The Walk Around Problem: Advisor Issue or Leadership Failure?

AI is everywhere in dealership conversations right now, but most dealers are skipping a critical step before they invest. On this episode of FWRD, host Corey Smith sits down with Michael Morgan of Launch Labs, a data and identity resolution platform used by nearly 900 dealers nationwide, to break down what actually needs to happen before AI can deliver results. Michael explains why dealership data across the DMS, CRM, and CDP so often fails to talk to itself, and how that disconnect leads to wasted marketing spend, missed sales opportunities, and customers who feel like the dealership does not know them. He and Corey dig into the difference between chasing shiny new technology and building a real foundation, why vendor fragmentation is such a common frustration for dealers, and where fixed ops teams are leaving money on the table every single day. This conversation is a practical look at what separates dealerships that get real value from technology from the ones stuck replacing vendors every two years. Corey and Michael also get into culture, leadership, and what the highest performing dealerships will be doing differently five years from now. Tune in for an honest conversation about data, discipline, and why people, not platforms, are still what wins in this business.

Ninety five percent of Americans get paid weekly or biweekly, but almost every dealership still offers a monthly payment on the first pencil sheet. In this episode of FWRD, Corey Smith and Erick Jauregui sit down with David Engelman, founder and CEO of SmartPay, to break down why that mismatch is costing dealers money and costing customers deals they could have closed. Engelman explains how a payment option that matches a customer's actual pay cycle leads to less back and forth at the sales desk, an average of $1,000 more in gross per deal, and 1.5 additional finance products sold per customer. The conversation goes beyond the sales desk. Engelman ties affordability directly to the negative equity crisis facing dealers today, explaining how faster loan payoff gets customers into a better equity position and back into the trade cycle sooner. For any dealer principal, GM, or F&I director trying to solve today's affordability problem without cutting into gross, this episode is worth the listen.

The latest episode of FWRD tackles a topic every dealership needs to take seriously right now: FTC compliance. Hosts Corey Smith and Erick Jauregui are joined by Erica Blackman, EasyCare's compliance training expert, and Shannon Robertson, VP of AFIP, the Association of Finance and Insurance Professionals. The conversation starts with the FTC's recent warning letters sent to 97 dealerships representing more than 1,000 rooftops, and what that signal means for the industry. The core message is clear: online pricing must match what customers see and hear in the store, employees posting on personal social media as dealership staff are subject to the same advertising rules, and no store is too small to end up on the FTC's radar.The guests push back hard on the idea that compliance lives only in the F&I office. From service and parts to the technician on the shop floor, every department carries risk, and every employee's actions can expose the dealership. Shannon's framework is straightforward: build a written code of conduct, define your processes, and train everyone on them consistently. Erica adds that dealerships need to inspect what customers actually experience, not just what managers think is happening. The episode closes with a point that hits close to home for any store leader: customer confusion is not a sales strategy, and the dealerships that figure that out before an audit are the ones that stay off the radar.

The latest episode of FWRD features two automotive veterans who both stumbled into the industry by accident and never left: Laurie Holter, founder of an automotive PR and communications agency with more than two decades in the business, and Brooke Furness, a data-driven marketing and digital consultant known for telling clients what they need to hear. Hosts Corey Smith and Erick Jauregui lead a conversation that touches on relationships, career growth, and what it actually takes to build something lasting in this industry. Both guests speak to how strong personal and professional networks built through years in the trenches have become the foundation of their careers, and how women now in leadership roles are actively working to bring others up behind them. The conversation gets practical fast. Brooke delivers a sharp take on data, warning against trusting vendor dashboards as a source of truth and pushing back hard on the idea that a quick AI prompt replaces real strategy or expertise. Laurie points to flexible scheduling as the single most important change dealerships can make to attract more women. Brooke challenges dealer principals directly: look around your store and ask whether your staff reflects the customers you are trying to win. Both guests leave with the same core message for anyone entering this industry: walk in with confidence, do not shrink yourself for the room, and build a circle of people who will be honest with you.