The car industry is being rebuilt from the ground up. Most dealers don't see it yet.

Margins are tightening. Chinese OEMs are landing in Europe with their own software stacks. Electric vehicles are reshaping the service revenue model dealers have relied on for decades. And somewhere in all of this, AI is quietly doing things that nobody is talking about publicly — yet.

Hélène Lanssens has spent over 20 years inside the machinery of automotive retail. She started her career  as a dealer network trainer at Volkswagen France before moving through JATO Dynamics, where she mastered automotive data across 50+ markets, and Solera, where she led product strategy connecting repairers, adjusters, and insurers. That journey across OEMs, data intelligence, and aftersales gave her a panoramic view of the industry few people hold. Today she leads Partnerships and Product Marketing at Nextlane, one of Europe's largest automotive retail software groups. 

In this conversation, we go deep. 

• Why the dealers who survive the next five years will be the ones who treat data as infrastructure, not an afterthought
• Why the biggest risk with AI isn't adoption, it's stopping too early
• Why "we pick up the phone" is no longer the competitive advantage dealers think it is
• Why one-third of customer questions are already arriving when the showroom lights are off

We also get into the Nextlane open ecosystem model, the real story behind their platform connecting seven DMS systems across Europe through a single API layer, and what their new partnership with NOVACO actually unlocks for dealers on the ground.

This is not a conversation about what might happen someday. This is what is happening, explained by someone who has spent two decades building the systems behind it.

Most dealers think the problem is the price. It's not.

Rolf Westgeest  is the founder of EuroStocks.com and one of Europe's most experienced voices in automotive digital retail. He has spent 20 years inside the European automotive marketplace, building platforms, advising hundreds of dealerships, and watching millions of euros get quietly wasted on price cuts that never needed to happen.

His conclusion? The car was never the problem. The listing was.

In this episode, Rolf breaks down why dealers are losing deals before a single buyer ever sees their inventory, how classified portals actually rank and distribute vehicles, and what separates the dealerships quietly outperforming the market from those constantly chasing their tail on pricing.

He also gets into:

• Why 20% of EV listings are essentially invisible to buyers right now
• The cross-border trade opportunity most dealers are leaving on the table
• What AI is actually changing in automotive retail and what it isn't
• Why the first hour after a lead comes in decides everything
• How a €50 decision can outperform a €1,500 price cut

Rolf is also releasing a book on exactly this, and the ideas inside it are ones the industry hasn't put into a single place before.

If you work in automotive, manage inventory, run a dealership, or just want to understand how online car marketplaces actually work under the hood, this one will change how you think.

What if the biggest problem in your dealership isn't your tools, your leads, or even your team but the conversations you're not having?

That's the thread running through my chat with Stefanie van Dijk, and it might just be the most honest conversation we've had on this podcast in a while. 

Stefanie has spent over a decade in automotive, starting on the dealership floor, then spending eight years at DCDW helping dealers across the Netherlands and Europe get better at converting online interest into actual showroom visits. She knows the gap between what dealers think is holding them back and what's actually holding them back. Spoiler: it's usually not the tech.

In this episode, we get into:

• Why giving a trade-in estimate upfront can quietly cost you the deal, and what to do instead
• The real reason customers drive past four Mercedes dealers to buy from a fifth one an hour and a half away
• How to sell the appointment, not the car, and what that actually sounds like on a call
• Why so many digital initiatives in dealerships die on the floor
• Stefanie's Power Women in Automotive podcast and what she's learned after two and a half years of conversations
• Drive Together, her new movement pushing for real cultural change in automotive, not just diversity as a buzzword, but diversity as a business strategy
• The tension between AI and the human connection, and where she believes the line should be drawn

This one goes beyond the usual sales tactics. Stefanie is someone who's spent years in the rooms where dealers make decisions, and she's watched enough good ideas fail because of people problems disguised as process problems. She's direct, thoughtful, and genuinely trying to move the needle on something bigger than lead conversion.

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.

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.

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. 

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.

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.

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.

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.

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.

In this episode, my guest is Martijn Bovee, Marketing Director at Louwman Dealer Group—one of the largest dealer groups in the Netherlands. With prior experience as General Manager at Auto.nl, a pioneer in online car retail, Martijn combines deep industry knowledge with a pragmatic vision for the future.

In this episode we talk about what actually happens when you introduce AI into a dealership group with over 1,700 employees and 50+ locations. Spoiler: It’s not about replacing people. It’s about doing the work that really matters.

Martijn shares how Louwman is using AI to reduce unnecessary customer interactions, improve agent experience, and eliminate repetitive phone calls—while keeping the human element exactly where it counts.

We dive into:

• What types of customer questions should never reach a person
• How Louwman saved millions by rethinking phone, chat, and messaging
• Why working smarter isn’t just a saying—it’s a survival strategy
• And how AI can actually increase job satisfaction

This isn’t theory. It’s a practical look at how a massive dealer group is making AI work in the real world—without losing sight of people, process, or purpose.

If you’ve ever asked yourself “Is it the right time to bring AI into our store?”—this is a good place to start.

In this episode, my guest is Johan Sundstrand, CEO and co-founder of Phyron, a company that’s helping car dealers turn their inventory data into high-quality videos at scale.

We talk about how Johan went from running Sweden’s largest golf shop at 18 to building a tech company that now serves over 4,000 dealers in more than 35 countries. But more importantly, we get into the how and why behind Phyron’s growth—and what dealers can actually do with the tools they already have.

Here’s what you’ll learn in this episode:

• How to turn existing photos and spec sheets into engaging videos that boost SEO, keep buyers on your site longer, and help your inventory stand out
• What most dealers get wrong about digital marketing (especially when it comes to video)
• How you can build your brand, not just your listings, using video content across marketplaces, social media, and your own website
• Why emotion drives decisions, and how video helps create the kind of experience people remember
• What it really takes to get started (it’s faster and easier than most think)

If you’re trying to figure out how to keep up with modern retail expectations, or just want to get more out of the listings you already have, this episode is full of ideas that can actually move the needle. Johan brings a practical, no-fluff perspective that I think every dealer should hear.

Let me know what you think, and as always—thanks for listening.

 In this episode, my guest is Stephen Whitton, founder of MenAble, a UK-based initiative focused on improving mental health in the automotive industry. We talk about what mental health really looks like behind the scenes in dealerships, and why Stephen prefers to call it mental wealth. 

Stephen doesn't just bring insights — he brings lived experience. From his own breakdown during the pandemic to helping businesses build cultures where people thrive, Stephen delivers truth with warmth, humor, and zero fluff.

We get into:

• Why the phrase “How are we doing?” might be the most powerful leadership tool you're not using
• The difference between mental health and mental wealth, and why the latter could change your company
• What’s really driving burnout in the motor trade — and how to spot it before the wheels come off
• How simple shifts in your team culture can attract (and keep) top talent
• Tangible actions managers can take today to support their people without becoming therapists

Oh — and you’ll never ask “How are you doing?” the same way again.

This isn’t a therapy session. It’s a conversation every dealership leader needs to hear. Hit play and get ready to shift gears on how you think about mental wellbeing at work — and in life.

In this episode, my guest is Joost Nieuwlaar, a digital consultant at Datamotive, Joost has been active in the digital automotive world for more than seven years. He helps dealer holding companies and car companies optimise their digital strategy, from lead generation to conversion. Joost stood at the cradle of Datamotive, inspired by recurring questions from the market. His mission: to help car companies stay ahead digitally.

We talk about what makes a dealer website actually perform, how AI is already streamlining backend operations, and why the future of automotive retail is all about smart integration over more tools. 

Here’s a quick taste of what we cover:

• The three powerhouse modules that make up the Datamotive platform
• Why “conversion” isn’t just a buzzword—it’s the lifeblood of your site
• How AI (when combined with good data) is unlocking smarter workflows for marketing teams
• The future of car configurators, customer personalization, and European expansion
• Plus: Joost shares what actually drives more car sales (hint: it’s not what you think)

This is a masterclass on how to future-proof your dealership's digital experience—with practical insights you can act on right away.

👉 If you’re tired of clunky platforms, siloed tools, and websites that collect dust instead of leads… hit play.

Let’s go.

In this episode I sit down with Alex Gaspar, founder of AutoDialog, to unpack a seriously inspiring transformation—from being pulled out of school to save his family’s dealership, to building one of Belgium’s most respected automotive groups, and ultimately, launching a tech platform that’s revolutionising after-sales for dealers across Europe.

But this isn't your typical founder story.

Alex didn’t set out to be a tech innovator. He just couldn't stand the inefficiencies in his service department. So he built custom tools to fix it. Turns out, other dealers wanted in. Fast forward to today, and AutoDialog is helping dealerships digitise, automate, and scale their after-sales departments—without hiring more people.

In this episode, we explore:

• How Alex took a dealership from red to black in under three years — and the exact efficiency levers he pulled
• The real reason he transitioned from dealership owner to full-time software founder 
• Why traditional DMS tools weren’t cutting it, and how he built AutoDialog to plug the gap — straight from the workshop floor
• The surprising power of letting salespeople just sell — and stripping away everything else
•   How automation is helping dealers prepare for the EV future with triple the throughput (without tripling the staff)
•  The launch of AI-powered assistants like NOVA and how it’s reshaping communication between service advisors, mechanics, and customers

Alex shares his journey with disarming honesty, practical wisdom, and some seriously quotable lines (like: “Give your team superpowers, not more tasks”). This isn’t just a feel-good founder story — it’s a roadmap for any dealer who’s tired of clunky processes, siloed data, and customers stuck on hold.

If you're serious about leveling up your after-sales game and future-proofing your operations, this episode is for you!

In this episode, I sit down with Miguel Michiels, COO of AutoChat, to explore how AI is transforming the car business from the inside out. Miguel has spent over a decade in automotive retail, helping dealerships and leasing companies rethink their strategies. From running pricing at LeasePlan to leading the omnichannel revolution at Carnext, he knows exactly what it takes to sell cars in today’s digital world. Now, at AutoChat, he's building AI-powered solutions that make dealerships more efficient, more profitable, and more customer-friendly. 

Here's what we dig into:

• The AI advantage – How dealerships are using AI to generate more leads and close more deals
•  Automation that actually works – Reducing non-billable hours and cutting costs without losing the personal touch
•  Why speed wins – How responding to customers faster leads to more sales
•  What’s next for automotive AI – A behind-the-scenes look at AutoChat’s Nova AI and where the industry is headed
•  Is AI replacing jobs? – The truth about automation, dealership employees, and the future of customer service

If you’ve ever wondered how AI can actually make your dealership better, this episode is for you.

So, if you want to stay ahead of the game and learn how the smartest dealers are using AI to work less and sell more, hit play and let’s get into it.

Welcome to the First Episode of The Car Dealership Podcast! 

In this episode we’re diving deep into how AI and digital communication are reshaping the automotive industry. No overhyped buzzwords—just real conversations about what’s actually working in dealerships today.

To kick things off, I’m joined by Michiel Borst, Chief Commercial Officer at UnameIT, a company that’s been revolutionizing how dealerships manage customer interactions and sales. With over 17 years in the automotive industry, Michiel knows exactly what makes dealerships tick—and more importantly, what’s holding them back.

What You’ll Get From This Episode:

• How AI-driven customer interactions boost lead conversion by up to 4% (and why this matters more than you think)
• The game-changing integration between UnameIT and AutoChat (and how it’s already helping dealerships close more deals)
• Why traditional lead forms might be costing you sales—and what to do instead
• The surprising role of marketing automation in customer engagement and upselling
• Where AI-powered voice technology is headed in the dealership space (spoiler: it’s coming faster than you expect)

This is just the beginning. If you’re in the automotive space and want to stay ahead of the curve, you won’t want to miss this conversation.

🔊 Hit play now and join us on this journey to explore the future of automotive AI!