Over the course of more than 35 years in the automotive industry, I have had the privilege of experiencing every side of the business. I began my career in traditional dealership management, working as a general manager at private capital auto retailers. Later, I served as Market President for AutoNation, the nation’s largest automotive retailer, overseeing 22 franchises under 18 rooftops with revenues exceeding $1.5 billion. Through these experiences, I learned invaluable lessons about leadership, operations, and customer engagement. Eventually, my journey led me to entrepreneurship and founding Automotive IntelliQence, an enterprise software company designed to support auto dealers. That transition taught me how the skills developed in dealership management translate directly into entrepreneurship.
Recognizing Opportunities in the Industry
One of the first lessons I learned as an entrepreneur is that opportunities often arise from challenges you experience firsthand. While managing dealerships, I noticed recurring issues that impacted both operational efficiency and customer satisfaction. Dealers struggled with fragmented systems, limited data visibility, and time-consuming processes that slowed decision-making. I realized there was a gap in the market for software solutions that could streamline operations, improve analytics, and support growth.
Entrepreneurship is about identifying problems and providing meaningful solutions. My years of working on the dealership floor gave me insight into what dealers truly needed. That perspective became the foundation for Automotive IntelliQence, where the goal was to create software that empowered dealers rather than replacing them. Understanding the industry from the inside was critical to designing tools that would make a real difference.
Leveraging Experience to Build a Business
Transitioning from dealership management to running a tech company required me to apply lessons I had learned over decades in the auto industry. Leadership, strategic planning, and operational oversight remained just as important, even in a technology-driven business. In many ways, managing a software company shares more in common with running a dealership than it might seem at first. Both require clear goals, team alignment, and an understanding of how to deliver value to customers.
One key advantage I had as a tech entrepreneur was credibility. Having spent decades in dealerships, I knew what worked and what didn’t. This experience allowed me to connect with clients, understand their pain points, and gain their trust. In entrepreneurship, credibility and relationships can open doors that might otherwise remain closed. It also allows you to receive honest feedback, which is essential for refining products and services.
Embracing Risk and Adaptability
Entrepreneurship in any industry involves risk. Leaving the security of an established executive role to start a company requires confidence and a willingness to embrace uncertainty. In the auto industry, the stakes are particularly high because dealerships operate on tight margins and shifting market conditions. However, risk also creates opportunity. By identifying gaps and investing in solutions, I was able to turn challenges into a viable business model.
Adaptability has been another essential skill. The automotive landscape is constantly evolving, from digital retail trends to electric vehicles and subscription-based models. A successful entrepreneur must anticipate these changes, adjust strategies, and pivot when necessary. Running a software company taught me that technology adoption is not linear. It requires patience, persistence, and ongoing education for both your team and your clients.
Building the Right Team
No entrepreneur succeeds alone. One of the most important lessons I learned was the value of building a strong, capable team. At Automotive IntelliQence, I surrounded myself with talented individuals who brought expertise in software development, analytics, and customer support. While my background provided industry knowledge, my team’s skills enabled us to create innovative solutions and execute on our vision.
Empowering team members and trusting their expertise fosters creativity and accountability. In dealerships, I saw firsthand how effective teams drive operational success. In entrepreneurship, that principle holds true on a different scale. Collaboration, shared goals, and a culture of problem-solving are the foundation of any successful business.
Balancing Innovation with Customer Needs
Entrepreneurship is not just about building a product or a service. It is about creating solutions that truly meet customer needs. Automotive IntelliQence was designed with this principle in mind. By staying closely connected to dealers and continuously gathering feedback, we were able to refine our offerings and ensure that technology enhanced their operations rather than creating additional complexity.
Listening to customers is a lesson that carried over from my dealership days. Whether you are selling cars or software, understanding the customer’s perspective is essential for long-term success. Innovation without empathy rarely succeeds. By combining industry experience with a customer-first mindset, I was able to bridge the gap between traditional auto operations and modern technology solutions.
Reflections on the Entrepreneurial Journey
Transitioning from dealer to tech founder has been one of the most rewarding experiences of my career. It has challenged me to think differently, embrace new skills, and continue learning. Entrepreneurship in the auto industry is not just about financial success. It is about creating tools that empower businesses, improve operations, and ultimately serve customers better.
The journey has reinforced the value of experience, adaptability, and persistence. Lessons learned from decades in dealerships provided the insight and credibility necessary to succeed as an entrepreneur. Building a business requires vision, strategic planning, and the ability to navigate uncertainty, but it also requires humility and a willingness to listen.
Conclusion
Entrepreneurship in the automotive industry is a natural extension of a career in dealership management. The skills, insights, and relationships built over years of running dealerships provide a strong foundation for identifying opportunities and creating solutions. Moving from dealer to tech founder has shown me that the principles of leadership, customer focus, and innovation are universal.
For anyone considering a similar path, my advice is to stay curious, listen to your customers, and embrace the challenges that come with change. The automotive industry is evolving rapidly, and there has never been a better time for entrepreneurs who are willing to combine experience with innovation.