Gen Z car buyers are changing the rules, and most dealerships are not ready. In this episode, Danielle Mills Walden and Phillip Greer break down how Gen Z shops, why they reject old-school sales tactics and what dealers must do to earn their trust quickly.

If you want to understand the psychology of Gen Z buyers and how to adapt your sales process before you lose them, this conversation is your playbook. Danielle and Phillip unpack the real behaviors they are seeing on the showroom floor, including phone-first communication, one-click buying expectations, low tolerance for friction and the rise of salespeople who mirror a customer’s energy to close deals more naturally.

We also explore how millennials and boomers fit into this shift and why a blended generational strategy is now essential for dealership culture, staffing and the overall customer experience. From pairing the right salesperson with the right buyer to rethinking the traditional “next up” system and building a customer journey that moves as quickly as TikTok, this episode highlights what top-performing stores are already doing.

Do not risk losing future customers to outdated processes. Learn how to adapt now and win the next generation of buyers.

Predictions for the car industry in 2026 are already shaping how dealers plan their next moves. In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer break down what’s coming for the automotive market. From changing consumer behavior and electric-vehicle growth to dealership tech and market consolidation.

Whether you’re a GM, sales manager, or independent dealer, this episode gives you the foresight to make smarter decisions before 2026 hits. Learn how top operators are preparing for inventory shifts, digital transformation, and new profit models. Stay ahead of the curve and future-proof your business, because 2026 will reward the ones who plan now.

Want to learn how to sell millions of dollars in cars using just your phone? In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer sit down with Evan Driscoll, Used Car Manager at Audi Jacksonville, to dive deep into automotive social media strategy that actually works. Evan has sold millions of dollars worth of cars on social media and he gives us his tricks and tips to go viral. 


Whether you're a dealer, GM, or new salesperson, this episode reveals real-world tactics that are driving massive ROI with free social media posts.


Don’t risk being the last one in your market to go digital. Learn how to turn likes into leads (and leads into deals) starting today.

Car loans are getting longer, but what is really driving the trend?


In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer talk with Evan Driscoll, used car manager at Audi Jacksonville, about how rising rates, negative equity and AI-driven financing are reshaping the auto market.


Evan shares what is happening on the dealership floor, from how teams use data to help buyers make smarter decisions to why 84-month terms are becoming the new norm and how younger buyers are pushing for more transparency than ever.


Whether you are in the business of selling, buying or just keeping up with auto industry shifts, this conversation offers insights to help you stay ahead of the curve.

In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer unpack what happens when automotive dreams turn into customer service nightmares. From the absurd reality of one tool in the entire country being able to fix a faulty EV battery, to a seven-person family given a Kia Soul as a loaner, to Phillip’s own story of selling a $208,000 car that broke down just six miles after leaving the lot.

This episode is packed with hard truths and human moments. They explore how owning mistakes, being transparent, and going above and beyond can turn even the angriest customers into loyal advocates.

In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Philip Greer pull back the curtain on one of the industry’s biggest misconceptions: where dealerships actually make their money.

From the unsung powerhouse of the service department to the long game of customer loyalty that outlasts even brand preferences, Danielle and Philip break down five surprising truths that redefine the dealership experience.

Through candid stories, real-world stats, and insider perspectives, they explore how trust, transparency, and timing have become the real drivers of success in today’s market. Whether you’re running a dealership or shopping for your next car, this episode will change the way you see the business behind the showroom floor.

In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer dive into the hot topic of rising dealer fees, sparked by California’s proposed increase from $85 to $500. They explore how this change compares to fees in other states, why the fees exist in the first place, and what they actually cover. Danielle shares insights from her time living in California, while Phillip breaks down the hidden costs and labor involved in processing vehicle sales. Together, they highlight the importance of transparency, regulatory impacts, and how technological advancements like e-titling could shape the future of dealership operations. Whether you’re in the car business or a curious consumer, this conversation sheds light on what you're really paying for.

From jaw-dropping showroom floor moments to the most talked-about panels, Danielle Mills Walden and Phillip Greer deliver the ultimate recap of NAMAD 2025.
 
This year’s convention broke records in Las Vegas with more than 1,200 attendees and every major OEM in the room. Toyota alone sent 53 leaders. But it was not just about the numbers. Conversations went deeper, from inventory shortages to tech adoption to making sure minority dealers have a true seat at the table.

NAMAD proved it is no longer a niche event. It is shaping the future of the auto industry.

Whether you were in the room or following from afar, this recap puts you at the center of the action and delivers the insights that matter most for your dealership’s future.

In this episode of Leadership in the Dealership, host Phillip Greer sits down with John Foley to explore how John launched Recharged, an electric vehicle dealership redefining what it means to serve today’s EV buyer. With over 25 years of experience in automotive retail, John shares why he left traditional car sales, how he built a brand people will travel across the country to work with, and what every dealer needs to know about sourcing, selling, and servicing used EVs. They also dive into the realities of battery health, EV tax credits, social media strategy, and how authenticity wins in the modern dealership. If you're curious about the future of used EV sales or how to build a standout brand in a shifting market, this episode is a must-listen.

In this episode of Leadership in the Dealership, hosts Danielle and Phillip dive into the rapidly changing landscape of the EV tax credit. With the credit now set to expire on September 30, 2025 (seven years earlier than expected), they unpack what this means for buyers, dealerships, and manufacturers. From used vehicle eligibility and battery constraints to the rise of leasing and potential pricing shifts post-expiration, Danielle and Phillip cover the implications from every angle.

Tune in for insights, strategy, and a look ahead at how dealers and consumers can adapt to the evolving EV market.

In this episode, Danielle Mills Walden sits down with Paul Machin to dive deep into the realities facing the auto industry in 2025. They break down why affordable used cars are disappearing from the market, how repossessions are quietly reshaping dealer inventory, and why dealerships need to adapt in order to compete.

Paul shares insights from decades of industry disruption, including how lenders, dealers, and consumers can all win when they embrace new inventory strategies. Danielle and Paul also explore the impact of tariffs, the rise in negative equity, and the surprising power of TikTok in moving hard-to-sell cars. This conversation is packed with data, practical takeaways, and forward-looking strategies every dealer needs to hear.

In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer tackle the top seven most searched questions about buying used cars, according to AI. From negotiating the best deal and understanding dealer fees, to deciding on extended warranties and decoding trade-in values, they break down the nuances of the used car buying process. They also explore how online platforms like Carvana are reshaping the traditional dealership landscape. If you're curious about the economics behind used car pricing or where dealerships really get their inventory, this episode delivers clarity and expert insights.

In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer dive deep into the Carvana effect. From Danielle’s own “traitor” confession of buying her car online to Phillip’s showdown with a dealership over a trade-in, they break down what makes Carvana so appealing, and what traditional dealers can learn from it. They cover speed, transparency, emotion, and how dealers can compete in a frictionless, digital-first world. This is a candid, insight-packed conversation you don’t want to miss.

In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer dive into the messy, exciting, and sometimes dangerous world of electric vehicles. From wild rental car stories and range anxiety to $111,000 Rivians and self-driving tech that almost didn’t stop at a red light, Danielle and Phillip share personal experiences and sharp commentary on the realities of the EV market. They explore whether EVs are truly sustainable, how government incentives work, and what car buyers and dealers need to know about battery safety, charging infrastructure, and evolving consumer expectations. Whether you're a skeptic, an enthusiast, or somewhere in between, this episode unpacks what the EV revolution really looks like on the ground.

In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer dive into everything you need to know about the upcoming NIADA Conference, one of the top annual events built specifically for independent dealers. They break down what makes this conference different, how to prepare with intention and what to prioritize to get the most out of your time.Whether it's auditing your tech stack, targeting the right vendors, or using LinkedIn to build real connections before you arrive, this conversation is full of actionable ideas that help you walk in ready.

They also unpack why Upstart is uniquely positioned to support indie dealers and what to expect when you stop by the booth.

Links:

• NIADA Conference Info
• Connect with Danielle on LinkedIn
• Connect with Phillip on LinkedIn 
• Upstart Auto Retail

Monthly payments are soaring. Interest rates are climbing. And approval rates? Dropping fast. In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer unpack what today’s affordability crunch means for both car buyers and dealers, and why transparency is the most undervalued tool in a dealership’s arsenal.You’ll hear:

• A hilarious Ferrari mishap from Phillip’s early days on the lot
• The psychology behind buyer mistrust—and how to reverse it
• Why digital tools like online pre-approvals and transparent financing calculators are non-negotiable
• The real reason some customers follow a salesperson across brands

If you’ve ever wondered where the car buying experience breaks down (and how to rebuild it), this one’s for you.

What if the key to dealership success isn’t just about managing the team, but about unlocking the power of leadership?

In this episode, Danielle sits down with Glenn Lundy to explore the leadership strategies that are transforming the automotive industry. We’ll dive into his powerful LEADD framework—Listen, Encourage, Advise, Develop, Daily—and how it’s helping dealerships grow through people-first leadership. From overcoming personal struggles to building a thriving leadership legacy, Glenn shares his journey and insights on how empowering your team can drive real success.

Key discussion points:

• Glenn’s LEADD framework for dealership growth
• How to build a people-first culture that drives success
• The importance of transparency and trust in leadership
• Glenn’s ambitious goals for the future of automotive leadership

The car business is evolving fast with AI leading the charge. While some dealers hesitate, others use automation to streamline operations, enhance sales, and boost revenue. Where should dealers start?

In this episode, Zach Hendrix, Co-Founder at Bolderstream, reveals why AI is a survival tool for tomorrow’s dealerships. Zach shares how forward-thinking dealers are gaining a competitive edge by leveraging data like never before. He also predicts the biggest shakeups in 2025, including the rise of dealership-built tech and the death of micro SaaS.


Join us as we discuss:

• Why dealers hesitate to adopt AI and automation
• How data is the new oil—but only if it’s refined and structured
• The biggest untapped opportunity for dealerships in 2025
• How dealers can take ownership of their tech instead of relying on third-party providers

What if the key to selling more cars isn’t just about the deal, but understanding the mind of the driver behind the wheel?

In this episode of Leadership in the Dealership, we dive into the psychology of car buying. We’ll uncover the mental factors, emotional triggers, and subconscious biases that shape how consumers make their car purchase decisions. We’ll talk about the emotional connections that drive choices, the power of brand loyalty, and how past experiences impact our buying behavior. Plus, we’ll explore how dealerships can tap into these psychological insights to build stronger, more personal relationships with customers.

Key discussion points:

• The emotional triggers that influence car buyers
• The role of brand loyalty in the decision-making process
• Building trust through transparency
• Why convenience and personalization matter more than ever
• How psychology can turn casual shoppers into loyal clients