The Walk Around
JMA Group
Last episode 2 months agoA car dealership podcast that brings all things automotive to your listening ears! Learn how to grow your dealership, or grow your automotive career with sales, Finance, Fixed Operations, and Leadership insights.
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Episodes (112)
S02E19 - Digital Retail or eCommerce – What Do You Need?
What should dealers be thinking about when it comes to digital retail and eCommerce? Is one form of sales better than the other?Emily Chonko, Director of eCommerce at Cox Automotive, joins the podcast to answer pressing questions on the future of car sales amidst changes over the past few years resulting from inventory levels, consumer buying habits and the pandemic.As a child, Emily developed a passion for motorsports through racing Quarter Midgets. She accredits this passion for ultimately leading her into a career in automotive. Since the early 2000’s, Emily has worked for Cox Automotive, initially supporting Autotrader magazine. For the past ten years, she has primarily focused on helping retailers digitize their sales process through Digital Retail and eCommerce (hear more about the benefits, but complexities of this newer endeavor in the episode!). She's also held roles in sales leadership and performance management at Dealer.com, Kelley Blue Book, Dealertrack and Autotrader.In this episode you’ll hear Emily’s take on:The distinction between digital retail and eCommerceHow eCommerce methods will require dealerships to create a different customer experience than digital retail requiresHow dealers can begin implementing that retail processFinding equity in relationships (and how that helps women in the industry!)Why you should constantly network in this industryHow employers can promote DEI with positions that meet employee personal needs like family first policies (or flexibility needs)For more about Emily, visit her LinkedIn profile.Liked this episode? Find our full episode library here.
S02E18 - Pursuing Successful Entrepreneurship in Automotive
Dubbed by Elliot as a modern-day renaissance man, David Spisak, President and CEO of Disruptive Growth Solutions, LLC sure has the resume to prove it.He didn’t go to college, but his desire to hustle and see results propelled him to reach success in his endeavors. David’s expertise is apparent throughout his nearly 40-year career – he’s served as a dealership operator where he achieved $29 million in annual net profit. He's created new software solutions, served on the board of multiple companies and is an advisor/consultant to dealerships and technology solution providers. David also co-founded Reverse Risk, a reporting solution that allows dealers to achieve high performance (and it later became the #1 reporting solution in the industry!).In this episode you’ll hear David speak on:Making the leap from retail to successful entrepreneurHow the automotive industry is a great place for future entrepreneursSpecific, actionable advice for people working to move up in the industryThe importance of a proper mindset in sales to avoid limitationsBalancing the need for face-to-face customer interactions with today’s trend towards digital retailWhat dealers can learn from Carvana’s successFor more about David, visit his LinkedIn profile. Liked this episode? Find our full episode library here.
S02E17 - Lessons Learned as a Female CEO in Automotive Tech
Every leader in the automotive industry will want to hear this episode. Natalia Giner, CEO at A2Z Sync, an automotive software solution for dealers, is a 20-year veteran of the car industry. Throughout her career, she’s navigated her fair share of ups and downs, while becoming a leader in a field that is still heavily male-dominated.With humbleness and vulnerability, she shares her experiences starting out in the industry, to where she is today. Over the past three years at A2Z Sync, she has led the team that built the A2Z platform from scratch and successfully oversaw many dealer transitions to the One-Person Sales Model. Natalia’s primary focus is creating customer-centric experiences. She demonstrates passion for product development and business consulting in her mission to help dealers modernize car buying.She details how A2Z Sync overcame an opportunity for better employee and customer experience within the dealership group and how that has impacted their business over the years.In this episode you’ll also hear:Leadership lessons from her first days in the industry to her current role at A2Z SyncThe importance of relationships and mentors in the auto industryHow helping dealers means adapting to their needs and creating customer-centric experiencesNot-to-miss advice for women entering the automotive industryHow the A2Z Sync platform has changed the sales process for dealers nationwideFor more about Natalia, visit her LinkedIn profile.Liked this episode? Find our full episode library here.
S02E16 - Car Talk with an Automotive Journalist
Nicole Wakelin is no stranger to the automotive world – you have probably seen her work in U.S. News & World Report, The Boston Globe, Motor1 and Forbes (among others). Or maybe you’ve seen her coming in first among all novice entries in the 2022 Mille Miglia Warm-Up. Whether in the U.S. or abroad, Nicole, a renowned journalist, covers industry breaking news, writes reviews, and often attends car shows and new vehicle launches around the world.A thought-leader in conferences and on the radio, Nicole also co-hosts two podcasts: the weekly Wheel Bearings Podcast and the Fast Women Podcast by Newsweek and is a juror for Women’s World Car of the Year, the North American Car, Truck and Utility of the Year, and the World Car Awards.In this episode you’ll hear:How Nicole’s love of cars – and an unexpected writing opportunity – launched her career as an automotive journalistWhether passion between culture and cars still exists with the younger generationsHow dealers can help consumers overcome objections and reservations to electric vehiclesHer perspective on whether car manufacturers or outside tech, like Apple or Google, should monitor drivingFor more about Nicole, visit her LinkedIn profile.Liked this episode? Find our full episode library here.
S02E15 - What Dealers Should Know About Advertising
A great commercial can impact your emotions, evoke action to buy/support a brand, and stick with you for years to come. Whether creating commercials for YouTube or print ads, dealers can benefit from understanding how to maximize marketing materials.In this episode of The Walk Around podcast, hosts Marc Spoto and Elliot Schor discuss what dealers should know about advertising and marketing in today’s industry with Connie Gundrum, Chief Client Officer for DOM360, a full-service marketing agency.From childhood, Connie knew she was destined to work in advertising. For over 20 years, she’s worked in the automotive industry and shares how she’s navigated an industry that’s heavily male-dominated. Plus, she gives advice for women considering – or already in – the industry.Dealers, this is an episode you will want to share with your marketing team! Plenty of actionable tips and insider insight into marketing techniques to help your dealership’s growth and profitability.In this episode you’ll hear:Connie’s key advice for women in the industry and why relationship building is importantWhat excites her about the auto industry’s futureHow the advertising landscape has changed over the years – (virtual reality)The need for a compelling why-buyBroadcast TV versus streaming advertising – what dealers should knowThe state of digital retail/online buyingHow dealers can look at social media in terms of dealership growth/exposureFor more about Connie, visit her LinkedIn profile.Liked this episode? Find our full episode library here.
S02E14 - DTC Brands & Navigating Consumers’ EV Hesitations
What is the biggest hesitation for consumers when considering an electric vehicle purchase? How should dealers start to think differently about marketing EVs to their consumers? Listen in as AJ Detrick, Head of Sales in the US for Swedish automotive brand Polestar, answers these pressing EV questions – and more.AJ shares sales techniques, his thoughts on consumer adoption to EVs and his personal experience driving EVs, plus a look at how Polestar’s business model helps them develop interpersonal longevity and relationships.In this episode you’ll hear:Benefits of the direct-to-consumer model, and how Polestar has created longevity that contributes to their sales goalsHow to drive long-term consumer relationships through a focus on retentionWhat your dealership can do to address concerns around consumer hesitations towards EVsThe need for educational offerings at your dealership (and how it can help your sales! 😎) plus other tipsAJ has had the opportunity to oversee tremendous sales gains and forecast future growth for Polestar while supervising all sales and retail operations. Previously, he held positions at Volvo Cars North America and has over 15 years of experience in various sectors of the automotive retail industry, such as customer service, fleet and marketing.For more about AJ, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E13 - EVs, Labor Issues & Dealer Relevancy with Jason Stein
The auto industry continues to face a rise in electric vehicles, shortages in labor and speculation over the future of dealership relevancy as direct-to-consumer manufacturers like Tesla impact traditional sales processes. Today’s guest, Jason Stein, is well-positioned to discuss these trends and others impacting dealers, and spotlight what they can be excited (yes, excited!) about over the next few years.A legend in the automotive industry, Jason Stein’s career in journalism has lasted more than 25 years and spanned the globe. He’s lived in Munich, Germany as a reporter and publisher, attended auto shows in cities like Beijing and Shanghai, and contributed to national and international radio programs and various speaking engagements. He led industry-known Automotive News in various capacities – as reporter and publisher of Automotive News Europe, to publisher of Detroit-based Automotive News from 2013 until August 2021. Currently Jason is the Owner & CEO of Flat Six Media, a media services and broadcasting platform, and the host of SiriusXM’s radio show, “Cars & Culture with Jason Stein,” which has featured celebrity guests like Mark Wahlberg, Jay Leno and Formula 1 CEO, Stefano Domenicali.In this episode you’ll hear:How cars unite the world and why people experience emotional connections to vehiclesHow those emotional connections indicate that the traditional dealership model is still relevant Why dealers should not let the Teslas of the world cloud their growth goals Speculation over where consumers will gravitate in the future as it relates to powertrains Dialogue over whether there is a correct way for OEMs to approach EVs as a business modelThe importance of continuous learning for dealers to stay relevant as the industry changes and more For more about Jason, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E12 - Turn Digital Interactions Into Customer Engagement
With the rising prevalence of online car buying and digital purchase pathways, in what ways can dealerships maximize their presence to engage consumers and turn those engagements into meaningful in-person experiences? We dig into the details and much more in this episode of The Walk Around.Customer acquisition is a necessity for all retailers, and digital engagement is a key resource for meeting your customers where they are and understanding what drives them. For dealerships it also creates an opportunity to educate consumers on your products and position your business as a helpful advisor in the awareness and sales process. This can play a pivotal role in building knowledge and comfort for consumers in the EV buying and ownership experience.Knowing this, consider if your dealership is optimizing digital retail tools. There’s an exciting opportunity in today’s market to significantly improve your dealership’s technology offerings to reach more customers to drive brand awareness as well as product education. Kevin Joostema, Managing Partner and Co-Founder of Car-ED, a media and digital marketing services provider, has the insights dealers need to know on how to leverage digital touchpoints and turn them into quality in-person interactions. Speaking from years of experience in the automotive world, where he’s worked with top brands within the US, Japan/Asia and Germany, he is also the current sitting President of the Washington Automotive Press Association (WAPA) and has served on the board for four years.What you’ll hear in this episode:Will autonomous driving make a comeback amidst the presence of EVs? The link between emotional connections and consumer satisfaction with products How will test driving change with EV sales despite the trend of buying completely online? How digital retail tools can be a gamechanger for acquiring customers in today’s market As a journalist who gets to test drive and review various vehicles, Kevin shares what’s exciting to him in auto products technology today and more! For more about Kevin, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E11 - How Dealers Can Increase Retention by Putting People First
Has employee hiring and retention been a pressing issue for your dealership lately? With a slowing economy and inventory shortages still present, retention is a prevalent issue at dealerships nationwide. Adam Robinson, Co-Founder and CEO at Hireology, details his thoughts on the industry’s service demand and what dealers can do to mitigate turnover.For over 20 years, Adam has shared his expertise in recruiting and development. He authored “The Best Team Wins: Build Your Business Through Predictive Hiring,” and has helped Hireology grow into a leading people-first recruiting and HR platform that uses predictive data and technology to improve hiring processes for business owners.In this episode you’ll hear:How dealers can stay relevant in an industry that is rigidly retailThe concept of viewing employment as a product and how that can help recruitment processesLabor market trends in the automotive industryWhy money IS NOT the primary motivator when employees consider their employerWhat dealers can offer employees to help retention, plus a lot more!For more about Matt, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E10 - The Walk Around Podcast Turns Two!
It’s 2022, we can celebrate podcast birthdays right?Well it’s our second birthday at The Walk Around podcast, and we couldn’t be more excited. Throughout the production of more than 50 episodes (wow!), we’ve discussed the automotive trends and issues facing the modern industry with thought leaders across the nation.In this episode, Marc Spoto and Elliot Schor are joined by our first season’s podcast hosts Danny Vendrell and Nick Funsch. Together, they reflect on highlights from the past two years and end with – you guessed it – A Schor Thing. And a special, heartfelt thanks to one former host who helped shape the beginning of The Walk Around.Thank you to all who have listened – we’ve had over 10,000 listens on our episodes! We hope you’re learning plenty of actionable tips for improving processes in all areas of your dealership.Make sure to subscribe so you know when new episodes are released. 😎Liked this episode? Find our full episode library here.
S02E09 - What Should Dealers Focus On To Drive Growth?
Matt Poepsel, PhD, VP of Professional Services at The Predictive Index (PI), a leading talent optimization software platform, discusses the ways leaders can promote transformation among their business practices and teams. He started his career as a Marine, then went on to become a leadership author and speaker who is passionate about the intersection of business and people aspects in an organization through talent optimization.He answers the questions leaders from all industries may already – or should— be asking for strategy enhancement, effective business leadership and fostering people development. With his background at PI, Matt talks about embracing leaders’ and employees’ unique traits and positioning each team member in a role that suits their characteristics in order to create cohesive teams.Hear why, for fun, he calls himself, ‘The Godfather of Talent Optimization.’ His memorable catch phrases will be sure to stick in your mind long after listening to the podcast.What else you’ll hear:The need for a humanistic side in leadership with transparency and integrityAcknowledging generational gaps in values and context at dealerships‘Being, Belonging, and something bigger than myself’ – how Matt’s necessary “3 killer Bs” have affected business operations amidst post- pandemic and recent societal changesNature vs. Nurture in terms of business leadership and developing people – is one more important than the other?Dealership brand loyalty and brand extension – Matt’s response is the “holy grail” that OEM executives will appreciate ;)Dealers, you’ll learn actionable tips – and quality advice – for upholding strong leadership values and people practices at your dealership.For more about Matt, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E08 - KC Crain Talks Family Business Dealings and Automotive News
KC Crain says he doesn’t like to give advice – only opinions, but we think the insights he gives are quite compelling. From starting as a reporter to his current role as CEO at Crain Communications, a publishing company that includes dealer-favorite Automotive News, he has a wealth of knowledge when it comes to working with family and managing customers to navigating the influence he has overseeing an industry-leading publication.Based in the Detroit area, KC is active in business and civic activities and is passionate about the city’s current and future growth.Listen in to the podcast where our hosts Marc Spoto and Elliot Schor hear KC’s take on:Family-run businesses - conflicts, benefits and his opinion on raising the next generationTurning frustrated customers into long-term relationshipsThe age-old battle of print vs. digital contentAutomotive News and the pressure of being an industry leaderEV and the Tesla effect – Will EVs be a majority of future sales? Will some EV manufacturers fold in the next few years?For more about KC, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E07 - The Power of Customer Segmentation
From humble beginnings living on a hog farm in the Midwest, to Chief Revenue Officer at EchoPark Automotive, Sonic’s nationwide pre-owned vehicle sales company, Thein Truong’s career history is a testament to the benefits of versatility in business dealings. He’s had successful positions in the worlds of finance, consumer packaged goods companies like PepsiCo, and technology startups.So why did he transition to the auto industry? Thein delves into this career move and explains why he finds the passion and knowledge in this industry to be so incredible.Through his multifaceted careers and work experience in consumer-facing industries, Thein has a unique perspective on the automotive industry’s dealer-facing focus. He shares the areas he believes could help the industry save time, build lasting relationships with customers, and improve processes.What else is covered in the podcast:How the auto industry can learn from Nestlé’s realization that US consumers wanted bottled water before they knew they wanted itThe power of customer segmentation – knowing your consumer’s lifestyles and needsThe importance of value-added time – and quality time at that - when dealing with consumers and educating them before AND after the sales process is completedWhere Thein sees EV sales going and whether he thinks consumers are ready. His answer may surprise you!Brick and mortar dealerships - a thing of the past?And they even discuss how customer segmentation in the automotive industry can relate to...Starbucks? Grab a cup of coffee and listen in to get all the details.For more about Thien, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E06 - What Are Your Customers Really Thinking?
Ever wonder what’s really going on behind those Sales Satisfaction and Customer Service Index reports? In addition to serving as industry benchmarks, you should be using them as more than tools to measure and improve results. Doug Betts, President of the Automotive division of J.D. Power explains all this and more in this episode of The Walk Around.Listen in for his take on hot topics like:In what ways does pursuing a better CSI score potentially hurt the customer experience?What are some ways dealers can better utilize these reports or capitalize on new opportunities through J.D. Power?What has J.D. Power learned about “configuration complexity” in car customization and customer experience? How can too many options hurt dealers, sales and customers?What does research show about customer willingness to adopt EVs? What role does infrastructure play?Is J.D. Power working on a way to measure quality in EV batteries so customers can buy used EVs with confidence?For more about Doug, visit his LinkedIn profile.Liked this episode? Find our full episode library here.
S02E05 - The Cool Factor: How A Rebrand Journey Reshaped Kia
From their cool Robo Dog Super Bowl commercial to big hits in vehicle rollouts, Kia is riding an incredible wave of momentum and innovation. Its branding journey has shaped the look and feel of its products and dealerships as well as their talent. From a mobility transformation and commitment to remain a leader in the EV space, its plans for the future are bringing new buyers and profitability to the brand.In this episode of The Walk Around, Eric Watson, Vice President of Sales Operations for Kia North America, shares his insights into industry trends like consolidation (good or bad?), the future for EVs, and the million-dollar question: will inventory ever go back to normal?Catch the full episode for answers to questions like:How has Kia’s “cool” brand strategy translated into dealer profits?Is a direct-to-consumer model in Kia’s future?What does an ideal inventory supply level look like for the future of the industry?Is customer experience a differentiator for dealers now that they can’t rely on inventory?From an OEM perspective, what is your view on consolidations? Is it healthy for the industry?How has Kia anticipated consumer expectations for EVs?Is there technology on the horizon to help overcome EV obstacles?For more about Eric, visit his LinkedIn profile.Watch the full episode here or listen on your favorite podcast streaming site.Liked this episode? Find our full episode library here.
S02E04 - Bright Future for Dealerships of All Sizes, Expert Says Alan Haig
For those in the automotive sales industry, Alan Haig’s word is as good as gold. Haig, founder and president of Haig Partners, has been involved in the purchase or sale of more than 350 dealerships with a total value of $5.1 billion. He is also a former senior VP of Corporate Development with AutoNation.In this episode of The Walk Around, Alan shares insights on how incredible the past year has been for dealerships and predicts what the future holds for “mom and pops.”Thinking about business ownership? He’s got advice for you, too.In this episode Alan answers pressing dealer questions like:Are we in a “bubble” in terms of dealer valuations, and if so, where is it going?Do you think dealers see a future for franchise dealerships?With new business models from large-scale groups, are there still opportunities for small town dealers to differentiate themselves?How can first-time business owners rise from the ranks?If you were looking to make the move toward ownership in a smaller market, which brand would you target?Do you think inventory levels will come back to where they were before?Will manufacturers be satisfied with the market share they settle in?For more about Alan, visit his LinkedIn profileWatch the full episode here or on your favorite podcast streaming site. Liked this episode? Find our full episode library here.
S02E03 - Leadership Secrets from a Navy Seal
What do Navy Seals executing combat tactics have in common with running a car dealership? In a word, leadership.Best-selling author and decorated former Navy Seal officer Leif Babin sits down with us to share battle-worn lessons that will help unlock your most effective, efficient dealership.In this episode, Leif answers pressing dealer questions like:What does “extreme ownership” mean? How can you solve business problems with leadership?What was one of your biggest mistakes on the battlefield that you still learn from today?What happens when leaders miss the big picture?Can you fail at being a good leader if you aren’t a good follower?What was a great dealership experience you had recently and why?Do the best dealerships build tactical or strategic relationships with customers?How can “decentralized command” help your dealership grow?In this episode, Leif unpacks his best leadership advice that you can use immediately. “It’s easy to get sucked into what we’re doing, our daily tasks...and forget about the bigger picture, the other people that depend on us...the other resource we can utilize to help us be successful. Every leader...needs to be thinking about that all the time...It’s about the overall team and the overall mission.” Don’t miss this opportunity to learn critical strategies for leadership success straight from a Navy Seal.For more about Leif, visit his LinkedIn profile.Watch the full episode here or on your favorite podcast streaming site.Liked this episode? Find our full episode library here.
S02E02 - What Do Car Buyers Value? Experience Over Price
So much has changed in our industry in recent years, and not surprisingly, consumers have too. Bob Lanham, Head of Automotive Retail at Meta (Formerly Facebook) returns to The Walk Around to share insights on what makes today’s car buyers tick.In this episode, Bob answers pressing dealer questions like:Do dealers still need to advertise?Are CSI scores real, and do they matter?How do you bring in new customers?How do you see dealers playing in the new world where manufacturers are moving more upstream?Do different generations approach car-buying in the same way? (Hint: Boomers are completely different than Gen Z, and Millennials are a mix of both.)Should dealers be spending money on the Metaverse?In this episode, Bob shares his insights that can help your dealership reach buyers and keep them coming back.For more about Bob, visit his LinkedIn profile.Watch the full episode here or on your favorite podcast streaming site.Liked this episode? Find our full episode library here.
S02E01 - Pivoting in a Pandemic: How Avis Budget Group Manages to Maximize Every Opportunity
What could an uber-successful head of fleet services for a car rental group teach you and your dealership about thriving in an upside-down automotive environment? Turns out, a lot!Douglas Campbell, Head of Fleet Services for the Americas with Avis Budget Group shares insights he’s learned through the course of a winding automotive career that led him from the “box to the boardroom.” These tools could change your career trajectory forever.In this episode, Douglas, Elliot and Marc share insights and answer questions like:How has Avis achieved profitability up 100% year-over-year in such a challenging environment, when most companies are trying to stay alive?How did relationships with OEMs make a difference in being able to “pivot” in these challenging times?What’s your acquisition strategy in such an upside-down used vehicle market?What advice would you give an aspiring retail associate on how to make the leap from retail sales to the boardroom or the executive table?If you had to do your career over again, what would you have done differently?Douglas shares his personal story and choices he wishes he’d made during his retail automotive career -- advice that can help get you where you want to go, faster. Tune in to put your career on the fast track with battle-worn advice like, “If I could do it all over again, I’d go through F&I and take it as far as I could, then the doors are wide open,” Douglas said. “I’d also spend time in used cars because they make everything float. Stay involved on the used side of things.” For more about Douglas, visit his LinkedIn profile.Watch the full episode here or on your favorite podcast streaming site.Liked this episode? Find our full episode library here.
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New hosts. New guests. New Insights. Stay tuned to the Walk Around podcast!
S01E41 - Leadership Skills for Top Dealers
Leadership continues to be one of the hottest topics in business – not only in our industry but across the spectrum of business, in general. So, what are successful dealers doing to lead their retail automotive teams?Glenn Pasch, CEO at PCG Digital, unpacks answers to that question in a frank and informative conversation on The Walk Around, with JM&A Group’s Nick Funsch and Danny Vendrell. At dealerships, leadership styles can vary as widely as personalities and business goals often do. Being willing to grow and evolve as a leader can be as important as a dealer’s willingness to listen and adapt – and to nurture their team.In this episode of The Walk Around, Glenn, Nick, and Danny explore many aspects of retail automotive leadership by diving into these questions:What advice have you received over the years about leadership?What separates leaders from laggers at dealerships?What are leading dealers keeping in mind today?What trends are you monitoring for yourselves and dealers?According to Glenn, paying close attention to talent, teams, and customers, can help retail automotive dealers become successful leaders in their business and our industry.For more about Glenn, visit his LinkedIn profile.Watch the full episode here or on your favorite podcast streaming site.Liked this episode? Find our full episode library here.
S01E40 - Optimize Your Sales Process in 2022
Whether it’s in-store, online, or a hybrid of both approaches to sales, your dealership’s process can always use at least some level of refinement. But with so many changes in our industry and among our consumers, how do dealers create a system that works for them and their customers?Beau Jarrett, VP at JM&A Group, joined our hosts Nick Funsch and Danny Vendrell to share his insights about optimizing the sales drive and meeting the demands of an evolving consumer base. Speaking from hands-on experience, Beau broke down some of the methods and tactics that he has seen work for successful dealers. He also shared his view of 2022 – and how dealers can take steps to keep up with market and consumer trends.A great conversation that addresses some of our industry’s most important questions:How can dealers assess opportunities for improvement?What are some of the trends dealers should be thinking about for 2022?Are inventory challenges enabling bad habits among sales teams?How can dealers navigate the challenges of in-store vs online retailing?Beau leaves us with an important takeaway: whether it’s online or in-store, the sales process is still about people. Learning to listen – to your customers, your team, and your industry colleagues – sets you and your dealership up for continued success and prosperity.Beau Jarrett started his career in automotive after working in customer experience in other industries. His retail automotive journey began on the sales floor and quickly moved to the finance side of the business. He has delivered results for JM&A Group and its customers for over 14 years, serving our Southeast region in various management and leadership roles. After many years and varied experiences, Beau still feels inspired by what excited him about working, in the first place: people.Liked this episode? Find our full episode library here.
S01E39 - The Benefits of Adding Auto Insurance to the Dealership Process
Adding an extra step to the retail automotive sales process seems like a crazy idea.But...what if that extra step can potentially create savings for consumers, as well as an average of $538 in F&I gross on the backend for dealers? Would that be an extra step worth taking?Ryan Fitzgerald, VP of Business Development at Polly (formerly known as DealerPolicy), thought so. He and his company created a seamless integration that empowers dealers to connect their customers to licensed Polly agents so they can get great deals on auto insurance – at the point of sale. When customers save money on auto insurance through Polly before signing on the dotted line, dealers may turn those savings into potential profits or higher margin vehicles at the store. Happy customers, happy dealers.Ryan visited The Walk Around podcast to chat about the early days of Polly and the impact his company has had on both dealers and consumers. In this episode, we’ll discuss:How auto insurance at point of sale created other opportunities for profitsWhat we hope to experience in our industry, in 2022How dealers can introduce new products and services to the sales processRyan leaves us with a key takeaway: seamlessness makes a big difference. Vendors that refine the technology dealerships use to offer consumers the best value possible can win big in 2022.Born into a retail automotive family, Ryan began his professional career at a young age. From assisting with test drives to owning his own independent dealership, Ryan has hands-on experience in the industry. After completing his studies at the University of Vermont, Ryan also achieved success for many years as an investment banker – before returning to the automotive industry to build what would become Polly.Liked this episode? Find our full episode library here.
S01E38 - Lessons from a Career in Automotive
A long career in automotive is neither an easy feat nor a boring journey. In an industry that continues to evolve alongside customer needs, technology, oil and gas prices, and car maker innovations, staying power depends on our ability to adapt and share knowledge.Ed Sheehy, President of Southeast Toyota Distributors, joined The Walk Around podcast for a frank conversation about the lessons lived and learned through his decades-long career in automotive. Ed will soon be a retired veteran of our industry. He plans to enjoy some boredom, improve his golf game, travel, and keep his mind sharp by learning Italian.In the meantime, he answered some very helpful questions:What are some of the big changes in our industry over the past 30 years?How has the industry remained the same – what's the common thread, no matter the chapter?What’s on the automotive horizon?Ed also reflected on his career, sharing wisdom for dealers by revisiting some of his own successes and lessons. His number one piece of advice to dealers?Pay attention to all trends, particularly those effecting consumer behavior, and be prepared to adapt regularly. Change, even when it feels sudden, is normally gradual, announcing its arrival in subtle ways well in advance of mass adoption. The best retailers will be looking for the indicators and already moving.Ed leaves us with an important takeaway: study up on all types of business and industries, because automotive does not exist in a bubble.Ed Sheehy leads Southeast Toyota Distributors as President and has been with JM Family and SET since the early 1990’s. A true veteran of our industry, he has been part of some of the automotive industry’s best and most challenging chapters in recent history. Liked this episode? Find our full episode library here.
S01E37 - Focus on Your People to Win in 2022
As a new year approaches, we start to look ahead with eyes made wise by the lightning-quick evolution of our industry. Quick pivots towards an emphasis on digital retail, a younger generation rising to the top of the consumer list, a chip shortage that won’t seem to end, and the emergence of EV’s as possibly more than a short trend, have all given our industry an opportunity to grow through challenge and opportunity.What should dealers be looking at and aiming their businesses towards, in the new year? From the perspective of a business built to support dealers in their growth and profitability, what are some of the keys to continued success for dealerships?Enter Frank Abate, Zone VP at JM&A Group. A seasoned automotive retail veteran, Frank has seen many trends become standards, changes that transformed the industry, and successful dealers that navigated challenges towards opportunities. He visited The Walk Around for a frank and insightful discussion about keys to dealership success. Hint: the list includes retention, prudent planning, and listening to consumers.What drives a high-performance showroom?How do successful dealers align people with purpose?What should dealers be doing to improve customer experience?How can dealers and their teams budget accordingly for 2022?What are some predictions for the new year?How can retail automotive talent prepare for long careers in our industry?Frank reminds us that ups and downs happen in our industry – but successful automotive retailers persevere when they stay true to their roots but evolve with the times.Frank Abate has enjoyed a long and successful career with JM Family. He worked alongside Founder Jim Moran three decades ago at JM Pontiac. Since then, he has continued to serve as a true partner for dealers and an expert in our industry’s keys to success. He also enjoys pumpkin pie on Thanksgiving...and Squish-Squish.Liked this episode? Find our full episode library here.