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 a...

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 ...

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 conversa...

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 wh...

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 be...

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 t...

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 sh...

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 o...

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. Pl...

Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden, this episode of Leadership in the Dealership takes a deep dive into the newly implemented 25% tariff on imported cars and auto parts, effective April 3rd, 2025. With this significant policy shift, dealerships are facing new challenges—and opportunities—to adapt to the evolving automotive landscape. Today, we explore the immediate impact on car prices, inventory, and customer confidence, as well as the varied responses from OEMs like ...

Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden alongside Don Richards-Boeff, this episode of Leadership in the Dealership dives into the challenge (and opportunity) of attracting and selling to Gen Z car buyers. With their unique shopping habits, digital-first mindset, and shorter attention spans, dealerships need fresh strategies to engage this emerging customer base. Today, we debate whether social media marketing actually moves metal, explore innovative dealership branding tech...

Is AI a true game-changer for dealerships, or just another buzzword? As artificial intelligence reshapes industries, automotive retail is no exception. But what does AI really mean for sales, service, and customer engagement at dealerships? In this episode of Leadership in the Dealership, we break down the impact of AI and separate fact from fiction. We explore how AI is enhancing — not replacing — dealership operations, making customer interactions more personalized, and streamlining processes...

Imagine a world where customers are willing to pay almost anything for a product they believe in. What if the key to unlocking that potential was simpler than you thought? The automotive industry may constantly change, but Niello proves that strong values and an employee-first culture lay the foundation for true success. In this episode, we explore how Niello has maintained a focus on both customers and employees while revolutionizing customer service and embracing the digital age with their on...

NADA 2025 was packed with insights, big ideas, and industry-shaping trends. In this episode of Leadership in the Dealership, Keishawn and Danielle share their biggest takeaways (and most fun stories) from the event. They’ll also dive into the biggest dealer challenges they heard at NADA, debate whether a few industry trends are truly game-changing or just hype, and highlight the booths and brands that made the biggest impact. If you want to stay ahead, get fresh perspectives, and be part of th...

Are interest rate cuts a game-changer for car buyers? The Fed’s recent decisions have caught everyone’s attention, but are they really making vehicles more affordable? In this episode of Leadership in the Dealership, we dive into the ripple effects of these rate cuts and explore what they mean for both dealerships and consumers. We take a closer look at whether these rate changes are driving real savings or just creating a perception of affordability. Together, we discuss how dealerships can tu...

2025 is shaping up to be a pivotal year for the automotive industry, and we’re diving into the trends that will impact dealerships the most. From tariffs and EV incentives to the rise of AI, we’re unpacking the key challenges and opportunities ahead. In this episode, we sit down to share our bold predictions for the year. Together, we explore how new tariffs might affect pricing, why EV adoption could stall without incentives, and how generative AI is poised to transform operations and elevate ...

Last year was a wild ride for the auto industry, and in our first episode together in person, we’re breaking it all down. From outages to new trends in financing, and even Jaguar’s eyebrow-raising rebrand, we’re tackling the big stories that shaped 2024. In this episode, we’re diving into the challenges dealers faced and how they found creative ways to keep sales going despite obstacles like the CDK outage and tighter credit markets. We share personal stories, industry insights, and a few laugh...

How does a legacy dealership stay relevant in a rapidly evolving automotive world? https://www.linkedin.com/in/jenellross/, President of https://www.bobrossauto.com/, shares her powerful story of resilience, innovation, and leadership in the face of...

The auto financing landscape is evolving faster than ever—how can dealerships, lenders, and consumers adapt? In this episode we sit down with Sharla Godbehere, VP of Sales for Auto Lending at Equifax, to unpack the latest trends in the automotive financing world. Sharla shares insights into how post-pandemic consumers are changing their car-buying behaviors, the role of data in personalizing the customer journey, and the challenges of affordability amidst rising interest rates. She also dives i...

Is your dealership prepared for the market’s next big shift? Join Danielle Mills Walden as she welcomes Paul Machin, U.S. and International Director of Strategic Accounts at Black Book, for a deep dive into the data-driven strategies shaping today's auto industry. From inventory shortages to the evolving demands of consumers impacted by credit constraints, Paul unpacks how Black Book’s insights help dealers and lenders make proactive decisions in a turbulent landscape. With expertise in managin...

Two of the auto industry’s largest conferences came and went this October – so what’s top of mind for dealers and lenders heading into 2025? In this episode, Keishawn discusses the major takeaways and synergies between dealers and lenders at both the Digital Dealer and Auto Finance Summit in Vegas. From advancements in digital dealership experiences to evolving dynamics in auto financing, he shares how the automotive landscape’s adaptation to new technology and shifting market demands is shapin...

What does it take to turn a high school job cleaning cars into leading one of the largest auto groups in the U.S.? Sam D’arc, COO of Zeigler Auto Group, shares his personal journey and the company’s recipe for growth and success. The automotive industry is rapidly evolving, but one thing remains clear: the human element still reigns supreme. In this episode, we explore the power of employee experience and why prioritizing people is key to delivering standout customer service. From Subaru's uniq...

One of the biggest mistakes a dealership can make is viewing consumer preferences as disruptions—especially when it comes to digital retail. This week, host Keishawn Batts speaks with Mike Anderson, President and CEO of The Rikess Group, about how dealerships of all sizes can seamlessly transition into a digitally enabled retail model. Mike reflects on his journey from managing a pair of small stores in western Massachusetts to becoming a paramount player in the automotive industry's digital tr...