Service Lane Game-Changer: Brian Benstock, TeamVelocity, VINCUE, Spyne.ai | Daily Dealer Live
About this episode
Brian Benstock joins a roundtable discussion on revolutionizing service lane sales in automotive dealerships. He shares insights on leveraging technology to streamline car appraisals and customer interactions, aiming for significant sales increases. The conversation highlights the integration of AI and data management systems from partners like Team Velocity and VINQ, emphasizing collaboration among tech companies to enhance dealership operations. The episode also touches on industry challenges, including supply chain issues and the evolving role of AI in customer engagement.
parts suppliers
"Next up, General Motors is amping up the pressure on its parts suppliers to move their supply chains out of China."
Parts suppliers are businesses that make parts like tires, brakes, or engines that car makers use to build cars.
Parts suppliers are companies that manufacture and provide components—such as brakes, engines, or electronics—to automakers for use in building vehicles.
General Motors
"Next up, General Motors is amping up the pressure on its parts suppliers to move their supply chains out of China."
General Motors is a big American company that makes cars and trucks. They own brands like Chevrolet and Cadillac.
General Motors (GM) is one of the largest automobile manufacturers in the United States, producing cars, trucks, and SUVs under brands like Chevrolet, GMC, Buick, and Cadillac.
U.S.-China trade tensions
"According to a new report from Reuters, GM has been nudging suppliers in the direction since last year but ramped things up as U.S.-China trade tensions escalated."
When the U.S. and China have disagreements over trade, they may put taxes on each other's goods. This can make it harder for car companies to get parts from China.
Trade tensions between the United States and China refer to economic conflicts, such as tariffs and export restrictions, that can disrupt global supply chains, including those for automotive parts.
auto insurance
"[182.6s] Next up today, a new survey is putting a spotlight on one of the biggest pain points in the car buying journey. [182.6s] Auto insurance."
Auto insurance is a policy that helps pay for car repairs or medical bills if something bad happens to your vehicle.
Auto insurance is a type of insurance that covers financial losses related to vehicle accidents, theft, or damage.
Toyota Tundra
"Toyota is issuing another major recall this time for just over 126,000 Tundra and Lexus models."
The Tundra is a big pickup truck made by Toyota. The recall affects trucks from 2022 to 2024.
The Toyota Tundra is a full‑size pickup truck known for its durability and towing capability. The recall covers 2022‑2024 model years.
Lexus Lx600S
"...ll covers 2022 to 2024 Tundras, the same year for Lexus LX600s, as well as 2024 Lexus GX550s."
The LX 600 is a fancy version of the Land Cruiser, with nicer seats and more tech but still able to tackle rough roads.
The Lexus LX 600 is the luxury counterpart to the Land Cruiser, offering premium interiors and advanced technology while retaining rugged off‑road capability. It’s positioned as a high‑end SUV for buyers who want both comfort and performance.
Lexus Gx550S
"... the same year for Lexus LX600s, as well as 2024 Lexus GX550s. And according to regulators, leftover debris in..."
The GX 550 is a smaller luxury SUV that can still go off‑road, with comfortable seats and good technology.
The Lexus GX 550 is a mid‑size luxury SUV built on the same platform as the Land Cruiser, combining off‑road capability with upscale amenities. It’s popular among buyers who need a capable vehicle for both city driving and adventure.
Toyota Plans
"Yes, it does. Toyota plans to start notifying owners in December and as alwa..."
The Land Cruiser is a big, tough truck that can drive on almost any terrain. People like it because it’s strong and reliable even in harsh places.
The Toyota Land Cruiser is a legendary full‑size SUV known for its off‑road prowess, durability, and luxury features. It has a long history of reliability in extreme conditions, making it a staple for adventurers and governments worldwide.
service lane
"The service lane is the most under leveraged acquisition channel and retention tool in the dealership today."
Think of the service lane as the shop area where mechanics fix cars. It’s a key money‑making part of a dealership.
The service lane is the part of a dealership where maintenance and repair work is performed, often generating significant revenue.
retention tool
"The service lane is the most under leveraged acquisition channel and retention tool in the dealership today."
It’s something a dealer does to keep customers coming back, like loyalty programs or good service.
A retention tool is a strategy or feature that encourages existing customers to stay with the dealership for future purchases or services.
acquisition channel
"The service lane is the most under leveraged acquisition channel and retention tool in the dealership today."
It’s a way for dealers to get more cars or customers, like advertising or special offers.
An acquisition channel is a method dealerships use to bring new customers or inventory into their business.
Acura
"Joining me today, Brian Benstock, Vice President and General Manager of Paragon Honda and Paragon Acura."
Acura is like Honda’s upscale line, giving you more comfort and tech for a bit more money.
Acura is Honda’s luxury division, offering higher‑trim models like the TLX and MDX with premium features.
Honda
"Joining me today, Brian Benstock, Vice President and General Manager of Paragon Honda and Paragon Acura."
Honda makes cars that are popular for being dependable and easy to maintain. Many people choose Honda models for everyday driving.
Honda is a Japanese automotive manufacturer known for reliable, fuel‑efficient vehicles such as the Civic and Accord.
service recon
"and you've got another 180 cars in service recon"
Service recon is when a shop fixes up an older or used car so it’s ready to sell. They check for problems, replace worn parts, and make sure it runs well before it goes back on the lot.
Service recon refers to the process of restoring a vehicle—often a used or older car—to a condition that meets manufacturer or dealer standards before it is sold again. It typically includes inspections, repairs, and sometimes cosmetic work to ensure reliability and safety.
certified car
"it's about $1,800 a certified car"
A certified car is a used car that the dealer has checked and fixed up, then offers with a warranty so buyers feel safer buying it.
A certified car is a used vehicle that has passed a rigorous inspection and repair program, often backed by a warranty. Dealers certify cars to give buyers confidence in quality and performance.
Honda Civic CRB
"If you're driving a CRB, most likely you're going to replace it with a CRB."
The Civic CRB is a version of Honda’s popular Civic car that comes with extra features like a turbo engine and a sportier look.
The Honda Civic CRB is a trim level of the Civic sedan, typically featuring a 1.5‑liter turbocharged engine and sporty styling cues.
Honda Accord
"And that may be an HRB and an Accord."
The Accord is a larger car from Honda that’s comfortable for families and has good fuel economy.
The Honda Accord is a midsize sedan known for its spacious interior, fuel efficiency, and strong resale value.
competitive set
"So do you use as a competitive set just the geography or do you go out more broadly?"
When businesses talk about a competitive set, they mean the other cars or brands that are similar and compete for the same customers.
A competitive set refers to the group of similar products or brands that a company compares itself against in market analysis.
Carvana
"We have Carvana data. We understand the placement of those vehicles."
Carvana is a company that sells used cars over the internet, so you can buy a car from your computer and have it shipped to you.
Carvana is an online used‑car retailer that allows customers to browse, finance, and have vehicles delivered without visiting a physical dealership.
CarMax
"We have CarMax data. We understand the placement of those vehicles."
CarMax is a company that sells used cars; you can buy them in a store or online.
CarMax is a large used‑car retailer that operates physical stores and also offers online sales, providing a hybrid shopping experience.
Red Cap
"But the two companies, in this case, it was Red Cap, who had a tremendous operational capability of delivering vehicles."
Red Cap is a company that helped move and deliver cars to customers, making it easier for people to get their vehicles.
Red Cap was a logistics company specializing in the delivery of vehicles, known for its operational efficiency and large-scale transportation capabilities.
VinQ
"And this was another aha moment where when I saw what VinQ had,"
VinQ collects data about cars using their VIN numbers, so you can see a car’s past like who owned it and how many miles it has.
VinQ is a data analytics company that aggregates vehicle information from VINs, providing detailed reports on ownership history, mileage, and other attributes.
VIN number
"I'm like, they could put a number on a car like that."
Every car has a special code called a VIN that tells you exactly which car it is and its history.
A VIN (Vehicle Identification Number) is a unique 17-character code that identifies a specific vehicle, used for tracking ownership, recalls, and service history.
Team Velocity
"Team Velocity really has the rest of it."
Team Velocity helps businesses add car data to their services, so customers can see detailed info about vehicles.
Team Velocity is a company that provides automotive data solutions, often integrating vehicle information into customer-facing platforms.
Lincoln
"Paragon Honda was delivering more cars through their firm than Lincoln Mercury was throughout the entire nation."
Lincoln makes fancy, high-end cars that are more comfortable and have extra features compared to regular Ford models.
Lincoln is the luxury vehicle division of Ford Motor Company, offering premium sedans, SUVs, and crossovers with upscale features and comfort.
Mercury
"Paragon Honda was delivering more cars through their firm than Lincoln Mercury was throughout the entire nation."
Mercury used to make cars that were a bit nicer than regular Ford cars, but the brand stopped making new models in 2010.
Mercury was a brand of the Ford Motor Company that produced mid-range vehicles aimed at offering more features than base Ford models, but it was discontinued in 2010.
DMS
"And we know all that information is living in the DMS. But the DMS is like a book on a shelf that nobody reads."
A DMS is like a digital filing cabinet for car dealerships, keeping track of all the cars they sell and service. It helps staff find information quickly when a customer asks about a car.
DMS stands for Dealer Management System, a software platform that dealerships use to store and manage vehicle data, inventory, sales, service records, and customer information.
DOHC
"[2426.3s] and it's got a four-cylinder DOHC, ... [2437.4s] And I sat there, and I said, how many BDC reps in the country would be able to answer that?"
A DOHC engine has two camshafts on top of the engine that open and close the valves. This setup lets the engine breathe better, which can make it run smoother and faster.
DOHC stands for Dual Overhead Camshaft, a design where each cylinder bank has two camshafts—one for intake valves and one for exhaust valves—allowing better valve timing and higher engine performance.
third-party validation
"they're not giving you third-party validation, like Kelly Blue Book or any other market."
Third‑party validation means getting an outside company to check how much a car is worth or if it’s in good shape, instead of relying only on the seller’s estimate.
Third‑party validation refers to independent assessments of a vehicle’s value or condition, typically performed by external experts or data services.
Kelly Blue Book
"they're not giving you third-party validation, like Kelly Blue Book or any other market."
Kelly Blue Book is a website that tells you how much a car should be worth, both for buying and selling.
Kelly Blue Book is a well‑known source for vehicle pricing information, providing retail and trade‑in values based on market data.
Dealer Track
"We've integrated with great companies like Dealer Track and Route 1 for stuff we do with digital retailing."
Dealer Track makes it easier for car dealers to sell cars online by giving them tools to show inventory, take orders, and manage customer information on a website.
Dealer Track is a software company that provides digital retailing solutions for automotive dealerships, helping them streamline online sales and customer engagement.
digital retailing
"We've integrated with great companies like Dealer Track and Route 1 for stuff we do with digital retailing."
Digital retailing means buying or selling cars over the internet, where you can look at cars, get prices, and even buy them online instead of going to a dealership in person.
Digital retailing refers to the use of online platforms and digital tools by car dealerships to showcase inventory, process sales, and manage customer interactions without requiring a physical showroom visit.
Route 1
"We've integrated with great companies like Dealer Track and Route 1 for stuff we do with digital retailing."
Route 1 helps dealerships sell cars online by providing tools that let customers browse inventory, get quotes, and complete purchases from their computers or phones.
Route 1 is a technology firm that offers digital retailing and customer experience platforms for automotive dealers, enabling online car buying and financing processes.
service scheduling
"We've integrated with some really good service scheduling"
Service scheduling lets car owners book times to get their cars fixed or checked, so the dealership can plan when mechanics will work on each vehicle.
Service scheduling is the process of arranging appointments for vehicle maintenance and repairs, often facilitated by dealership software to coordinate technicians, parts, and customer availability.
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