Executive Spotlight: Driving Dealership Success

In a recent interview hosted by Susan Givens, PureCars CEO Lauren Donalson shared her insights on the biggest opportunities and challenges facing dealerships today. The conversation touched on data, service operations, AI, and what she’s looking forward to continuing conversations around at NADA.

The end-of-year rush is familiar territory for dealerships: metrics lag behind pace, slow starts, aging inventory, declining close rates, flat leads, slipping gross profit, and competitors moving units. The natural reaction is often panic-driven optimization, aggressive email blasts, rushed creative requests to marketing partners, and Monday-morning task armies for BDC follow-ups. The reality is simple: urgency without strategy burns both budget and morale.

Digital marketing has evolved dramatically in recent years. Yet, for many dealerships, the core challenges remain the same: handling leads effectively, maintaining consistent follow-up, and delivering the kind of personalized, always-on communication today’s shoppers expect.High turnover in BDC roles, lack of standardized processes, manual data entry, and delayed responses can all lead to missed opportunities. Traditional marketing methods—like static lists, generic drip campaigns, and manual follow-up—are increasingly out of sync with modern buyer behavior. Shoppers expect real-time, relevant interactions, and dealerships that can’t deliver risk losing them to competitors who can.That’s where AI comes in.

Lauren Donalson, recently promoted to CEO of PureCars, has spent over a decade growing with the company—and now is one of the youngest female CEOs in the automotive marketing space. Reflecting on her early experiences in her family’s dealership, she says, “I absolutely appreciate that my father and the team at the stores treated me the same way any entry-level employee would be treated. It inspired me to learn new skills with tenacity, prioritize quality work, and take pride in the value of my contributions to our stores’ successes.”

Google has announced that the Vehicle Listings on Google feature (formerly Cars for Sale) has been discontinued. This update marks a significant shift in how dealerships can display inventory within their Google Business Profiles. Once the feature is removed, dealerships will no longer be able to showcase live inventory directly in search results — which could reduce visibility for active shoppers if no alternative strategy is in place. But there’s good news: PureCars has proven, data-driven solutions to ensure your dealership continues to reach ready-to-buy shoppers on Google and beyond.

PureCars, the leading customer data and marketing platform for automotive dealers, announced its selection as one of the preferred partners in Nissan’s new AI Lead Nurturing Program. This collaboration will empower Nissan dealerships to significantly enhance customer interactions and accelerate conversions through seamless, personalized, and real-time AI-driven communication, ultimately driving sales and service growth.

The final stretch of the year is one of the busiest — and most profitable — times for dealerships. Between holiday shopping, year-end bonuses, and shoppers hunting for deals before the new year, Q4 offers an unmatched opportunity to reach buyers at the perfect moment. But with so many brands competing for attention, how can your dealership stand out? Amazon advertising is the key.

Get ready for NADA 2026 in Las Vegas—the premier gathering for the automotive industry! Dealership leaders, innovators, and trailblazers from across the country will come together to explore the latest technology, network with peers, and gain insights to drive their businesses forward.

As we move into the holiday season, automotive dealerships face a unique opportunity: Q4 is one of the most critical times of the year for both sales and service. Between Black Friday promotions, end-of-year incentives, and the gift-giving mindset of customers, the timing is perfect to connect with your audience in a meaningful way. At PureCars, we know that staying connected with your customers is key to long-term success. Our Direct Mail Marketing helps dealerships engage past customers, attract new buyers, and drive more service visits with personalized, data-driven outreach.