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At NAMAD 2025, Glenn sat down to talk about the pace of change in auto—faster and more volatile than anything he’s seen since 1999. But he didn’t stop at AI, tariffs, or OEM strategy. He went deeper: into why minority dealers don’t inherit playbooks, why they’re forced to write their own, and why OEMs need to rethink how they engage.
His advice is sharp. Focus on used cars to build stability. Get new cars from a position of strength, not desperation. And push for OEM conversations that treat first-generation minority dealers differently than third-generation incumbents. Because the future of the industry won’t be written by those who already have the playbook—it will be written by those creating one.
Takeaways
0:00 Intro — Glenn Lundy joins from NAMAD 2025
0:32 Why the speed of change feels different than ever before
1:39 The consulting lens: helping dealers chase the puck, not the past
2:40 The 800% Club and a whole-dealership solution
2:54 NAMAD as the culture of underdogs—and why he identifies with it
4:01 Grit, fight, and why these are “his people”
5:08 Why minority dealers face unique pressures in their first years
6:49 Why blanket OEM conversations don’t work for everyone
7:47 The homeschool analogy: teach differently, or watch people fail
9:39 NAMAD’s role in bridging the OEM–dealer gap
11:26 Advice to minority dealers: master the used-car game
12:50 Why honoring OEMs without profit is a fast track to failure
13:39 Switching customers from used to new is easier than the reverse
Connect with Glenn Lundy on LinkedIn: https://www.linkedin.com/in/glennlundy
Learn more about the 800% Club: https://800percentclub.com
NAMAD Sessions is brought to you by Mia and produced by the More Than Cars Media Network - https://www.mia.inc/