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What if the real problem in automotive retail isn’t too little technology, but too little purpose?

In this episode of The Car Dealership Podcast, I sit down with Bart Pellis, a marketing strategist, advisor, and keynote speaker working with dealerships and national sales companies across Europe. Born and raised in the south of the Netherlands, he now lives and works along the Mediterranean coast. With a background rooted in creativity and automotive retail, Bart helps dealer groups shape marketing strategies, build strong teams, and rethink how people and AI can work together in the future of the automotive industry.

This conversation goes way beyond marketing tactics or the latest AI tool. We talk about people, profit, purpose, and why so many dealerships are busy doing more while earning less.

What we get into in this episode

• Why “more leads” has become a dangerous default strategy
• How profit is leaking out of dealerships even when volumes look healthy
• Bart’s simple but powerful way of rethinking sales teams, inspired by football
• The growing gap between central marketing departments and the showroom floor
• Why purpose matters more than perks when it comes to retaining talent
• The real role of AI in dealerships, not as a gimmick, but as a teammate
• Which tasks should clearly be automated, and which must stay human
• Why dealerships that over-automate the experience risk becoming replaceable
• A few surprising, very human moments from real AI conversations with customers

Bart also shares stories that stick with you. From living in a mountain village with snow on one side and the Mediterranean on the other, to customers bringing chocolates for an AI they thought was human, this episode balances big ideas with very real-world examples.

If you’re running a dealership, advising dealer groups, or simply trying to make sense of where automotive retail is heading, this episode will challenge some comfortable assumptions. It’s honest, sometimes uncomfortable, and ultimately hopeful.

Hit play if you want to think differently about growth, technology, and what really makes a dealership sustainable in the years ahead.

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Every dealer wants more leads, more trust, and more sales. But here is the uncomfortable truth. Many still treat their website like a digital brochure instead of the online version of their showroom. And in 2025, that gap is costing real money.

In this episode, I sit down with Ysai Laumen, founder of Morgen Internet, to talk about what actually makes a dealership website convert. Not theories. Not wishful thinking. Real insights from running more than 600 dealer sites in the Netherlands and Belgium.

Here is a taste of what we dig into in this conversation

• Why so many beautiful physical showrooms fall flat online
• The hidden habits of today’s buyers that dealers still overlook
• The three call to actions that outperform everything else on a used car detail page
• Why your first five photos matter more than your camera
• How subscription based websites stay fresh while one time builds slowly decay
• What dealers can actually learn from e-commerce and where the comparison stops
• How conversational AI will reshape the online showroom long before most dealers are ready
• A personal story of how I ended up buying something I never planned to buy and what it taught me about buyer psychology

This conversation will make you look at your website differently. Not as a brochure, but as the first salesperson every customer meets. And once you hear Ysai’s insights, it becomes very clear why some dealers convert and others unintentionally chase buyers away.

If you want practical ideas that can improve your online results this week, this episode is worth your time.

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In this episode, my guest is Derek Verpooten from Autotelex Belgium. Derek Verpooten is a father of three with a lifelong passion for cars, motorsport, and cycling. With more than 25 years in the automotive industry, and the last decade focused on digitalization, he now works as a business developer helping dealers tackle the challenges of fast-changing processes. Derek believes the right mix of well-trained people and smart digital tools is what drives lasting success in today’s automotive world.

In this episode we dive into what it really takes to build a career in the automotive world while keeping pace with how fast the industry is changing.

Derek shares his journey, from selling cars as a teenager, to working in the high-pressure world of GT3 and Lamborghini racing, to now leading Auto Telex’s expansion into Belgium. Along the way, we talk about the challenges dealer groups face with consolidation, how culture and regulation differ between Belgium and the Netherlands, and why speed and flexibility matter so much when it comes to car data and digital tools.

You’ll hear why passion still plays such a big role in this business, how AI and automation are changing the way dealers work, and what Derek believes will set the most successful groups apart in the years ahead.

This conversation blends story, strategy, and straight talk about the realities of automotive retail today. If you want to see where the market’s heading, and how passion and adaptability can shape a career, you’ll want to press play.

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In this episode my guest is Jacqui Barker, Global OEM Strategy Director at Keyloop. Jacqui’s career path has taken her from the early days of car magazines, through AutoTrader’s shift from print to digital, and now into helping OEMs and retailers adapt to the fast-changing world of tech and customer experience.

We talk about the big lessons she learned at AutoTrader that still apply today, how OEM strategy connects (or sometimes disconnects) with the reality of the showroom floor, and why partnerships with startups are shaping the future of automotive retail. Jacqui also shares her perspective on the bubbles in EVs and AI, and how leaders can bring their teams along when change feels overwhelming.

What I love about this conversation is how practical it is. Jacqui doesn’t just talk theory—she shares insights that dealers and industry leaders can actually use. If you’ve ever wondered how to bridge the gap between big-picture strategy and real-world customer experience, this episode is worth your time.

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In this episode, my guest is Paul de Vries, founder of DCDW (Digital Car Dealer Workshop) and a familiar face in the European automotive industry. Paul has worn just about every hat in the business—from pumping gas at a Volkswagen station, to running a dealership, to building and selling the first online new car platform in Europe to eBay.

We get into some powerful lessons about what it really takes to win with online leads. Paul shares why speed is everything, what happens when you miss the “first response” window, and how tools and processes can double conversion rates without spending more on marketing. We also explore the changing role of BDCs, where AI fits in (and where it doesn’t), and what European dealers can learn from their American counterparts.

What I love most about this conversation is how real Paul gets. He even admits to losing a deal because he wasn’t quick enough—and that honesty makes his advice all the more practical.

If you’ve been frustrated with “bad leads” or wondered why your digital marketing isn’t paying off the way it should, you’ll get a ton of insight here. This isn’t theory. It’s about what’s working right now and how you can apply it in your dealership today.

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In this episode, my guest is Johan Verbois, founder of MA5, a used vehicle consulting, an international consulting firm specializing in used vehicle operations, remarketing, and residual value management.

Johan’s journey into automotive started with a surprising detour from physiotherapy to dealership life—and turned into a 35+ year career shaping used car operations at some of the biggest names in the business, including Toyota, Opel, Peugeot, and Mercedes.

We get into a lot during this conversation:

• Why most dealers still lack a real used car strategy
• The cultural differences across Europe that affect how used cars are valued and sold
• What EVs are doing to the second-hand market—and why some dealers are afraid to touch them
• How AI and new retail players are changing the game faster than we realize
• And what Johan learned from his time at Toyota about focus, simplicity, and long-term thinking

Johan is also a board member of CARA, the European Car Remarketing Association, and a familiar face on global automotive stages. If you're in the industry—OEM, retail, tech, or consulting—this is one of those episodes that gives you a fresh lens on what’s happening right now in the used car world.

Give it a listen—there’s plenty in here that could sharpen your next move.

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In this episode, my guest is John Lin, a renowned speaker, China expert, and platform evangelist, known for his unique ability to bridge Eastern innovation with Western business practice. As a regular columnist for Twinkle Magazine and a former Lead Ecosystem Business Developer at bol.com, John has spent his career exploring the intersection of Chinese tech trends and local market application. Through thought-provoking keynotes he inspires organisations to rethink innovation, platform thinking, and the speed of change driven by the East.

We talk about what Europe can learn from China’s rapid growth in EVs and innovation. And not just the obvious stuff like faster production or big factories—but things like how Xiaomi sold 100,000 cars in 24 hours, and why car dealerships in China feel more like tech stores than showrooms.

Here’s what you’ll take away from this episode:

• Why the EV boom in China happened so fast, and what role government policy played
• How consumer behavior around car buying is changing, and what Gen Z expects
• What Chinese brands are doing differently in retail, and how it’s driving real results
• Which upcoming Chinese EV companies might be the ones to watch in Europe
• And how European dealer groups can prepare for the next wave of competition

John shares stories that will make you rethink what’s possible, from self-parking cars that drive themselves underground to car brands being sold alongside headphones and smartphones. The pace, the tech, the mindset, it’s all moving faster than most of us realize.

If you’ve been wondering what’s really coming next in automotive retail, this episode will open your eyes. Give it a listen. It might just change how you see the future.

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In this episode, my guest is Steven van Belleghem, a globally recognised expert in customer experience and the impact of technology on business. He’s the author of several bestsellers, including When Digital Becomes Human, Customers the Day After Tomorrow, and The Offer You Can’t Refuse. Through his work with Nexxworks, Steven helps leading brands figure out how to stay relevant in a world that’s changing faster than most can keep up.

We get into the real story behind AI’s impact on customer behavior—and why many businesses are focusing on the wrong side of the AI revolution. Steven makes it clear: it’s not just about backend efficiency. It’s about how your customers are already using AI to search, decide, and buy in ways most businesses aren’t even seeing.

In this episode, you’ll learn:

• How AI is quietly raising the bar for what customers expect
• Why focusing only on internal AI projects could make your dealership invisible
• Why word of mouth and customer reviews are more critical than ever
• What car dealers can start doing today to build customer experiences that people actually talk about

Steven also shares a personal story that shows just how quickly a dealership can lose a lifetime of business by missing one key moment.

This conversation is packed with insights you can start applying right away. If you want to know how to keep winning customers in an AI-first world, this episode is for you.

There’s a lot in here to think about—and plenty you can start applying right now.