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Jay Ku says the next wave of AI in automotive won’t win by automating people out—it’ll win by making average teams deliver a top-tier human experience every single time.

Jay’s path into automotive is the kind you don’t storyboard—he left home at 14, found cycling in New Hampshire, rode a bike across America at 17, turned pro while at Harvard, and eventually landed in auto through OEM work and his time leading at TrueCar. But the throughline isn’t prestige or titles—it’s obsession with human interaction: what people feel, what they carry into a dealership, and why trust is so hard to earn in a business that lives and dies on it.

In this conversation, Jay breaks down the two pain points he thinks quietly poison dealership growth: massive sales turnover and how anonymous digital leads feel the moment they hit a CRM. Then he shares what he’s building at Hey Greenlight—a pair of products designed to add context and confidence at the exact moment reps need it: Signal, which enriches leads with key insights, and Wingman, a real-time AI teleprompter built to help reps say the right thing (without stealing the human moment). The takeaway is simple—and spicy: AI isn’t the closer. The person is. The tech just helps them show up like a pro.

Timestamped Takeaways

0:00 — The unexpected confession that sets the tone

1:09 — “He gets it.” Why Jay Ku stands out in automotive

3:37 — The two dealership problems nobody has truly fixed

5:31 — Leaving home at 14: how adversity shaped his edge

7:23 — Riding across America at 17 changed how he reads people

9:26 — Why car dealerships are pillars of every community

12:01 — Cars aren’t transactions—they’re upward mobility

14:13 — Customers arrive armored. Here’s why trust is so hard

16:11 — AI skipped the human—and that’s the real mistake

20:36 — Signal + Wingman: AI built to support, not replace

24:06 — The confidence gap killing sales conversations

29:06 — The follow-up text that quietly loses the deal

31:23 — How AI can scale empathy without feeling fake

34:44 — The hidden cost of burning leads and turnover

35:16 — Why the future of dealerships is more human, not less

Connect with Jay Ku at https://www.linkedin.com/in/jayku/

Learn more about Hey Greenlight at https://www.heygreenlight.com/

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Since we'll be at Public Policy Day on January 21, we're releasing one of the best conversations we had at last year's event.

In this episode, we sit down with Senator Bernie Moreno of Ohio, a former car dealer turned policymaker, to discuss the future of the automotive industry and American manufacturing. Moreno shares his strong belief in the franchise model, highlighting how car dealers serve as a crucial link between automakers and consumers. He emphasizes the importance of listening to dealers who interact with customers daily, using Toyota as an example of a brand that successfully integrates dealer feedback. Moreno also discusses the significance of car ownership in American culture, calling it a symbol of freedom and opportunity.

As a senator, Moreno is committed to supporting policies that strengthen U.S. manufacturing and prevent automakers from moving production overseas. He delves into the long-term impact of manufacturing incentives, tariffs, and economic policies that affect workers, dealers, and consumers alike. With a deep passion for cars and a personal connection to the industry—his son is set to become a Mercedes dealer—Moreno is determined to be a strong advocate for the automotive sector in Washington.

Timestamped Takeaways:

0:00 – Intro

0:25 – The franchise model is crucial for the auto industry's success.

1:34 – Listening to dealers is key to understanding consumer demand.

2:39 – Car ownership represents freedom and independence in America.

3:37 – Manufacturing incentives can strengthen the middle class.

4:07 – Buying American-made cars supports jobs and local economies.

6:16 – Automakers should focus on producing what consumers actually want.

6:50 – Government policies should enable, not dictate, market demand.

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1. Automotive State of the Union
2. ASOTU CON Sessions

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New episodes release Thursday.

This episode was originally released in August 2023, when we had the opportunity to interview the one and only Jesse Cole.

Just imagine having a dream so powerful that you'd risk everything, even mortgage your home and live on a shoestring budget to make it a reality.

This episode's guest, Jesse Cole, owner of the Savannah Bananas, took that bold leap and is now reaping the rewards with a waitlist for tickets nearly hitting 900,000! Tune in to hear his inspiring journey of grit, determination, and a love for Banana Ball that overcame naysayers and doubts.

But it's not all about baseball. Jesse's retail acumen shines as he shares the process of creating a memorable retail experience. Drawing inspiration from Walt Disney, he has managed to create an engaging and unique entertainment experience for all age groups.

We tackle the importance of retail, how to smoothen out friction points, and eliminate frustrations to enhance customer experience. We also explore how his innovative thinking and transformative strategies can be applied to other industries like automotive retail. Get ready to be inspired, enlightened and challenged to rethink the way you approach your business and your dreams.

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

We have a daily email!

https://www.asotu.com

✉️ Sign up for our free and fun-to-read daily email for a quick shot of relevant news in automotive retail, media, and pop culture.

🎧 Like and follow our other podcasts:

1. Automotive State of the Union
2. ASOTU CON Sessions