In this episode of the Used Car Dealer Podcast, Zach Klempf talks with Dan Ingle, President & COO of UsedCars.com, to discuss how affordability pressures are fueling a major shift from new to used vehicles and what dealers need to do to stay ahead in a tight inventory market.

Drawing from his extensive automotive background, including leadership roles at Kelley Blue Book and AutoWeb, Dan shares practical strategies dealers can use heading into 2026. The conversation covers pricing vehicles to market, building consumer trust through stronger merchandising and vehicle history reports, and improving speed-to-lead and lead nurturing for shoppers transitioning from new to used.

They also dive into inventory sourcing strategies across trade-ins, service drive, auctions, and direct-to-consumer channels, along with Dan’s perspective on growing used EV demand and how dealers can better merchandise and position EV inventory for today’s buyers.

⏱️ Key Questions & Timestamps

01:12 — Dan’s career journey (PeopleFirst → KBB/Cox → AutoWeb turnaround → UsedCars.com)

03:39 — Why 1 in 3 shoppers are moving from new to used (affordability, rates, payments)

04:54 — Where shoppers are landing: segments, trims, and the $15K “unicorn” hunt

06:11 — Demand stays healthy… but confidence is down: need-based buying + what that signals

08:03 — What the new-to-used migration means for dealer strategy in 2026 (used mix + positioning)

09:52 — Dealer playbook: pricing to market, listing quality, VHR trust, and speed-to-lead/nurture

12:17 — Inventory flow update: off-lease returns, upside-down equity, and tight day supply

13:12 — Are we heading toward balance—or does affordability keep supply tight?

13:51 — Sourcing strategy: auctions vs trade-ins vs service lane vs direct-to-consumer channels

15:12 — Biggest inventory opportunity: late-model, clean, on-brand units (and why it matters)

15:48 — Used EVs: interest trends, impressions, and what conversion looks like so far

16:48 — Used EV buyer psychology: affordability tailwinds vs battery health concerns

17:58 — How to sell used EVs: pricing, training, range, trust signals, battery health + warranties

19:25 — Back half of 2026 outlook: merchandising opportunities + what Dan expects next

20:40 — Rapid fire: underrated segment to stock now (3–5-year sedans)

21:10 — Rapid fire: biggest dealer mistake right now (not “skating to where the puck is going”)

21:51 — Rapid fire: surprising data point (mid-April EV impressions doubled)

Learn more about Usedcars.com: https://dealers.usedcars.com/?utm_source=used-car-dealer-podcast&utm_medium=podcast&utm_campaign=dan-ingle-interview&utm_content=youtube-description

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/affordability-challenges-inventory-trends-the-growing-shift-from-new-to-used-vehicles-with-dan-ingle-of-usedcars-com

In this episode of the Used Car Dealer Podcast, Zach talks with Monik Pamecha, co-founder of Toma, about how AI is reshaping dealership operations, from lead handling to customer communication and overall efficiency.

Monik shares how Toma started by solving a simple but critical problem—missed calls and slow response times—and how that expanded into a broader opportunity to reduce friction across the entire car buying process. The conversation dives into why today’s consumers expect instant responses, where dealerships are losing opportunities, and how AI helps bridge that gap at scale.

They also explore what real AI adoption looks like inside a dealership, including how AI agents improve lead engagement, increase appointment set rates, and streamline communication without replacing the human element. Monik breaks down common misconceptions about AI, why it’s not a “magic bullet,” and how dealers should think about ROI when implementing these tools.

Zach and Monik also discuss the future of dealership operations, how AI could simplify decision-making, and why the next generation of high-performing dealers will be those who adapt quickly to changing customer expectations.

Key Questions & Timestamps

00:33 Intro: AI for car dealerships with Monik Pamecha of Toma
01:18 How Toma got started in automotive
03:14 The biggest dealership problems AI can solve first
04:43 Why dealers can’t ignore AI anymore
06:55 Where AI is driving real efficiency today
08:45 Measuring ROI from dealership AI tools
09:38 What makes a true AI agent different
10:31 How AI helps convert leads into appointments
12:46 Real results: appointment lift and conversion impact
14:19 The biggest AI implementation mistakes dealers make
15:45 What dealership operations look like in the next 3–5 years
17:28 Is AI replacing people or supporting teams?
20:31 Rapid fire: easiest dealership process to automate
21:05 Rapid fire: Biggest misconception about AI
21:22 Rapid fire: What separates top-performing dealers in the future
22:12 Where to find Toma
22:58 Why Monik started selling cars in-store himself

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-84-how-ai-is-transforming-car-dealership-lead-handling-sales-monik-pamecha-of-toma

In this episode of the Used Car Dealer Podcast, Zach talks with Sanjay Varnwal, co-founder and CEO of Spyne AI, to unpack how AI-powered merchandising is helping dealers move inventory faster by getting vehicles live online sooner and with more premium visuals.

Sanjay explains why “time-to-live” is one of the most overlooked profit levers in used cars, how holding cost compounds every day a vehicle sits without strong photos, and how Spyne helps dealers publish listings earlier without waiting on traditional studio workflows.

The conversation also covers Spyne’s expansion beyond photos into conversational AI (Vini) for voice, chat, and email, plus what AI is genuinely improving inside dealerships versus where the hype still outpaces reality.

Key Questions & Timestamps

00:22 – Intro: Sanjay’s background + what Spyne does for dealers

01:16 – How did your past roles shape the way you approached building an automotive tech startup?

05:07 – What was the early moment you realized AI-powered imaging could fundamentally change vehicle merchandising?

09:26 – What does Spyne actually do in the day-to-day workflow of a dealership?

11:48 – Why was it important to expand beyond merchandising into a fuller automotive retail suite?

16:33 – What differences have you noticed between U.S. dealers and other global markets?

19:29 – Where is AI genuinely delivering value today—and where is it still mostly hype?

23:22 – What does Spyne’s longer-term vision look like in practice?

24:33 – If you were advising a dealer today, where should they invest in technology first?

26:24 – What’s one dealership process AI will completely automate in the next five years?

26:45 – What’s one mistake dealers make when it comes to digital merchandising?

27:28 – In one piece of advice: how can dealers sell more cars online starting now?

📺 Read the Transcribe: https://blog.sellyautomotive.com/defaultblog/ai-inventory-merchandising-for-dealers-with-sanjay-varnwal-of-spyne-ai
🎧 Listen to more Used Car Dealer Podcast episodes: https://www.sellyautomotive.com/podcast

In this episode of the Used Car Dealer Podcast, Zach talks with Amit Chandarana, CEO of Curbee, to unpack how mobile service is reshaping dealership retention—and why fixed ops is increasingly becoming a front-and-center growth engine.

Amit shares lessons from his career at Toyota, Edmunds, and Roadster, and how those experiences influence the way Curbee helps dealers operationalize mobile service (not just “buy software”). The conversation dives into the real adoption hurdles inside dealerships, why change management matters as much as technology, and how mobile service can protect shop capacity while capturing customers who would otherwise go to quick lube or independent shops.

They also break down Curbee’s newest platform release, M.A.R.S. 2 (Mobile and Remote Service)—including recall intelligence designed for mobile, fleet/multi-vehicle flexibility, and expanded DMS integrations—plus Curbee’s rebrand and what it signals about the company’s next chapter.

⏱️ Key Questions & Timestamps

00:12 – Intro & Amit’s background

01:34 – Career path + how OEM/dealer dynamics shaped his leadership

04:45 – Any other kind of learnings from Roadster or that time in DR that have bled into Curbee?

06:36 – Biggest shifts in dealership service culture over the last decade

08:07 – Curbee’s mission + the “16 choices” service-retention problem + ROI basics

11:30 – How do you balance building technology versus consulting dealers operationally on running a mobile service program?

13:07 – What is M.A.R.S. 2 and why it matters for dealers

16:17 – What’s the biggest obstacle dealers face in launching mobile service today — mindset, tech, staffing, or something else?

18:55 – 3–5 year outlook: how mobile service evolves with OEMs + expectations

20:28 – Are there emerging technologies that you believe will fundamentally change how fixed ops teams operates in the future?

21:29 – Do you see OEM and dealer partnerships evolving as mobile service becomes a core part of the service mix?

22:24 – Why Curbee rebranded + what’s next

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/mobile-service-fixed-ops-growth-with-amit-chandarana-of-curbee

In this episode of the Used Car Dealer Podcast, Zach talks with Paulo da Silva, who leads the digital commerce business at Cox Automotive—including e-commerce, CRM, marketing automation, and deal structuring—to unpack how transparency, omnichannel retail, and AI are redefining the car-buying experience for both dealers and consumers.

Paulo shares his journey from strategy and M&A into building direct-to-consumer businesses at Whirlpool and then stepping in to help Cox Automotive launch fully automated e-commerce capabilities. He breaks down the major inflection points he’s seen over the past decade—from the first dealer websites and early digital retailing to COVID and now AI—and what they’ve meant for used-car operations, dealer profitability, and consumer expectations around transparency.

The conversation dives into the most common digital-retail mistakes dealers still make, how to align online and in-store processes, and why a single, continuous funnel is critical to trust. Paulo also talks about bridging sales and F&I, the next frontier in omnichannel, how AI-driven tools will change the game for dealers and consumers alike, and the one digital retail practice every used-car dealer should adopt today.

⏱️ Key Questions & Timestamps

00:29 – Intro & Paulo’s background leading digital commerce at Cox Automotive

01:00 – What drew you into this space, and how has your background prepared you for the digital-retail challenge?

03:34 – What have been the key inflection points you’ve seen in automotive retail over the past 5–10 years?

06:02 – What are the most common digital-retail mistakes you see dealers make when they jump into online transactions?

09:29 – How would you describe your mission in terms of shifting the used-car business for dealers?

14:46 – How are you seeing dealers adapt to full omnichannel retailing from a process, culture, and technology standpoint?

18:29 – For independent and franchise dealers looking to ramp up their used-car business, which elements of the digital solution should they prioritize?

21:43 – From your perspective, how are AI-driven tools changing the game for dealers of all sizes?

25:22 – What are the key internal change-management or operational shifts dealers need to make to fully benefit from digital and omnichannel?

27:12 – How do you see the used-car retail landscape evolving for dealers who embrace digital vs. those who don’t?

31:29 – How do you see dealer-lender relationships, F&I processes, and aftermarket service evolving in an AI-driven, omnichannel world?

35:00 – What is one digital retail practice every used-car dealer should adopt today?

🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/transparency-omnichannel-ai-with-paulo-da-silva-of-cox-automotive

In this episode of the Used Car Dealer Podcast, Zach talks with Derek Hansen, Vice President of Inventory Management Solutions at Cox Automotive and head of vAuto, to dig into how data, AI, and disciplined process are reshaping used-vehicle inventory strategy. Derek shares his non-traditional path from Intel and Bain & Company into automotive, and why he sees dealers as some of the most resilient and entrepreneurial operators in any industry.

They dig into variable management, scaling operations across multiple rooftops, and the “hidden variables” that separate top performers — from smarter acquisition beyond the auction lane to tightening up recon and time-to-line. Derek also unpacks the realities of AI in the store, the importance of clean data, and how dealers can build tech-enabled cultures without losing the human touch on the showroom floor.

⏱️ Key Questions & Timestamps

00:29 – Intro & Derek’s background: from Intel and Bain to leading vAuto at Cox Automotive

02:00 – How has your consulting and tech background shaped the way you think about dealer operations and the intersection of data + process?

03:13 – What are the biggest operational gaps you observed early on that still persist today?

05:15 – How does variable management differ from traditional used-car inventory practices?

07:15 – How are you aligning vAuto’s tools and roadmap to help dealers move from reacting to the market to shaping their own market?

08:42 – How do the dynamics differ between used and new inventory strategies, and how are you helping dealers stay competitive in both?

11:09 – What are the standout “hidden variables” dealers are overlooking when stocking and pricing used inventory?

12:42 – What data quality pitfalls do you see when dealerships try to adopt advanced tools – and how should they fix those foundations?

15:02 – What operational or cultural changes are required for a 50+ unit dealership to scale tech and data without losing the human touch?

17:50 – What tech or data trends will have the biggest impact on used-vehicle inventory strategy over the next 2–3 years?

19:26 – How do you see the role of inventory management tools like vAuto adapting, and what should dealers do now to prepare for the “next normal”?

21:26 – What is the “next frontier” of risk management in inventory that dealers aren’t embracing yet but should be?

22:35 – Independents vs. franchise groups: how do their innovation adoption curves differ, and how can smaller dealers stay nimble and competitive?

24:24 – Rapid Fire Q1: What’s the one KPI you think every used-car manager should track weekly?

24:55 – Rapid Fire Q2: Name one piece of tech you believe is overhyped right now – and why.

25:39 – Rapid Fire Q3: In one sentence, what’s your advice for a dealer sitting on 60+ days’ supply of used cars today?


🎧 Listen to more episodes: sellyautomotive.com/podcast

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/inventory-management-with-derek-hansen-vauto

In this episode of the Used Car Dealer Podcast, Zach talks with Cole Reiken, Managing Director of Blue Driver, to unpack how smarter diagnostics and data-driven tools are reshaping dealership profitability and customer trust.

Cole shares lessons from his career at Impel.AI, Open Lane, and Canadian Black Book, and how those experiences inform his leadership at Blue Driver. He dives into the balance of serving both DIY consumers and enterprise dealers, the challenge of system fatigue in dealerships, and why seamless workflow integration is key to adoption.

The conversation covers EV diagnostics, predictive insights, fraud protection, and how Blue Driver Max helps dealers avoid costly trade-in surprises. Cole also looks ahead at the role of data integration, battery health, and a future where diagnostics follow the vehicle through its entire lifecycle.

Whether you’re focused on reducing reconditioning risk, improving appraisal accuracy, or preparing for EV adoption, Cole’s insights offer practical takeaways for independent and franchise dealers alike.

⏱️ Key Questions & Timestamps
00:00 – Intro & Cole’s background at Impel.AI, Open Lane, Canadian Black Book
04:20 – How do you balance consumer vs. enterprise diagnostic needs?
07:18 – What does Blue Driver offer today for consumers and dealerships?
11:31 – What are the headwinds to adoption at the dealership level?
13:40 – How are you preparing for EVs and software-defined vehicles?
15:56 – What diagnostic innovations will most impact dealers in the next 5 years?
19:28 – What’s your vision for consumer vs. dealer diagnostics by 2030?
23:20 – Q1: What product or feature has surprised you most in development over the past year?
24:12 – Q2: What’s one app you use every single day?
24:29 – Q3: What’s one thing in the auto industry that you think is overhyped right now?
25:35 – What updates and events are coming up for Blue Driver?

🎧 Listen to more episodes: https://sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/cole-bluedriver

In this episode of the Used Car Dealer Podcast, Zach sits down with Aaron Kleinhandler, CEO of Better Car People, to discuss how AI-powered technology and live agents are transforming dealership engagement.

Aaron shares lessons from his private-equity journey leading Spectrio, insights from scaling Better Car People through acquisitions like Proactive Dealer Solutions, and his philosophy on balancing automation with human touch in the BDC.

The conversation covers omnichannel customer expectations, loyalty challenges, dealership adoption hurdles, and what the future of AI-driven customer experience looks like in automotive retail.

Whether you’re wrestling with reconditioning times, service retention, or scaling lead response, Aaron’s perspective offers practical takeaways for independent and franchise dealers alike.

⏱️ Key Questions & Timestamps

00:35 – What lessons from leading Spectrio through multiple acquisitions shaped how you now lead Better Car People?
05:27 – When you took the CEO role at Better Car People, what vision did you have, and what has surprised you about automotive?
07:43 – How do you balance AI automation with human interaction to maintain personalization while scaling responsiveness?
09:50 – Since acquiring Proactive Dealer Solutions in 2024, how have you expanded Better Car People’s capabilities and value for dealerships?
13:10 – What does onboarding look like for Brooke.ai and other AI tools—how do you get from “B+” to “A+” performance?
17:44 – How do you see omnichannel, human-assist AI evolving for dealerships in the next few years?
22:09 – With reconditioning, service retention, and inventory challenges, how is Better Car People supporting dealers with loyalty and follow-ups?
25:09 – What can you share about the upcoming new product release from Better Car People?
26:55 – How do you see dealership customer experience changing over the next 3–5 years, and what role will AI play?

Rapid Fire (29:36):

• What excites you most about your work at Better Car People today?
• One tech tool you can’t run your business without?
• In one word, what’s the biggest opportunity for dealers today?
  
  

🎧 Listen to more episodes: sellyautomotive.com/podcast

📄 Read the full transcription: 🎙️ UCDP #78 – AI, Human Touch & Dealer Loyalty w/ Aaron Kleinhandler of Better Car People