Dealer Talk With Jen Suzuki

This one's for the service team (but sales, you should listen too—because everybody's in sales). In this kickoff to my new Service Team Series on Dealer Talk with Jen Suzuki , I break down the Service Cheat Code : how preparation before the customer even shows up changes everything. From reviewing history and declined work to checking recalls, parts, and notes, I share the exact steps that turn ru...

In this episode of Dealer Talk with Jen Suzuki , I've got Ryan Rohrman, CEO of Rohrman Automotive, to explore the intersection of legacy, leadership, and innovation in the automotive industry. Ryan shares how he honors the 60+ year foundation laid by his grandfather while steering a multi-dealership organization toward growth and relevance. From creating memorable customer and employee experiences...

In this episode of Dealer Talk , we dive deep into mindset, leadership, and making bold decisions in business . I'm thrilled to sit down with my long-time friend and client, Inder Dosanjh , whose journey from technician to owning 17 car dealerships is nothing short of inspiring. We also welcome  Munish Mahajan , Inder's co-founder, CEO & President, who brings a tech-forward, transformative approac...

This week on  Dealer Talk with Jen Suzuki , I'm joined by automotive veteran  Greg Iverson —a BDC and marketing leader who has worked with some of the nation's top-performing dealerships, including the legendary  Norm Reeves Honda  and  Car Pros Kia . Greg brings 20+ years of experience in  internet sales, BDC leadership, and sales training , including time learning under industry icon  Tom Stuker...

In this episode of  Dealer Talk with Jen Suzuki , we dive into the overlooked powerhouse of the dealership tech stack: the phone. Jen is joined by Keri Cohen and Josh Desmond of CallRevu for a no-fluff conversation about turning every ring into real revenue. Together, they unpack how top-performing dealerships are using phone intelligence—not just to monitor calls—but to increase revenue, improve...

In this final episode of the 10 Steps to the Sale series, Jen brings the energy and strategy you need for Steps 9 and 10—Vehicle Delivery and Follow-Up & Referrals. Learn how to turn a handoff into a celebration that gets shared on social (yes, you need a ring light 💡), why your follow-up should never feel like a one-night stand, and how to keep customers for life with real human connection, not...

In this episode of Dealer Talk with Jen Suzuki, we're diving into Steps 7 and 8 of the 10 Steps to the Sale—presenting the numbers and closing the deal. This is where things get real. Jen shares how to keep the buyer's emotions high, build trust, and guide them toward saying "yes" with confidence. You'll learn how to use plain language that feels collaborative, and ask soft-close questions that do...

In this episode of Dealer Talk with Jen Suzuki, we're diving deep into Steps 5 and 6 of the 10 Steps to the Sale — the test drive and the trial close. Jen keeps it real with down-to-earth stories (including one near-kidnapping 🤯), pro-level coaching, and word-for-word examples of how to turn a test drive into a tipping point and handle objections like a boss. You'll learn how to engage customers...

In this episode of Dealer Talk with Jen Suzuki, I'm diving into steps 3 and 4 of the classic "10 Steps to the Sale" — Qualify and Vehicle Presentation. Learn how to shift from selling to consulting with a smarter, more emotional approach to the Needs Assessment. Jen shares how asking the right questions saves time, builds trust, and helps land customers on the right vehicle faster. Then, she flips...

Salespeople ask me all the time: "Jen, do you still teach the 10 Steps to the Sale?" The answer is YES — but with a modern spin for today's showroom and remote selling environments. In this episode, I break down the first two steps: ✅ Meet & Greet — Creating instant comfort, using body language, and ditching robotic openers. ✅ Build Rapport & Discovery — Going deeper than small talk with powerfu...

The best sales coaches don't wing it — they go one-on-one. In this powerful episode of Dealer Talk with Jen Suzuki , we get into the most underutilized yet effective tool in a dealership manager's playbook: the 10-minute one-on-one . Jen breaks down her personal playbook for holding short, focused coaching sessions that actually develop your salespeople. You'll learn how to structure these weekly...

You can't build a championship team on randomness. In this episode of Dealer Talk with Jen Suzuki , we're locking in on the tool most dealerships overlook — a strategic, weekly training calendar that creates rhythm, raises confidence, and keeps your team locked into progress. Jen shares her repeatable 4-week framework that covers internet leads, phone skills, showroom TOs, and objection handling —...

Want to know what separates average sales teams from championship ones? It's not just hustle — it's practice. In this episode of Dealer Talk , Jen dives into the power of daily role play and how dealership managers can create a culture where practice becomes the norm (not the cringe). Whether your team is avoiding the phones, recycling templates, or just not closing deals, role play is the competi...

Coach the person, not just the group. In this episode of Dealer Talk with Jen Suzuki , we're taking the next step in developing high-performing sales teams— moving from team talks to tailored coaching. If you're a manager who's ready to elevate your leadership game, this one's packed with practical frameworks and real dealership scenarios you can start using today. Jen breaks down: The 3 Ps of dia...

Managers Series - did you check out the prevous episode? This is  "My team knows what to do, they just don't do it." If you've ever said that, this episode is for you. Jen breaks down how managers can coach their teams in just  10-minute bursts using her proven CIVIL framework: Coach, Introduce, Verify, Illustrate, and Lead. You'll learn: How to structure daily training that sticks Why consistent...

In this episode, Jen Suzuki shares three powerful strategies for dealership sales managers who want to transform their team into top performers. Whether you came up through the ranks selling cars or you're new to leading people, Jen dives into how to shift from being the go-to closer to becoming the coach your team needs. Packed with real-world insight and actionable steps, this episode helps lead...

What if your service lane could scan a car like an airport security system—except instead of searching for bombs, it's finding oil leaks, tire damage, and alignment issues? In this episode of Dealer Talk with Jen Suzuki, I sit down with Yaron from UVeye, the company turning heads (and lifting RO numbers) with their instant vehicle imaging tech—also known as the MRI for cars. We talk about how UVey...

In this episode of Dealer Talk with Jen Suzuki , we're diving into one of the most powerful, underrated strategies for breaking through the noise in today's sales landscape: using GIFs and memes in your follow-up . If your internet leads keep ghosting you, you're not alone—and you're not helpless. Jen shares how she coaches dealerships to inject low-pressure, fun, and memorable energy into their m...

Tired of sending dead-end follow-up texts that get ignored? In this episode of Dealer Talk with Jen Suzuki , we dive into the exact words, tactics, and mindset shifts you need to revive ghosted leads and get customers talking again. Jen breaks down real-world follow-up strategies straight from her dealership coaching sessions—no fluff, just proven scripts that get opens, responses, and appointment...

Is your showroom traffic feeling light lately? You're not alone—and more importantly, you're not stuck. In this episode, Jennifer Suzuki breaks down 10 real, practical ways to get more people through your doors right now . Whether you're in sales or BDC, these aren't theory-based ideas—they're street-tested tactics from dealerships doing it daily . Jen shares what's working across top stores, incl...

AI is no longer a "nice-to-have"—it's a game-changer for dealerships that want to win in today's competitive market. In this episode of Dealer Talk with Jen Suzuki , I sit down with Lance Schafer , General Manager of Product and Technology at LotLinx , who's been leading the charge in applying machine learning to the core areas where dealers often struggle most: inventory management, pricing, and...

In this rare and powerful episode, I sit down with Randy Parker , CEO of Hyundai and Genesis Motor North America, one of the most progressive and people-first leaders in the automotive industry—and head of the third largest automaker in the world . We dive into the state of retail automotive , how Hyundai and Genesis are breaking records , and why Randy's leadership style has made him a dealer fav...

Ever had a customer walk in, get chased for months, and your team still greets them like it's Day One? Yikes. In this episode of Dealer Talk with Jen Suzuki , we're calling out the CRM habits that are quietly killing your deals—and showing you how to fix them. Jen breaks down how internal notes create smooth BDC-to-sales handoffs, how to log objections and buying triggers that actually close, and...

This episode is all about solving real dealership problems—right from the service lane. I sit down with my longtime friend and mentor, Ken Hicks , Dealer Principal at Rivera Toyota and Mariano Rivera Honda, who shares how he tackled major fixed ops pain points by building his own software— Retention 360 —a tool designed to drive loyalty, increase service-to-sales conversions, and help advisors win...

What happens when a dealership fully commits to reinventing its service department? In this episode, Jennifer Suzuki chats with Andy Wright, Managing Partner at Vinart Dealerships, located just an hour from both Philly and NYC. Andy reveals how his team is solving the biggest challenges in fixed ops — from inconsistent traffic to advisor overload — by building innovative support teams and reshapin...