Podcast
Dealer Talk With Jen Suzuki
Hosted by Jennifer Suzuki, eDealer Solutions · EN
Dealer Talk with Jen Suzuki is an Automotive Sales and Service Podcast and is a free educational series for Dealers, Managers, Sales Teams and anyone in the Auto Industry that has a desire to obtain information that will propel growth, lead the auto industry and invoke progressive strategies. We will educate on staying relevant, offer ways to improve vehicle sales and service, CSI and retention. Dealer Talk with Jen Suzuki is an Automotive Sales and Service Podcast. Use #DealerTalkWithJen
52episodes
Episodes
Newest firstAll episodes
Inside Dealer 20 Groups: What Top Operators Are Talking About Right Now
3d ago00:44:48Tap to summarizeEverybody wants to know what the best dealerships are doing differently. So I went straight to someone who sees them every day. In this episode, I sat down with Joel Dalbo, one of NADA's longtime Dealer 20 Group moderators. He spends his days in rooms with some of the highest-performing dealer principals and leadership teams in the country, so I wanted to know... What are they talking about right now? What challenges keep coming up? And what separates the stores that consistently outperform everyone else? What surprised me most was how often the conversation came back to the basics. Hiring the right people. Developing leaders. Executing the plan. Not trying to fix five things at once. We also talked about AI, and Joel shared something I thought was really interesting. The dealers who are winning aren't waiting around to see what happens. They're experimenting, learning from each other, and figuring out how AI fits into their business before someone else figures it out for them. If you're leading a dealership, managing a team, or just trying to build a stronger operation, this conversation is full of practical ideas you can actually use. We cover: The biggest leadership mistakes Joel sees over and over. Why execution beats great ideas every time. How top-performing dealers hire, coach, and keep great people. What Dealer 20 Groups are saying about AI today. The dealership metrics Joel thinks deserve a lot more attention. One thing Joel said really stuck with me... There aren't any magic shortcuts. The dealerships that keep winning are usually the ones that never stop getting better. Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast | https://apple.co/38lmHM1 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx
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Inside Matador AI: What the Fastest-Growing Dealers Are Doing Differently
5d ago00:42:46Tap to summarizeAI is everywhere right now. But here's the question that really matters... Why are some dealerships getting great results while others are frustrated and wondering if AI is even worth it? In this episode, I sat down with Kevin, Chief Product Officer at Matador AI, to talk about what actually happens behind the scenes. How do they decide what features to build? What are they seeing across hundreds of dealerships? And what separates the stores that are making AI work from the ones that aren't? One thing really stood out to me... The technology usually isn't the problem. Adoption is. We talked about why AI isn't something you just turn on and hope for the best. It takes partnership, feedback, training, and leaders who are willing to keep improving right along with the technology. I also loved hearing how the Matador team studies real dealership conversations every single day to find friction, improve the product, and help dealers spot opportunities they didn't even know they were missing. If you're thinking about AI, already using it, or trying to figure out why your results aren't where you hoped they'd be, I think you'll get a lot from this conversation. We cover: Why dealerships struggle with AI adoption. How Matador learns from real customer conversations. What successful dealers are doing differently. Where AI is heading next in sales and service. Simple lessons any dealership can use, no matter what AI platform you're running. This is a conversation about building a dealership that's ready for what's next! Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast | https://apple.co/38lmHM1 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx
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Nobody Ever Showed Me The Way. That's Why I've Dedicated My Career To Helping Others Find Theirs.
1w ago00:22:38Tap to summarizePeople hear me teaching every week. They see the energy, the passion, the coaching, and now AI innovation. But they don't always know where it came from. In this special interview, ASOTU Founder & CEO Paul Daly turns the microphone around and asks me the questions I rarely get asked. We talk about how I got started in automotive, why I built eDealer Solutions over two decades ago, what I've learned from training thousands of dealership professionals, and why helping people believe in themselves still matters more to me than any sales process. We also dive into the future of dealership leadership, AI adoption, why old-school sales tactics are losing their effectiveness, and how leaders can stay relevant without losing the human connection that makes this industry so rewarding. I also share the story behind creating ZukiTalk, why consistency matters more than talent, and what continues to motivate me after more than 20 years of coaching dealerships across North America. If you've ever wondered what drives me, why I care so deeply about this industry, or where I believe automotive retail is headed next, this conversation gives you a look behind the scenes. Because at the end of the day... I'm not just passionate about selling more cars. I'm passionate about helping people discover what they're capable of becoming. Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast | https://apple.co/38lmHM1 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx
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The Hard Truth About Leading Dealerships Today with John Inman, CEO McCurley Dealerships
2w ago00:42:14Tap to summarizeFor nearly 30 years, John Inman, CEO McCurley Dealerships has helped lead one of the Pacific Northwest's most respected dealership groups. But this conversation isn't about awards or success stories, it's about what leadership looks like when the industry refuses to stand still. We talk openly about the pressure leaders face as AI reshapes retail, why execution is still harder than strategy, and what separates organizations that adapt from those that get left behind. John shares how his team is evaluating new technology, involving frontline employees in major decisions, improving fixed operations and staying focused on the one thing that never goes out of style: earning customer trust. If you're a dealer principal, executive, manager, or simply someone responsible for leading people through change, this episode offers practical insight. Just honest conversation about what it takes to build stronger teams, make smarter decisions, and keep moving forward in an industry that's evolving faster than ever. Sometimes the biggest competitive advantage isn't finding the next tool. It's building a team that's willing to grow with it. Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast | https://apple.co/38lmHM1 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx
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Logic Explains. Emotion Closes! Sell More with Me!
2w ago00:09:50Tap to summarizeThe best salespeople don't win because they know the most features. They win because they understand people. In this episode of Dealer Talk with Jen Suzuki, we dive into one of the biggest mindset shifts in modern selling: customers don't buy logically... they justify their decisions logically after they've already made an emotional one. We'll explore why facts alone create price shoppers, how emotional connection reduces resistance, why customers never argue with how they feel, and how asking better questions uncovers the real reason they're buying. Whether you're in sales, BDC, service, or leadership, this conversation will challenge how you communicate with customers and help you create more trust, stronger relationships, and more confident decisions. If you've ever heard, "I need to think about it," this episode will help you understand what your customer is really trying to tell you and what to do next. Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast | https://apple.co/38lmHM1 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx
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Why AI Infrastructure Matters to Your Dealership
Jun 1700:12:39Tap to summarizeWhat do AI data centers have to do with leadership in car dealerships? A lot more than most people realize. In this thought-provoking episode of Dealer Talk with Jen Suzuki, Jen breaks down one of the biggest conversations shaping the future of business, AI infrastructure, and leadership… in plain English. No tech jargon. No fear tactics. Just real-world perspective from someone actively training inside dealerships every single week while building AI tools for the automotive industry herself. Jen explains what AI data centers actually are, why the world is suddenly talking about them, and why dealership leaders should care about infrastructure, energy usage, AI adoption, and the future workforce. She tackles the fear, misinformation, and online hysteria surrounding AI while helping leaders think more critically and responsibly about where technology is heading. As founder of eDealer Solutions and co-founder of ZukiTalk, Jen connects the dots between AI infrastructure, dealership operations, customer communication, employee adaptability, productivity, and leadership responsibility. This episode is ultimately about perspective. Every major technological shift in history required infrastructure expansion, and AI is no different. The leaders who stay curious, adaptable, and informed will be far better positioned than the ones operating from fear or misinformation. If you're in automotive retail, leadership, fixed ops, sales, service, or simply trying to understand what AI actually means for society and business, this episode delivers a practical and balanced conversation about the future already unfolding around us. Dealer Talk with Jen Suzuki Podcast | 🎧 https://apple.co/38lmHM1 🎧https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx 🔥Check out our sponsors!🔥 LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships. ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals.
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The Next Great Dealership Skill: Leading Through AI Change with NUMA AI Founder
Jun 1600:35:36Tap to summarizeMost AI conversations focus on the technology. This one focuses on the people building it. In this episode of Dealer Talk with Jen Suzuki, I sit down with Tasso Roumeliotis, Founder & CEO of NUMA AI, for a candid conversation about leadership, change, AI adoption, customer experience and what dealership operators need to understand as artificial intelligence becomes part of daily operations. What fascinated me most wasn't the product. It was learning how an outsider to automotive earned trust inside one of the most operationally complex industries in the world and what dealership leaders can learn from that journey. We discuss: • Why most AI failures are actually adoption failures • The resistance employees feel when AI enters the workplace • How leaders should communicate AI change to their teams • Why understanding the people behind AI matters as much as understanding the technology • The future role of dealership leadership in an AI-driven world • How AI can improve visibility into customer experience and operational performance • Why empathy may become the most valuable human skill in automotive retail • What operators should be thinking about now to prepare for the next few years Whether you're a dealer principal, general manager, fixed ops leader, sales leader, service manager, BDC director, or simply curious about where automotive retail is headed, this episode offers practical insight into the leadership side of AI transformation. Because the future won't be determined by who buys the most AI. It will be determined by who leads people through change the best. Subscribe for weekly conversations focused on leadership, customer experience, AI, sales, service, and dealership growth. Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships.ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast | https://apple.co/38lmHM1 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx
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People Create the Experience | Leadership POV from Asbury's CEO, Dan Clara
Jun 900:39:01Tap to summarizeThe companies that win at scale don't become more corporate. They become more human. Leadership isn't about having all the answers. It's about creating an environment where people can succeed. In this episode of Dealer Talk with Jen Suzuki, I sit down with Dan Clara, newly appointed CEO of Asbury Automotive Group and one of the most respected operators in our industry. After nearly 24 years with the same organization, Dan shares what it really takes to scale a company without losing culture, accountability, employee loyalty or customer trust. We talk about career paths, employee ownership, retention, onboarding, training, leadership accessibility and why communication may be the most underrated skill in automotive retail today. Dan also shares lessons learned from leading through acquisitions, implementing technology at scale and navigating AI without losing sight of the human experience. One of my favorite takeaways was simple but powerful: People create the experience. Technology can make us more efficient, but leadership is still about building trust, developing talent and staying connected to the people doing the work every day. If you're a dealer principal, GM, fixed ops leader, sales manager, service director, advisor, or anyone looking to grow your leadership impact, this conversation is packed with practical wisdom from someone who has spent decades rising through the ranks and helping build one of the largest automotive groups in the country! And his final advice might be the most important leadership lesson of all: Stay uncomfortable. Dealer Talk with Jen Suzuki Podcast | 🎧 https://apple.co/38lmHM1 🎧 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships. ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals.
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Stop Paying Your Customer's Repair Bill! Financing First. Discounting Last.
Jun 300:14:36Tap to summarizeThis is a very simple strategy that is overlooked all the time! You will mprove your ELR at same time. If you're discounting before offering financing, you're doing it backwards. In this episode, Jen Suzuki tackles one of the biggest profit leaks happening in service departments every day. Advisors hear a repair total, feel a little customer hesitation, and immediately start shaving dollars off the repair order. The problem? Most customers aren't saying no because of the total cost. They're reacting to the immediate out-of-pocket impact. Jen breaks down why discounting weakens value, lowers ELR, reduces gross profit, and trains customers to negotiate every future visit. More importantly, she shares a simple mindset shift that helps advisors protect the repair, protect the technician and create more opportunities for customers to say yes. You'll learn how to present financing naturally, why payment options change the conversation, and how top advisors use flexibility instead of discounts to increase approvals, improve hours per RO, and build more trust. If you want stronger MPI approval rates, higher gross profit, and more confidence presenting recommendations, this episode is for you. Check out our sponsors! LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability. Matador.ai, AI That Fully Automates Sales & Service Conversations For Dealerships. ZukiTalk.com helps service advisors by making clear, consistent MPI calls that educate customers and increase approvals. Dealer Talk with Jen Suzuki Podcast | 🎧 https://apple.co/38lmHM1 🎧 https://spoti.fi/3uQ2nd1 | Jennifer@edealersolution.com | 954-873-8029 | edealersolutions.com | Meet me! bit.ly/3J7011t | Loyalty-Based Selling Strategies on CBT News | https://bit.ly/3JlcXAx
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Setting Appointments Is Easy. Getting Them to Show Is the Skill.
Jun 200:11:17Tap to summarizeIf you're in automotive sales and you're celebrating appointment counts, we need to have a conversation. Because appointments don't pay you. Customers who actually show up do. In this episode of Dealer Talk with Jen Suzuki, we're digging into one of the biggest blind spots in dealership sales performance: show rate. Too many salespeople focus on how many appointments they set while completely ignoring how many actually walk through the door. Jen breaks down what separates a weak appointment from a real appointment, why customers disappear before they arrive, and the simple strategies top performers use to create commitment, build excitement, increase trust, and dramatically improve show rates. You'll learn how to create structure without pressure, why giving customers a reason to visit matters more than asking for the appointment itself, how confirmation messages can either strengthen or destroy momentum, and why you probably don't need more leads sitting in your CRM. If you're ready to stop chasing maybes and start creating more opportunities that actually show up, this episode is for you. Because hope isn't a strategy. Preparation is.
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