Face time versus FaceTime. The importance of in-person interactions in a digital age.

From my front row seat, I have watched the automotive industry rapidly evolve during the digital age. Changes driven by technology continue to transform the way we do business. I’m all for efficiency, remote meetings, and ‘working smarter, not harder.’ But there can be a certain coldness and disconnect in the digital world. Reflecting back to lessons learned when I was just starting out, there's nothing quite like sitting across from people, shaking their hands, or sharing a meal and personal stories.

A recent trip to meet with a client in New Jersey underscored the importance of in-person meetings. We spent many hours talking business, but the relationships really solidified in the in-between moments. Breaking bread and getting to know each other beneath the surface, we were able to better understand the dynamics of their team. A deep dive into our client’s passion for restomods gave us a unique understanding of his automotive passion. We had a great few days. There is no way to replicate this experience with a video call.?

Face-to-face meetings are particularly important in our industry. Business conducted in the automotive space is based on trust. Obviously trust is a huge component to the consumer facing side, but it’s an equally profound element for the professional side. We don’t just sell products or services. We build relationships and conduct business with trusted friends. It’s why we go to NADA every year. It’s why we travel to other conferences or meet up for sporting events. I have great memories of meetings with industry peers, from fancy Vegas dinners to bleary breakfasts at New Orleans diners. Relationships are why I can pick up the phone and call an industry friend to help solve a problem. Invariably, if they can’t help, they’ll know someone who can. It’s more than networking, it’s an investment in people and relationships that yields career-long returns.

Some of the most successful auto tech companies prioritize the value of relationships, investing heavily in ‘boots on the ground’ though they could easily manage their businesses from afar. In my career, I’ve spent countless hours driving to dealerships, sitting down with clients, and just listening. More than business, it’s about seeing how they’re doing, hearing about their families, or discussing their latest projects.?

Our world is mostly remote now. The immediacy, ease of information, and efficiency make remote work indispensable. But, as in all things, relationships are truly what drive the automotive industry. Not just another face in a square on a screen, but looking someone in the eye or having a good laugh is what really connects us. Whether it's a sit-down meal, a round of golf, or shooting the breeze, the best relationship-builder is being there in person.

Maybe the ‘good old days’ of sales have been lost in today’s fast-paced digital world, but relationships will always matter. Face-to-face time will matter. Breaking bread will matter. And yes, it’s often where the real money is made. More importantly, it’s where real and lifelong friendships are established.