Leadership in the Dealership

More Profit or More Sales? What Actually Wins?

Every dealership wants to make more money. But is the smartest move maximizing profit on every deal or moving more inventory? In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down the strategy behind gross versus volume and why the best operators know when to switch between the two. They discuss: • When it makes sense to maximize gross • When volume becomes the smarter play • How inventory and OEM incentives should shape your strategy • Why holding out for more profit can sometimes cost you money • How affordability is changing the way dealerships buy and sell inventory • What today's market means for both dealers and car buyers The best strategy isn't picking one side. It's knowing when the market tells you to change. 👍 Like, subscribe and let us know in the comments: Are you Team Gross or Team Volume? #LeadershipInTheDealership #Dealership #Automotive #AutoRetail #CarSales #FandI #DealerStrategy

The Motor Oil Supply Risk You Should Be Watching

Everyone is talking about gas prices. But what if the bigger risk is motor oil? In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer discuss how global supply disruptions could impact synthetic oil, service departments and the products dealers rely on every day. They get into: • Why motor oil and gas prices are not the same conversation • How supply disruptions can impact service departments • What dealers should be doing now to prepare • Why fixed ops may feel the effects before anyone else • How to communicate with customers during periods of uncertainty • What service leaders should be watching in the months ahead This isn't a prediction about where gas prices go next. It's a conversation about preparedness. Because when a key service-lane product becomes harder or more expensive to source, the dealers who plan ahead will be in a much better position than the ones reacting later. 🎧 Like, subscribe and let us know what topics you'd like us to cover next. #LeadershipInTheDealership #Automotive #Dealership #FixedOps #ServiceDepartment #AutoRetail #Cars #MotorOil #AutomotiveIndustry

2.4 Million Lease Returns Are Coming. Now What?

Not every lease return is a problem. In fact, some dealers are hoping those vehicles come back. Low-mileage, well-maintained lease returns can be some of the most attractive used vehicles on the lot. The challenge is what happens when millions of them hit the market at the same time. In the latest episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down what dealers should be thinking about as lease returns continue to rise, how EV leases factor into the equation, and why structure matters just as much as credit when it comes to getting deals done. "The problem wasn't the buyer. The problem was the structure." The dealers preparing for this shift now will have more options when those vehicles start showing up.

The Future of Car Buying Isn’t One Offer

Most dealerships still structure deals around a single approval and a single offer. But customers don’t shop that way anymore. In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer sit down with Ben Atkinson, VP of Auto Lending at Upstart, to break down why multi-offer financing is changing the dealership experience and what it means for dealers moving forward. They get into: • Why “single-single” financing feels outdated • How multi-offer lending creates more flexibility • Why choice changes the customer experience • The trust problem still hurting dealerships today • How AI and modern lending tools are reshaping approvals • Why the future is about working with the customer, not against them Because at the end of the day, “the customer and the dealer should feel like they’re working together.  The dealers adapting to this shift are already closing more deals.

From $198 to $1,000… Why Does Everything Feel So Expensive Right Now?

In 2016, you could lease a vehicle for under $200 a month. Today, that same payment is pushing $1,000. And it’s not just one thing driving it. Inventory is stacking. Tariffs are quietly working their way into costs. Gas prices have jumped fast. And OEMs are still reacting to where the market was, not where it’s going. Your customers are feeling all of it. They’re hesitating more. Looking harder at used. Taking longer to make decisions. “People are hesitating in ways they didn’t before.” In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down how these forces are colliding and what it means for how deals are getting done right now.  Because this isn’t just about higher prices. It’s about how those prices are changing behavior at the desk. Catch it early, or you’ll feel it in your deals.