Dealer Driven

The technician shortage is a major concern for dealerships—but what if recruiting is only part of the problem? High turnover and a lack of support during a new technician’s first 90 days can make it harder to build a reliable service team.
In this episode of Dealer Driven, hosts Brian Crossin and Megan Dolan talk with George Arrants of the ASE Education Foundation about a $25 million U.S. Department of Labor grant designed to expand apprenticeships and strengthen the technician pipeline.
George shares practical ways dealers can partner with local schools, choose the right mentors, and help new technicians succeed. He also explains how the grant can support recognized apprenticeship programs—and how NADA’s free Apprenticeship in a Box toolkit can help dealers get started.
For dealers looking to recruit, develop, and retain talent, this conversation offers a fresh perspective: building your own workforce may be the key to lasting results.

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

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Search is changing fast, and dealerships need to understand what that means for how customers find them online.
In this episode of Dealer Driven, we’re joined by Greg Gifford, Chief Strategy Officer at SearchLab Digital, to break down local SEO and why dealerships need a more strategic approach to search. Greg explains how Google’s local algorithm works, why more content doesn’t always mean better SEO, and what dealers can do to improve their visibility.
We also dive into Google Business Profiles, customer reviews, and how AI is changing the way shoppers search. Greg shares why dealers need to answer questions earlier in the customer journey and why strong SEO remains essential for showing up in AI-powered search.
Plus, we discuss balancing paid and organic search, the challenges facing dealership groups with multiple rooftops, and why reviews and reputation management should be part of a dealership’s broader digital strategy.
Whether you manage one rooftop or a large dealership group, this episode offers practical insights to help you think more strategically about local search and prepare for what’s next.
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Presented by The National Automobile Dealers Association
https://www.nada.org/

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

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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.

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

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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.

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Presented by The National Automobile Dealers Association
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