The New Auto Arms Race: How Dealers Are Turning Vehicle Data into Loyalty and Cash Flow | Shane Wilson, President at Connected Dealer Services

Nov 8, 2025

Shane Wilson, President of Connected Dealer Services and architect of the CarX platform, shares insights on the evolving landscape of automotive sales and dealer retention. He discusses how real-time vehicle data is revolutionizing fixed operations, enhancing customer loyalty, and enabling dealers to outpace OEMs in customer relationships. Shane highlights the benefits of CarX in service scheduling, predictive modeling, and fraud prevention, while also touching on overlooked revenue opportunities like battery and tire services. The conversation emphasizes the critical role of data in shaping the future of connected cars.

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INSIGHT

Real-Time Vehicle Data Powers Dealer Insights

Connected Dealer Services installs a stealth OBD-tied device to pull real-time vehicle data like odometer, fuel, and check-engine lights.
They process billions of events monthly and feed dealers actionable insights to boost operations and customer communication.

ADVICE

Make Appointments Your Core KPI

Use booked service appointments as the North Star metric to measure retention and program success.
Make scheduling frictionless via app integrations so consumers can book in two or three clicks and receive reminders.

INSIGHT

VIN Link Transformed The Product

Tying the device to the VIN unlocked far richer data and transformed the company from GPS to a connected-car data platform.
That pivot enabled dealers to use vehicle data as a new CRM channel to reach customers directly on their phones.

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