In this episode of the Used Car Dealer Podcast, Zach Klempf interviews Joe McCloskey the NIADA President of the board of directors and a successful Colorado-based used car dealer operator who has been in the business for over 50 years. Zach and Joe discuss the importance of IADAs as well as 20 groups, inventory during the pandemic, and thoughtful advice from Joe&apos;s years in the business. Some of the questions asked include: Q) So let’s get started, and for those of us listening talk about how you got into the car business and what the last 50 years have been like from an industry evolution standpoint? Q) You mentioned to me on our first call that you have owned franchise dealerships as well as independent dealerships, in your opinion, what are the advantages/disadvantages of running a franchise store versus an independent? Q) Joe, what has this inventory crisis been like from your dealership’s lens? Q) How have you creatively sourced inventory in this market? Q) What’s different about the pandemic customer versus the pre-pandemic customer from your lens? Q) What is your strategy (without giving away anything you don’t want to share) with your inventory in this last half of 2021?  Q) Inventory management is one of the key components of a successful used car dealer operation, what else (ex. customer buying experience) is important for dealers to get right in this market? Q) What advice do you have for a used car dealer just getting into the business and starting up in 2021? Q) Talk about the importance of the NIADA and your state IADA and why they have been helpful for you as a dealership? (From an educational standpoint for example) Q) Lastly Joe, what are your predictions for the rest of the year in terms of the used marketplace? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode https://blog.sellyautomotive.com/blog/interview-with-joe-mccloskey-on-50-years-in-the-used-car-business

Used Car Dealer Podcast

UCDP Ep #33 - Interview with Joe McCloskey of the NIADA on 50 years in the used car business

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Danny Zaslavsky the managing partner of VinCue on running a large used car dealership with no floor plan, inventory management in 2021, VinCue product, and the concept of the highest authentic value.Some of the questions asked include:Q) So let’s get started, and for those of us listening:Danny - Talk about your background in automotive and how you got involved in the  VinCue business? Q) 2020 and 2021 have been surreal from an inventory standpoint, what has the inventory crisis taught us about market pricing? Q) Danny, what has this inventory crisis been like from your dealerships (Country Hill Motors) lens? Q) What are the three things that good inventory management should be? Q) We’re all conditioned to drop prices if a car isn’t moving, is that the right strategy?  Q) Obviously inventory management is a key component of a successful used car dealer operation, what else is important for dealers to get right in this market? Q) What are some of the most successful dealers doing differently when it comes to marketing their dealership and inventory? Q) What advice do you have for a used car dealer just getting into the business and starting to build their inventory management strategy? Q) Why is it hard to build inventory management software, what are/were some of the challenges in getting this product to market?Q) Lastly Danny, what’s coming down the pipeline from the VinCue team?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode https://blog.sellyautomotive.com/blog/interview-with-danny-zaslavsky-of-vincue-on-inventory-management

UCDP Ep #32 - Interview with Danny Zaslavsky of VinCue on used inventory management

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Christ Lentz the CEO of AutoSweet and an auto industry entrepreneur with a previous exit. Chris discusses with Zach how dealers have adapted their inventory marketing, Facebook, Google Adwords, best practices with dealer marketing.Some of the questions asked include:Q) So let’s get started and for those of us listening talk about your previous experience as an automotive industry entrepreneur pre-AutoSweet and how you got into the business?  Q) What problem in the industry-led you to start AutoSweet? Q) As we are battling the inventory crunch and getting out of the pandemic what have you observed from dealers when it comes to the way they have changed their inventory marketing? Q) How has Facebook grown over the last couple of years to become an important part of dealers’ inventory marketing?Q) Shifting gears, when it comes to Google Ads, what are dealers missing out on when it comes to running successful inventory marketing campaigns via Adwords? Q) For dealers listening, discuss the importance of joining an association, and how it can help them become successful? Q) Why is reputation management important for dealers in today’s market? Q) What are your predictions for the rest of 2021 and what’s coming down the pipeline? Q) How does AutoSweet uniquely help independent dealers succeed in today’s marketplace? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode https://blog.sellyautomotive.com/blog/inventory-marketing-with-chris-lentz-of-autosweet

UCDP Ep #31 - Inventory Marketing with Chris Lentz of AutoSweet

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Ilana Shabtay the Director of Marketing at AutoLeadStar and a podcaster herself on the Inside Auto Podcast. Ilana discusses with Zach how dealers have adapted their marketing of used cars, best practices and not-so-good practices with dealer marketing, and other hot topics in the used car marketplace. Some of the questions asked include: Q) 2021 was been a roller coaster of a year for dealers, talk to me about what you observed from your lens at Auto Lead Star on the way dealers shifted and changed their inventory/brand marketing? Q) What are some of the most common dealership marketing mistakes you have seen this year? Q) Let’s move onto what some of the most successful dealers are doing differently when it comes to marketing their dealership and inventory? (ex- Case Study or dealer your team has worked with) Q) What advice do you have for used car dealers when it comes to getting started developing a winning marketing strategy? Q) Why is a “customer buying experience” so important? Q) Two auto trends have taken mindshare last year and wanted to get your thoughts on them: online dealers like Carvana and Vroom who have gone public and subscription services for automotive. What are your thoughts on these two trends? Q) What are your predictions for the rest of 2021 and what’s coming down the pipeline? Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealer model? (Saw your podcast w/ Matt at Shift Digital on this subject) Q) Lastly, what is Auto Lead Star doing that uniquely helps market and sell used cars? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Read the transcribe of this episode - https://blog.sellyautomotive.com/blog/auto-marketing-with-ilana-shabtay-of-autoleadstar

UCDP Ep #30 - Auto Marketing with Ilana Shabtay of AutoLeadStar

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Bob Voltmann the CEO of the National Independent Automobile Dealers Association (NIADA). Since joining NIADA, Voltmann has led new initiatives to bring even more value to associate members and partners. Bob discusses what it was like to join NIADA during the pandemic and upcoming in-person NIADA conference in Texas. This is an episode you will not want to miss! Some of the questions asked include: Q) Talk to me about what it was like to start at the NIADA in October 2020 working with used car dealers as the pandemic was ongoing; what was the experience like? Q) 2021 has been a roller coaster of a year for the auto industry, talk to me about what you observed from your lens at the NIADA?Q) What are your biggest initiatives this year (as an association) when it comes to issues that directly impact used car dealerships? Q) For dealers listening, discuss the importance of joining an association, and how it can help them become successful? Q) What are your thoughts on online dealers like Carvana or Vroom and their model?Q) Futures question, what are your thoughts on EV vehicles and their impact on the traditional dealer model? Q) What are your predictions for the rest of 2021 and what’s coming down the pipeline? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Read the transcribe of this episode - https://blog.sellyautomotive.com/blog/interview-with-bob-voltmann-the-ceo-of-the-niadaNIADA Conference - https://www.niadaconvention.com/

UCDP Ep #29 - Bob Voltmann of the National Independent Automobile Dealers Association (NIADA)

In this episode of the Used Car Dealer podcast, Zach Klempf interviews Justin Davis Co-Founder of BacklotCars which was recently acquired by KAR Global a publicly traded company. Since joining KAR, Davis has led the successful integration of BacklotCars and TradeRev, combining all U.S. users onto one streamlined platform and digital dealer-to-dealer marketplace. Davis and his team lean in to their entrepreneurial roots, aiming to deliver a simple and intuitive solution that helps dealers conveniently sell and buy used vehicles on their own schedule, with most deals closing in under one day. Some of the questions asked include: Q) So let’s get started and for those of us listening talk about how you got into the car business and the experiences that led you to found BacklotCars? Q) How impactful was coming out to the Bay area and participating in the 500 startups program for your companies growth? Q) 2020 was a roller coaster of a year for dealers, talk to me about what you observed from your lens at BacklotCars and the way dealers shifted to wholesale 100% online? Q) How does Backlot’s platform differentiate from online wholesale competitors? Q) Post 2021, do you see in-person versus online wholesale coming back for dealers?  Q) What advice do you have for independent dealers when it comes to getting started working with an online wholesale company like Backlot? Q) Two auto trends have taken mindshare last year and wanted to get your thoughts on them: online dealers like Carvana and Vroom who have gone public and subscription services for automotive. What are your thoughts on these two trends? Q) What are KAR Global’s predictions for 2021 and what’s coming down the pipeline? Q) What has BacklotCars’ integration into KAR Global been like from a process standpoint? Q)What is BacklotCars doing that uniquely helps independent dealers? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast Read the transcribe of this episode - https://blog.sellyautomotive.com/blog/justin-davis-of-backlot-cars-on-online-wholesale-and-used-cars

UCDP Ep #28 - Justin Davis of BacklotCars (Acq. KAR Global) on Online Wholesale & Used Cars

In this episode of the Used Car Dealer podcast, Zach interviews Nathan Fox of Cox Automotive who is the Senior Director of Business Development for Cox Automotive’s Inventory Management Solutions brands which include vAuto and Kelley Blue Book Instant Cash Offer. In this role, Nathan leads the development of all inventory merchandising solutions. His primary focus is helping dealerships grow their business by having all the data and tools they need to ensure their inventory investments pay off.  In this episode, they discuss a variety of topics around inventory and merchandising as well as the launch of SnapLot 360 for vAuto. Some of the questions asked include:Q) The current inventory shortage is arguably the biggest challenge facing most dealerships right now.  Your team doesn’t produce inventory, but as I understand it, you’re working to help dealers sell the units they have at the best possible price.  Tell me more about that connection between merchandising and the inventory shortage?Q) Why is inventory management software so crucial for dealers, especially during these times? Q) What are your predictions for the rest of 2021 for the used car market? Q) You recently announced a new imaging tool that’s been incorporated directly into vAuto’s new and used car inventory management platforms.  Explain how this technology works and why it’s valuable to dealers?Is this technology or functionality unique in the marketplace?Who uses it within the dealership and how is it making their job easier and generating better results for the dealership?Why was it important to bring Snaplot360 into the vAuto Provision and Conquest platforms now?Q) As we come to a close, what final advice do you have for a dealership who’s starting to rethink their approach to merchandising?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcastRead the transcribe of this episode - https://blog.sellyautomotive.com/blog/nathan-fox-on-used-car-inventory-and-merchandising-in-2021

UCDP Ep #27 - Nathan Fox on Used Car Inventory and Merchandising in 2021 + SnapLot 360

In this episode of the Used Car Dealer podcast Zach interviews marketer and podcaster Jason Harris out of Canada. Jason discusses how used car dealers can brand themselves, social media mistakes, "Why buy from us", and the customer buying process. Some of the questions asked include:Q1) 2020 was a roller coaster of a year for dealers, talk to me about what you observed from your lens in Canada and how dealers adapted since the pandemic? Q2) What are you seeing in 2021 in terms of digital marketing mistakes from dealers? Q3) You brand yourself with the color orange and have a very unique style for your social media presence. How should used car dealers think about building their brand and standing out from the competition? Q4) Why is the “Why buy from us” so important for a dealership?  Q5) What are some common social media mistakes you see dealers make? (and steps to avoid) Q6) Talk to me about generic autoresponders and why that’s not efficient? Q7) What are your predictions for 2021 for the auto industry? Q8) What are your 3 best nuggets (advice) for a small to mid-size dealer (whether Canada or US-based) running lean (inventory, staff) during these times?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast​

UCDP Ep #26 Social Media, Branding, Customer Buying Process, and "Why Buy from Us" for Used Car Dealers w/ Jason Harris

Steve is back for another episode of the UCDP where we catch up on hot industry topics including digital retail for used car dealers; Carvana and other public online used car dealers; as well as how the used car marketplace is performing in 2021. Some of the questions asked include:1. What has Steve been seeing in terms of recovery (2021) and used dealers starting to pick up momentum? 2. Steve, what are you seeing in terms of tax season activity, any pickup from the stimulus checks?  3. What are your thoughts on the sub-prime market for 2021?4.  Let’s revisit Carvana, Vroom, and how they fared in 2021?5. Are you (Steve) seeing used car dealers use digital retail?6. What are some best practices (from a CRM standpoint) you see successful dealers leverage?7. What are you optimistic about in 2021?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

UCDP Ep #25 Carvana, Vroom, Digital Retail, CRM, & Used Car Marketplace w/ Steve

Jeff Martin the executive director of the TXIADA sits down with Selly CEO Zach Klempf to discuss the importance of independent dealer associations as well as timely topics for used car dealers.Some of the questions asked include:1.  For those unfamiliar with TXIADA give us a high level about the size and impact of the TXIADA?  2. A lot of used car dealers are aware of IADAs but may not be members, why should they join an IADA and what does TXIADA do specifically for used car dealers in Texas?  3. What was 2020 like from the lens of an IADA director, what problems did you help dealers navigate?  4. How has Jeff seen used car dealerships evolve over the last 14+ years you’ve been running TXIADA?  5. Compliance is often overlooked by used car dealers or not taken as seriously as it should be, what have has Jeff learned about the importance of compliance for used car dealers?  6. What are Jeff&apos;s thoughts on online dealers like Carvana and Vroom?  7. What is Jeff optimistic about in 2021 for dealers?Read the transcribe - https://blog.sellyautomotive.com/blog/interview-w/-director-of-txiada-on-importance-of-dealer-associations  Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast​

UCDP Ep #24 Jeff Martin of TXIADA on the importance of dealer associations

In this episode of the Used Car Dealer Podcast, Zach interviews Alex Vetter the CEO of Cars.com in an insightful interview about small business, online presences, and the differentiation of Cars.com versus other auto marketplaces. Some of the other topics they discuss include: Q1) For those of us listening talk about how you got into Cars.com in the early days and eventually become the CEO? Q2) It’s been a roller coaster of a year for dealers, talk to me about what you have observed from your lens at Cars.com and the way consumers have interacted and purchased vehicles from dealerships? Q3) How has Cars.com’s strategy differentiated from other marketplaces like CarGurus or TrueCar? Q4) What have you guys been working on with the Dealer Inspire brand in terms of digital retail and allowing dealers to interface with consumers online? Q5) Talk about the amount of in-market shoppers that visit Cars.com monthly and how a small independent dealership can be competitive and be visible online (through Cars.com)? Q6) What are your thoughts on online dealers like Carvana and Vroom who have taken public markets by storm and subscriptions for automotive. Q7) What are some of your predictions for 2021 and what’s coming down the pipeline from Cars.com? Q8) What is Cars.com doing that uniquely helps independent dealers compete in the ultra-competitive used car marketplace? Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

UCDP Ep #23 ~ Interview with CEO of Cars.com Inc on Used Car Dealers Online Presence

In this special episode of the Used Car Dealer Podcast Zach and Steve talk with used car dealer owner and operator Michael Greer on the challenges and successes of 2020. This is the first retail dealer we have brought on the podcast and a very interesting episode. They discuss a variety of topics from vehicle acquisition and pricing during the pandemic to online car sales. Some of the topics they discuss include: 1. How Michael got into the car business and what&apos;s unique about his store   2. How has Michael&apos;s floor plan been impacted? 3. How has the way his store purchases inventory changed during the pandemic?  4. The impact technology has had on the way Michaels dealership operates  Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

UCDP Ep #22 - Interview with a Used Car Dealer Operator on Challenges and Success of 2020

For this episode of the Used Car Dealer podcast, Zach interviews Jason Reaves who is the President of Wayne Reaves DMS and also a subject matter expert in BHPH. Zach and Jason discuss everything from the mistakes of new BHPH operators to the increased investment in the sub-prime marketplace. On the episode they discuss: - How Jason got into the car business and the fact that his father&apos;s BHPH store hired developers in the 1970s to build technology to create more efficiencies. - What Jason has observed from his lens when it comes to BHPH sales during the pandemic- How has technology (ex - software) evolved the way BHPH dealers operate their dealerships? - What are the most common mistakes that a new BHPH operator makes? - BHPH is becoming more and more compliance-driven, whether it’s battling with the Consumer Financial Protection Bureau (CFPB) or litigation on a local level, what are some of the best practices from a compliance standpoint Jason recommends for BHPH dealers- Jason&apos;s thoughts on new models like subscription and online dealers and whether they are trickling down to BHPH- More funds and sophisticated investors have got into the BHPH space, what are your thoughts on the increased investment (over the last 5 years) into the subprime marketplace; what’s that mean for smaller BHPH operators?Listen to our other podcast episodes: https://www.sellyautomotive.com/podcast

EP #21 Jason Reaves on Buy Here Pay Here Auto Sales and BHPH Dealers

Zach Klempf interviews Bob Lanham Head of Automotive Retail at Facebook on how used car dealerships can leverage Facebook Marketplace, Facebook Ads, and Facebook Messenger in 2020 and beyond. Topics for the podcast include: 1) What Bob has observed from his lens at FB when it comes to used car sales during the pandemic2) The latest for auto dealers in terms of Facebook offerings3) The importance of being responsive on Facebook Marketplace and how that contributes to best in class customer experience4) Most used car dealers are familiar with Facebook when it comes to FB Marketplace but they aren’t as familiar with FB Ads, Bob discusses ways successful dealerships are leveraging FB ads and what sort of campaigns are they running 5) Bob's thoughts about new models like subscription and the way Tesla sells EV vehicles online 6) A look ahead at 2021 and what Facebook has coming down the pipeline 7) What is the Facebook Auto Marketing Collective Group and why should dealers join it (Join here - https://www.facebook.com/groups/automarketingcollective)8) Bob's advice for dealers when it comes to their online presence across Facebook, FB Marketplace, Instagram, and social media as a wholeRead the transcribed version here - https://blog.sellyautomotive.com/blog/interview-with-bob-lanham-of-facebook-on-how-dealers-can-better-leverage-facebook-marketplace-and-adsListen to their other podcast episodes: https://www.sellyautomotive.com/podcast

Ep #20 - Bob Lanham of Facebook on how dealers can better leverage Facebook Marketplace

Episode Overview: In this video episode of the Used Car Dealer Podcast, Zach Klempf interviews the managing director at 700 Credit Ken Hill. They have a timely discussion on topics ranging from digital retail to prequalification. They discuss on the episode: - Observations from Ken on the impact of the COVID-19 pandemic on retail auto dealers as it relates to credit - How has credit and compliance adapted for automotive digital retail and what role does pre-qualify play in that? - Compliance mistakes that used car dealers make that could get them into legal trouble- A checklist of compliance tools and credit tools from pre-screen to income verification, what Ken suggests every used car dealer needs - A peek ahead at 2021 and what 700 has coming down the pipelineRead the transcribed version here - https://blog.sellyautomotive.com/blog/interview-with-ken-hill-the-managing-director-at-700-creditListen to their other podcast episodes:https://www.sellyautomotive.com/podcast

EP #19 - Interview with Ken Hill the managing director at 700 Credit on topics ranging from digital retail to pre-qualification

Whether you’re a salesperson, f&I manager, gm/owner, we want you to have actional takeaways from the Used Car Dealer podcast.We keep it authentic, to the point, and vendor/sales pitch free on principle. Future episodes include interviews, debates, and must have information for dealers.Most importantly, we want to hear from the audience (YOU) and see comments as well as suggestions for future episodes.

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Used Car Dealer Podcast

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