In late 2022, like many around the world, several of us at VADA gathered around a computer, intrigued by a new artificial intelligence “chatbot” (a term I’d never even heard before) called ChatGPT. We asked it to make up silly stories. We quizzed it on the automotive industry. One of our staffers even had it compose a poem about dealerships in a matter of seconds, which he later read at a board meeting.
It was fun and games — entertaining, yes, but at the time, we didn’t fully grasp its potential.
Today, that potential is impossible to ignore. Dealers are taking AI seriously. Some are early adopters, actively integrating it into operations. Others are cautiously exploring. But nearly all are asking the same question: “How can this technology help my store run smarter, faster and more profitably?”
This summer, our team met with several automotive retail technology companies that are embracing AI. Its presence was unmistakable at our Annual Convention — not just in the buzz, but in the tools already in use.
Our partners at Digital Air Strike now offer AI-powered customer chatbots that deliver a true concierge experience. These tools can engage prospects 24/7, answer qualifying questions, schedule service or sales appointments and even provide personalized offers — instantly.
Over at ComplyAuto, their DealCheck AI is automating compliance tasks that once took hours. The tool scans for missing documents and errors before a deal is submitted, reducing unfunded deals, preventing chargebacks and freeing your team from the grind of paperwork — so they can focus on selling cars.
Here at VADA, we have held several meetings with industry players. Among them: Constellation and Co-Founder/CEO Diana Lee. She is a true car person, with more than 30 years in the industry, starting as a receptionist and working her way up to a successful sales professional and today an industry leader consulting with numerous manufacturers.
In a time when every company is claiming to have AI in their products, Constellation has developed a true dealership AI with absolutely remarkable capabilities.
VADA has been working to develop AI partnerships with companies that we believe are actually leveraging this amazing technology creating breakthroughs that will change our business.
But AI isn’t just about efficiency and customer service — it’s also about empowering your people. At our June convention, Joe St. John, AutoFi VP of Training and a NADA Academy instructor, made a compelling case for why dealerships need to reimagine their sales processes with AI in mind.
His point was clear: Too many stores are using 30-year-old processes in a 2025 marketplace. The result? Frustrated customers, disengaged Gen Z sales reps and missed opportunities.
St. John cited the story of one young salesperson who used automation to streamline lead follow-ups and manage workflow — and sold 42 cars in a single month. AI helped him start paperwork, direct buyers to inventory and even assist with F&I — all without ever taking a lunch break.
To be clear, dealerships will always need great people. AI won’t replace your team, but it can supercharge them. It’s like giving your best staff a tireless assistant who never sleeps, eats or calls in sick.
And adoption is growing fast. According to CDK Global’s 2024 Automotive Retail Friction Point Study, 52% of dealers say they’re already using some form of AI or automation, up from just 19% in 2021. What was once a novelty is becoming standard.
We’ll be sharing much more in the months ahead, including a podcast featuring Virginia dealers who are already blazing the AI trail.
Whether you’re all-in or just dipping a toe in the water, AI is no longer a futuristic concept. It’s a here-and-now opportunity to create a better experience for your customers, your team and your bottom line.
