Dad in the Desk Chair: Greg Smith’s Path from Data to People

From MBA courses to dealership leadership, Greg Smith has built a career on analytics—then discovered the power of people. In this episode of Word on the Street, Greg shares how his “Dad in the Desk Chair” newsletter took shape, the leadership lessons that reshaped his management style, and the data-driven strategies helping dealerships grow market share, boost service retention, and create winning cultures. Whether you’re in automotive retail or just love a good leadership journey, Greg’s insights blend hard numbers with human connection.

Topics We Cover:

• The story behind Greg’s Dad in the Desk Chair newsletter and how he built an engaged audience on LinkedIn
• Lessons from “The Quest” leadership program and transforming a numbers-first mindset into people-first leadership
• Using market share and overlooked KPIs to uncover hidden dealership growth opportunities
• Service department video strategies that drive higher approvals and retention
• Building a culture of accountability and buy-in across sales, service, and management teams
• What really moves the needle in marketing and digital retailing for automotive groups

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