What happens when you combine AI, big data, and a deep understanding of dealer dynamics?

On this episode, John Gough and Kyler Mason sit down with Steven Hileman, Head of Strategy and Business Development at Roadpass Digital, who takes us behind the scenes of how they’re transforming their customers’ experience while tackling the complexities of multi-channel distribution in the auto and RV industries.

You’ll learn the secrets behind Roadpass' innovative approach to blending sales and marketing, leveraging AI lead generation, and nurturing partnerships with large dealer groups. Whether you're looking to enhance your dealer relationships or simply curious about how data can reshape consumer experiences, this conversation is packed with practical advice about how to maneuver the B2B2C distribution channel.

Tune in and discover why understanding the deep nuance in the dealer channel is crucial for winning in today's market.

Key Takeaways:

1. Metrics Unlock Deeper Customer Understanding: Make sure you are tapping into data and analytics to gain a nuanced understanding of your customers' behaviors and preferences.

2. Simplifing and Bundle Offerings for Dealers: Simplify your product offerings to make them more appealing to your distribution partners.

3. Invest in Long-term Partnerships with Key Accounts: Focus on building long-term partnerships with strategically important dealer groups.

Timestamps:

00:00 Meet Steven

04:24 Transition to a marketing role during the recession

09:36 Delivery challenges and improvisations

17:00 Airstream changed sales approach

25:52 All About Roadpass

39:41 RV rental started

45:59 Roadtrippers and expansions

52:36 Specialized AI development