Leadership in the Dealership

In this episode of Leadership in the Dealership, hosts Danielle Mills Walden and Phillip Greer dive deep into the Carvana effect. From Danielle’s own “traitor” confession of buying her car online to Phillip’s showdown with a dealership over a trade-in, they break down what makes Carvana so appealing, and what traditional dealers can learn from it. They cover speed, transparency, emotion, and how d...

In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer dive into the messy, exciting, and sometimes dangerous world of electric vehicles. From wild rental car stories and range anxiety to $111,000 Rivians and self-driving tech that almost didn’t stop at a red light, Danielle and Phillip share personal experiences and sharp commentary on the realities of t...

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 upcoming NIADA Conference, one of the top annual events built specifically for independent dealers. They break down what makes this conference different, how to prepare with intention and what to prioritize to get the most out of your time. Whether it's...

Monthly payments are soaring. Interest rates are climbing. And approval rates? Dropping fast. In this episode of Leadership in the Dealership, co-hosts Danielle Mills Walden and Phillip Greer unpack what today’s affordability crunch means for both car buyers and dealers, and why transparency is the most undervalued tool in a dealership’s arsenal. You’ll hear: A hilarious Ferrari mishap from Philli...

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 down with Glenn Lundy to explore the leadership strategies that are transforming the automotive industry. We’ll dive into his powerful LEADD framework—Listen, Encourage, Advise, Develop, Daily—and how it’s helping dealerships grow through people-firs...

The car business is evolving fast with AI leading the charge. While some dealers hesitate, others use automation to streamline operations, enhance sales, and boost revenue. Where should dealers start? In this episode, Zach Hendrix, Co-Founder at Bolderstream, reveals why AI is a survival tool for tomorrow’s dealerships. Zach shares how forward-thinking dealers are gaining a competitive edge by lev...

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 Leadership in the Dealership , we dive into the psychology of car buying. We’ll uncover the mental factors, emotional triggers, and subconscious biases that shape how consumers make their car purchase decisions. We’ll talk about the emotional connections tha...

Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden, this episode of Leadership in the Dealership takes a deep dive into the newly implemented 25% tariff on imported cars and auto parts, effective April 3rd, 2025. With this significant policy shift, dealerships are facing new challenges—and opportunities—to adapt to the evolving automotive landscape. Today, we explore the immediate impact...

Hosted by Upstart’s Keishawn Batts and Danielle Mills Walden alongside Don Richards-Boeff, this episode of Leadership in the Dealership dives into the challenge (and opportunity) of attracting and selling to Gen Z car buyers. With their unique shopping habits, digital-first mindset, and shorter attention spans, dealerships need fresh strategies to engage this emerging customer base. Today, we deba...

Is AI a true game-changer for dealerships, or just another buzzword? As artificial intelligence reshapes industries, automotive retail is no exception. But what does AI really mean for sales, service, and customer engagement at dealerships? In this episode of Leadership in the Dealership , we break down the impact of AI and separate fact from fiction. We explore how AI is enhancing — not replacing...

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 simpler than you thought? The automotive industry may constantly change, but Niello proves that strong values and an employee-first culture lay the foundation for true success. In this episode, we explore how Niello has maintained a focus on both custome...

NADA 2025 was packed with insights, big ideas, and industry-shaping trends. In this episode of Leadership in the Dealership , Keishawn and Danielle share their biggest takeaways (and most fun stories) from the event. They’ll also dive into the biggest dealer challenges they heard at NADA, debate whether a few industry trends are truly game-changing or just hype, and highlight the booths and brands...

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 vehicles more affordable? In this episode of Leadership in the Dealership , we dive into the ripple effects of these rate cuts and explore what they mean for both dealerships and consumers. We take a closer look at whether these rate changes are driving real...

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 tariffs and EV incentives to the rise of AI, we’re unpacking the key challenges and opportunities ahead. In this episode, we sit down to share our bold predictions for the year. Together, we explore how new tariffs might affect pricing, why EV adoption c...

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 in financing, and even Jaguar’s eyebrow-raising rebrand, we’re tackling the big stories that shaped 2024. In this episode, we’re diving into the challenges dealers faced and how they found creative ways to keep sales going despite obstacles like the C...

How does a legacy dealership stay relevant in a rapidly evolving automotive world? Jenell Ross , President of Bob Ross Auto Group , shares her powerful story of resilience, innovation, and leadership in the face of industry challenges. In this episode, we dive deep with Janelle to uncover the secrets behind 50 years of success at her family-owned dealership. Topics include: The groundbreaking jour...

The auto financing landscape is evolving faster than ever—how can dealerships, lenders, and consumers adapt? In this episode we sit down with Sharla Godbehere , VP of Sales for Auto Lending at Equifax , to unpack the latest trends in the automotive financing world. Sharla shares insights into how post-pandemic consumers are changing their car-buying behaviors, the role of data in personalizing the...

Is your dealership prepared for the market’s next big shift?  Join Danielle Mills Walden as she welcomes Paul Machin , U.S. and International Director of Strategic Accounts at Black Book , for a deep dive into the data-driven strategies shaping today's auto industry. From inventory shortages to the evolving demands of consumers impacted by credit constraints, Paul unpacks how Black Book’s insights...

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 this episode, Keishawn discusses the major takeaways and synergies between dealers and lenders at both the Digital Dealer and Auto Finance Summit in Vegas. From advancements in digital dealership experiences to evolving dynamics in auto financing, he shar...

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 Group , shares his personal journey and the company’s recipe for growth and success. The automotive industry is rapidly evolving, but one thing remains clear: the human element still reigns supreme.  In this episode, we explore the power of employee exp...

One of the biggest mistakes a dealership can make is viewing consumer preferences as disruptions—especially when it comes to digital retail.   This week, host Keishawn Batts speaks with Mike Anderson , President and CEO of The Rikess Group , about how dealerships of all sizes can seamlessly transition into a digitally enabled retail model. Mike reflects on his journey from managing a pair of small...

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 company. In fact, the most forward-thinking auto dealers are not just imagining this world; they are creating it. In this week’s episode, host Don Richards-Boeff speaks with Liza Borches , President and CEO of Carter Myers Automotive , about innovative gro...

The best dealerships don’t aim to sell cars or provide services, but to create relationships with their customers built on trust and transparency. Once that relationship is built and cultivated, the customer will know exactly who to turn to when they’re ready to buy. This week, host Don Richards-Boeff speaks with Andrew DiFeo , Managing Partner at Hyundai of St. Augustine. Andrew's journey in the...

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 setbacks that, over time and with resilience, become just one chapter in a person’s success story. This week, host Don Richards-Boeff speaks with Ed Roberts , COO at Bozard Ford Lincoln , about the role of ambition, determination, and innovation in transformative growt...