Omni-Channel, AI, and Engagement: What Dealers Should Prioritize Now

Guest Expert: 
Patrick Janes 
AVP of Business Development 
vAuto

Patrick Janes, AVP of Business Development for vAuto, joins Jade Terreberry to unpack how omni-channel strategy and AI are reshaping automotive retail. Patrick explores the importance of connecting inventory management with customer engagement, the impact of AI on trade-in appraisals and process efficiency, and the need for collaboration across dealership teams. He shares actionable insights on sourcing inventory, optimizing trade capture, and leveraging technology to drive profitability, streamline operations, and build lasting consumer trust—all ahead of their session at Digital Dealer.

Top Takeaways:

1. Omni-channel strategy is now essential: Dealers must connect inventory management with customer engagement across digital and in-store experiences to stay competitive in 2025 and beyond.
2. AI is transforming trade-in appraisals: Voice-driven and data-powered AI tools are helping dealers deliver more accurate, transparent offers and build consumer trust—often “sight unseen.”
3. Identifying and addressing risk zones is critical: The biggest pain points for dealers are in trade-ins, purchases, and F&I; data-driven processes help solve these challenges and keep customers engaged.
4. Process optimization drives profitability: Defining, measuring, and collaborating on dealership processes—especially for trade capture and inventory sourcing—are key to maximizing ROI.
5. Inventory sourcing starts in the service drive: Top-performing dealers are leveraging internal opportunities, like the service drive, to source inventory and capture more trades.

Timestamps: 

0:00 – 0:42 – Introduction

Jade Terreberry introduces the episode and welcomes guest Patrick Janes, AVP of Business Development for vAuto, previewing a discussion on omni-channel strategy, AI, and dealership trends.

0:42 – 2:53 – Why Omni-Channel Matters

Patrick explains why omni-channel strategy is now essential for dealers, emphasizing the need to connect inventory management with customer engagement, and previews their upcoming session at Digital Dealer.

2:53 – 4:57 – AI’s Impact on Trade-In Processes

Jade and Patrick discuss how AI is transforming trade-in appraisals, improving accuracy, transparency, and efficiency for dealers and consumers.

4:57 – 7:43 – Addressing Risk Zones

Patrick identifies the biggest pain points for dealers—trade-ins, purchases, and F&I—and shares how data-driven processes help solve these challenges.

7:43 – 10:59 – Process Optimization and Measurement

The conversation shifts to the importance of defining, implementing, and measuring dealership processes, especially for trade capture and inventory sourcing.

10:59 – 13:26 – Inventory Sourcing and Service Drive

Patrick shares best practices for sourcing inventory internally, highlighting the service drive as a key opportunity for capturing trades.

13:26 – 15:39 – Real-World Success and Closing Advice

Patrick offers actionable recommendations for closing the year strong and maximizing dealership profitability.

15:39 – 17:21 – Closing Thoughts

Jade wraps up the episode, encourages listeners to subscribe, and previews upcoming conversations with industry leaders.