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Mergers and acquisitions in auto aren’t just about buying stores—they’re about building legacies, and Dave Cantin is leading the charge.

From selling cars straight out of high school to owning and operating one of the largest Hyundai dealerships in the country, Dave has built an empire in the auto industry. Now, as the founder of the Dave Cantin Group, he’s redefining M&A with a strategy that’s about more than just the deal—it’s about about relationships, strategy, and legacy.

In this episode, Dave takes us on his journey from a determined 18-year-old to an industry powerhouse, breaking down the evolution of dealership valuations, the growing role of AI in M&A, and why data is the new gold in auto. The crew dives deep into how consolidation is shaping the future of the industry and why dealers need to start thinking of themselves as data companies if they want to maximize their value. Plus, an exclusive look at Dave’s game-changing AI tool, Jump IQ, which is set to revolutionize how dealerships are evaluated and acquired.

Buckle up—this one’s a masterclass in the future of automotive M&A.

Timestamped Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:44 – The Determined 18-Year-Old Who Wouldn’t Leave

Dave shares how he got his first job in auto sales by refusing to walk away from a dealership that initially ignored him. That persistence turned into a rapid rise through the ranks.

8:01 – The Hustle Mentality in Auto

How young, hungry professionals can find massive opportunity in the auto industry—if they bring the right mindset and tenacity.

14:05 – The Wild West of Auto M&A

For decades, dealers were negotiating their own deals without proper representation. Dave saw a massive opportunity to bring structure and strategy to dealership acquisitions.

20:31 – The AI Game-Changer: Jump IQ

Dave reveals Jump IQ, a cutting-edge AI tool that can instantly evaluate dealerships, predict market shifts, and even analyze how events (like a presidential election) will impact auto sales.

24:34 – The Future of Dealership Valuations

Why dealers should be thinking beyond revenue and profit—structuring their data strategy like a tech company could mean unlocking 7-10x multiples in future acquisitions.

Dave Cantin is the Founder and CEO of the Dave Cantin Group

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AI is a powerful tool, but the human element is still the key ingredient in great customer experiences.

Whether it’s selling wine or cars, relationships matter. 🚗🍷

In this episode of Auto Collabs, the crew welcomes Ted Rubin, CEO and Founder of ActivEngage, to talk about the ever-evolving role of AI in automotive retail.

Before diving into tech, we take a quick detour through Europe—because when your wife is a sommelier, you don’t just visit France and Italy, you experience them. Ted shares insights on how wine, like the car business, is full of nuance, timing, and expertise that AI has yet to master. From the human element in dealership conversations to the strategic use of AI for efficiency, this episode is packed with wisdom from someone who’s been in the trenches of automotive for decades.

The conversation gets deep on how AI can enhance but not replace the personal touch in sales. Ted emphasizes that consumers aren’t just looking for information online—they’re testing the dealership, seeing if they’ll be treated with care. ActivEngage aims to make that first impression count, not by pushing leads, but by building relationships. And just like a well-paired wine and steak, the best sales experiences come from knowing your customer, understanding context, and delivering a tailored approach—something AI isn’t quite ready to do on its own.

🔑 Episode Takeaways:

⏱ 0:00 – Intro with Paul J. Daly, Kyle Mountsier (with a roast of Michael for not showing up).

⏱ 2:42 – Ted Rubin’s European adventure: wine, champagne, and a VIP New Year’s Eve in Paris.

⏱ 5:44 – Can AI replace a sommelier? The answer reveals deeper truths about human interaction.

⏱ 10:01 – Why AI belongs in dealership operations—but not in direct customer conversations (yet).

⏱ 17:15 – Trust in online interactions starts lower today than it did 20 years ago—here’s how to fix it.

⏱ 22:53 – Customers don’t chat for information; they chat to test how they’ll be treated.

Ted Rubin is the Founder/CEO of ActivEngage

https://www.linkedin.com/in/ted-rubin/

https://www.activengage.com/

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Endurance and innovation go hand in hand, whether you're running races or reshaping automotive data strategies.

In this episode of Auto Collabs, the team catches up with Bobby Gaudreau, VP of Sales & Marketing at Activator Dealer Solutions, to discuss his passion for ultra-running and his relentless drive to transform automotive marketing. Bobby reflects on his recent 50-mile race, the Squamish 50, which served as both a personal milestone and a metaphor for his professional journey—both require vision, perseverance, and a clear plan to achieve success.

Shifting gears to business, Bobby dives into the evolution of Customer Data Platforms (CDPs) in automotive. He explains how Activator is bridging the gap between siloed dealership data and actionable marketing strategies, emphasizing the importance of clean data and well-defined outcomes. The conversation touches on the challenges of implementing CDPs effectively, avoiding the pitfalls of past buzzwords like “digital retailing,” and preparing for a future where emotional intelligence takes center stage in customer interactions.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:42 Running the Squamish 50: Bobby shares his experience completing a 50-mile race in British Columbia, an achievement marking his 50th birthday.

5:08 What Makes a True CDP: Bobby outlines the foundational elements of a real CDP, emphasizing data quality and marketing execution.

14:01 Avoiding the "Digital Retailing" Trap: Strategies to ensure CDPs deliver meaningful outcomes rather than becoming another overhyped tech trend.

19:50 Major Advancements in Auto Tech: Bobby highlights how CDPs can unify data silos and drive incremental lift in dealership performance.

24:02 The Future of Work: A discussion on how emotional intelligence and human connection will outweigh technical skills as automation takes over repetitive tasks.

Bobby Gaudreau is the VP of Sales & Marketing, GM/Project Owner at Activator Dealer Solutions - A Division of Dominion Dealer Solutions

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When innovation meets obsession you get: data-driven inventory strategies and… lawn care AI?"

Colby Joyner, VP of Growth at Liftkit.io and serial starter of “what’s next,” joins the Auto Collabs crew for a wide-ranging conversation about the current state of the automotive industry and where it’s headed. With 2025 shaping up to be a year of recalibration, Colby shares his thoughts on leveraging data for smarter inventory strategies and why dealers need to focus on building a solid foundation during these transitional times. From creating flexibility in merchandising to rethinking how vehicles are marketed across platforms, Colby’s insights highlight the importance of agility in a rapidly evolving space.

And if you think that’s all Colby’s been up to, think again. The self-proclaimed lawn care enthusiast reveals a side project that’s as innovative as it is niche: a conversational AI dedicated to solving lawn woes. Whether it's crafting smarter dealer solutions or the perfect turf, Colby brings his signature mix of precision and creativity to every endeavor.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:35 A Year to Build: Colby discusses why 2025 is a pivotal year for the auto industry to focus on preparation and foundational growth for future success.

10:10 Smarter Inventory Strategies: How dealers can leverage predictive analytics and data to optimize their inventory decisions and marketing efforts.

15:25 Platform-Specific Marketing: The importance of tailoring vehicle merchandising to specific third-party platforms for better engagement and ROI.

18:50 Solving the "Coming Soon" Problem: Colby’s take on speeding up photo uploads and improving vehicle presentation to eliminate unappealing placeholders.

22:25 Lawn Care AI, Anyone? Colby unveils his experimental AI that helps homeowners tackle lawn challenges with step-by-step guidance.

28:21 Creative Energy Fuels Innovation: A look at how entrepreneurial spirit drives fresh ideas in automotive and beyond.

Colby Joyner is the VP of Growth at LiftKit

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AI may be the future, but Carol Marshall reminds us it’s the human touch that keeps the automotive industry thriving.

Carol Marshall, COO of ActivEngage, brings a refreshing blend of wisdom, innovation, and a touch of "grandparent vibes" to this episode of Auto Collabs. As the pioneer of conversational commerce for car dealerships, Carol shares how her team has spent the past 17 years fostering genuine, trust-building interactions between dealers and their customers. From developing AI-powered tools like Theo to enhance—not replace—human interactions, to advocating for a thoughtful integration of technology in customer communication, Carol is on a mission to keep the automotive industry personal, efficient, and data-smart.

In this engaging conversation, the crew dives into the nuances of deploying AI in dealership operations, the unique power of a personal touch in service scheduling, and why focusing on relationships—not just leads—drives higher revenue. Carol also explores how ActivEngage’s solutions are evolving to meet the shifting demands of both consumers and dealers, ensuring the human connection stays at the heart of every interaction.

Timestamped Takeaways:

1. 0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo
2. 3:25 The Grandparents in Automotive Group: Carol’s creative metaphor for industry wisdom and evolving relationships.
3. 6:54 Activating AI: How ActivEngage uses AI as a tool to support—not replace—human agents.
4. 13:55 Centralized Communication: Why integrating multiple touchpoints into a unified experience is crucial for customer satisfaction.
5. 17:58 Personal Service Scheduling Wins: Data shows real conversations increase service show rates and RO revenue.
6. 22:06 Industry Predictions for 2025: Carol’s vision of tighter processes, renewed customer service focus, and balanced AI integration.

Carol Marshall is the Chief Operations Officer at ActivEngage

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Why do dealership customers leave bad reviews? Matt Murray of Widewail breaks it down with insights from over 8 million Google reviews—and the answer might surprise you.

In this episode, we’re diving into the world of customer feedback. Matt shares how his company transformed millions of unstructured reviews into actionable insights for automotive dealers.

The 2024 Voice of The Customer report shows a 20% increase in negative staff-related reviews this year, the conversation centers on why people leave bad reviews and what dealers can do to improve.

From the rising complexity of EV sales to the long-tail effects of pandemic-era pricing, Matt highlights the importance of well-trained staff and clear communication in building trust.

Plus, the crew explores the psychology behind reviews, the value of people in the dealership experience, and how dealers can stay ahead in a rapidly evolving market.

Timestamped Takeaways:

0:00 Intro Banter and Teasers

2:17 Meet Matt Murray of Widewail

5:14 Why Do Customers Leave Bad Reviews?

16:13 Rising Negativity in Staff Interactions

21:52 EV Buyers and Knowledge Gaps

24:56 Aging Vehicles = Higher Service Costs

27:22 Back to Basics: The Importance of Training

28:59 Customers Still Want Human Interaction

30:38 Closing Thoughts and Wrap-Up

Matt Murray is the CEO at Widewail

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Susanna Cunningham’s automotive journey is all about harmonizing passion with precision.

In this episode of Auto Collabs, Susanna Cunningham, the Regional Group Manager at automotiveMastermind, shares her fascinating journey from missing choir practice to becoming a data-driven force in the automotive industry. Susanna talks about how her love for cars started at a young age and evolved into a full-fledged career, emphasizing the importance of data and people in driving success. With nearly two decades of experience, she dives into the pivotal moments that shaped her path and how she now leverages data to help dealerships thrive.

Understanding customer demographics is an often-overlooked key to dealership success, and Susanna Cunningham knows it firsthand. In the interview, she highlighted how aligning inventory with the right market can make or break a dealership. Take the example of a Toyota store stocked with high-end Tundras and Sequoias in an area where the median income just doesn't support those price tags—those vehicles sit unsold, eating into profits. But by digging into local census data, Susanna helped the dealership realize they needed to shift their focus to more affordable options or target wealthier zip codes with strategic marketing campaigns. This simple yet powerful adjustment not only moves inventory faster but also builds stronger connections with the community by offering what customers actually need and can afford. It’s this kind of smart, data-driven approach that turns inventory from a costly challenge into a valuable asset.

Timestamped Takeaways:

0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

05:00 - Susanna’s first encounter with the auto industry at just 15, buying a car at an auction before she even had a license.

09:00 - The surprising power of a portfolio analysis and how it can reveal where dealers might be losing money.

12:04 - The inspiring origin story of automotiveMastermind, starting with a U-Haul and a dream at their first NADA convention.

17:44 - Practical insights on leveraging census data to align inventory with the right market demographics.

20:49 - The importance of mentorship in the auto industry and how Susanna helps dealership staff reach their full potential.

Susanna Cunningham is the Regional Group Manager at automotiveMastermind

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The top rule from this human resources star? Good vibes only.

Bethany Sobczak, Corporate Director of HR at Fitzgerald Auto Mall and 2023 Automotive News 40 Under 40 winner, brings a refreshing perspective to HR in the automotive industry. Her career might have started as car salesperson straight out of high school, but today, Bethany is spearheading Fitzgerald’s transition to a 100% employee-owned company. She leverages her love for cars and people to cultivate a workplace culture that emphasizes transparency, trust, and shared success.

In this episode, Bethany dives into the cultural shift that comes with an Employee Stock Ownership Plan (ESOP), the rebranding of HR as a fun and supportive partner rather than just the rule enforcer, and how maintaining an optimistic mindset can transform even the most challenging situations.

From her early days selling cars to managing HR for an organization of 4,000+ employees, Bethany shares how she balances the need for policy with a genuine love for people. Her insights into managing egos, encouraging proactive communication, and the importance of maintaining an employee-first culture show practically how to align business goals with employee well-being.

Timestamped Takeaways
0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo
04:09 - Bethany shares how her early success in car sales led to a long-lasting passion for the automotive industry.
08:00 - Bethany explains the decision behind Fitzgerald Auto Mall's shift to a 100% employee-owned model and how it's transforming company culture.
10:07 - The cultural shift: How employee ownership has increased accountability and team cohesion across the organization.
13:59 - Bethany discusses how her optimistic approach in HR helps her handle difficult situations and maintain a positive work environment, even when delivering bad news.
15:36 - Rebranding HR: Bethany’s mission to shift the perception of HR from the office “Grim Reaper” to a supportive, strategic partner in the workplace.
17:21 - Bethany highlights why the automotive industry is the best place to be in HR, emphasizing the unique, fun culture that allows HR professionals to be themselves and connect more authentically with employees.
19:00 - Managing egos in the car business: Bethany discusses how to leverage ego positively while maintaining a collaborative environment.
22:03 - Proactive HR: The importance of training and relationship-building to prevent issues before they arise.

Bethany Sobczak is the Corporate Director of Human Resources at Fitzgerald Auto Mall

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