UCDP #84: How AI Is Transforming Car Dealership Lead Handling & Sales | Monik Pamecha of Toma

In this episode of the Used Car Dealer Podcast, Zach talks with Monik Pamecha, co-founder of Toma, about how AI is reshaping dealership operations, from lead handling to customer communication and overall efficiency. Monik shares how Toma started by solving a simple but critical problem—missed calls and slow response times—and how that expanded into a broader opportunity to reduce friction across the entire car buying process. The conversation dives into why today’s consumers expect instant responses, where dealerships are losing opportunities, and how AI helps bridge that gap at scale. They also explore what real AI adoption looks like inside a dealership, including how AI agents improve lead engagement, increase appointment set rates, and streamline communication without replacing the human element. Monik breaks down common misconceptions about AI, why it’s not a “magic bullet,” and how dealers should think about ROI when implementing these tools. Zach and Monik also discuss the future of dealership operations, how AI could simplify decision-making, and why the next generation of high-performing dealers will be those who adapt quickly to changing customer expectations. Key Questions & Timestamps 00:33 Intro: AI for car dealerships with Monik Pamecha of Toma01:18  How Toma got started in automotive03:14 The biggest dealership problems AI can solve first04:43 Why dealers can’t ignore AI anymore06:55 Where AI is driving real efficiency today08:45 Measuring ROI from dealership AI tools09:38 What makes a true AI agent different10:31 How AI helps convert leads into appointments12:46 Real results: appointment lift and conversion impact14:19 The biggest AI implementation mistakes dealers make15:45 What dealership operations look like in the next 3–5 years17:28 Is AI replacing people or supporting teams?20:31 Rapid fire: easiest dealership process to automate21:05 Rapid fire: Biggest misconception about AI21:22 Rapid fire: What separates top-performing dealers in the future22:12 Where to find Toma22:58 Why Monik started selling cars in-store himself  🎧 Listen to more episodes: https://www.sellyautomotive.com/podcast📄 Read the full transcription: https://blog.sellyautomotive.com/blog/ucdp-episode-84-how-ai-is-transforming-car-dealership-lead-handling-sales-monik-pamecha-of-toma