Jade Terreberry, Senior Director of Strategic Planning at Cox Automotive, hosts a special new year episode to break down the R.O.A.D. framework—ROI, Omnichannel, Adoption of AI, and Data-driven decision-making—for dealers and OEMs in 2026. Jade explains how focusing on measurable ROI, seamless omnichannel experiences, and embracing AI-powered tools can drive efficiency, personalization, and profitability. She highlights the importance of leveraging real-time data to optimize marketing, operations, and customer engagement, setting the stage for dealers to win in a competitive market this year.
Guest Expert:
Jade Terreberry
Senior Director of Strategic Planning
Cox Automotive
Top Takeaways:
- ROI is the metric that matters: Jade urges dealers to shift focus from lead volume to maximizing lead value, using multi-touch attribution and identity resolution to understand which marketing dollars truly drive sales.
- Omnichannel excellence is essential: Success in 2026 requires seamless integration across all customer touchpoints—website, showroom, social, and third-party platforms—to deliver consistent, personalized experiences.
- AI adoption drives efficiency and profitability: Embracing AI-powered tools for inventory management, pricing, and customer engagement leads to higher conversion rates and improved operational effectiveness.
- Data-based decision-making wins market share: Dealers who use real-time data to personalize communications and optimize every part of their business are best positioned to build lasting customer relationships and increase lifetime value.
- Plan your work and work your plan: Jade emphasizes that dealers who measure, adapt, and invest in these strategies will thrive in a competitive, margin-sensitive market.
Timestamps:
0:00 – 1:10 – Introduction
Jade Terreberry welcomes listeners, introduces the “For the Road Forward” podcast, and previews the episode’s focus on key strategies for dealers and OEMs in 2026.
1:10 – 2:30 – The ROAD Framework for 2026
Jade unveils the ROAD acronym—ROI, Omnichannel, Adoption of AI, and Data-based decision-making—and explains why these pillars are critical for success in the year ahead.
2:30 – 4:00 – ROI: Shifting from Lead Volume to Lead Value
Jade discusses the importance of prioritizing return on investment, using multi-touch attribution and identity resolution to maximize marketing effectiveness.
4:00 – 5:30 – Omnichannel Excellence
Jade emphasizes the need for seamless integration across all customer touchpoints, highlighting how omnichannel strategies drive engagement and loyalty.
5:30 – 7:00 – Adoption and Application of AI
Jade shares how embracing AI-powered tools can improve efficiency, personalization, and conversion rates, and encourages dealers to champion AI within their organizations.
7:00 – 8:30 – Data-Based Decision-Making
Jade explains how leveraging real-time data enables dealers to personalize communications, optimize operations, and build lasting customer relationships.
8:30 – 9:13 – Closing Thoughts and Next Steps
Jade wraps up the episode, encourages listeners to subscribe for future insights, and previews upcoming topics for the new year.
