Clay Christensen’s Jobs to Be Done work is particularly valuable in automotive today in understanding the “jobs” your customers are hiring you for in today’s transparent market. We’ll share the core customer jobs in the car buying process that we found conducting thousands of interviews and live purchase experiments with car shoppers using this framework for innovation. We’ll also share the five specific changes you should be making to ensure your dealership is doing those jobs better than your competitors. Hint: Carvana is doing four of these.


  • Gain an understanding of the “Jobs to Be Done” framework
  • Learn the core jobs your customer is completing
  • Understand how you can adjust your approach to be hired more often, sell more cars today, and build a better relationship for tomorrow