Who's Influencing Your Customers First? Most buyers don't start their car search at a dealership anymore. They're spending hours on TikTok learning what to ask, what to avoid and how to negotiate before they ever step onto your lot. Danielle Mills...

Every dealership wants to make more money. But is the smartest move maximizing profit on every deal or moving more inventory? In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down the strategy behind gross versus volume and why the best operators know when to switch between the two. They discuss: • When it makes sense to maximize gross • When volume becomes the smarter play • How inventory and OEM incentives should shape your strategy • Why holding ...

Everyone is talking about gas prices. But what if the bigger risk is motor oil? In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer discuss how global supply disruptions could impact synthetic oil, service departments and the products dealers rely on every day. They get into: • Why motor oil and gas prices are not the same conversation • How supply disruptions can impact service departments • What dealers should be doing now to prepare • Why fixed ops may fe...

Not every lease return is a problem. In fact, some dealers are hoping those vehicles come back. Low-mileage, well-maintained lease returns can be some of the most attractive used vehicles on the lot. The challenge is what happens when millions of...

Most dealerships still structure deals around a single approval and a single offer. But customers don’t shop that way anymore. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer sit down with Ben Atkinson, VP of...

In 2016, you could lease a vehicle for under $200 a month. Today, that same payment is pushing $1,000. And it’s not just one thing driving it. Inventory is stacking. Tariffs are quietly working their way into costs. Gas prices have jumped fast. And...

Most dealerships are already using AI in their CRM. But they’re using it to do more of the same thing, faster. More follow-ups. More templates. More “just checking in” emails. And customers can tell. In this episode of Leadership in the Dealership,...

The trade-in process is slowing deals down and costing dealerships opportunities they should be closing. This episode breaks down the math, the friction and what dealers can do to improve the process. Phillip Greer and Danielle Mills Walden unpack why trade-ins have become one of the most challenging parts of the modern car deal and how dealerships can approach them differently. In this episode: • The impact of negative equity and how it shows up in today’s deals • How instant appraisal models...

Ten years ago, buying a car meant paper, fax machines and waiting around the dealership. Today, customers are doing most of the process before they even walk in. So why are some dealers still operating the same way? In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down how the dealership experience has changed and where some stores are falling behind. They get into: • Why customers are coming in more informed than ever • The gap between old-school ...

Are EVs ready for the real world? That depends on who you ask. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer get into what EV adoption actually looks like from a dealership perspective. Not the headlines,...

When money gets tight, consumers are making different choices than many dealers expect. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer sit down with Charles Rowe from FICO to unpack how payment behavior is...

NADA 2026 was not subtle. From the F1-themed opening night in Las Vegas to packed halls and nonstop energy, this show felt different from the moment we walked in.In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer...

Today’s car buyer isn’t asking what their credit score is. They already know it, and that is changing how deals get done. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer are joined by Charles Rowe, director of auto sales and client success at FICO, to unpack new data on how younger buyers are engaging with credit and what that means inside the dealership. The conversation explores why many buyers understand their score but not the structure behind the de...

Amazon Autos is no longer just an idea. Its beta version is live, expanding and already changing how people think about buying cars online. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down what Amazon Autos really means for dealers, using Ford’s certified pre-owned partnership as a real-world example of a much larger shift. This conversation is not about one brand. It is about how large digital marketplaces are changing vehicle discovery, buyer...

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, inclu...

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 t...

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...

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...

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 h...

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 perspective...

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...

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 longe...

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...

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 fo...