{"version":"1.0.0","episode":{"title":"\"Dealers Are Chasing Leads Too Late!\" – Why Predicting Buyers Is the Next Dealer Edge | Mo Zahabi, AVP of Product Consulting at Cox Automotive","url":"http://getcarcurious.com/episodes/dealers-are-chasing-leads-too-late-why-predicting-buyers-is-the-next-dealer-edge-mo-zahabi-avp-of-product-consulting-at-cox-automotive","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR4243021861.mp3","description":"Today I'm joined by Mo Zahabi, AVP of Product Consulting at Cox Automotive. \n\nMost dealers think the race begins when the lead arrives. But by that point, the customer has often been in-market for five or six weeks already. \n\nMo breaks down how first-party data inside the Cox Automotive ecosystem can reveal buying signals before a lead ever exists, why fragmented dealership tech stacks create wasted effort and employee turnover, and how dealers can modernize customer engagement by focusing on real behavior instead of outdated tactics.\n\n\n\nThis episode is brought to you by:\n\n\n\n1.  Podium - The AI platform trusted by one in three dealerships. Podium helps dealers consolidate sales, service, messaging, and voice into one connected system that actually runs the work. If your AI isn’t driving real outcomes, it’s time to take a closer look @ https://www.podium.com/car-dealership-guy.\n\n\n\n2.  BizzyCar - BizzyCar helps dealerships identify vehicles with open recalls and automatically schedule service appointments using AI and the industry’s most accurate recall data. The result: more customers returning to your service lane and more recall revenue captured. See how it works at https://info.bizzycar.com/cdg\n\n\n\n3.  Cox Automotive - Discover what’s driving improved customer experiences—and dealership results. Download the Drivers of Shopper Satisfaction ebook from Cox Automotive today @ https://carguymedia.com/464vOfw \n\n\n\nCheck out Car Dealership Guy’s stuff:\n\n\n\nFor dealers:\n\nCDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nDealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nFor industry vendors:\n\nAdvertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nTopics:\n\n08:05 The Real Problem at Dealerships Isn’t Margin Compression\n\n09:55 “5 Minute Lead Response?” — You’re Already 5 Weeks Late\n\n10:20 Why Dealers Should Stop Waiting for Leads\n\n11:00 The Customer Data Mistake Costing Dealers Millions\n\n13:40 The CRM Change That Instantly Deleted 850,000 Tasks\n\n19:00 The Difference Between a Smart CRM and a Dumb CRM\n\n21:15 “Playing Poker With the Customer’s Cards Face Up”\n\n26:40 Why F&I Bottlenecks Are Killing Dealership Efficiency\n\n34:20 Dirty Data Is Like Putting Diesel in a Gas Engine\n\n\n\nCar Dealership Guy Socials:\n\nX ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nInstagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nTikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nLinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nThreads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFacebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nEverything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠"},"annotations":[{"startTime":12.3,"endTime":15.4,"type":"concept","title":"AI selection and integration","url":"/glossary/ai-selection-and-integration","quote":"Recent dealer-only conversations include Stellantis acquisition caps, AI selection and integration, pay plan revamps,","canonicalId":"concept:ai-selection-and-integration","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"AI selection and integration involves choosing and implementing artificial intelligence technologies to improve dealership operations such as customer engagement, inventory management, and sales forecasting.","simplifiedExplanation":"AI means smart computer programs that help dealers work better. AI selection and integration means picking the right smart tools and using them in the dealership."}},{"startTime":17.7,"endTime":18.8,"type":"concept","title":"new car sales","url":"/glossary/new-car-sales","quote":"pay plan revamps, cooling new car sales, used car sourcing strategies, and more.","canonicalId":"concept:new-car-sales","priority":0.9,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"New car sales refer to the selling of brand-new vehicles from dealerships to customers. Trends in new car sales can indicate the health of the automotive market and affect dealership strategies.","simplifiedExplanation":"New car sales mean selling cars that have never been owned before. How many new cars sell shows how well the car market is doing."}},{"startTime":18.8,"endTime":21.2,"type":"concept","title":"used car sourcing strategies","url":"/glossary/used-car-sourcing-strategies","quote":"cooling new car sales, used car sourcing strategies, and more. Don't miss it.","canonicalId":"concept:used-car-sourcing-strategies","priority":0.9,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Used car sourcing strategies are methods dealerships use to acquire pre-owned vehicles to sell. Effective sourcing is critical for maintaining inventory and meeting customer demand.","simplifiedExplanation":"Used car sourcing strategies mean ways dealers find used cars to sell. This helps them have enough cars for customers who want used ones."}},{"startTime":49.5,"endTime":51.4,"type":"concept","title":"first party data","url":"/glossary/first-party-data","quote":"Moe breaks down how first party data","canonicalId":"concept:first-party-data","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"First party data is information collected directly by dealerships from their customers, such as browsing behavior and purchase history. It is valuable for targeting and predicting buyer behavior.","simplifiedExplanation":"First party data is information a car dealer collects about people who visit or buy from them. This helps dealers understand what customers want and when they might buy."}},{"startTime":107.34,"endTime":109.0,"type":"company","title":"Cox Automotive","url":"/glossary/cox-automotive","quote":"lots of product direction at Cox Auto, which is influencing thousands of dealers nationwide","canonicalId":"company:cox-automotive","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Cox Automotive is a large automotive services company that provides technology, software, and marketing solutions to car dealerships and automotive businesses across the United States.","simplifiedExplanation":"Cox Automotive helps car dealers and companies by giving them tools and technology to sell and manage cars better."}},{"startTime":140.3,"endTime":142.2,"type":"concept","title":"dealership lot","url":"/glossary/dealership-lot","quote":"You were 10 years at a dealership and you ran into someone on the lot.","canonicalId":"concept:dealership-lot","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"A dealership lot is the physical area where new and used cars are displayed and sold by a car dealership.","simplifiedExplanation":"A dealership lot is the place where cars are parked and shown to people who want to buy them."}},{"startTime":146.6,"endTime":150.7,"type":"company","title":"Vin Solutions","url":"/glossary/vin-solutions","quote":"That person ended up being the founder of Vin Solutions. So you actually interacted with them on a dealership lot","canonicalId":"company:vin-solutions","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Vin Solutions is a software company that provides customer relationship management (CRM) and dealership management solutions to automotive dealerships, helping them track leads and sales.","simplifiedExplanation":"Vin Solutions makes software that helps car dealers keep track of customers and sell cars more easily."}},{"startTime":305.4,"endTime":306.8,"type":"term","title":"F&I","url":"/glossary/f-i","quote":"...I was as an F&I guy. And when he saw me, he was really mad because I almost got him to quit his job...","canonicalId":"term:f-i","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"F&I stands for Finance and Insurance, a department within car dealerships responsible for arranging vehicle financing and selling insurance products to customers.","simplifiedExplanation":"F&I means the part of a car dealership that helps you get a loan to buy the car and offers insurance options."}},{"startTime":349.9,"endTime":353.0,"type":"term","title":"ILM","url":"/glossary/ilm","quote":"...they only did window stickers. And then they introduced the ILM, the internet lead management tool...","canonicalId":"term:ilm","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"ILM stands for Internet Lead Management, a tool used by car dealerships to track and manage potential customers who show interest online, helping sales teams follow up efficiently.","simplifiedExplanation":"ILM is a computer system that helps car dealers keep track of people who look at cars online and want to buy them."}},{"startTime":355.2,"endTime":358.8,"type":"term","title":"CRM","url":"/glossary/crm","quote":"which we tested for a while, but ultimately we didn't create the CRM or desking until I started at bin.","canonicalId":"term:crm","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"CRM stands for Customer Relationship Management, a system used by dealerships to manage interactions with potential and current customers, track sales leads, and improve customer service.","simplifiedExplanation":"CRM is a tool that helps car dealers keep track of people interested in buying cars and helps them stay in touch and organized."}},{"startTime":386.9,"endTime":390.6,"type":"company","title":"Reynolds and Reynolds","url":"/glossary/reynolds-and-reynolds","quote":"Like I can build reports in Reynolds and Reynolds, I can build reports in CDK.","canonicalId":"company:reynolds-and-reynolds","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Reynolds and Reynolds is a company that provides software solutions for automotive dealerships, including dealership management systems that handle sales, inventory, and customer data.","simplifiedExplanation":"Reynolds and Reynolds makes computer programs that help car dealers keep track of their cars, customers, and sales."}},{"startTime":390.6,"endTime":392.5,"type":"company","title":"CDK","url":"/glossary/cdk","quote":"Like I can build reports in Reynolds and Reynolds, I can build reports in CDK.","canonicalId":"company:cdk","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"CDK Global is a company that provides software and technology solutions for automotive dealerships, including tools for managing sales, service, and customer relationships.","simplifiedExplanation":"CDK is a company that makes software to help car dealers manage their business and customers."}},{"startTime":395.1,"endTime":398.5,"type":"term","title":"desking","url":"/glossary/desking","quote":"So desking and things and being able to push desking in there was because I memorized the keystrokes.","canonicalId":"term:desking","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Desking refers to the process in car dealerships where salespeople or finance managers calculate and structure the terms of a vehicle sale, including financing options, trade-in values, and monthly payments.","simplifiedExplanation":"Desking is when car dealers figure out the price and payment plans for a car to help customers understand how much they need to pay each month."}},{"startTime":398.5,"endTime":400.9,"type":"company","title":"ADP","url":"/glossary/adp","quote":"We did the same with the actual ADP desk and tool as well.","canonicalId":"company:adp","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"ADP is a company known primarily for payroll and HR services, but it also offers dealership management tools including desking software to help structure vehicle sales.","simplifiedExplanation":"ADP is a company that helps car dealers with tools to figure out prices and payments for cars."}},{"startTime":503.1,"endTime":508.1,"type":"concept","title":"customer life cycle","url":"/glossary/customer-life-cycle","quote":"\"...happy 15 month birthday on your car as a way to engage with the customer and gauge where they are in their life cycle. And I think for salespeople...\"","canonicalId":"concept:customer-life-cycle","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"The customer life cycle refers to the stages a customer goes through in their relationship with a product or brand, from initial awareness to purchase and eventual replacement or upgrade. Understanding where a customer is in this cycle helps dealers target their marketing and sales efforts more effectively.","simplifiedExplanation":"The customer life cycle is like the journey a buyer takes with their car, from when they first get it to when they might want a new one. Knowing this helps car sellers talk to customers at the right time."}},{"startTime":528.0,"endTime":531.1,"type":"concept","title":"margin compression","url":"/glossary/margin-compression","quote":"\"...you know, margin compression as the big problem. But I think that the problem is that most dealers don't really have a pulse on who their customer is...\"","canonicalId":"concept:margin-compression","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Margin compression refers to the reduction in profit margins that dealers experience due to increased competition, rising costs, or pricing pressures. It is a key challenge for dealerships trying to maintain profitability.","simplifiedExplanation":"Margin compression means dealers are making less money on each car they sell because of things like more competition or higher costs. This makes it harder for them to earn profits."}},{"startTime":592.3,"endTime":596.1,"type":"term","title":"lead","url":"/glossary/lead","quote":"\"I think the big problem that we have right now is dealers wait until they get a lead and then they hurry and they rush...\"","canonicalId":"term:lead","priority":0.9,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"In automotive sales, a lead refers to a potential customer who has shown interest in buying a vehicle, typically by submitting contact information or making an inquiry. Dealers rely on leads to initiate sales conversations and convert prospects into buyers.","simplifiedExplanation":"A lead is when someone might want to buy a car and gives the dealer their contact info. Dealers use leads to know who to talk to about selling cars."}},{"startTime":598.1,"endTime":600.8,"type":"term","title":"response time","url":"/glossary/response-time","quote":"\"...and they worry about a five minute response time. Your customer's been in market for five to six weeks...\"","canonicalId":"term:response-time","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Response time in car sales refers to how quickly a dealer replies to a customer's inquiry or lead. Faster response times can improve the chances of making a sale, but focusing solely on quick responses without understanding customer behavior may not be effective.","simplifiedExplanation":"Response time means how fast a car dealer answers when someone asks about a car. Being quick can help sell cars, but it's also important to know when to reach out."}},{"startTime":713.3,"endTime":741.7,"type":"company","title":"Podium","url":"/glossary/podium","quote":"This episode is brought to you by Podium. If you're like most dealers, you've probably tried some version of AI by now. The real question is it actually doing the work or just answering with generic messages? In our CDG circles groups, I keep seeing Podium come up when dealers are talking about vendors and it's not hype.","canonicalId":"company:podium","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Podium is a company providing AI-powered communication and workflow tools for car dealerships, helping them engage customers more effectively and automate marketing and sales processes.","simplifiedExplanation":"Podium is a company that makes computer programs to help car dealers talk to customers and sell cars better."}},{"startTime":735.5,"endTime":738.4,"type":"concept","title":"AI agents","url":"/glossary/ai-agents","quote":"One in three dealerships is already using Podium and thousands of their customizable AI agents are actively running sales and service workflows every day.","canonicalId":"concept:ai-agents","priority":0.9,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"AI agents refer to artificial intelligence software programs that automate tasks such as sales and service workflows in car dealerships, improving efficiency and customer engagement.","simplifiedExplanation":"AI agents are computer programs that help car dealers do their jobs better by talking to customers and handling tasks automatically."}},{"startTime":758.3,"endTime":763.6,"type":"concept","title":"voice AI","url":"/glossary/voice-ai","quote":"Podium's voice AI books, appointments, routes calls correctly and escalates when it should based on your dealership's playbooks.","canonicalId":"concept:voice-ai","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Voice AI refers to artificial intelligence systems designed to handle voice communications, such as booking appointments, routing calls, and escalating issues based on predefined dealership playbooks. It helps dealerships automate and improve customer interactions over the phone.","simplifiedExplanation":"Voice AI is a smart computer system that listens and talks on the phone for a car dealership. It can book appointments and send your call to the right person so you get help faster."}},{"startTime":787.4,"endTime":794.2,"type":"concept","title":"no longer owns","url":"/glossary/no-longer-owns","quote":"but it's called no longer owns and it automatically scrubs that out of the system. So it says, oh, we'll use, you traded that car into us.","canonicalId":"concept:no-longer-owns","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"The 'no longer owns' process automatically identifies customers who have traded in their vehicles and removes them from follow-up communications. This prevents wasted effort on leads that are no longer valid, improving dealership efficiency.","simplifiedExplanation":"'No longer owns' means the system knows when someone traded in their car, so the dealer stops calling them about that car. It saves time and avoids bothering people."}},{"startTime":1001.8,"endTime":1020.9,"type":"concept","title":"performance management","url":"/glossary/performance-management","quote":"\"You know, our performance management, for example, that's something that I always wanted so badly in dealership because I was the nerdy guy like I was early AI before we had AI in the dealership. I made everybody's life easier, but it made my life more complicated. Performance management tools like that, I think really helped the dealers get the most value out of the product.\"","canonicalId":"concept:performance-management","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Performance management in a dealership context refers to tools and systems used to monitor, analyze, and improve the effectiveness of sales and operational processes. These tools help dealerships optimize their use of software and resources to maximize value and efficiency.","simplifiedExplanation":"Performance management means using special tools to help car dealerships work better and sell more cars. It helps people see how well things are going and what can be improved."}},{"startTime":1012.3,"endTime":1014.6,"type":"term","title":"AI","quote":"\"like I was early AI before we had AI in the dealership. I made everybody's life easier, but it made my life more complicated.\"","canonicalId":"term:ai","priority":0.5,"confidence":0.95,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"AI, or artificial intelligence, refers to computer systems designed to perform tasks that normally require human intelligence, such as learning and decision-making. In dealerships, AI can be used to analyze data and improve sales and customer management.","simplifiedExplanation":"AI means smart computers that can learn and help people make decisions. In car dealerships, AI helps find the best ways to sell cars and help customers."}},{"startTime":1088.4,"endTime":1091.3,"type":"concept","title":"predictive analytics","url":"/glossary/predictive-analytics","quote":"...about like predictive analytics in the dealership which I thought was neat, but can you give us, you know...","canonicalId":"concept:predictive-analytics","priority":0.9,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Predictive analytics refers to the use of data, statistical algorithms, and machine learning techniques to identify the likelihood of future outcomes based on historical data. In the context of car dealerships, it helps predict buyer behavior and optimize sales strategies.","simplifiedExplanation":"Predictive analytics means using past information to guess what might happen next. For car dealers, it helps figure out when someone might want to buy a car so they can be ready to help."}},{"startTime":1245.7,"endTime":1248.4,"type":"concept","title":"customer journey","url":"/glossary/customer-journey","quote":"and it's an aggregation of the data the customer gave us in their journey. So if they went to, let's say, AutoTrader and they put preferences in","canonicalId":"concept:customer-journey","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"The customer journey refers to the series of interactions and steps a buyer takes from initial research to final purchase of a vehicle. Understanding this helps dealers tailor their sales approach.","simplifiedExplanation":"The customer journey is all the steps a person goes through when looking for and buying a car, from searching online to visiting the dealer."}},{"startTime":1248.4,"endTime":1251.5,"type":"company","title":"AutoTrader","url":"/glossary/auto-trader","quote":"So if they went to, let's say, AutoTrader and they put preferences in or KBB","canonicalId":"company:auto-trader","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"AutoTrader is an online marketplace for buying and selling new and used cars. It provides tools for customers to search, compare, and set preferences for vehicles, helping dealers understand buyer interests.","simplifiedExplanation":"AutoTrader is a website where people can look for cars they want to buy. It helps dealers see what kinds of cars buyers like."}},{"startTime":1251.5,"endTime":1253.7,"type":"company","title":"KBB","url":"/glossary/kbb","quote":"So if they went to, let's say, AutoTrader and they put preferences in or KBB or they used My Wallet and told you what their range was","canonicalId":"company:kbb","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"KBB stands for Kelley Blue Book, a trusted vehicle valuation and automotive research company. It provides pricing, reviews, and vehicle history information to help buyers and sellers make informed decisions.","simplifiedExplanation":"KBB is a company that tells you how much a car is worth and gives you information about cars to help you buy or sell them."}},{"startTime":1259.1,"endTime":1261.3,"type":"company","title":"Accelerate My Deal","url":"/glossary/accelerate-my-deal","quote":"We gather from Accelerate My Deal as well so if you get a customer and says I put 2,000 down then I put 4,000, then I put five and then I submitted it with three","canonicalId":"company:accelerate-my-deal","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Accelerate My Deal is a digital platform that allows customers to customize and submit their vehicle purchase offers, including down payments and trade-ins. It helps dealerships understand buyer flexibility and financial readiness.","simplifiedExplanation":"Accelerate My Deal is a website where buyers can say how much money they want to put down and make offers on cars, so dealers know how serious they are."}},{"startTime":1263.7,"endTime":1265.4,"type":"term","title":"down payment","url":"/glossary/down-payment","quote":"so if you get a customer and says I put 2,000 down then I put 4,000, then I put five and then I submitted it with three","canonicalId":"term:down-payment","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"A down payment is the initial amount of money a buyer pays upfront when purchasing a vehicle, reducing the total amount financed. It often affects loan terms and monthly payments.","simplifiedExplanation":"A down payment is the first chunk of money you pay when buying a car, so you don't have to borrow as much."}},{"startTime":1627.7,"endTime":1629.8,"type":"company","title":"Busycar","url":"/glossary/busy-car","quote":"This episode is brought to you by Busycar. Are you leaving recall revenue on the table or struggling to reconnect with customers who should be coming back to your service lane? Busycar is the leading AI-powered recall management platform for automotive dealerships.","canonicalId":"company:busy-car","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Busycar is an AI-powered recall management platform designed for automotive dealerships. It uses accurate recall data to identify vehicles with open recalls and automatically contacts customers to schedule service appointments, helping dealerships increase retention and service revenue.","simplifiedExplanation":"Busycar is a company that helps car dealers find out which cars need safety fixes and then reminds the owners to bring their cars in for service."}},{"startTime":1665.3,"endTime":1667.2,"type":"concept","title":"NADA","url":"/glossary/nada","quote":"We just came back from NADA. There's a ton of announcements there.","canonicalId":"concept:nada","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"NADA stands for the National Automobile Dealers Association, a trade organization representing car dealerships in the United States. It hosts events and conferences where industry announcements and trends are shared.","simplifiedExplanation":"NADA is a big group for car dealers in the U.S. They have meetings where dealers learn about new things in the car business."}},{"startTime":2057.6,"endTime":2060.9,"type":"term","title":"diesel","url":"/glossary/diesel","quote":"\"because downstream, if you don't have the right data, it's like putting diesel in a regular unleaded car. It's gonna mess things up. So we gotta pay attention to those things.\"","canonicalId":"term:diesel","priority":0.5,"confidence":1.0,"source":"hybrid-fuzzy+gpt-4.1-mini","data":{"explanation":"Diesel is a type of fuel used in diesel engines, which is different from regular unleaded gasoline used in most cars. Putting diesel fuel into a gasoline engine can cause serious mechanical problems.","simplifiedExplanation":"Diesel is a special kind of fuel for certain engines. If you put diesel into a regular car that uses normal gas, it can break the car."}}],"speakers":[{"id":"s1","name":"Car Dealership Guy","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/dealers-are-chasing-leads-too-late-why-predicting-buyers-is-the-next-dealer-edge-mo-zahabi-avp-of-product-consulting-at-cox-automotive/transcript.vtt","type":"text/vtt"}]}