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In our latest webinar, we brought together leading voices from across the automotive industry to discuss one of the sector’s most pressing challenges: How can dealerships increase profitability and efficiency in a competitive and fast-changing market?
Joining the discussion were Bryan Herring from Eden Motor Group, Rosanna Hansford from Motorpoint, Edoardo Marcarini from Bossoni Automobili, Tina Sadeghi from Phyron, and Nicholas Malcolm from Autoflows.
This summary highlights the key insights from the webinar – showing how forward-thinking industry leaders are reshaping their businesses to thrive in a fast-changing market.
We’ve identified three critical themes that emerged from the discussion:
1. Leverage data to unlock growth and reduce administrative work
2. Take control of your workload to drive efficiency and profitability
3. Embrace AI to drive better decision-making and accelerate growth
A recurring theme in the webinar was the transformative power of data. Dealers are sitting on large volumes of valuable data but often aren’t using it effectively.
“With better data, we’re speaking to people that genuinely want to transact with us. It’s a much better use of our resource and time.” – Bryan Herring, Eden Motor Group.
Eden Motor Group, for example, dramatically improved their outbound conversion rates by using Autoflows to better categorise leads and target the right customers:
“We went from a 3% conversion from dials to 57%. It’s night and day.”
Using data effectively enables dealers to:
– Predict customer needs and engage proactively.
– Prioritise high-value leads to maximise conversion.
– Make faster, data-driven decisions across the business.
Edoardo Marcarini from Bossoni Automobili emphasised the importance of an integrated CRM system that connects all business units, giving teams shared access to real-time insights:
“If we don’t all speak the same language, we’re far from each other. Integrated data is critical to working together effectively.”
Nicholas Malcolm of Autoflows reinforced this point, underlining that organised DMS data is the foundation for predictive insights that can drive both efficiency and profitability:
“The fight is to get the right customers into the workshop. Better data makes that possible.”
Across the panel, one message was clear: Dealerships are under pressure to achieve more with less.
“We have a limited pool of resource. How do we make that resource more effective? We remove a lot of the manual, resource-heavy interactions by streamlining those.” – Bryan Herring, Eden Motor Group
Rather than expanding teams, dealers are turning to automation and technology to optimise their existing resources and processes. This approach doesn’t just save time – it improves output and results.
“If you don’t have technology on your side and a fully integrated CRM with all the business units of your company, you start from not the pole position.” – Edoardo Marcarini, Bossoni Automobili
Rosanna Hansford from Motorpoint shared how automation has enabled her team to maintain growth, even under budget pressure:
“Without technology, it would be nearly impossible to deliver growth year on year while staying within our budgets.” – Rosanna Hansford, Motorpoint
Key takeaways:
– Automate routine tasks to free up staff for higher-value work.
– Eliminate manual bottlenecks to improve operational flow.
– Focus resources on revenue-generating activities.
By optimising how teams work, dealers can unlock both efficiency and profitability – critical ingredients for sustainable success.
AI is no longer just a tool for automating processes – it’s a key driver of growth and better decision-making across the dealership. By removing repetitive, manual tasks, AI frees up teams to focus on the actions that make a real difference to profitability and customer satisfaction.
“Automation just enables us to raise the level of the people we employ. It frees them to be better, because they’re not bogged down by monotonous, boring, repetitive tasks.” – Bryan Herring, Eden Motor Group
With AI, dealerships can not only streamline operations but also improve the quality of their customer interactions. By targeting the right leads at the right time, AI helps prioritise resources and maximise conversion rates.
“What I do know already is that every single lead I get from that AI chat is phenomenal. It’s a hot lead, a really good lead, someone that wants to transact with my business.” – Bryan Herring, Eden Motor Group
AI also enhances strategic decision-making by turning data into actionable insights. Edoardo Marcarini highlighted how the right tools empower faster, smarter decisions – helping dealerships stay ahead in a rapidly changing market.
“With the right tools, you reduce the time of making analysis because you have the right data – and you can increase your time to take decisions and to try to challenge the present and the future.” – Edoardo Marcarini, Bossoni Automobili
With AI deeply embedded in operations, dealerships can:
– Free up teams to focus on growth-driving activities.
– Improve lead quality and increase conversion rates.
– Speed up decision-making with real-time insights.
1. Take control of your workload by automating routine tasks and removing bottlenecks to boost efficiency and profitability.
2. Leverage data effectively to prioritise high-value tasks, improve conversions, and make better decisions.
3. Embrace AI to enable data-driven decisions, improve efficiency and accelerate growth.
