Eric DeMont, Vice President at Urban Science, joins Jade Terreberry to unpack how data is transforming automotive retail. Eric shares Urban Science’s journey from supporting OEMs to empowering dealers with real-time insights, and highlights the importance of ROI, omnichannel experiences, and AI adoption. He explains how harmonized data and actionable metrics are driving smarter decisions, improved lead conversion, and greater profitability for dealers and manufacturers. Eric also emphasizes that investing in people remains key to success in today’s rapidly evolving industry.
Guest Expert:
Eric DeMont
Vice President
Urban Science
Top Takeaways:
- Dealers must embrace change and prioritize ROI. Eric emphasizes that success in today’s automotive retail requires a commitment to change and a focus on ROI as the key metric for decision-making.
- Omnichannel experiences are essential. Delivering a seamless customer journey—online, in-store, and everywhere in between—is critical for meeting modern consumer expectations and driving performance.
- AI and data-driven insights boost profitability. Integrating AI and harmonized data helps dealers work smarter, improve lead conversion, and uncover new opportunities for efficiency and growth.
- Visibility into lead defection is a game changer. Urban Science’s real-time metrics reveal not just close rates, but also lead defection, empowering dealers to optimize processes and retain more customers.
- Investing in people drives long-term success. Eric’s advice for 2026: upskill teams and foster a culture of innovation, because automotive retail remains a people business at its core.
Timestamps:
0:00 – 1:00 – Introduction
Jade Terreberry introduces the episode and guest Eric DeMont, Vice President at Urban Science, and previews the discussion on data-driven strategies in automotive retail.
1:00 – 3:12 – Urban Science’s Evolution
Eric shares Urban Science’s journey from supporting OEMs to working directly with dealers, leveraging real-time sales data and actionable insights.
3:12 – 5:56 – Challenges and Change in Automotive Retail
Eric discusses the biggest challenges facing dealers and manufacturers, emphasizing the importance of embracing change and fostering a culture of innovation.
6:12 – 9:25 – The “ROAD” Framework for 2026
Jade and Eric break down the ROAD framework: ROI as the metric that matters, omnichannel experiences, AI adoption, and database-driven decision making.
9:25 – 12:42 – AI and Data-Driven Decision Making
Eric explains how harmonized data and AI integration are driving smarter decisions, improved lead conversion, and greater profitability.
12:54 – 15:44 – Lead Conversion, Defection, and Process Optimization
Eric reveals how Urban Science’s metrics provide visibility into lead defection and close rates, helping dealers optimize processes and retain more customers.
16:50 – 18:21 – Investing in People
Eric shares his top advice for 2026: invest in people, upskill teams, and build trust, as automotive retail remains a people business.
18:23 – 19:48 – Closing Thoughts
Jade wraps up the episode, encourages listeners to connect with Eric, and previews upcoming conversations with industry leaders.
