Why connected data matters for dealership AI strategies
For multi-location dealership groups, adopting new technology is only part of the challenge since systems must communicate, data must stay accurate, and employees need to understand how the tools support their work. On today’s CBT Live, April Ancira, Vice President of Ancira Auto Group, discussed the group’s efforts to improve data integration, explore a proprietary AI system, and build stronger teams from within.
According to Ancira, disconnected technology is one of the biggest obstacles to getting more value from dealership data. Ancira Auto Group operates 14 stores using CDK, but manufacturer and platform restrictions can limit how third-party software exchanges information with the core system.
The group uses Fullpath to clean customer data, but Ancira said the cleaned information cannot always be pushed back into CDK for broader use. Duplicate phone numbers, outdated contact information and systems that fail to communicate can limit the effectiveness of marketing and AI tools. The group is reviewing whether it can eliminate unnecessary software and is also exploring development of its own AI system, a process Ancira said could take a year or two.
Ancira emphasized that technology decisions must be paired with clear performance measures and investment in employees. The group tracks profitability, growth, inventory turn and employee turnover, while aiming to grow new and used vehicle sales and its bottom line by 10% annually. She said appreciation and career development also matter for retaining staff, as the group recognizes employee milestones, offers benefits, and develops talent internally, including hiring people at entry-level positions and helping them advance into roles such as business development, finance, and management. Ancira said the group’s executive vice president began in the parts department, illustrating how internal advancement can create a path for employees to build long-term careers.
Additionally, Ancira described how a cooperative dealer community can strengthen the industry’s reputation without eliminating competition between businesses. Her friendly rivalry with fellow Texas dealer Rick Cavender has included playful signs, billboards, and a song, but she said San Antonio dealers generally work well together and try to help resolve customer concerns. When she hears complaints about another dealership, she often refers the issue to that dealer rather than using it as an opportunity to criticize a competitor. The stores still compete for sales, she explained, but collaboration can help customers and challenge the perception that dealers are adversaries.