In this episode of the Used Car Dealer Podcast, Zach talks with Derek Hansen, Vice President of Inventory Management Solutions at Cox Automotive and head of vAuto, to dig into how data, AI, and disciplined process are reshaping used-vehicle inventory strategy. Derek shares his non-traditional path from Intel and Bain & Company into automotive, and why he sees dealers as some of the most resilient and entrepreneurial operators in any industry.

They dig into variable management, scaling operations across multiple rooftops, and the “hidden variables” that separate top performers — from smarter acquisition beyond the auction lane to tightening up recon and time-to-line. Derek also unpacks the realities of AI in the store, the importance of clean data, and how dealers can build tech-enabled cultures without losing the human touch on the showroom floor.

⏱️ Key Questions & Timestamps

00:29 – Intro & Derek’s background: from Intel and Bain to leading vAuto at Cox Automotive

02:00 – How has your consulting and tech background shaped the way you think about dealer operations and the intersection of data + process?

03:13 – What are the biggest operational gaps you observed early on that still persist today?

05:15 – How does variable management differ from traditional used-car inventory practices?

07:15 – How are you aligning vAuto’s tools and roadmap to help dealers move from reacting to the market to shaping their own market?

08:42 – How do the dynamics differ between used and new inventory strategies, and how are you helping dealers stay competitive in both?

11:09 – What are the standout “hidden variables” dealers are overlooking when stocking and pricing used inventory?

12:42 – What data quality pitfalls do you see when dealerships try to adopt advanced tools – and how should they fix those foundations?

15:02 – What operational or cultural changes are required for a 50+ unit dealership to scale tech and data without losing the human touch?

17:50 – What tech or data trends will have the biggest impact on used-vehicle inventory strategy over the next 2–3 years?

19:26 – How do you see the role of inventory management tools like vAuto adapting, and what should dealers do now to prepare for the “next normal”?

21:26 – What is the “next frontier” of risk management in inventory that dealers aren’t embracing yet but should be?

22:35 – Independents vs. franchise groups: how do their innovation adoption curves differ, and how can smaller dealers stay nimble and competitive?

24:24 – Rapid Fire Q1: What’s the one KPI you think every used-car manager should track weekly?

24:55 – Rapid Fire Q2: Name one piece of tech you believe is overhyped right now – and why.

25:39 – Rapid Fire Q3: In one sentence, what’s your advice for a dealer sitting on 60+ days’ supply of used cars today?


🎧 Listen to more episodes: sellyautomotive.com/podcast

📄 Read the full transcription: https://blog.sellyautomotive.com/blog/inventory-management-with-derek-hansen-vauto

In this episode of the Used Car Dealer Podcast, Zach talks with Cole Reiken, Managing Director of Blue Driver, to unpack how smarter diagnostics and data-driven tools are reshaping dealership profitability and customer trust.

Cole shares lessons from his career at Impel.AI, Open Lane, and Canadian Black Book, and how those experiences inform his leadership at Blue Driver. He dives into the balance of serving both DIY consumers and enterprise dealers, the challenge of system fatigue in dealerships, and why seamless workflow integration is key to adoption.

The conversation covers EV diagnostics, predictive insights, fraud protection, and how Blue Driver Max helps dealers avoid costly trade-in surprises. Cole also looks ahead at the role of data integration, battery health, and a future where diagnostics follow the vehicle through its entire lifecycle.

Whether you’re focused on reducing reconditioning risk, improving appraisal accuracy, or preparing for EV adoption, Cole’s insights offer practical takeaways for independent and franchise dealers alike.

⏱️ Key Questions & Timestamps
00:00 – Intro & Cole’s background at Impel.AI, Open Lane, Canadian Black Book
04:20 – How do you balance consumer vs. enterprise diagnostic needs?
07:18 – What does Blue Driver offer today for consumers and dealerships?
11:31 – What are the headwinds to adoption at the dealership level?
13:40 – How are you preparing for EVs and software-defined vehicles?
15:56 – What diagnostic innovations will most impact dealers in the next 5 years?
19:28 – What’s your vision for consumer vs. dealer diagnostics by 2030?
23:20 – Q1: What product or feature has surprised you most in development over the past year?
24:12 – Q2: What’s one app you use every single day?
24:29 – Q3: What’s one thing in the auto industry that you think is overhyped right now?
25:35 – What updates and events are coming up for Blue Driver?

🎧 Listen to more episodes: https://sellyautomotive.com/podcast
📄 Read the full transcription: https://blog.sellyautomotive.com/blog/cole-bluedriver

In this episode of the Used Car Dealer Podcast, Zach sits down with Aaron Kleinhandler, CEO of Better Car People, to discuss how AI-powered technology and live agents are transforming dealership engagement.

Aaron shares lessons from his private-equity journey leading Spectrio, insights from scaling Better Car People through acquisitions like Proactive Dealer Solutions, and his philosophy on balancing automation with human touch in the BDC.

The conversation covers omnichannel customer expectations, loyalty challenges, dealership adoption hurdles, and what the future of AI-driven customer experience looks like in automotive retail.

Whether you’re wrestling with reconditioning times, service retention, or scaling lead response, Aaron’s perspective offers practical takeaways for independent and franchise dealers alike.

⏱️ Key Questions & Timestamps

00:35 – What lessons from leading Spectrio through multiple acquisitions shaped how you now lead Better Car People?
05:27 – When you took the CEO role at Better Car People, what vision did you have, and what has surprised you about automotive?
07:43 – How do you balance AI automation with human interaction to maintain personalization while scaling responsiveness?
09:50 – Since acquiring Proactive Dealer Solutions in 2024, how have you expanded Better Car People’s capabilities and value for dealerships?
13:10 – What does onboarding look like for Brooke.ai and other AI tools—how do you get from “B+” to “A+” performance?
17:44 – How do you see omnichannel, human-assist AI evolving for dealerships in the next few years?
22:09 – With reconditioning, service retention, and inventory challenges, how is Better Car People supporting dealers with loyalty and follow-ups?
25:09 – What can you share about the upcoming new product release from Better Car People?
26:55 – How do you see dealership customer experience changing over the next 3–5 years, and what role will AI play?

Rapid Fire (29:36):

• What excites you most about your work at Better Car People today?
• One tech tool you can’t run your business without?
• In one word, what’s the biggest opportunity for dealers today?
  
  

🎧 Listen to more episodes: sellyautomotive.com/podcast

📄 Read the full transcription: 🎙️ UCDP #78 – AI, Human Touch & Dealer Loyalty w/ Aaron Kleinhandler of Better Car People