ABOUT THIS EPISODE
Is artificial intelligence creating a helpful resource for your customers, or is it building a wall between them and your sales team?
We caught up with Dr. John Coles, Vice President of Data Science and Analytics at ACV, for an exclusive sneak peek at the machine learning and vehicle valuation strategies he is bringing to the VADA '26 Convention at the Marriott Virginia Beach Oceanfront .
Register for VADA '26: https://vada.com/convention/
In this bonus "Convention Sneak Peek" episode, Dr. Coles explains that modern consumers demand absolute transparency . He explores how to effectively utilize machine learning in the back office, the critical necessity of multi-source information fusion, and how to stop overwhelming your staff with too many software tools .
In this episode:
- The "Zero Surprises" Consumer — Modern buyers are fiercely protective of their time . As Dr. Coles notes regarding his own car buying experience, "The thing that I look for as a consumer when I walk in is zero surprises on a cost side" .
- The New Normal — With lease returns growing and margin compression remaining a stark reality, dealers must utilize data to quickly position each vehicle for the right consumer . As Dr. Coles warns, "We're never going back to an old normal" .
- Speed to a Human — If you introduce AI as a friction point between your dealership and the customer, you put the relationship at risk . AI should be used in the back office because, as Dr. Coles puts it, "Right now, for me, it's all about speed to a human" .
- Stop Software Overload — Dr. Coles breaks down the change management strategies needed to actually implement data-driven tools without burning out staff . "If you lob nine software solutions in and see what works... I'll give you a hint. None of them will work" .
🎙️ ABOUT VADA LIVE
VADA Live is the official video podcast of the Virginia Automobile Dealers Association, hosted by Dan Carrigan. Each episode features candid conversations with industry leaders, analysts, and experts on the trends, data, and strategies shaping automotive retail.
Subscribe for new episodes: https://www.youtube.com/@VADALive
👤 ABOUT DR. JOHN COLES Dr. John Coles is the Vice President of Data Science and Analytics at ACV . With 15 years of experience in machine learning and a background spanning emergency management and counterterrorism research, Dr. Coles is a leading expert in vehicle valuation analytics and operational data strategy .
🏢 ABOUT ACV ACV provides a vibrant digital marketplace for wholesale vehicle transactions and data services. By bridging the physical and digital worlds, ACV equips dealers with transparent, data-driven vehicle valuations to ensure speed to decision and action across their inventory .
