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Dealer Voices: “Find Out What It Is That Makes You Different”

In this episode of the vAuto Podcast Retail Revival series, host Randy Kobat and Cary Donovan, dealer principal at Rolling Stock Specialty Auto Sales in Louisville, Kentucky, discuss the unique retailing strategy Cary has developed at his warehouse operation. Cary shares how he manages his customers through appointment only and details his reasons for choosing not to offer F&I options as part of his customer-centric sales process. Cary outlines how he determines if a vehicle is right for his customers and how he aims to become a trusted advisor to win a customer’s business and satisfaction.

About the Author

Randy Kobat is vice president of operations and inventory management solutions for vAuto, Rebates & Incentives, KBB ICO and related products. In this role, Randy oversees all aspects of operations and performance for these companies and segments of Cox Automotive, helping them meet their respective goals for growth, product development and integration, and customer and employee satisfaction. Randy brings a unique blend of executive leadership expertise to vAuto that includes long-term planning, marketing, mergers and acquisitions, operations, sales management, and strategy development. Prior to joining Cox Automotive, Randy successfully held a variety of top-level leadership positions for automotive-related companies including Service Repair Solutions Inc., Trilogy Enterprises and CDK. Randy has also served as a business leadership lecturer for the Smeal College of Business at Pennsylvania State University, the Wisconsin School of Business at the University of Wisconsin–Madison, and other business schools. Randy earned a Bachelor of Science in chemistry from Northern Illinois University and an MBA from The University of Chicago Booth School of Business.

Profile Photo of Randy Kobat