Video Killed the Old Sales Approach: Why CRM + Video Is Key with Durran Cage

Video Killed the Old Sales Approach: Why CRM + Video Is Key with Durran Cage

In this episode of Now We're Here, host Damon Lester chats with Durran Cage, founder and CEO of Cage Automotive, about his journey from a military brat to a leading innovator in the automotive consulting industry. Durran shares how his upbringing and early exposure to car sales shaped his entrepreneurial mindset and commitment to improving the automotive industry's customer and employee experiences. He recounts his transition from working with Chrysler during challenging times to eventually launching his own business focused on simplifying CRM processes and integrating video communication to streamline sales. Damon and Durran also discuss the art of leadership, the importance of creating a culture that embraces technology, and how to motivate teams to use tools like CRM and video. Beyond business, Durran reflects on maintaining balance as a family man and entrepreneur, revealing his passion for cooking as a creative outlet. The episode is packed with actionable insights, inspiration, and a few lighthearted moments that showcase the camaraderie between Damon and Durran. Timestamps & Takeaways 0:00 Intro 0:37 Military Upbringing: Durran reflects on growing up as a military brat and his first car sale. 4:08 Training Philosophy: Building better customer and employee experiences through innovative coaching. 8:02 Simplifying the CRM: Helping leaders and teams maximize CRM and technology tools. 12:08 Top-Down Leadership: Driving adoption of new systems by focusing on leadership buy-in. 17:13 Video Success Strategies: Using video to build trust and streamline customer interactions. 22:42 Entrepreneurial Leap: The pivotal moment Durran left corporate to pursue his own vision. 30:27 Balancing Life and Work: Integrating family into business and making time for meaningful moments. Durran Cage [https://www.linkedin.com/in/durrancage/] is the CEO at Cage Automotive [https://cageautomotive.com/] https://www.linkedin.com/in/durrancage/ [https://www.linkedin.com/in/durrancage/] https://cageautomotive.com/ [https://cageautomotive.com/] Now We're Here is produced by Automotive State of the Union

Addressing the Trust Elephant with Kerri Wise of AutoFi

In this episode of Now We're Here, host Damon Lester talks with Kerri Wise, Chief Marketing Officer at AutoFi and President of the Women of Color Automotive Network (WOCAN). Kerri shares her career path in the automotive industry, starting at J.D. Power before holding leadership roles at Edmunds, TrueCar, and now AutoFi. Trust is a key factor in the car buying process, often the "elephant in the showroom," as Kerri Wise describes it. Many customers arrive guarded due to past experiences, leading to friction during negotiations. AutoFi addresses this by introducing transparency and involving customers in decisions like loan options and payment terms. This approach builds confidence, reduces anxiety, and helps customers feel respected and in control of their purchase. Kerri also highlights the importance of WOCAN, an organization she co-founded to support and elevate women of color in the automotive industry. She and Damon reflect on their partnership through NAMAD and the need for continued focus on technology, customer experience, and diversity in the automotive sector. Timestamped Takeaways 0:00 Intro 1:30 Kerri Wise’s career journey in automotive 2:20 How AutoFi streamlined car buying during COVID-19 5:26 Building trust with customers using technology and transparency 12:14 AutoFi’s tools for improving showroom efficiency 18:19 The future of automotive sales: balancing tech with tradition 26:49 The mission and impact of WOCAN for women of color 31:09 Closing thoughts on leadership, trust, and collaboration Kerri Wise [https://www.linkedin.com/in/kerriwise/] is the Chief Marketing Officer at AutoFi [https://www.autofi.com/] and President of WOCAN [https://www.wocautonetwork.com/about-us], the Women of Color Automotive Network https://www.linkedin.com/in/kerriwise/ [https://www.linkedin.com/in/kerriwise/] https://www.autofi.com/ [https://www.autofi.com/] https://www.wocautonetwork.com/about-us [https://www.wocautonetwork.com/about-us] Now We're Here is produced by Automotive State of the Union

Heart Over Mind: The Relationship Between OEM and Dealer with Vinay Shahani

In this episode of Now We’re Here, host Damon Lester sits down with Vinay Shahani, Senior Vice President of U.S. Marketing and Sales for Nissan Americas. They explore Vinay’s journey from humble beginnings in Michigan, shaped by his father’s career at Ford, to leading roles at Nissan, Toyota, and Volkswagen. Vinay shares his early love for the automotive industry, cultivated through trips to the Detroit Auto Show, and how his career path was defined by a mix of engineering, consulting, and cross-functional leadership roles. They discuss Nissan’s rotational approach to developing leaders and the value of grassroots industry knowledge. The conversation dives deep into the future of Nissan, with Vinay outlining his vision for redefining the brand’s image, addressing past challenges, and championing a lineup of diverse, accessible vehicles. They discuss the importance of a collaborative relationship between OEMs and dealers, the evolving automotive landscape with electric and hybrid vehicles, and the need for a customer-first mindset. Vinay also reflects on work-life balance, the role of family as his grounding force, and the significance of empathy in leadership. Timestamps Takeaways 0:00 Intro 0:40 Vinay shares his upbringing and how Detroit inspired his automotive passion. 3:45 Early career highlights: Detroit Auto Show’s role in shaping car culture. 6:30 Rotational leadership experiences at Nissan and building cross-functional expertise. 10:25 Lessons from Arthur Andersen: foundational skills in communication and analysis. 17:30 Vision for Nissan: Familiarizing customers with the brand’s lineup and identity. 22:05 Nissan’s Z and its role in exciting car enthusiasts and broader audiences. 30:20 Balancing EV, hybrid, and ICE powertrains for diverse customer needs. Vinay Shahani [https://www.linkedin.com/in/vinay-shahani-a1a18/]is the Senior Vice President of U.S. Marketing and Sales for Nissan Americas [https://usa.nissannews.com/en-US] Now We're Here Is produced by Automotive State of the Union [https://www.asotu.com/]

Integrating AI for Efficient Dealership Processes with Robert Pedro

In this episode of Now We're Here, host Damon Lester sits down with Robert Pedro, Vice President of North American Sales at Tekion, at the 2024 NAMAD annual meeting. Robert shares his career journey from starting as a dealership controller to working at ADP and CDK and eventually joining Tekion. He explains how his background in finance and sales helped him understand dealership needs and led him to his current role, where he helps dealerships leverage Tekion’s cloud-based software for streamlined operations. The conversation covers how Tekion’s technology supports all aspects of dealership management, from CRM to accounting, using a secure, cloud-native platform designed for modern automotive retail. Robert also highlights Tekion’s approach to integrating AI for more efficient dealership processes and how they work closely with dealerships to ensure smooth transitions to their system. Timestamped Takeaways 0:00 Intro 0:19 Robert’s path started in dealerships before ADP and CDK. 1:09 Robert discusses his shift from finance to sales in auto tech. 4:29 What is Tekion? 5:32 Making dealership operations easier to manage. 6:15 Using AI to support efficiency and customer interactions. 10:47 Secure data management

The Untapped Power of Multicultural Consumers in the Auto Industry with Camilo Alfaro

In this episode of Now We’re Here, host Damon Lester sits down with Camilo Alfaro, CEO and founder of Autoproyecto.com, to discuss the power of diversity in the automotive industry and how the Hispanic market is shaping the future. Alfaro shares his journey from Panama to becoming a leading voice in Hispanic automotive media, pioneering content for Spanish-speaking audiences in the U.S. He explains how his experiences as an editor for prominent publications helped him recognize the immense buying power of the Hispanic community, often overlooked by major automakers. The two explore the need for culturally relevant marketing and the importance of engaging diverse demographics at every level of the business. Alfaro highlights the gaps in automotive marketing strategies today, particularly the underutilization of minority-focused ad budgets, and shares his insights on how businesses can better connect with diverse consumers through tailored and authentic approaches. From the NAMAD conference to the challenges of navigating the post-census landscape, this episode delivers a wealth of knowledge on the impact of multicultural markets and why embracing diversity is key to future growth. Timestamped Takeaways: 0:00 – Intro 0:11 – Alfaro's reflections on the NAMAD conference experience 2:25 – Alfaro’s background in automotive journalism and his journey 7:26 – Pre-census challenges in Hispanic marketing and automotive perceptions 10:12 – The role of data and census in demonstrating Hispanic buying power 14:40 – Challenges in reaching minority markets and connecting culturally 17:27 – Importance of culturally relevant marketing and its direct sales impact 21:59 – The need for diverse leadership in corporate America 27:53 – How Hispanic media consumption is shaping future marketing strategies 34:19 – Alfaro’s closing remarks on the need to embrace diversity for growth Camilo Alfaro [https://www.linkedin.com/in/camiloalfaro/] is the Founder and CEO of AutoProyecto [https://autoproyecto.com/] Now We're Here Is produced by Automotive State of the Union [https://www.asotu.com/]