What is the Next Move for Automotive Dealerships?

 A Conversation About Embracing AI, Evolving Mindsets, and Our Future 

We’ve been selling cars and managing staff in tried-and-true ways for decades. But with today’s rapid shifts, are those methods still enough? Or is it time to question how we approach both our workforce and our business model?

The Changing Automotive Dealership Landscape

A new generation of employees has entered the workforce with different expectations about work-life balance. They’re not here just for a paycheck; they’re looking for respect, growth opportunities, and a sense of purpose. Is our current culture ready for that? Or are steadfast in our old ways that we risk alienating the very people who will drive us forward?

Now add Artificial Intelligence (AI) to the equation. AI is already influencing everything from vehicle sales and service scheduling to customer relationship management. Some of us might wonder: Will AI make dealerships and employees more profitable? The truth is, these are still early days for AI, but it’s moving fast—faster than many of us ever anticipated. We’re looking at tools that can schedule service appointments, assist with trade appraisals, or even sell post-sale products to customers. Is this an opportunity we’re ready to grab?

AI’s Role in Automotive Retail

• Automating Routine Tasks
  By handling lead sorting or initial follow-ups, AI can free up sales teams to do what they do best: connect with customers on a human level and drive sales. It’s time to consider the broader impact on our processes, our staff, and our bottom line.
• Data-Driven Insights
  Ever thought about how AI could predict consumer behavior or optimize inventory management? What if we could more accurately gauge how long a car will stay on the lot and pinpoint exactly when to discount it—or even how to market it more effectively?

Rethinking Work-Life Balance in the Dealership World

There was a time when “the harder you hustle, the better you are” dominated our industry. But what happens when today’s top talent doesn’t see late-night hours and missed family events as a badge of honor? Do we risk losing them to workplaces that prioritize well-being?

It’s not that the emerging workforce is any less dedicated. They simply measure commitment in different ways. They still want to perform at a high level; they just believe they can do so without sacrificing every weekend or missing every personal milestone. Maybe this is something worth considering if we want to keep attracting the best people.

Can AI Bridge Profit Gaps?

When business is booming, we naturally work at full throttle; when it’s quiet, many of us feel the pressure to work even harder. AI can ease that pressure by giving us better visibility into sales cycles and improving how we manage our inventory’s time on the lot. Instead of pushing ourselves (and our teams) to exhaustion, maybe there’s a smarter way to sustain profitability.

Teaching Old Dogs New Tricks—And Learning From the New

• Embrace Technology
  CRM platforms, digital retail tools—are opportunities. The best of them can help us sell more effectively but not replace the personal touch.
• Continuous Learning
  Could we benefit from admitting we don’t have all the answers? What would happen if we allowed ourselves—and our teams—to be lifelong learners?
• Mentorship
  The “old school” handshake and deal-making instincts are invaluable. So is the digital fluency of younger employees. What if we paired these strengths? Imagine the new paths we might forge together.

The Evolving Dealership Model

Think about how buying a car used to look: a huge showroom, a sprawling lot, and hours spent strolling around with a salesperson. Today, people can do 80% or better of the research from home. Some even buy entirely online. That leaves the physical dealership in more of a delivery or experiential role. So how does that shift our strategy?

• Robust Digital Retail
  If customers are doing most of the legwork before they show up, can we build an experience that truly meets—or exceeds—their expectations, both digital and showroom?
• Personalized Service
  We have data at our fingertips. Are we using it to provide an experience so tailored that customers feel understood before they ever set foot in the store?

Building a Culture That Attracts and Retains Top Talent

How do we attract the best people if we stick to “the way we’ve always done it”? Innovation, transparency, and well-being are becoming non-negotiable for job seekers.

• Encourage Innovation
  Should we look to challenge employees and reward someone for bringing a fresh idea to the table?
• Value Well-Being
  Perks like flexible scheduling, wellness programs, make our businesses more appealing—which typically translates to more successful. A burned out team member rarely delivers a stellar customer experience.
• Open Communication
  Can we communicate more openly to foster trust and a sense of shared purpose?

Embracing the New Reality

The automotive business is (once again) at a crossroads. We can either hold on to the past and hope for the best, or we can look at AI, changing generational values, and shifting retail models as signs pointing us toward new opportunities. Yes, AI can feel intimidating, but it also has the potential to make us more efficient and profitable—if we integrate it thoughtfully.

Is our traditional mindset serving us, or is it getting in the way? Can we afford to keep telling ourselves, “This is just how it’s done,” when the rest of the world is moving forward?

I’ve spent years watching this industry transform—often in ways we didn’t see coming. What I’ve learned is that flexibility and openness to change make all the difference. My hope is that we keep pushing ourselves to question our assumptions, lean into new technologies, and value the people who drive our success. If we do, we’ll not only keep up with the ever-shifting landscape—we’ll help shape the future of automotive retail for generations to come.

So, what’s our next move? Let’s not just watch the waves roll in—let’s learn to ride them.

Get in touch with Mickey Quinn for more insights about all aspects of dealerships. Send him a message on LinkedIn or contact him via email at mquinn@ezvds.com.