Jul
13
At the Center of AutoNation-TrueCar Divorce: Data
Posted in: Uncategorized
On Friday, May 8, over salads and sandwiches at TrueCar’s seaside Santa Monica, Calif., headquarters, CEO Scott Painter made the future clear to visiting AutoNation. executives: He would no longer do business with the dealership giant if it didn’t begin sharing a wide swath of customer data.
After years of seeking that data — which other dealership clients were already providing to TrueCar, but AutoNation was not — Mr. Painter told the AutoNation execs the new rules were “nonnegotiable” and an “integral part” of TrueCar’s business model. In other words, AutoNation’s hall pass was over.
“Over my dead body,” AutoNation CEO Mike Jackson later told his team.
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