Welcome to Leadership in the Dealership — an <a href="https://www.upstart.com/dealers/" target="_blank" rel="noreferrer noopener">Upstart</a> podcast where automotive innovation meets insightful conversations. We help dealers improve their customer and employee experience by tapping into the minds and experiences of the industry’s top leaders. We’ll also explore cutting-edge trends shaping the auto industry across digitization and customer experience, both online and in the showroom. Ready to meet your hosts and catch a sneak peek of what's to come? Check out the trailer. <br /><br />The views, thoughts, and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the official policy or position of Upstart. Any content provided by the hosts or guests is for informational purposes only and is based on their own experiences and perspectives.
Leadership in the Dealership
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Podcast Overview
Welcome to Leadership in the Dealership — an <a href="https://www.upstart.com/dealers/" target="_blank" rel="noreferrer noopener">Upstart</a> podcast where automotive innovation meets insightful conversations. We help dealers improve their customer and employee experience by tapping into the minds and experiences of the industry’s top leaders. We’ll also explore cutting-edge trends shaping the auto industry across digitization and customer experience, both online and in the showroom. Ready to meet your hosts and catch a sneak peek of what's to come? Check out the trailer. <br /><br />The views, thoughts, and opinions expressed in this podcast are those of the hosts and guests and do not necessarily reflect the official policy or position of Upstart. Any content provided by the hosts or guests is for informational purposes only and is based on their own experiences and perspectives.
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Publishing Since
4/2/2024
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Recent Episodes
July 22, 2026
TikTok Is the New Car Salesperson
Who's Influencing Your Customers First?<br /><br />Most buyers don't start their car search at a dealership anymore.<br /><br />They're spending hours on TikTok learning what to ask, what to avoid and how to negotiate before they ever step onto your lot.<br /><br />Danielle Mills Walden and Phillip Greer break down why social media has become one of the biggest influences on the car-buying journey, and what dealerships can do to stay part of the conversation. The stores earning trust today aren't just waiting for customers to find them. They're showing up where customers are already looking.<br /><br />You'll learn:<ul><li>Why TikTok has become a search engine for car buyers</li><li>How Gen Z researches dealerships before visiting</li><li>Why dealer-created content matters more than polished ads</li><li>How transparency impacts your online reputation</li><li>Practical ways dealerships can connect with today's buyers</li></ul>Whether you're a dealer principal, general manager, sales leader or marketer, this conversation offers practical strategies for earning trust in a world where customers are more informed than ever. 👍 Like this video if you enjoyed it.<br /><br />🔔 Subscribe for new episodes of Leadership in the Dealership every week.<br /><br /> #LeadershipInTheDealership #Automotive #CarSales #Dealership #AutoRetail #TikTokMarketing #GenZ #DigitalMarketing
July 8, 2026
More Profit or More Sales? What Actually Wins?
Every dealership wants to make more money. But is the smartest move maximizing profit on every deal or moving more inventory?<br />In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer break down the strategy behind gross versus volume and why the best operators know when to switch between the two.<br /><br />They discuss:<br />• When it makes sense to maximize gross<br />• When volume becomes the smarter play<br />• How inventory and OEM incentives should shape your strategy<br />• Why holding out for more profit can sometimes cost you money<br />• How affordability is changing the way dealerships buy and sell inventory<br />• What today's market means for both dealers and car buyers<br /><br />The best strategy isn't picking one side. It's knowing when the market tells you to change.<br /><br />👍 Like, subscribe and let us know in the comments: Are you Team Gross or Team Volume?<br /><br />#LeadershipInTheDealership #Dealership #Automotive #AutoRetail #CarSales #FandI #DealerStrategy
June 24, 2026
The Motor Oil Supply Risk You Should Be Watching
Everyone is talking about gas prices. But what if the bigger risk is motor oil? In this episode of Leadership in the Dealership, Danielle Mills Walden and Phillip Greer discuss how global supply disruptions could impact synthetic oil, service departments and the products dealers rely on every day.<br /><br />They get into:<br />• Why motor oil and gas prices are not the same conversation<br />• How supply disruptions can impact service departments<br />• What dealers should be doing now to prepare<br />• Why fixed ops may feel the effects before anyone else<br />• How to communicate with customers during periods of uncertainty<br />• What service leaders should be watching in the months ahead<br /><br />This isn't a prediction about where gas prices go next. It's a conversation about preparedness. Because when a key service-lane product becomes harder or more expensive to source, the dealers who plan ahead will be in a much better position than the ones reacting later.<br /><br />🎧 Like, subscribe and let us know what topics you'd like us to cover next.<br /><br />#LeadershipInTheDealership #Automotive #Dealership #FixedOps #ServiceDepartment #AutoRetail #Cars #MotorOil #AutomotiveIndustry<br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br /><br />
61 total episodes available
Recent guests on Leadership in the Dealership
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Glenn Lundy
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Jenell Ross
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Frequently asked questions
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- What is Leadership in the Dealership?
- How often does this podcast release new episodes?
This podcast updates weekly.
- Where can I listen to this podcast?
This podcast is available on 7 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
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