Dealer Talk With Jen Suzuki

Hosted by Jennifer Suzuki, eDealer Solutions

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100

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Jun 2026

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About the show

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

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June 16, 2026Episode 535 min

The Next Great Dealership Skill: Leading Through AI Change with NUMA AI Founder

Most 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

June 9, 2026Episode 439 min

People Create the Experience | Leadership POV from Asbury's CEO, Dan Clara

The 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.

June 3, 2026Episode 314 min

Stop Paying Your Customer's Repair Bill! Financing First. Discounting Last.

This 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

June 2, 2026Episode 211 min

Setting Appointments Is Easy. Getting Them to Show Is the Skill.

If 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.

May 28, 2026Episode 19 min

Speed is the New Gross | The Fastest Rep with the Best Conversation Wins

In this high-energy episode of Dealer Talk with Jen Suzuki, Jen Suzuki gets brutally honest about one of the biggest mistakes happening inside dealerships right now… slow lead response. This isn't about cheesy auto-responses, outdated templates, or "just checking in" emails that customers ignore. Jen breaks down why speed alone is not enough anymore. Dealers must combine fast response times with engaging, value-based conversations that actually pull customers in emotionally and stop them from shopping everyone else. From real dealership observations to simple but powerful examples, Jen explains why the first five minutes can determine whether your store wins or loses the deal. She challenges salespeople, BDC teams, and leaders to rethink how they approach internet leads, customer engagement, and communication strategy in today's hyper-competitive market. If your team is still responding an hour later with "Is this vehicle still something you're interested in?" this episode might sting a little. But it's the reality of modern automotive retail. This conversation is packed with practical takeaways on lead speed, customer psychology, conversation hooks, trust-building, engagement strategy, and why "professional speed" has become one of the biggest competitive advantages in the car business today. 🔥 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

May 20, 2026Episode 1016 min

What Leaders Are Missing About AI Resistance in Dealerships

What happens when AI enters a dealership… and your employees emotionally resist it? In this powerful episode of Dealer Talk with Jen Suzuki, Jen dives deep into one of the biggest leadership challenges happening inside dealerships right now: anti-AI culture, fear-based resistance, and the emotional side of organizational change. After training inside dealerships every single week and working with hundreds of managers and employees every month, Jen shares what she's personally witnessing in real time. Employees aren't just resisting technology. Many are scared of becoming irrelevant, overwhelmed by rapid change, or embarrassed they don't fully understand AI while younger employees adopt it faster. As the founder of eDealer Solutions and co-founder of ZukiTalk, Jen brings a rare inside perspective on how leadership messaging, dealership culture, emotional intelligence, and AI adoption are now colliding. This episode is not about AI hype. It's about leadership maturity. Jen breaks down why dealerships cannot shame employees into using AI, but also cannot allow emotional resistance to stop organizational evolution. She explains how dealerships should responsibly discuss AI ethics, customer trust, employee concerns, privacy, communication boundaries, and the future workforce expectations already forming inside the industry. If you're a dealer principal, GM, fixed ops leader, sales manager, service director, or anyone leading people through change, this episode will challenge how you think about culture, adaptability, leadership communication, and the future of automotive retail. 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.

May 20, 2026Episode 914 min

AI Explained for Dealership Leaders (Without the Tech Talk)

Jen Suzuki breaks down AI in the most real-world, non-Silicon-Valley way possible. No tech jargon. No robot talk. Just honest insight from someone who trains inside dealerships every single week and is watching the automotive industry evolve in real time. In this episode of Dealer Talk with Jen Suzuki, Jen explains what AI actually is, why so many people are either scared of it or pretending to understand it, and how dealerships are already changing faster than most leaders realize. From service advisors and BDC teams to technicians and managers, she shares what she's personally seeing inside stores across the country as AI begins improving communication, reducing friction, speeding up learning, and exposing weak processes. As the founder of eDealer Solutions and co-founder of ZukiTalk, Jen gives a rare inside perspective on the collision between human connection and technology. This episode is not about replacing people. It's about helping dealership teams become faster learners, better communicators, and more valuable in a rapidly changing world. If you work in automotive retail, leadership, sales, service, or fixed ops, this conversation will challenge the way you think about AI, the future workforce, and what customers actually want from the dealership experience. 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.

May 20, 2026Episode 612 min

Why AI Infrastructure Matters to Your Dealership

What 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.

May 12, 2026Episode 845 min

From Technician to COO: Mitch Kudler's Playbook for Fixed Ops Growth

If you're leading a service department or responsible for fixed ops performance, this is one of those conversations you don't skip. In this episode, I sit down with someone I've known and respected for years, Mitch Kudler, COO of Simms Auto Group… a guy who didn't just study the business, he lived every role in it. From technician to advisor to GM to executive leadership, Mitch brings a perspective that most leaders simply don't have. We dig into what most GMs misunderstand about service, why retention is the real game (not transactions), and the small decisions that quietly cost dealerships millions, like losing tire business or failing to create a real first service experience. Mitch breaks down the importance of transparency, why MPIs and video are still wildly underutilized, and how culture inside your store directly impacts customer trust. This conversation also hits leadership hard, how to unify sales and service, why most managers don't actually understand their numbers, and the simple but powerful act of walking your store and listening. If you want stronger retention, better CSI, and a team that actually works together… this one will stay with you. And personally? This one meant a lot. Mitch is one of those people I've always admired from afar—and every time we talk, I walk away better. 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.|

May 6, 2026Episode 713 min

Clean Notes. Faster Approvals. Bigger Paychecks. | Bad Notes Cost Money, Here's How to Fix It Fast!

If your write-up is weak… your paycheck is leaking. Period. In this episode, I'm going straight at one of the most overlooked, but most expensive breakdowns in your service department: the quality of your RO write-up. We're talking about the real impact of vague notes, rushed conversations, and missed questions and how they quietly destroy technician productivity, create comebacks, slow down approvals, and chip away at your income. I break down exactly how to level up your write-up process, what questions actually matter, and how to position yourself as the translator between your customer and your technician. This is one of those "simple but not easy" skills that separates average advisors from top earners. Better notes = faster diagnosis, smoother workflow, stronger trust, and more money in your pocket. If you're ready to clean up the chaos and take control of your lane… this is your play. 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.