The Walk Around

Jonathan Banks, VP of Product Retailing for JD Power’s Retailing Portfolio, breaks down macro trends across the industry, used-car profit strategies, and how dealer principals can optimize performance in the next 12–18 months.Episode Breakdown 00:00 - Meet Jonathan Banks01:00 - Macroeconomic trends dealers should be thinking about03:30 - Affordability: What should dealers be paying attention to08:09 - Strategies dealers should be using to optimize used car profits10:49 - Thoughts on dealer certified OEMs14:37 - Advice to dealer principals on how to optimize their stores16:47 - Key takeaways for dealers in the next 12 to 18 monthsFor more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. Liked this episode? Find our full episode library ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Tyson Jominy, SVP OEM Solutions at JD Power, discusses affordability pressures, interest rates, lease returns, and why stable demand and mid-cycle conditions will shape dealer planning for the 2026 auto market.Episode Breakdown 00:00 - Meet Tyson Jominy from J.D. Power01:05 - Affordability and the role of monthly payment03:29 - What longer loan terms mean for dealers04:36 - Limited used supply and strong trade-in values05:38 - Service lanes as a used inventory opportunity06:49 - Does the 2026 demand outlook remain optimistic? 08:47 - SAAR forecast and vehicle price expectations10:40 - Interest rate outlook and OEM-supported financing11:46 - Leasing as an affordability strategy for dealers12:33 - Fixed ops profitability and warranty impactFor more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. Liked this episode? Find our full episode library ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

John Fitzpatrick, President & CEO of Force Marketing, joins the podcast to share insights on marketing trends in 2026, the future of AI and technology, customer engagement opportunities and strategies for dealership growth.Episode Breakdown 00:00 - Meet John Fitzpatrick! 01:58 - Trends in Dealership Marketing and Customer Engagement02:28 - The “4A” Strategy (Audience, Attention, Automation, Attribution)04:54 - The Importance of Consistent Messaging and Response Time 08:52 - AI in Dealerships: Progress Over Perfection12:15 - Treating Marketing Expenses Like Investments 14:51 - Marketing Opportunities in Fixed Ops and Service Retention 18:25 - “Bet It or Forget It” Segment18:54 - AI Chat & Automation Replacing BDC Roles19:40 - What is a Dealership’s Most Valuable Asset?20:15 - Local Brand Awareness vs. Vehicle Inventory22:12 - The Power of TikTokFor more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. Liked this episode? Find our full episode library ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Brian Kramer from Cars.com makes his third podcast appearance with us to share industry insights on the future of AI and digital retailing, how process drives profitability, and the wave of demand for used EVs in 2026.For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. Episode Breakdown0:00 - Brian returns for a third time! 2:00 - Digital retailing & AI in 20265:53 - Optimizing your dealership’s digital presence8:30 - Brian’s first impressions on JM&A Group’s Gyde platform10:33 - Getting smart with appraisals and inventory management16:32 - How service and sales can collaborate on service lane acquisition19:37 - The coming wave of used EVsLiked this episode? Find our full episode library ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

From the finance office to General Manager, Jesse Hill of Safford Mazda Sterling shares how he balances family life with a busy career, how he led a virtual change in the finance office and advice for future dealership leaders.For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. Episode Breakdown0:00 - Jesse’s journey to the auto industry 7:29 - Balancing family with the demands of retail automotive careers13:39 - Initial thoughts on virtual finance at the dealership19:42 - How virtual F&I caused other processes to evolve22:43 - The transition from the finance office to General Manager28:29 - Key skills to develop for leadership roles33:23 - The Process of converting a store from one OEM at another36:50 - Dealership focus for 202643:41 - Bet it or Forget it: AI, front end gross profit, dealership cultureLiked this episode? Find our full episode library ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Jay Vijayan, Founder & CEO at Tekion, discusses the dealership pain points he saw which led to the creation of his business. He also shares insights on AI and digital retail and lessons he learned from his leadership role at Tesla. For more information about our guest, visit their ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠. Episode Breakdown0:00 - Jay’s introduction to the automotive industry 7:42 - Why Jay’s company decided to acquire dealerships 10:23 - The major pain points he saw dealerships facing 15:38 - What Jay learned from owning dealerships 21:14 - How a focus on people drove their platform creation 26:11 - Addressing dealers’ concerns with changing technologies 33:03 - What can dealers expect from AI in the next few years? 37:56 - The F&I process and what dealers are saying 39:53 - Best Bets: Cloud platforms, the next industry disruptor and APIs 42:32 - Lessons learned from working at Tesla Liked this episode? Find our full episode library ⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠.

Jenell Ross, President at Bob Ross Buick GMC, discusses taking over the helm of her father’s dealership, how she is working to improve operational performance and supporting the presence of women across the industry.For more information about our guest, visit their ⁠⁠⁠LinkedIn⁠⁠⁠. Episode Breakdown0:00 - Meet Jenell2:13 - The state of the business3:46 - Key leadership lessons learned5:55 - The industry at its core is...8:49 - Innovations that had the biggest impact12:41 - Navigating talent retention15:51 - Supporting women in the auto industry18:17 - Lessons learned from leading a dealership group23:47 - Advice for new dealers24:30 - Best Bets: GenZ purchase habits, Amazon-like car delivery and more!Liked this episode? Find our full episode library ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠.

Perry Watson IV, President of NAMAD, explains the necessity of improving the human element at dealerships. He details different ways dealers can accomplish this and shares how NAMAD is helping dealers and their communities evolve. For more information about our guest, visit their ⁠LinkedIn⁠. Episode Breakdown0:00 - Meet Perry1:56 - Are dealers optimistic regardless of market uncertainties?3:39 - Being a servant leader5:59 - What does winning look like in automotive?7:00 - How dealers can connect with their community11:03 - 2026 priorities for NAMAD organization15:05 - Talent retention and operational practices working well for dealers17:55 - How dealers can create more relational customer experiences19:25 - Where are dealers using AI most?21:09 - Best bets on online and DTC buyingLiked this episode? Find our full episode library ⁠⁠⁠here⁠⁠⁠.

Jonathan Jordan and Jamie Horowitz of JM&A Group dive into the latest uncertainties facing the automotive industry, including the impact of tariffs. Don’t miss strategic insights to help you navigate the changes at your dealership.For more about our guests, visit their LinkedIn: Jonathan Jordan & Jamie HorowitzEpisode Breakdown0:00 - Meet our guests!1:50 - Financial impacts of tariffs in the automotive industry6:55 - How dealers can reposition F&I products for customers9:54 - Claims patterns and service contracts patterns10:48 - Controlling costs at your dealership12:41 - One of the best tools for customer retention is...13:54 - Utilizing the service department to sell F&I16:35 - Streamlining online claims with AI21:57 - Staying informed and what dealers can do nowLiked this episode? Find our full episode library ⁠here⁠.

Training your dealership’s team is a continuous, yet important process. Discover ways to explore innovative training opportunities at your dealership and empower your team with Matthias Stoever, Co-Founder and CEO at RockEd.For more about Matthias, visit his LinkedIn. Episode Breakdown0:00 - Meet Matthias & RockED10:11 - The origin story behind his startup14:37 - What training behaviors are being seen from micro training?16:46 – Why is training in this area the least invested in?18:36 - How training plays a role in employee retention21:37 - What's next for RockED in 2025?22:09 - Reducing fear around artificial intelligence in the dealershipLiked this episode? Find our full episode library here.

Steve Roessler, Chief Evangelist Officer at automotive CRM company, DriveCentric, discusses how your dealership’s CRM should be functioning, the usage of artificial intelligence in maintaining customer relationships and more.For more about Steve, visit his LinkedIn.Episode Breakdown0:00 - Steve, Buc-ee's and NADA 2025 5:08 - DriveCentric’s mission for dealers 9:06 - Will Artificial Intelligence replace humans in the dealership? 12:51 - How to improve the online to in-store experience 15:22 - What Virtual F&I has taught us 16:54 - Are dealers letting customers complete F&I paperwork at home? 18:33 - What should be top of mind for dealers right now?Liked this episode? Find our full episode library here.

April Simmons has worked in the automotive industry for nearly three decades. Her experience spans across the retail side of the dealership; with positions as Finance Manager, Retail Desk Manager, Internet Sales Director and now as Corporate Internet and Marketing Director at Horne Auto Group. April shares how the finance office shaped her career path, why she thinks 2025 is going to “be a foundational year,” and she discusses how dealers should be proactively looking at regulations from the FTC. Plus, don’t miss her thoughts on artificial intelligence and how dealerships can benefit from technology like Virtual F&I in the sales process.For more about April, visit her LinkedIn.Episode Breakdown 0:00 - April’s intense journey to NADA!2:56 - What’s happening at Horne Auto Group & training trends5:08 - FTC regulations7:14- How the finance office shaped her career10:46- 2025 is going to be a foundational year14:07 - Creating a seamless sales process25:10 - April’s industry predictions for the year aheadLiked this episode? Find our full episode library here.

We had the honor of speaking with Rita Case, president and CEO of Rick Case Automotive Group and the largest female owned and operated dealer group in the nation with 12 stores operating in south Florida and Atlanta, Georgia. Rita shares about her incredible journey developing her personal brand in the industry as a female dealer; how she, along with her husband, built a well-known automotive company, and her top tips for running a successful dealership. From the importance of customer service and a centralized approach to operations to reducing turnover, her wealth of knowledge and experience in the industry runs deep. It’s no surprise that she was recognized as the TIME Dealer of the Year in 2024.Plus, we get a peek beneath the hat! Rita shares just how many hats she has, why she uses hats in her personal brand and more! For more about Rita Case, visit her LinkedIn.(00:00) - Meet Rita(07:40) - What made Rita want to stay in the industry(12:00) - Data and tech usage in the dealership(14:52) - Developing consistent dealership operations as your stores grow (21:06) - Rita's take on creating low talent turnover (24:35) - Should your kids work at your dealership? (29:05) - How to prepare for a new generation of car buyers(31:59) - Rita's best bets on 2025 profitability and vehicle sales(38:57) - The internet search we got totally wrong!(43:03) - Does Rita own 1,000 hats? Don't miss a surprise! Liked this episode? Find our full episode library here.