NADA Show Sessions by ASOTU

The Secret to a Faster, More Profitable Dealership Website Experience with Ron Andrews

Host Kyle Mountsier sits down with Ron Andrews, Vice President at Dealer Inspire, to discuss the evolution of dealership websites and the customer experience. Ron shares how Dealer Inspire has always been obsessed with speed and convenience, ensuring that digital retail tools actually help—not hinder—the buying process. With automotive websites becoming more transactional, the focus is shifting to eliminating unnecessary friction by auditing website architecture, removing outdated code, and streamlining integrations. The conversation highlights the importance of top-of-funnel strategies, as innovative dealers are now focusing more on brand awareness, first-party data activation, and smarter media investments. Ron emphasizes that while many dealers traditionally prioritized low-funnel shoppers, those embracing early-stage engagement are seeing stronger long-term results. By aligning site performance, marketing strategy, and customer experience, dealers can create a seamless online-to-showroom journey that drives conversions. 0:00 Intro – Live from the Cars Commerce booth at NADA. 0:43 Speed and convenience win – Dealer Inspire’s focus from day one. 1:54 Too much tech can hurt the experience – Unnecessary plugins slow websites down. 2:55 Audit your website regularly – Many sites still have outdated scripts and tracking codes. 4:23 Automotive websites must become e-commerce platforms – Modern architecture is key. 4:47 Top-of-funnel strategies are winning – Dealers investing in early-stage engagement have an advantage. 5:41 First-party data is a game changer – Dealers need to leverage it for smarter marketing. Learn more about Cars Commerce:https://www.carscommerce.inc/ [https://www.carscommerce.inc/] Ron Andrews is the Vice President, Media and Digital Solutions atCars Commerce [https://www.carscommerce.inc/] https://www.carscommerce.inc/ [https://www.carscommerce.inc/]

The Secret to Generating 3,000 Trade-In Leads a Month with Brian Kramer

Host Paul J Daly sits down with Brian Kramer, EVP at Cars Commerce, to dive deep into the challenges and opportunities in used car acquisition. Brian breaks down the industry’s shifting landscape, where used car prices and inventory are both declining, leaving dealers struggling to secure quality vehicles. He emphasizes that direct-from-consumer acquisition is the key to success, but most dealers aren’t maximizing their opportunities. Instead of simply putting up “We Buy Cars” banners, Brian explains how dealers can use social media, QR codes, website integrations, and targeted marketing to drive trade-in leads—just like independent dealer George Saliba, who generates 3,000 trade-in leads per month through social media alone. The conversation also touches on the importance of transparency in trade-in valuations, debating whether dealers should provide ranges or firm offers upfront. Brian argues that giving customers a real number creates more opportunities for follow-ups, remarketing, and second-chance deals. He also highlights how the Dealer Club acquisition is revolutionizing inventory exit strategies, allowing dealers to seamlessly move vehicles in and out of their inventory. The episode wraps with a look at the massive opportunities in 2025, as dealers who embrace data, transparency, and digital-first acquisition strategies will dominate the used car market. 0:00 Intro – Live from NADA with Brian Kramer. 1:01 Used car market challenges – Prices and inventory are both dropping. 2:20 Direct-from-consumer acquisition is the future – But most dealers don’t execute well. 3:28 Accu-Trade is more than an appraisal tool – It’s a used car marketing machine. 4:52 Transparency in trade values – Why giving a real number drives more deals. 5:43 The power of remarketing trade-in leads – Second and third opportunities to win deals. 7:41 Social media as a lead generator – How George Saliba drives 3,000 trade-in leads a month. 8:46 Dealer Club’s first live sale – Exiting surplus inventory in minutes. Learn more about Cars Commerce:https://www.carscommerce.inc/ [https://www.carscommerce.inc/] Brian Kramer [https://www.linkedin.com/in/bkramer1/] is the EVP, Dealer Growth and Success forCars Commerce [https://www.carscommerce.inc/] https://www.linkedin.com/in/bkramer1/ [https://www.linkedin.com/in/bkramer1/] https://www.carscommerce.inc/ [https://www.carscommerce.inc/]

85% of Car Buyers Are Happy—Here’s How to Get Those Reviews with Jamie Oldershaw

Host Kyle Mountsier sits down with Jamie Oldershaw, VP of Customer Experience atCars Commerce [https://www.carscommerce.inc/], to discuss the evolving role of reputation management in the automotive industry. Jamie emphasizes that trust remains one of the biggest hurdles for car buyers and that transparency, communication, and responsiveness are key to overcoming skepticism. While 85% of customer reviews on DealerRater are positive, many dealerships fail to actively collect feedback, missing valuable opportunities to strengthen their reputation. Jamie highlights the importance of asking every customer for a review, ensuring that positive experiences are shared just as frequently as negative ones. The conversation also introduces the "Triple A" framework for handling negative reviews: Acknowledge, Apologize, and Act. Jamie explains how responding thoughtfully to criticism not only improves dealership processes but can also convert unhappy customers into loyal ones. Looking ahead, DealerRater and Cars.com are doubling down on personal connections, working to elevate individual salespeople within dealership profiles and ensuring that reputation directly influences customer decisions. The episode closes with a powerful reminder that in auto retail, people—not just inventory—are the industry’s greatest value proposition. 0:00 Intro – Live from the Cars Commerce booth at NADA. 0:38 Trust remains a major issue – Consumers still hesitate when buying cars. 1:26 Communication is key – Dealers must actively engage with customers. 2:41 Ignoring reviews hurts business – Ratings impact customer decision-making. 4:02 The #1 way to get more reviews – Just ask! Most happy customers won’t share unless prompted. 5:21 How to handle negative reviews – The Triple A method: Acknowledge, Apologize, Act. 7:45 What’s next for DealerRater – Bringing salespeople and reputation to the forefront. 8:18 Human connections matter – Customers who connect with a salesperson are twice as likely to buy. Learn more about Cars Commerce:https://www.carscommerce.inc/ [https://www.carscommerce.inc/] Jamie Oldershaw [https://www.linkedin.com/in/jamie-oldershaw-92a241/] is VP of Customer Experience atCars Commerce [https://www.carscommerce.inc/] https://www.linkedin.com/in/jamie-oldershaw-92a241/ [https://www.linkedin.com/in/jamie-oldershaw-92a241/] https://www.carscommerce.inc/ [https://www.carscommerce.inc/]

How Dealers Can Win More Trade-Ins (and More Profit) with Rebecca Jenkins

Host Paul J Daly sits down with Rebecca Jenkins, Senior Business Development Director at Accu-Trade, to discuss how dealers can win in the used car market by rethinking trade-ins and inventory acquisition strategies. Rebecca, drawing from over a decade in retail automotive, explains why cash deals without trade-ins—often seen as the easiest sales—are actually the least profitable for dealerships. With only 26% of used car transactions involving a trade-in, she challenges dealers to rethink their approach, ensuring they get the first opportunity at every possible trade. The conversation also highlights the synergy between Accu-Trade and Dealer Club, creating a seamless, transparent exit strategy for vehicles. By moving past traditional metrics like look-to-book and embracing appraisal velocity, dealers can quickly and confidently acquire and offload inventory. With used car pricing predicted to decline while supply remains constrained, Rebecca emphasizes that dealers need smarter, data-driven solutions now more than ever. The episode closes with insights into her retail background, her passion for the industry, and her experiences working with auto innovator Brian Kramer. 0:00 Intro – Live from the Cars Commerce booth at NADA. 1:01 Cash deals are the least profitable – The key to higher margins is trade-ins. 1:59 Only 26% of used car deals involve a trade – Dealers are missing out on inventory. 2:47 Are consumers skipping dealers for trade-ins? – Competing with disruptors. 3:41 Accu-Trade + Dealer Club synergy – Creating faster, smarter inventory exit strategies. 4:51 Used car pricing is dropping – But supply is also shrinking. 5:42 Why dealers need better acquisition tools – The market is getting more competitive. 6:21 Rebecca’s background in retail – 10 years in dealerships shaped her approach. 6:25 Working with Brian Kramer – High energy, big ideas, and non-stop innovation. Learn more about Cars Commerce:https://www.carscommerce.inc/ [https://www.carscommerce.inc/] Rebecca Jenkins [https://www.linkedin.com/in/rebeccaljenkins/] is the Sr. Director of Business Development atAccuTrade [https://www.carscommerce.inc/accutrade/] https://www.linkedin.com/in/rebeccaljenkins/ [https://www.linkedin.com/in/rebeccaljenkins/] https://www.carscommerce.inc/accutrade/ [https://www.carscommerce.inc/accutrade/]

The Truth About Car Buyers: Why Marketplaces Still Matter with Jennifer Vianello

Host Kyle Mountsier sits down with Jennifer Vianello, Chief Marketing Officer at Cars Commerce, to discuss the evolving landscape of automotive marketing and the power of first-party audience data. Jennifer shares her unique perspective as a boomerang employee, having worked at Cars.com in its early startup days before returning over a decade later to lead marketing for the newly branded Cars Commerce. She details how consumer behavior in car buying remains unchanged, with shoppers expanding their options before narrowing down their final choice, making marketplaces essential for research and discovery. The conversation dives into how Cars Commerce’s media network connects real in-market shoppers with dealers, leveraging AI-driven tools like VIN Performance Media to match the right cars with the right buyers. Jennifer emphasizes the importance of branding in performance marketing, explaining that strong brands drive better results across all advertising channels. She also debunks common myths about online car buying, revealing that Gen Z is less likely to purchase a car fully online than experienced buyers like Boomers. With a suite of tailored ad solutions, Cars Commerce is simplifying dealer marketing, ensuring that every campaign aligns with a specific business outcome, from awareness to VDP views to website traffic. 0:00 Intro – Live from the Cars Commerce booth at NADA. 0:49 The Boomerang Journey – Jennifer’s return to Cars Commerce after 12 years. 2:13 Rebranding to Cars Commerce – Aligning with the future of connected retail. 3:12 Consumer behavior hasn’t changed – Buyers expand their search before narrowing down. 4:48 Marketplaces remain critical – Shoppers need research depth before selecting a dealer. 5:15 When VIN-specific marketing works – It depends on the consumer’s buying stage. 7:20 The power of first-party data – Cars Commerce helps dealers target real in-market buyers. 9:46 Four key media solutions – Video, display, VIN-specific ads, and social media for dealers. Learn more about Cars Commerce:https://www.carscommerce.inc/ [https://www.carscommerce.inc/] Jennifer Vianello is the CMO atCars Commerce [https://www.carscommerce.inc/] https://www.linkedin.com/in/jennifer-vianello/ [https://www.linkedin.com/in/jennifer-vianello/] https://www.carscommerce.inc/ [https://www.carscommerce.inc/]