Host Paul J Daly sits down with Brian Kramer, EVP at Cars Commerce, to dive deep into the challenges and opportunities in used car acquisition. Brian breaks down the industry’s shifting landscape, where used car prices and inventory are both declining, leaving dealers struggling to secure quality vehicles. He emphasizes that direct-from-consumer acquisition is the key to success, but most dealers aren’t maximizing their opportunities. Instead of simply putting up “We Buy Cars” banners, Brian explains how dealers can use social media, QR codes, website integrations, and targeted marketing to drive trade-in leads—just like independent dealer George Saliba, who generates 3,000 trade-in leads per month through social media alone.

The conversation also touches on the importance of transparency in trade-in valuations, debating whether dealers should provide ranges or firm offers upfront. Brian argues that giving customers a real number creates more opportunities for follow-ups, remarketing, and second-chance deals. He also highlights how the Dealer Club acquisition is revolutionizing inventory exit strategies, allowing dealers to seamlessly move vehicles in and out of their inventory. The episode wraps with a look at the massive opportunities in 2025, as dealers who embrace data, transparency, and digital-first acquisition strategies will dominate the used car market.

0:00 Intro – Live from NADA with Brian Kramer.

1:01 Used car market challenges – Prices and inventory are both dropping.

2:20 Direct-from-consumer acquisition is the future – But most dealers don’t execute well.

3:28 Accu-Trade is more than an appraisal tool – It’s a used car marketing machine.

4:52 Transparency in trade values – Why giving a real number drives more deals.

5:43 The power of remarketing trade-in leads – Second and third opportunities to win deals.

7:41 Social media as a lead generator – How George Saliba drives 3,000 trade-in leads a month.

8:46 Dealer Club’s first live sale – Exiting surplus inventory in minutes.

Learn more about Cars Commerce:https://www.carscommerce.inc/

Brian Kramer is the EVP, Dealer Growth and Success forCars Commerce

https://www.linkedin.com/in/bkramer1/

https://www.carscommerce.inc/

Host Kyle Mountsier sits down with Jamie Oldershaw, VP of Customer Experience atCars Commerce, to discuss the evolving role of reputation management in the automotive industry. Jamie emphasizes that trust remains one of the biggest hurdles for car buyers and that transparency, communication, and responsiveness are key to overcoming skepticism. While 85% of customer reviews on DealerRater are positive, many dealerships fail to actively collect feedback, missing valuable opportunities to strengthen their reputation. Jamie highlights the importance of asking every customer for a review, ensuring that positive experiences are shared just as frequently as negative ones.

The conversation also introduces the "Triple A" framework for handling negative reviews: Acknowledge, Apologize, and Act. Jamie explains how responding thoughtfully to criticism not only improves dealership processes but can also convert unhappy customers into loyal ones. Looking ahead, DealerRater and Cars.com are doubling down on personal connections, working to elevate individual salespeople within dealership profiles and ensuring that reputation directly influences customer decisions. The episode closes with a powerful reminder that in auto retail, people—not just inventory—are the industry’s greatest value proposition.

0:00 Intro – Live from the Cars Commerce booth at NADA.

0:38 Trust remains a major issue – Consumers still hesitate when buying cars.

1:26 Communication is key – Dealers must actively engage with customers.

2:41 Ignoring reviews hurts business – Ratings impact customer decision-making.

4:02 The #1 way to get more reviews – Just ask! Most happy customers won’t share unless prompted.

5:21 How to handle negative reviews – The Triple A method: Acknowledge, Apologize, Act.

7:45 What’s next for DealerRater – Bringing salespeople and reputation to the forefront.

8:18 Human connections matter – Customers who connect with a salesperson are twice as likely to buy.

Learn more about Cars Commerce:https://www.carscommerce.inc/

Jamie Oldershaw is VP of Customer Experience atCars Commerce

https://www.linkedin.com/in/jamie-oldershaw-92a241/

https://www.carscommerce.inc/

Host Paul J Daly sits down with Rebecca Jenkins, Senior Business Development Director at Accu-Trade, to discuss how dealers can win in the used car market by rethinking trade-ins and inventory acquisition strategies. Rebecca, drawing from over a decade in retail automotive, explains why cash deals without trade-ins—often seen as the easiest sales—are actually the least profitable for dealerships. With only 26% of used car transactions involving a trade-in, she challenges dealers to rethink their approach, ensuring they get the first opportunity at every possible trade.

The conversation also highlights the synergy between Accu-Trade and Dealer Club, creating a seamless, transparent exit strategy for vehicles. By moving past traditional metrics like look-to-book and embracing appraisal velocity, dealers can quickly and confidently acquire and offload inventory. With used car pricing predicted to decline while supply remains constrained, Rebecca emphasizes that dealers need smarter, data-driven solutions now more than ever. The episode closes with insights into her retail background, her passion for the industry, and her experiences working with auto innovator Brian Kramer.

0:00 Intro – Live from the Cars Commerce booth at NADA.

1:01 Cash deals are the least profitable – The key to higher margins is trade-ins.

1:59 Only 26% of used car deals involve a trade – Dealers are missing out on inventory.

2:47 Are consumers skipping dealers for trade-ins? – Competing with disruptors.

3:41 Accu-Trade + Dealer Club synergy – Creating faster, smarter inventory exit strategies.

4:51 Used car pricing is dropping – But supply is also shrinking.

5:42 Why dealers need better acquisition tools – The market is getting more competitive.

6:21 Rebecca’s background in retail – 10 years in dealerships shaped her approach.

6:25 Working with Brian Kramer – High energy, big ideas, and non-stop innovation.

Learn more about Cars Commerce:https://www.carscommerce.inc/

Rebecca Jenkins is the Sr. Director of Business Development atAccuTrade

https://www.linkedin.com/in/rebeccaljenkins/

https://www.carscommerce.inc/accutrade/