High Octane VADA

We talk to the omnipresent Amberly Allen, along with Virginia dealer Phil Englander. Amberly is the founder and managing director of Dealer Merchant Services, which the enterprising entrepreneur developed after coming up with a compliant way to help dealers save on credit card processing fees without turning off customers and damaging satisfaction scores. Phil Englander, of Richmond's Hart Auto Group, was looking for a solution to that very problem. So how did implementation go? Where did Hart find opportunity? What were the challenges to making this all work (and hint: it wasn’t with customers).
Connect with Amberly Allen on LinkedIn
Ask Phil about his experience via LinkedIn
And here's more on DMS.
Dealer Merchant Services is a VADA program partner.

We chat with Randy Barone, a VP with VADA Partner ACV Auctions. With decades in retail auto and specific expertise in used vehicle inventory for franchised dealers, Randy talks the "its" of inventory: Getting it, Turning it, and Making a Profit. As someone on the NADA circuit who also makes regular 20 Group appearances, Randy shares dealers' top concerns, areas of confusion, and opportunities when it comes to used vehicle inventory. And what, exactly, is a "wholesale profit center?" Allow Randy to explain.
Connect with Randy on LinkedIn
Check out ACV's offerings and services

We talk with Tim Batchelor of Open Road Capital, a Northern Virginia firm that invests with partner Bain Capital Credit and works as an operational partner with dealers to help them grow, restructure, and build succession plans.
Tim outlines the partnership model of Open Road, emphasizing their focus on collaborating with dealers and providing support throughout their careers. Open Road operates as an “evergreen” company, distinct from traditional private equity, and is a partner for the long haul.
We delve into the considerations for dealers when contemplating such a partnership. Tim highlights the importance of understanding the people, philosophy, and culture of potential partners and emphasizes the role of entrepreneurs in the automotive industry. And stick around for the inspiring story of Rinaldi Halim, a dealer-principal who came to America from Indonesia, who has worked with Open Road to build his dealership network in California.
More on Open Road Connect with Tim

Inventory is up, but so are interest rates. Consumers were happy over the summer...but will that joy continue?
On the heels of the release of Cox Automotive's Q3 Dealer Sentiment Index (more dealers view the market as weak) yet also strong quarterly sales over the summer, we sit down with Cox chief economist Jonathan Smoke for a look at what's in store for dealers in Virginia and nationwide. 
Links to stuff we talk about:
Cox’s Q3 sales insights Cox’s Q3 Dealer Sentiment Index and Q3 Sales/Insights call DJ Smoke's fall playlist on Spotify

Fresh off his first 100 days in the role, we sit down with Virginia Department of Motor Vehicles Commissioner Gerald Lackey.
Stacked with a Ph.D. in social psychology and a career background in business transformation and operational efficiency, Gerald discusses his vision for the state agency, the challenges it faces, and how he's working to “unlock” hidden talent around the newly energized 2,000-employee statewide organization. We also chat about about electrification, the DMV mainframe, a new DMV website, the history of DMVs, and even digital license plates. Finally, Gerald touches briefly on topics pertinent to dealers — and of course, you’ll learn what kind of car he drives.
Follow Gerald on LinkedIn

We talk to auto tech titan Steve Greenfield of Automotive Ventures for his take on the state of the retail auto industry today, in a year, and in 10 years. Steve also dives into EV demand (or lack thereof?), the opportunity for service teams with over-the-air updates, the impact of emerging tech and A.I. on dealerships, and the surprising popularity of vehicle feature subscriptions.
And are you looking to invest in auto-tech startups? Steve outlines a few to keep an eye on.
Steve will speak to Virginia dealers at the VADA Annual Convention from June 19-22 at The Greenbrier. 
You can also grab Steve's latest (and tightly written!) monthly intel reports on his website.