Dealers and OEMs both want to sell more cars, yet customers hear different messages from each. That fragmentation hurts the consumer experience and eats up time inside dealerships. Mobility Global’s Sales Solutions division says a shared data layer, built into the systems dealers already use, can bridge that divide.
Aaron Baldwin, President of Sales Solutions at Mobility Global, and Joe Kyriakoza, Chief Product Officer for Sales Solutions at Mobility Global, joined Jim Fitzpatrick on Inside Automotive to describe how Mobility Global gives dealers one set of data inside the CRM and DMS they already use. They also explained how dealers can use the free FeeSync tool to track compliance across multiple rooftops.
Mobility Global’s neutral data hub for dealers and OEMs
Dealers and OEMs both hold back data for competitive reasons, and that lack of collaboration fragments the consumer experience, Baldwin said. Someone has to own shared infrastructure, and neither side wants the other to do it, Kyriakoza said. A trusted, independent third party can facilitate the exchange and keep it transparent.
“You have to enforce how you want your consumer to feel and experience your brand and your dealership as if you are in their shoes.” - Aaron Baldwin
Mobility Global brings together automotiveMastermind, Market Scan and Polk. Their data includes 7 billion pricing transactions every month, more than 2,000 ready-made consumer segments and 30 years of car buying history, Kyriakoza said. That helps dealers predict when customers will return to the market, including when a lease ends.
Carvana, CarMax and Tesla look more consistent because they run on an operating system, while many dealers use tools that aren’t connected, Kyriakoza said. Baldwin said cleaning up fragmentation behind the scenes comes first, followed by the processes built around it. But according to Kyriakoza, dealer groups are also starting to hire people who can connect the technology.
AI tackles routine tasks so salespeople can focus on customers
According to Baldwin, AI handles binary, rules-based tasks well, such as responding to internet leads. Most dealers use it to cut extra work, though some very large groups have built scrum teams to create their own tools. As Kyriakoza notes, this frees the salesperson to act as a concierge, similar to selling a house.
“In the end, what we’re trying to do with our products is help you get to a decision faster than you ever have.” - Joe Kyriakoza
Customers who provide details online should not have to repeat them at the dealership, and Baldwin said fixing that depends more on process than data. Data and AI make it easier, but dealers still have to enforce how they want customers to experience the store, such as greeting a returning customer by name and knowing which vehicle they are shopping for. Mobility Global supports that by bringing data together on the back end and building it into the CRM and DMS, so salespeople and managers see what they need in the systems they already use.
FeeSync gives dealers one place to manage fees
FeeSync is a free, centralized tool for managing dealership fees, including the doc fee, Baldwin said. Dealers change a fee in one place, vendors pull it from there, and dealers can grant or revoke access for providers and agencies. Baldwin described it as a response to the FTC’s evolving pricing transparency guidelines.
A bad actor in a market can make a compliant dealer look less competitive on listing sites, Baldwin said. Noncompliant dealers also risk FTC action. Mobility Global built FeeSync for itself and opened it to drive industry collaboration, Kyriakoza said.
The product roadmap follows three steps, identify, simulate and act, with natural language AI so anyone can use the tools, Kyriakoza said. Baldwin added a fourth, measure, which tracks who bought what and where. An agent-to-agent protocol will let dealers’ AI agents draw on Mobility Global’s intelligence. Dealers can start by centralizing fee data, closing the gap between online leads and showroom visits, and asking vendors how their tools connect to the CRM and DMS.
Despite challenges from tariffs to shortages, Baldwin is optimistic about the industry’s future, citing, “We are a resilient group, right? I mean, it doesn’t matter what you’re going to throw at us.”
