Sales tactics that haven’t changed in decades and growing federal scrutiny over pricing transparency are pushing many dealers to adapt how they do business. Gabriel Polanco, Sales Manager at City Kia of Greater Orlando, has spent the last six years watching those pressures play out in one of the country’s most active markets. Sales teams stuck on paper processes and scripts from the 1990s are losing ground to AI-savvy shoppers who now walk in already informed. Adapt, or fall behindOverall, Polanco’s story is an example of how successful dealers are adapting to changes in the market beyond price. Speed, transparency and a strong customer experience all count.