Car Dealership Guy Podcast Hill on Sales Process, Thomas on 2026 Predictions, Smith on Mystery Shopping | Daily Dealer Live
12 snips
Jan 12, 2026 Stephen Hill, Managing Partner at Oaks Auto Inc., shares insights on enhancing sales processes and frictionless pricing that skyrocketed dealership growth. Dave Thomas, Director of Content Marketing at CDK Global, unveils industry predictions for 2025, emphasizing AI adoption and improving buyer experiences. Greg Smith, VP of Operations at Levin's Automotive Group, discusses the importance of outcome-driven leadership and monthly mystery shopping to enforce effective processes. Together, they explore innovative strategies to navigate the evolving automotive landscape.
AI Snips
Chapters
Transcript
Episode notes
Adopt A Frictionless Lender-Connected Process
- Use a frictionless, lender-integrated sales process to speed deals and reduce customer friction.
- Let customers see live approvals alongside salespeople to cut manager handoffs and objections.
Used Cars Are A Controllable Growth Lever
- As new-car margins tighten, used-vehicle acquisition and throughput become core levers dealers control.
- Invest in BDC, private-seller sourcing, and buyers to stabilize volume and profit.
Shift Sales Pay Toward Volume And Experience
- Pay salespeople primarily on volume and customer experience rather than gross negotiation.
- Add small bonuses for ancillary products and quality deals to reward desirable behavior.