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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/

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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/

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Third-gen dealer leader Emily Marlow Beck breaks down why humility is a competitive advantage, how to become “essential” to customers, and how to lead through AI-era uncertainty without losing your heart.

Emily Marlow Beck didn’t expect to be recognized—especially not as a TIME Dealer of the Year nominee. She runs a three-store group, not a mega-empire, and her first reaction was basically: “Oh… me?” But as the conversation unfolds, it’s clear why her name landed in that room: she leads with the kind of grounded, roll-up-your-sleeves mindset that’s rare in any industry—and even rarer when you’re a third-generation dealer who chose to lean in instead of opt out.

We get the backstory too: law school, a brutal offer rescinded right before the bar exam, and the pivot into dealer law before she returned home in 2010 to build roots with her dad and raise her family near the business. From cleaning the technician bathroom as a teenager (yes, really) to becoming an “innovative problem solver” for time-starved customers, Emily makes one idea painfully clear: culture isn’t a poster—it’s whether people see you in the dirt with them.

Timestamped Takeaways

0:00 — Why Starting Is So Hard (And Why It Matters Anyway)

0:33 — “Oh… Me?” The Surprising Reality of Being Nominated for TIME Dealer of the Year

3:35 — The Third-Generation Dealer “Curse” (And Why She Ignored the Warnings)

4:17 — The Devastating Call Before the Bar Exam

5:04 — “If You Think You’re Too Good for This Work…”

8:01 — Leadership Is Servanthood (Not Status)

11:17 — Showing Up Every Day Is the Real Competitive Advantage

14:25 — Why Leaders Have to Get Their Hands Dirty

15:04 — Becoming “Essential” to Your Customers

18:12 — Uncertainty Is in Our DNA

20:24 — Getting Comfortable Being Uncomfortable

21:12 — The 2026 Focus: Efficiency Through Better Communication

Connect with Emily Marlow Beck at https://www.linkedin.com/in/emily-marlow-beck-6859849/

Learn more about her dealership group at https://marlowautogroup.com/

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This episode originally released on April 4, 2024.

Will Guidara has never told this story before.

He’s now world-famous, a New York Times bestseller, and has appeared on talk shows, stages and podcasts. But this is the first time he shares how he and Simon Sinek met and connected, ultimately leading to Simon asking him to write a book, ‘Unreasonable Hospitality.’

He opens up about his belief that anyone, in any profession, can choose to be part of the hospitality industry by prioritizing people with the same zeal often reserved for products. His book serves as a testament to this philosophy, emphasizing the power of prioritizing relationships and the human moments that weave through our professional endeavors.

Will is a maestro in the art of making people feel valued beyond the transaction, and applies this to the automotive industry. 🌟 "Every car tells a chapter of your life story," Will muses, highlighting the profound connections between milestones and the vehicles we choose to mark them.

In essence, this interview is not just about the cross-pollination of ideas between industries but a clarion call to infuse our work with humanity, creativity, and, most importantly, unreasonable hospitality. Will Guidara masterfully reminds us that at the heart of every transaction, every service, lies the unparalleled power of making people feel truly seen and valued.

0:00 - Introduction to Will Guidara and the Essence of "Unreasonable Hospitality"

0:23 - Will's Philosophy: Making Hospitality a Universal Industry

1:33 - The Significance of Investing in Relationships Over Moments

3:18 - Embracing People Over Product: Will's Mantra for Success

9:25 - The Story Behind Will's Connection with Simon Sinek

22:24 - Challenging Traditional Rules and Empowering Creativity in Hospitality

34:37 - Opportunities for Hospitality in the Automotive Industry: Celebrating Life's Moments

Will Guidara built Eleven Madison Park into The #1 Restaurant in the World and is the Bestselling Author of ‘Unreasonable Hospitality’

https://www.linkedin.com/in/willguidara/

https://www.unreasonablehospitality.com/

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Bob George breaks down why AI won’t save automotive retail—unless the data underneath it is rock solid.

Before Dealer.com became a household name in automotive tech, Bob George was employee number ~80, learning in real time how to scale a company that would eventually grow to more than 1,100 people in Burlington alone. In this episode, Bob shares what hypergrowth actually feels like from the inside—spoiler: even the founders were figuring it out as they went. We talk leadership humility, scaling urgency across teams without burning them out, and why the best leaders don’t pretend to have all the answers.

Now as VP of Product Management at iPacket, Bob is focused on a different kind of scale: data integrity. As AI tools flood the industry promising transformation, he argues that most solutions are only as good as the “regular-i” beneath them—the foundational, structured vehicle data pulled directly from OEM window stickers. The result? Dealers unknowingly leaving thousands of dollars on the table by mispricing vehicles, misrepresenting features, or relying on flawed data inputs. This conversation challenges assumptions about AI, transparency, and what consumers really want when they buy a car: confidence they chose the right vehicle—and got a fair deal.

Timestamped Takeaways

00:00 The Truth About Hypergrowth — “We Were All Learning Together”

03:45 Leaders Don’t Have a Playbook — Why Humility Scales Faster Than Ego

07:16 How to Scale Urgency Without Burning Out Your Team

08:25 Order Takers vs. Critical Thinkers — The Bottleneck Most Leaders Create

13:12 AI Is Only as Smart as the Data Beneath It

15:20 The Two Questions Every Car Buyer Is Secretly Asking

17:28 The $5,000 Pricing Mistake Dealers Don’t Know They’re Making

19:39 How One Missing Vehicle Feature Can Cost You Trust (and Gross)

20:48 Agentic Commerce Is Coming — Is Your Inventory Structurally Ready?

21:22 The Compliance Problem Hiding in Plain Sight on Dealer Websites

23:00 Technology Doesn’t Replace Dealers — It Exposes Weak Foundations

25:36 Is There Even Such a Thing as “New” Knowledge Anymore?

Connect with Bob George at https://www.linkedin.com/in/georgebob/

Learn more about iPacket at https://www.ipacket.us/

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Managing 76 dealerships and 11% of Toyota’s U.S. sales isn’t about control—it’s about trust, care, and showing up better every day.

Marcus Williams oversees Toyota’s Los Angeles Region—76 dealerships across Southern California representing 11% of Toyota’s total U.S. sales. That scale brings constant pressure, but Marcus’s approach stays remarkably grounded. His focus centers on leadership development, operational alignment, and making sure dealers are equipped to take care of guests across the entire ownership journey.

In this conversation, Marcus opens up about how Toyota thinks about affordability at the factory level, why captive finance and residual values matter more than most people realize, and how AI is already reshaping service and customer communication. He also shares his leadership philosophy rooted in Kaizen, care, and trust—and why consistent human connection still outperforms any tool or process when it comes to long-term success in automotive retail.

Timestamped Takeaways

0:00 Starting at Toyota’s 1-800 Line Changed How Marcus Leads

2:22 Why One Toyota Region Controls 11% of U.S. Sales

5:30 The Daily Conversations OEMs and Dealers Are Actually Having

6:57 Expanding the Dealer’s Role Beyond Selling the Car

9:04 Who Really Owns the Customer Relationship

9:56 How Toyota Builds Vehicles With Affordability in Mind

11:12 Why Toyota Is Investing in Its Own Battery Production

12:21 Using Residuals and Rates to Keep Payments Manageable

13:51 Care and Trust as the Foundation of Leadership

15:42 What It’s Like Managing 76 Dealerships at Once

17:01 How Dealers Should Be Using AI Right Now

19:46 What Makes a Speech Connect With People

Connect with Marcus Williams at https://www.linkedin.com/in/marcus-williams-b3a1175/

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Live from the Washington, DC Auto Show at Public Policy Day 2026, Paul J Daly and Kyle Mountsier sit down with Alex Kwanten, Managing Editor of U.S. News Autos, to unpack what “affordable” really means in today’s car market. Fresh off presenting U.S. News’ annual Best Cars for the Money awards, Kwanten explains how affordability goes far beyond sticker price—factoring in transaction prices, insurance, fuel, maintenance, and long-term ownership costs that most shoppers overlook.

Drawing on deep experience covering both the media and retail sides of the industry, Kwanten shares which vehicles truly deliver value, why hybrids are exploding in relevance, and how buyers can lower monthly expenses without sacrificing quality. From the Kia Niro’s standout value to the surprising affordability of the Chevy Equinox EV—and the hidden insurance costs of premium EVs—this episode offers a grounded, data-backed look at how consumers can actually win in a market that still feels intimidating.

Timestamped Takeaways

0:00 – Live From the DC Auto Show at Public Policy Day 2026

0:36 – Why Affordability Means More Than Sticker Price

1:10 – How U.S. News Calculates “Best Cars for the Money”

1:49 – What Really Drives Long-Term Cost of Ownership

2:10 – Service, Insurance, and Fuel Are the Big Three

3:13 – Why the Awards Expanded to More Hybrid Categories

3:53 – The Kia Niro: One of the Best Values in the Market

4:58 – Why Hybrids Can Lower Monthly Costs Over Time

5:35 – When EVs Are Actually the Cheapest Option

6:40 – How Where You Live Changes EV Economics

7:45 – The Chevy Equinox EV Surprise

8:49 – Why Teslas Are So Expensive to Insure

9:51 – Technology, Repairs, and Insurance Risk

Connect with Alex Kwanten at https://www.linkedin.com/in/alexkwanten/

See all the Winners of the Best Cars For the Money Awards: https://cars.usnews.com/cars-trucks/best-cars-for-the-money

Public Policy Day 2026 is brought to you by Saferide. Learn more at Saferide.ai: https://www.saferide.ai/

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