Leadership in the Dealership
Episodes
Stop Using AI Like This (Start Winning More Deals)
29 Apr 2026
Contributed by Lukas
Most dealerships are already using AI in their CRM.But they’re using it to do more of the same thing, faster.More follow-ups. More templates. More “...
Why Trade-Ins Are Killing Your Deals (And What Dealers Are Missing)
15 Apr 2026
Contributed by Lukas
The trade-in process is slowing deals down and costing dealerships opportunities they should be closing.This episode breaks down the math, the frictio...
Old School vs Modern Dealership: What’s Actually Working
01 Apr 2026
Contributed by Lukas
Ten years ago, buying a car meant paper, fax machines and waiting around the dealership. Today, customers are doing most of the process before they ev...
Are EVs Ready for the Real World Yet?
18 Mar 2026
Contributed by Lukas
Are EVs ready for the real world? That depends on who you ask.In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer...
The Payment Hierarchy Is Changing. Here’s What Dealers Need to Know.
04 Mar 2026
Contributed by Lukas
When money gets tight, consumers are making different choices than many dealers expect.In this episode of Leadership in the Dealership, Danielle Mills...
Inside NADA 2026: F1, AI and the Energy on the Show Floor
18 Feb 2026
Contributed by Lukas
NADA 2026 was not subtle.From the F1-themed opening night in Las Vegas to packed halls and nonstop energy, this show felt different from the moment we...
What FICO Data Reveals About Today’s Car Deals
04 Feb 2026
Contributed by Lukas
Today’s car buyer isn’t asking what their credit score is. They already know it, and that is changing how deals get done.In this episode of Leader...
Amazon Autos Is Live: What It Means for Dealers
21 Jan 2026
Contributed by Lukas
Amazon Autos is no longer just an idea. Its beta version is live, expanding and already changing how people think about buying cars online.In this epi...
Why Old-School Sales Tactics Are Killing Your Gen Z Deals
07 Jan 2026
Contributed by Lukas
Gen Z car buyers are changing the rules, and most dealerships are not ready. In this episode, Danielle Mills Walden and Phillip Greer break down how G...
2026 Predictions Every Dealer Should See
23 Dec 2025
Contributed by Lukas
Predictions for the car industry in 2026 are already shaping how dealers plan their next moves. In this episode of Leadership in the Dealership, hosts...
He Used Facebook to Sell Millions
10 Dec 2025
Contributed by Lukas
Want to learn how to sell millions of dollars in cars using just your phone? In this episode of Leadership in the Dealership, Danielle Mills Walden an...
Why Car Loans Are Stretching Further Than Ever
25 Nov 2025
Contributed by Lukas
Car loans are getting longer, but what is really driving the trend?In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Ph...
Why This EV Owner Is DONE With Electric Cars
12 Nov 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer unpack what happens when automotive dreams turn into customer...
5 Things Most People Don’t Know About Car Dealerships
29 Oct 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Philip Greer pull back the curtain on one of the industry’s biggest...
Why Car Buyers Are About to Pay a Lot More
15 Oct 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer dive into the hot topic of rising dealer fees, sparked ...
Inside the Biggest Dealer Event of the Year: NAMAD
01 Oct 2025
Contributed by Lukas
From jaw-dropping showroom floor moments to the most talked-about panels, Danielle Mills Walden and Phillip Greer deliver the ultimate recap of NAMAD ...
What No One Tells You About Selling Used EVs
17 Sep 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, host Phillip Greer sits down with John Foley to explore how John launched Recharged, an electric vehi...
Are EVs Still Worth Buying After the Tax Credit Expires?
03 Sep 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, hosts Danielle and Phillip dive into the rapidly changing landscape of the EV tax credit. With the cr...
Why Affordable Used Cars Are Vanishing Faster Than Ever
20 Aug 2025
Contributed by Lukas
In this episode, Danielle Mills Walden sits down with Paul Machin to dive deep into the realities facing the auto industry in 2025. They break down wh...
The Most Asked Car Questions According to AI
06 Aug 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer tackle the top seven most searched questions about buyi...
The Real Reason Buyers Are Skipping the Showroom
23 Jul 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer dive deep into the Carvana effect. From Danielle’s ow...
What Tesla Got Right That Dealers Keep Missing
09 Jul 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer dive into the messy, exciting, and sometimes dangero...
What We’re Watching at NIADA 2025
18 Jun 2025
Contributed by Lukas
In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer dive into everything you need to know about the upco...
The Secret to Surviving the F&I Squeeze
11 Jun 2025
Contributed by Lukas
Monthly payments are soaring. Interest rates are climbing. And approval rates? Dropping fast. In this episode of Leadership in the Dealership, co-host...
The Podcast Every Auto Dealer Needs
04 Jun 2025
Contributed by Lukas
The Leadership Formula for Dealership Success
28 May 2025
Contributed by Lukas
What if the key to dealership success isn’t just about managing the team, but about unlocking the power of leadership?In this episode, Danielle sits...
Data is the New Oil… But Most Dealerships Are Running on Crude
14 May 2025
Contributed by Lukas
The car business is evolving fast with AI leading the charge. While some dealers hesitate, others use automation to streamline operations, enhance sal...
How Your Mind Shapes Your Next Car-Buying Decision
30 Apr 2025
Contributed by Lukas
What if the key to selling more cars isn’t just about the deal, but understanding the mind of the driver behind the wheel?In this episode of Leaders...
What 25% Tariffs Mean for the Auto Industry
09 Apr 2025
Contributed by Lukas
Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden, this episode of Leadership in the Dealership takes a deep dive into the newly implemen...
Gen Z is Changing Car Buying—Here’s What Your Dealership Needs to Know
02 Apr 2025
Contributed by Lukas
Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden alongside Don Richards-Boeff, this episode of Leadership in the Dealership dives into t...
From Leads to Loyalty: AI’s Impact on Customer Engagement in Dealerships
19 Mar 2025
Contributed by Lukas
Is AI a true game-changer for dealerships, or just another buzzword? As artificial intelligence reshapes industries, automotive retail is no exception...
The Secrets to Success of a 100-Year-Old Luxury Dealership
05 Mar 2025
Contributed by Lukas
Imagine a world where customers are willing to pay almost anything for a product they believe in. What if the key to unlocking that potential was simp...
The Hottest Takes from NADA 2025
19 Feb 2025
Contributed by Lukas
NADA 2025 was packed with insights, big ideas, and industry-shaping trends. In this episode of Leadership in the Dealership, Keishawn and Danielle sha...
Are Fed Rate Cuts Really Lowering Car Payments? The Truth for Dealers and Buyers
05 Feb 2025
Contributed by Lukas
Are interest rate cuts a game-changer for car buyers? The Fed’s recent decisions have caught everyone’s attention, but are they really making vehi...
2025 Automotive Predictions: Tariffs, EVs, and “The Year of the Customer”
22 Jan 2025
Contributed by Lukas
2025 is shaping up to be a pivotal year for the automotive industry, and we’re diving into the trends that will impact dealerships the most. From ta...
2024 in Headlines: The Wins, Challenges, and Big Moves in Auto
08 Jan 2025
Contributed by Lukas
Last year was a wild ride for the auto industry, and in our first episode together in person, we’re breaking it all down. From outages to new trends...
Leadership at 27: How Jenell Ross Transformed Bob Ross Auto
18 Dec 2024
Contributed by Lukas
How does a legacy dealership stay relevant in a rapidly evolving automotive world? Jenell Ross, President of Bob Ross Auto Group, shares her powerful ...
How Consumer Behavior and Data Are Reshaping Auto Financing
11 Dec 2024
Contributed by Lukas
The auto financing landscape is evolving faster than ever—how can dealerships, lenders, and consumers adapt?In this episode we sit down with Sharla ...
Navigating Economic Volatility & the Evolving Auto Market with Paul Machin from Black Book
13 Nov 2024
Contributed by Lukas
Is your dealership prepared for the market’s next big shift? Join Danielle Mills Walden as she welcomes Paul Machin, U.S. and International Directo...
What October 2024’s Auto Summits Reveal About the Future of Dealerships
30 Oct 2024
Contributed by Lukas
Two of the auto industry’s largest conferences came and went this October – so what’s top of mind for dealers and lenders heading into 2025? In...
Resilience in Action: How Zeigler Thrives with Employee Focus
16 Oct 2024
Contributed by Lukas
What does it take to turn a high school job cleaning cars into leading one of the largest auto groups in the U.S.? Sam D’arc, COO of Zeigler Auto Gr...
Building A Dealership Without Walls
18 Sep 2024
Contributed by Lukas
One of the biggest mistakes a dealership can make is viewing consumer preferences as disruptions—especially when it comes to digital retail. This...
Prioritize Your People: Employee-First Initiatives and Diversity in the Dealership
04 Sep 2024
Contributed by Lukas
Some say that business is all about winners and losers, but others are imagining a world where everyone wins—from customers to employees to the comp...
Turning Trust into Transaction: Generation-Spanning Sales Strategies
21 Aug 2024
Contributed by Lukas
The best dealerships don’t aim to sell cars or provide services, but to create relationships with their customers built on trust and transparency. O...
Success in Motion: Combining Leadership, Sales, and Service Excellence
07 Aug 2024
Contributed by Lukas
Success isn’t something that’s given—it’s something that’s achieved. But it’s usually achieved only after a series of failures and setback...
All Things EV with Steve Greenfield: Affordability, “Coopetition” and AI
24 Jul 2024
Contributed by Lukas
Every automotive tech breakthrough and market innovation brings a consequence that key players—from sales professionals to investors—must be aware...
Mastering Marketing KPIs & Tech Outage Resiliency
10 Jul 2024
Contributed by Lukas
When considering new processes, every auto sales leader should ask one question: Does this enable team members to do their best work and provide them ...
Moving More Metal with AI-Powered Lending
26 Jun 2024
Contributed by Lukas
The phrase “latest and greatest” is only accurate for so long when it comes to problem-solving in dealerships using new tech and strategies.This w...
Electrifying the Future: Approaches to EV Adoption and Sales Evolution
12 Jun 2024
Contributed by Lukas
As auto technology evolves, so do the expectations of the auto consumer—and for auto dealers looking to stay current, stagnancy is not an option.Thi...
Innovate to Elevate: Sales Strategies Decoded
29 May 2024
Contributed by Lukas
True growth and progress are anything but easy: it almost always involves asking tough questions and being able to access even tougher answers and tru...
Future-Proofing the Dealership: Tech Training in Auto Sales
15 May 2024
Contributed by Lukas
This week, host Danielle Mills Walden speaks with Elwira Wilczynska, Director of Sales Training at Del Grande Dealer Group, about the intersection of ...
Evolving BDC teams, Employee Education and EVs
01 May 2024
Contributed by Lukas
Growth is about more than profits and expansion — it’s also about how much your leaders at your dealership are investing in employee training, esp...
Beyond the First Purchase: How Dealerships Cultivate Lasting Trust
17 Apr 2024
Contributed by Lukas
Being able to give an authentically inspiring answer to the question “Why?” is the mark of a true change-maker. The guests on today’s episode an...
Automation & Automobiles: Dealerships in the Digital Age
03 Apr 2024
Contributed by Lukas
No matter how much the landscape of sales and retail shifts, two things remain the same: consumers crave convenience, and employees crave steady guida...