VADA Live S2:E13 | "We don't sell cars. We build relationships." (Matt Vollmers, NADA Academy)

VADA Live S2:E13 | "We don't sell cars. We build relationships." (Matt Vollmers, NADA Academy)

From VADA Live by Virginia Automobile Dealers Association

April 29, 2026 · 25 min · Season 2 · Episode 13

About this episode

In this episode, Dan Carrigan interviews Matthew Vollmers about the shift from transactional sales to relationship-focused strategies in the automotive industry.

Is your sales team still relying on the old-school "just get them in" mentality? In this episode of VADA Live, host Dan Carrigan sits down with NADA Academy instructor Matthew Vollmers. With three decades of experience across dealership operations and OEM roles, Matt explains why the traditional transactional playbook is losing ground to relationship-first cultures . In this episode: The "J Curve" of Change — Why introducing new processes often causes visceral pushback from your team, and why leadership patience is required to survive the initial dip in performance . Rethinking Phone Skills — Why the primary goal of an inbound phone call should not be setting an appointment. Matt explains how to use the phone to earn trust, offer time savings, and "separate yourself from the crowd" . Digital Convenience vs. Human Touch — How top-performing companies merge digital time-savings with personalized service, and why "slow is smooth, smooth is fast" when implementing new tech . The Master Trainer Difference — A look inside the NADA Academy's rigorous Master Trainer program, and why instructors focus on the "power of the room" rather than just lecturing. 🎙️ ABOUT VADA LIVE VADA Live is…

People in this episode

Host: Dan Carrigan

Guest: Matthew Vollmers

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Mentioned in this episode

Organizations: NADA Academy, Virginia Automobile Dealers Association

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