We’ve all heard it—tech this, AI that—but let me ask you this: If technology has advanced so much in our industry, why are we still stuck selling the same number of cars we did 20 years ago? What’s really holding us back? In this episode, I sit down with Jarrod Kilway, VP of Digital Operations at Casa Automotive Group, to uncover the real reasons dealerships haven’t fully tapped into the potential of today’s tech—and how we can turn it around.
Jarrod is one of those rare leaders who sees beyond just the shiny new tools and asks the critical question: How do we future-proof the dealership? We dive into everything from the overwhelming tech stacks dealers are trying to navigate to the missed opportunities in training and marketing that could be the key to doubling performance.
What We Discuss In This Episode
1. The Evolution of Technology in Dealerships
Jarrod reflects on his 20-year journey in the automotive industry, starting in 2004, when inventory updates were done manually, and marketing involved one-liner newspaper ads. Fast forward to today, technology has transformed every aspect of dealership operations, yet many dealers still cling to outdated methods. “We used to accept inventory updates once a day, now it’s expected every hour. Why aren’t we applying that same mindset to everything else we do?”
2. Why Aren’t We Selling More Cars?
Despite massive technological advances—CRMs, ecommerce, social media, AI—the average dealership still sells 10 cars per salesperson per month, just as they did decades ago. Jarrod breaks it down into two critical components: lack of training and ineffective marketing. He challenges us, “What if we stopped relying on the same old marketing incentives and started focusing on how to truly make it easier for customers to buy the way they want to?”
3. Tech Stack Overload: Are We Adding Solutions or Creating Problems?
We also discuss how many dealerships are overwhelmed by the sheer number of tech solutions they’ve implemented, most of which don’t integrate with each other. “Dealerships are suffering from tech fatigue. They’re tired of adding more solutions that don’t talk to each other. It’s time to streamline.”
Jarrod emphasizes the importance of clarity and integration in dealership tech stacks, urging leaders to simplify processes and focus on data-driven decisions.
4. Training: The Missing Link to Success
For all the talk about technology, Jarrod believes that training is equally critical. He stresses the importance of ongoing training not just for salespeople, but for managers as well. “How many people are afraid to raise their hand and ask for help? In a high-ego environment like automotive, we often forget that training and accountability are the keys to unlocking true performance.”
Jarrod drops some serious knowledge bombs that will have you rethinking how you run your dealership and where we’re heading as an industry.
If you’re ready to future-proof your dealership and stay ahead of the curve, this episode is for you. Let’s get into it!
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