🚗 Last Week: Summarized

Welcome to Saturday, Friend!

Last week had it all! News, drama, data, chaos, joy, weeping, a spaceship came back to earth. Wild stuff.

And honestly, all the reasons to get a ticket to ASOTU CON. The world is changing, and we’ve been entrusted with helping that change add up to the better.

Sounds like a task that deserves a community of people committed to bringing their A-Game. Which is almost exactly how I’d describe ASOTU CON.

Get a ticket. See you there.

Keep Pushing Back,
—Paul, Kyle, Chris & Kristi

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On Monday, the week opened with a look at how AI in showrooms, shifting EV demand, and changing buyer behavior are reshaping retail. Alongside the trends, the spotlight stayed on storytelling through Haselwood Auto Group’s community work, reinforcing that brand is built through action. Incentives may drive traffic, but consistent, visible investment in people builds long-term connection and trust.

On Tuesday, NADA’s full-year 2025 report showed a steady, balanced dealership model taking shape. Revenue grew across all departments, with new vehicle sales rebounding and fixed ops continuing to anchor profitability. As inventory stabilizes, dealers are operating from a stronger position. The takeaway: consistent performance is less about spikes and more about alignment across the business.

On Wednesday, the midweek focused on data from Cox and Black Book, paired with a real-world example of community engagement from Suburban Ford. Their work showed that loyalty is built through sustained, local involvement, not one-off efforts. There is no fixed formula for impact, but paying attention and following through creates meaningful connections that extend beyond transactions.

On Thursday, affordability pressures are shifting the market, with used vehicles increasingly becoming the entry point for buyers. This shift affects inventory strategy, customer journey, and long-term retention. At the same time, ASOTU CON messaging reinforced a clear focus: building an event designed for dealers, centered on practical growth, stronger operations, and actionable insights.

On Friday, the week closed with pressure points across pricing, EV demand, and leadership changes, highlighting a gap between online pricing confidence and in-store conversations. Attention turned to execution, especially how information is delivered to customers. ASOTU CON previews emphasized practical sessions aimed at helping dealers align teams, improve communication, and translate strategy into immediate action.

If your competitive edge is still price, you’re already losing—the real battle is happening in experience, simplicity, and how you make people feel.

Glenn Pasch has logged over a million miles in the air and many hours helping dealerships rethink how they market, sell, and retain customers. In this episode, the crew unpacks what he’s seeing now. The market has shifted. Inventory is no longer the advantage, and the real differentiator has quietly become something most dealers still underestimate: the experience.

From friction-filled processes to the rise of convenience-first competitors like Carvana, Glenn explains why simplicity is becoming the ultimate strategy. The conversation goes beyond AI buzzwords and focuses on what actually moves the needle: clean data, strong processes, and teams that know how to make customers feel remembered. Selling a car isn’t just about the car. It’s about how easy, personal, and human you make the journey.

0:00 The Guest Who Opened Doors. Why Glenn Pasch Shaped Their Early Careers
2:19 A Million Miles of Perspective. What Travel Teaches About Customer Experience
6:17 Inventory Isn’t Your Advantage Anymore. What Actually Matters Now
7:30 Dealers Are Splitting in Two Directions. Control vs Convenience
8:48 The Experience Economy Is Here. Why Ease Beats Price
9:54 Complexity Is the Enemy. Why Simplicity Wins Everywhere
10:30 Carvana Didn’t Win With Tech. They Won by Removing Friction
12:24 The Hidden Revenue Leak. How Small Frictions Cost You Deals
13:41 A $2 Interaction That Proves Everything About Personalization
14:42 You Already Have the Data. Why Aren’t You Using It?
16:30 Customers Don’t Care About the Car. They Care How You Treat Them
18:39 AI Isn’t the Strategy. Execution and Clean Data Are
20:00 The Most Misunderstood Role in Dealerships. Marketing Managers
22:31 Why In-Person Events Still Matter More Than Ever
26:29 Ignore People and Process. Fall Behind. It’s That Simple

What happens when you cut your dealership's lead response time from over 8 hours to just 2 minutes? Your entire sales process changes.

Paul de Vries, co-owner of a 70-person BDC and founder of the Digital Car Dealer Workshop, shares the exact process that drastically improved sales for 100 dealerships in Europe. While everyone is buzzing about AI, Paul reveals what truly drives sales in automotive retail: human connection and a disciplined six-step lead handling methodology. This isn't just about answering faster; it's about building a foundation for sustainable dealer growth through effective sales training and rigorous inspection. Learn how to transform your sales team into top performers by prioritizing people over pixels.

Paul de Vries, Founder of the Digital Car Dealer Workshop and co-owner of a large BDC, has revolutionized lead response for hundreds of European dealerships.

When you drastically improve lead response times, you inevitably see more dialogues and ultimately, more cars sold. This principle is at the heart of effective automotive retail and dealership management. Paul's insights into automotive sales, coupled with practical sales training and automotive techniques, are invaluable for any dealership leadership looking for dealer growth. By focusing on these core elements, car dealer tips move beyond theory into actionable strategies for improving profitability.

00:00 Welcome and Introductions
00:43 Country Music in Europe
01:36 Surprise Stetson Gift
03:27 AI vs Human Connection
06:22 Six Steps to Better Calls
09:49 Speed to Contact Results
11:05 Hiring and Coaching BDC Teams
12:36 EVs and Chinese Brands in Europe
14:10 Expanding Across Europe
15:03 Connect on LinkedIn and Wrap Up

Our dear friend and the creative director of Valley-Hi Toyota, Brian Ortega, is literally always up to something cool.

His commercials show that this industry has humor, style, and creativity to match its business, tech, and leadership savvy all day.

Recently, Paul and Kyle mentioned the classic hip hop track “The Choice Is Yours” by Black Sheep as the backbone for some worthwhile content showing shoppers the low gas mileage options their hearts desire.

Brian brought the talk to life:

Check it out here, drop Brian a “like” and then tell us: