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A candid, hosts-only conversation about the mindset shift quietly transforming the automotive industry from the inside out.

Somewhere between a conversation and a checkpoint, Paul J Daly, Kyle Mountsier, and Michael Cirillo zoom out on what “More Than Cars” actually means when you’re living it day to day. From dealership floors to global conversations, they unpack how a simple mindset shift is helping people see beyond transactions and into impact.

What unfolds is a raw, honest look at the tension between short-term wins and long-term legacy. They talk about the weight of leadership, the reality of bad actors still succeeding, and why choosing the human path is harder, but ultimately more sustainable. This isn’t just about selling cars, it’s about building something that lasts and realizing that the real work has always been about people.

Key Takeaways

0:00 “What You’re Doing Isn’t Actually What You’re Doing”—The Mindset Shift Most People Miss

0:53 The Photo That Proves This Industry Changes Lives (If You Let It)

2:35 You’re Missing Opportunities Because You’re Only Looking at What’s in Front of You

3:30 The Piano Metaphor That Explains How Real Collaboration Actually Works

4:23 “Own Your Line, Know the Map”

6:14 More Than Cars as a Personal Mantra, Not Just a Business Strategy

8:00 Why Ignoring the Human Side Is Quietly Killing Performance

9:05 The Uncomfortable Truth: Bad Actors Are Still Winning (For Now)

11:12 The Real Test of Leadership: Choosing the Long Game When Shortcuts Work

13:00 “A Funeral Full of People”

15:44 The Industry Is Finally Opening Up, And It’s Happening Faster Than You Think

16:58 From Competition to Collaboration in 5 Years

18:13 Why This Industry Might Be the Only Place Where All of This Coexists

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Behind every dealership is an unseen battle over regulation, competition, and control—and the next few years may decide who really owns the future of the automotive industry.

Ted Smith has spent his career in the engine room of the automotive industry—working inside associations that quietly shape how cars are sold, serviced, and protected across America. As President of the Florida Automobile Dealers Association and incoming Chair of Automotive Trade Association Executives, Ted sits at the intersection of policy, retail, and the future of mobility. His job? Help thousands of dealers navigate an industry that’s evolving faster than ever before.

In this conversation, Ted breaks down the massive forces reshaping automotive retail—from Chinese automakers and direct-to-consumer sales models to Amazon entering the vehicle marketplace. He explains why associations exist in the first place, why the franchise dealer system continues to survive every disruption thrown at it, and why the real battle for the industry might not be what most people think. The message is clear: the future of automotive retail won’t be decided by technology alone—it will be decided by who protects the ecosystem that keeps customers, dealers, and manufacturers working together.

Timestamped Takeaways:

00:00 Why Automotive Leaders “Drive Using the Rear-View Mirror”

02:02 The Responsibility of Trade Associations

05:06 Dealerships Are Complex Empires

10:11 The Scout Controvers

12:21 Why the Franchise Dealer System Still Works

15:32 Why Local Dealers Matter After the Sale

19:57 Amazon Entering the Car Market

22:10 China’s Strategy in the Global Auto Market

23:20 Why Dealers Might Actually Want Chinese Vehicles

24:41 The Hidden Risk of Foreign OEMs

26:47 How Chinese Vehicles Could Enter the U.S. Through Canada

29:35 Why Curiosity Beats Control in a Changing Industry

Connect with Ted Smith at https://www.linkedin.com/in/ted-smith-9ab26632/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

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✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

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1. Automotive State of the Union
2. ASOTU CON Sessions

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If service drives sales, why are dealers letting their best customers slip through the cracks?

Shane Wilson, President of Connected Dealer Services, joins Auto Collabs with a bold claim: dealers don’t have a pricing problem in service—they have a trust and communication problem. While most consumers believe dealerships cost more, the data tells a different story. In fact, independent shops are often $10–$15 higher per repair. And here’s the stat that should stop every operator in their tracks: 74% of customers who service at a dealership are more likely to buy their next vehicle there. The issue? Retention is dropping fast.

In this conversation, Shane breaks down why “old playbooks don’t win new games,” how dealers are unknowingly leaking customers after year one, and what it really takes to build a moat around your service drive. From mobile app strategy to real-time odometer data to creating an Amazon-like ownership experience, this episode is a masterclass in customer lifetime value and how service is the flywheel that powers the entire dealership.

Key Takeaways

00:00 – Dealers Aren’t More Expensive… So Why Do Customers Think They Are?

03:55 – 74% of Serviced Customers Are More Likely to Buy Again

04:46 – Retention Is Falling Fast—and Year Two Is the Danger Zone

06:18 – Independent Shops Are Winning the Marketing War

07:13 – Perception Is Reality (Even When the Data Says Otherwise)

11:39 – The Moat Strategy: Own the Relationship Before Someone Else Does

12:03 – From Lot Management Tool to $40M Profit Engine

14:36 – Push Notifications Outperform Email and SMS—Here’s Why

16:31 – Technology Alone Won’t Save You—Humans Still Matter

17:32 – Real-Time Odometer Data: The Hidden Retention Weapon

20:24 – Remove the Friction, Remove the Worry

22:55 – Stop Leaving Retention to Chance

Connect with Shane Wilson at https://www.linkedin.com/in/shanebwilson/

Learn more about CarRx at https://www.carrx.com/

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

We have a daily email!

https://www.asotu.com

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🎧 Like and follow our other podcasts:

1. Automotive State of the Union
2. ASOTU CON Sessions