Dealer Driven

After more than 50 years in the automotive industry, Michael Hayes is heading into retirement — and this is his last episode as co-host of Dealer Driven.
In this episode we flip the format. Camron Wilson is joined by Brian Crossin, NADA’s new Academy Director and incoming co-host, and together they turn the tables on Michael to talk about his five decades in this business: the changes, the lessons, and where he sees the industry headed next. Brian brings more than 20 years of dealership experience, including 12 years in parts management, before his passion for teaching and mentoring led him into training and instruction.
Michael explains why hard packs that once carried low risk now have major consequences in a market-based pricing world, why he says “if we called packs tariffs, dealers would be beside themselves,” and what today’s customers really expect — clear pricing and respect for their time. He also digs into the biggest mistakes dealerships make when adopting new technology and AI (“AI doesn’t improve the process, AI accelerates the process you currently have”), the biggest mistake of his own career as a dealer, and why long-term thinking and customer retention beat short-term thinking.
Plus, Michael shares what still excites him about the future of automotive retail — from the freedom of mobility to technology as a leveling factor that gives the smallest dealer in America access to the same information as the largest.
Whether you’re on the showroom floor or behind the desk, this episode is a send-off, a hand-off, and a masterclass in what five decades in the business can teach us.
Follow Us
● X @NADAUpdate
● Instagram @NADA
● YouTube @NADAUpdate
● LinkedIn @NADA
● Facebook @NADAUpdate

Presented by The National Automobile Dealers Association
https://www.nada.org/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Artificial intelligence continues to dominate conversations across the automotive industry, but the real story extends well beyond chatbots and automation. As technology advances and customer expectations evolve, dealerships are navigating new opportunities and new challenges.

In this episode of Dealer Driven, Steve Greenfield, CEO and Founder of Automotive Ventures, joins hosts Camron Wilson and Michael Hayes to examine the next wave of automotive technology and what it means for dealers. The conversation covers AI-powered negotiation, digital retail, first-party data strategies, compliance, and the growing role AI will play in the car-buying experience.

Steve also shares why dealers should focus less on AI as a buzzword and more on improving the business metrics that matter most. He explains how emerging technologies can strengthen customer interactions, improve operational efficiency, and help dealerships stay competitive without losing the value of the in-person buying experience.

Rather than focusing on hype, the conversation centers on the practical opportunities and challenges dealers can expect as AI becomes more integrated into everyday operations.

Follow Us

X @NADAUpdate

Instagram @NADA

YouTube @NADAUpdate

LinkedIn @NADA

Facebook @NADAUpdate

Presented by The National Automobile Dealers Association
https://www.nada.org/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

What can dealership leaders learn from the world of motorsports?

Bud Denker, President of Penske Corporation, joins Michael Hayes and Camron Wilson to share how the same principles that drive success on the racetrack also drive success in the showroom. From leadership and teamwork to accountability and continuous improvement, Bud explains the common thread connecting Penske's racing teams and dealership operations.

He reflects on lessons learned from winning and losing, the impact of training through the NADA Academy, and how technology is changing both motorsports and automotive retail. Bud also shares his thoughts on balancing short-term performance with long-term growth, the future of electrification, and the leadership traits that help teams perform at their best.

Hear how one of the most successful organizations in automotive retail and motorsports approaches leadership, training, and long-term success.

Follow Us

X @NADAUpdate

Instagram @NADA

YouTube @NADAUpdate

LinkedIn @NADA

Facebook @NADAUpdate

Presented by The National Automobile Dealers Association
https://www.nada.org/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Modern vehicles have become rolling data hubs. From synced smartphones and navigation history to garage door access, app logins, and driving behavior, today’s cars store far more personal information than most customers realize.

In this episode of Dealer Driven, hosts Camron Wilson and Michael Hayes are joined by Sherryl Nens, Head of U.S. Dealership Sales at Privacy4Cars, to discuss the growing challenge of vehicle data privacy and why dealerships need to pay closer attention to it.

Sherryl shares how connected vehicles are reshaping the way dealers handle customer information, where stores often overlook important privacy steps during trade-ins and resale, and why factory resets alone may not fully remove sensitive data. She also explains the legal, financial, and reputational risks dealerships can face when customer information is left behind in vehicles.

For dealers in sales, service, recon, and leadership, this conversation offers practical insight into one of the most overlooked issues in today’s automotive industry.

Follow Us

X @NADAUpdate

Instagram @NADA

YouTube @NADAUpdate

LinkedIn @NADA

Facebook @NADAUpdate

Presented by The National Automobile Dealers Association
https://www.nada.org/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

The second quarter of 2026 brought plenty of questions for the automotive industry, from tariffs and affordability concerns to changing consumer demand and shifting market dynamics. So how did the numbers actually shake out?

In this episode of Dealer Driven, hosts Camron Wilson and Michael Hayes welcome back Patrick Manzi, Chief Economist at the National Automobile Dealers Association, for a closer look at NADA's Quarterly Economic Report for Q2 2026.

Patrick breaks down the biggest economic indicators that shaped the quarter, explains what drove light-vehicle sales, and shares his perspective on inventory levels, vehicle affordability, and financing trends. The conversation also covers EV, hybrid, and gasoline vehicle demand, the outlook for used vehicle pricing, and whether recent changes in manufacturer market share signal a longer-term shift.

Whether you're tracking market conditions, planning inventory, or looking for economic context behind today's headlines, this conversation provides a timely snapshot of where the automotive industry stands.

Follow Us

X @NADAUpdate

Instagram @NADA

YouTube @NADAUpdate

LinkedIn @NADA

Facebook @NADAUpdate

Presented by The National Automobile Dealers Association
https://www.nada.org/

Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.