CARY, N.C. -

In what we’re proud to call an annual tradition, Cherokee Media Group’s Women in Remarketing program has evolved into a celebrated franchise of Auto Remarketing and a key pillar of the National Remarketing Conference and Used Car Week.

We recognize the 2021 honorees in the March issue of Auto Remarketing, and will be posting Q&As with each of these outstanding leaders on the website, beginning with Rosalinda Haltom, director of remarketing at DriveTime Automotive Group.

Auto Remarketing: What do you enjoy most about working in the remarketing industry? But, also, what aspect(s) of the business would you change — and how?

Rosalinda Haltom: What I enjoy most working in the remarketing industry are the relationships and departmental diversity within the industry that links operations, sales and remarketing. Through these interactions, we can extend our reach and forge additional relationships with banks, auctions, and retail. I wouldn’t say I would change any specific aspects, but in turn, build further on the foundation of digital usage.

AR: What are some improvements that need to be made in the industry from a diversity and inclusion perspective? What are some examples you’ve seen of D&I programs that have worked?

RH: I believe an improvement opportunity would be to promote and engage in respectful interactions and discussions on diversity. Also, providing additional opportunities that would encourage involvement in activities which would help individuals feel empowered and reflect in the focus of continuous growth of inclusion for both professional and personal reasons. A few examples that I have seen show positive results within our company is the culture of bringing people together which gives a sense of belonging to something greater.

There is constant motivation with the fact that there is a focus on equal opportunities in professional growth and development and serving as a mentor. This promotes collaboration with outside departments and with employees in all levels of the business.

Describe a time when you were either a mentor or a mentee, and how that has shaped your career.

Early on, at the start of my leadership career, I was coached and guided by a manager who gave me opportunities to voice my ideas and create change with our teams.  She was not only an encouraging voice but advocated for me when I was not present. At the time I was new to this industry and she would involve me in discussions and inspire my participation by giving me guidance and the opportunity to speak on the team’s behalf.

I will always look back on how she mentored me by giving me a seat at the table and give open-ended questions that would later guide me on how to become a mentor to others. It is through her encouragement and supportive development that I moved into my first leadership role. This is something I have frequently reflected upon and try to replicate when working with upcoming and new members to this industry.

AR: Describe a time in your career where you were challenged and how you overcame that challenge.

RH: I had the opportunity to help build a focused remarketing team for both external and internal functions. Part of the challenge was building the bridge between both teams with a focus on specific initiatives that dealt with selling inventory. It was through collaboration with a peer in the remarketing field that allowed us to align our processes to meet the equivalent goal of selling units as efficiently as possible.

This included getting vehicles through the remarketing workflow in a timely manner as well as selling the units for the most profitable rates. It was vital to success that we remained aligned and precise to meet the target as well as provide creative solutions to bridge gaps between what our operations team and field team were both working on.

AR: What is the top trend/storyline in the remarketing industry that you’re watching this year?

RH: I believe a top trend would be digitalization in remarketing. We have seen growth this past year even considering the challenges we experienced in 2020. Digital communications, sales, and interaction has shown that we can continue to expand profitability and open opportunities in the landscape of remarketing.

Rolling into 2021, it was made apparent that, as an industry, there has been growing confidence within online sales, improving, and replicating functions typically managed onsite. There is added trust in the representation of vehicles online by the buyers as well as efforts from sellers to build reliance on a safer and efficient way to buy with accurate condition reports representing on what they are selling. 

I look forward to seeing how the industry continues to evolve when options to return onsite are more prevalent. I am also curious to see the potential of a balance hybrid of both platforms being used or if there is a return to place of comfort selling and buying in lane. 

AR: What is something you would tell your younger self if you could go back to when you started your career in remarketing?

RH: I would tell my younger self to “speak up.” I often would self criticize out of fear that either my ideas were not relevant or that I wasn’t in a position to make a change. The strongest lesson I have learned in my professional career is that inclusion starts with me, diverse ideas come from the least likely individuals and together we all can offer options and create change for others. I would tell myself that building new relationships, even outside of your specific comfort zone, gives an opportunity for networking and establishes longevity. I am a person who invites diverse opinions and believes this can only help elevate an idea to new perspectives and lucrative opportunities!