Lindsay Llewellyn, Shannon Powell, and Terry Schramm from Autotrader and Kelley Blue Book join Jade Terreberry to share the top trends they’re hearing from dealers heading into 2026. They discuss tightening inventory, shifting buyer behavior, and why ROI, connected data, and AI‑powered insights matter more than ever. With all three preparing to support dealer conversations at NADA 2026, they also highlight the biggest watch outs—like chasing shiny new tools or relying on incomplete metrics—and explain how integrated systems, strong fundamentals, and a modern digital strategy can help dealers protect margins and make more confident decisions in the year ahead.
Guest Experts:
Lindsay Llewellyn
Client Success Manager
Autotrader and Kelley Blue Book
Shannon Powell
Client Success Specialist
Autotrader and Kelley Blue Book
Terry Schramm
Major Account Director of Sales
Autotrader and Kelley Blue Book
Top Takeaways:
- Dealers are prioritizing trust, efficiency, and real ROI. Across markets, dealers are demanding proof that technology makes their business easier—not more complex. They’re focused on integrated systems, clarity, and measurable return rather than promises or “silver bullet” solutions.
- Inventory challenges remain the industry’s biggest pressure point. Rising acquisition costs, tight margins, and a shortage of desirable vehicles are driving dealers to be more intentional about strategy, data, and spend. Strong fundamentals—pricing, merchandising, and process—are proving just as important as marketing.
- NADA 2026 conversations will center on connected data and AI. As the team prepares for meetings and dealer conversations in Vegas, they note that this year’s NADA energy is all about unified consumer profiles, integrated systems, and AI‑powered insights that help dealers make smarter, faster decisions.
- Outdated metrics are holding dealers back. Lead counts and last‑click attribution are no longer enough. Dealers that evaluate the full customer journey—and embrace weighted engagement and holistic metrics—are making better decisions and protecting margins.
- The biggest distractions are “shiny objects” and incomplete data. New tools and flashy tech can pull dealers off track. The guests emphasize that data quality, integration, and ongoing enablement matter far more than any standalone feature. Systems must talk to each other for ROI to be real.
Timestamps:
0:00 – 1:31 – Introduction
Jade Terreberry opens the episode, introduces guests Lindsay Llewellyn, Shannon Powell, and Terry Schramm, and previews the discussion on dealer trends and what’s ahead going into NADA 2026.
1:31 – 4:18 – What the Team Is Excited About for 2026
Lindsay, Shannon, and Terry share what they’re looking forward to—from reconnecting with dealers at NADA to the growing impact of AI, connected data, and integrated technology across Cox Automotive.
4:18 – 10:13 – Top Trends Emerging in Dealer Conversations
The guests highlight what dealers are most concerned about: inventory shortages, cost pressures, efficiency demands, and the rising importance of measurable ROI in a more complex retail environment.
10:13 – 13:18 – Key Watch Outs for Dealers in 2026
They break down major risks—including relying on outdated metrics, ignoring the full customer journey, and overlooking fundamentals like pricing, merchandising, and process alignment.
13:18 – 17:49 – Shiny Objects & Common Distractions
The team addresses the “bright, shiny object” effect at NADA, cautioning dealers not to chase new tools without strong data, integration, and proven results behind them.
17:49 – 24:23 – Staying Focused with Data & Integration
They offer practical guidance on prioritizing first‑party data, choosing integrated systems, and avoiding decisions driven by incomplete or misleading metrics.
24:23 – 27:10 – Final Advice for Dealers Heading Into 2026
Each guest shares one top piece of advice—from leaning into digital retailing to acting early on inventory strategy to demanding technology that truly connects the ecosystem.
27:10 – 28:39 – Closing Thoughts
Jade wraps with a preview of NADA‑week content, encourages listeners to follow the team, and emphasizes the importance of data‑driven decision‑making in the year ahead.
