CDPs) have quickly evolved from industry jargon to essential technology that's transforming how dealerships connect with car shoppers and owners. In this illuminating conversation, Cox Automotive executives Jade Teraberry and Susan Blue demystify CDPs and reveal why they've become so critical for dealership success. They explain th...
Driving Solutions with Jim Fitzpatrick, powered by CBT News
Royce Neubauer, founder of Auto Hauler Exchange, joins Driving Solutions to discuss how vehicle logistics is becoming a competitive differentiator for dealers and OEMs. Drawing on more than two decades of experience in automotive transport, Neubauer explains why traditional hauling processes often create delays, limit visibility, and tie up dealer capital—especially as customer expectations around delivery continue to rise. The conversation explores how Auto Hauler Exchange was designed to re...
