- Feb 18, 2026
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In his latest article for AI Dealer News, automotive veteran Jim Lawrence tackles a 30-year industry stalemate: the "10-unit ceiling."
Despite billions invested in tech since the 90s, salesperson productivity has remained largely stagnant. Jim argues that the solution isn't just more AI—it’s Empathic AI. By moving customers from the "search phase" to the "aspiration phase" before the first call, dealers can finally break through traditional sales plateaus and prioritize human connection over cold transactions.
Read the full article here:
aidealer-news.com
About The Author Jim Lawrence is a dealer systems SME and the Founder of ImagineMyDreamCar.com. With over 25 years of automotive retail experience, including 16 years specializing in SaaS-based CRMs and lead generation quality, Jim is a certified ADCO Dealership Compliance Officer.
Connect with Jim: [email protected] 503.318.3621 LinkedIn Profile: https://www.linkedin.com/in/jimlawrenceproductmanager/
Despite billions invested in tech since the 90s, salesperson productivity has remained largely stagnant. Jim argues that the solution isn't just more AI—it’s Empathic AI. By moving customers from the "search phase" to the "aspiration phase" before the first call, dealers can finally break through traditional sales plateaus and prioritize human connection over cold transactions.
Read the full article here:
Opinion: Empathic AI Can Break the 10-Unit Ceiling - AI Dealer News
An abundance of new tools is giving dealers AI fatigue. Here’s how to determine which will effectively engage customers and move the sales needle at your store. +
aidealer-news.com
About The Author Jim Lawrence is a dealer systems SME and the Founder of ImagineMyDreamCar.com. With over 25 years of automotive retail experience, including 16 years specializing in SaaS-based CRMs and lead generation quality, Jim is a certified ADCO Dealership Compliance Officer.
Connect with Jim: [email protected] 503.318.3621 LinkedIn Profile: https://www.linkedin.com/in/jimlawrenceproductmanager/
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