All Podcast Episodes

Today's show features: - David Zuniga, General Sales Manager at Performance Auto Group - Tina Novoa, Director of Operations at We Help Dealers - Tom Kline, Lead Consultant & Founder at Better Vantage Point | Tuck The Octopus This episode is brought to you by: Haig Partners – When it comes to selling your life’s work, trust the only advisors who have built a reputation for maximizing value for family-owned dealerships. The team at Haig Partners has achieved record-setting values across multi...

Today's show features: - Barrett Charapp Beaty, Attorney at Charapp & Weiss - Stephen Rand, Fixed Operations Director at Mercedes-Benz of Plano - Lucas Goerlitz, Service Manager at Napleton Palatine Subaru This episode is brought to you by: Experian Automotive – Experian AutoCheck is the only vehicle history report available across top consumer shopping sites, helping dealers build shopper confidence and drive more local leads. Visit https://carguymedia.com/4iWIBaA Check out Car Dealership...

Charlie Caprara is the Owner of FX Caprara, a nine-store dealer group he has built with his family over 52 years in the car business. He started selling cars out of the family's home in Watertown, bought his first store in 1990, and grew it into a multi-brand group before watching most of it sold out from under him when the new majority owners turned out to be running a massive Ponzi scheme. He speaks candidly about buying several of his stores back for no premium once the scheme collapsed, th...

Today's show features: - Jared Ricart, President & Chief Executive Officer at Ricart Automotive Group - Mike DeCecco, Director, Partner Management at Impel - Tu Le, Founder at Sino Auto Insights This episode is brought to you by: Experian Automotive – Experian AutoCheck is the only vehicle history report available across top consumer shopping sites, helping dealers build shopper confidence and drive more local leads. Visit https://carguymedia.com/4iWIBaA Impel – Impel is harnessing the pow...

Frank Peña grew up sleeping on a relative's floor in Washington Heights after his family immigrated to the United States when he was two years old, and by the time he left the company that gave him his start, he had spent twenty years working his way from used car salesman to company president. He walks through how he took over three dealerships without losing a single employee, and argues that most owners lose their people not because of pay, but because they disappear the moment things get har...

Today's show features: - Beth Hill, General Counsel/COO at The Shop FordDirect - Ryan McCormick, Compliance Officer at Preston Automotive Group - Glenn Lundy, President at 800% Elite Automotive Club - Kevin Strosnider, Dealer Operator / General Manager at Strosnider Chevrolet - Brooke English Guy, General Manager at Coastal Chevrolet Cadillac Nissan This episode is brought to you by: Experian Automotive – https://carguymedia.com/4iWIBaA 800% Elite Automotive Club – https://www.800percent...

Today's show features: - Dave Rogers, Fixed Operations Director at Piazza Management Company - Tully Williams, Fixed Operations Director at The Niello Company - Ed Roberts, COO at Bozard Ford Lincoln - Richard Lupo, Fixed Operations Director at Apple Tree Honda and Acura This episode is brought to you by: Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insi...

Cuyler Owens is the CEO of Widewail, a customer reputation and review intelligence company that works with thousands of dealership rooftops across the country. He built software companies before coming into automotive, and now works alongside a market advisory board of dealer principals to turn millions of customer reviews into staff coaching, training, and revenue decisions. Topics: 00:20 Incentives Ruin Survey Data. 02:30 Reviews Are A Free Focus Group. 06:50 AEO Values Recency And Volume...

Today's show features: - Josh Barron, COO at Habberstad Auto Group - Bruce Johnson, Vice President, Product Marketing & Enablement at CDK Global - Devin Kaulback, General Manager at Subaru of Niagara This episode is brought to you by: Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with NCM Associates, d...

Today I'm joined by Jack Carter, Co-owner at Turn & Burn Motors, Garrett Jones, President at Ella Blvd Motors, and Luke Godwin, General Manager and Owner at Godwin Motors. These three operators share the specific moves working right now: Luke Godwin took his dealership from 63 percent leveraged, in his words "up to my neck," down to 36 percent today by pausing car buying to let cash flow catch up. Garrett Jones rolled out an AI collections bot thirty days ago that lifted payment penetratio...

Today's show features: - David Wyler, President and CEO at Jeff Wyler Automotive Family - Chris Hudson, General Manager at Mark Miller Subaru - Caleb L'Ecuyer, Sales Professional at Coastal Chevrolet Cadillac Nissan This episode is brought to you by: Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with N...

Jonathan Kienle's team once sent a salesperson to chase down a customer's canceled check, and he crashed the loaner car doing it, and Kienle says that single moment is exactly why he stopped trusting cash, checks, and credit cards to handle his dealership's biggest transactions. He walks through how switching the default down payment method saved his group $168,000 in fees so far this year, with $300,000 in sight by year's end, and argues that most dealers are needlessly eating card fees and ...

Today's show features: - Dave Rogers, Fixed Operations Director at Piazza Management Company - Pam LeJeune, VP at The Moran Group - William Demaree, Group Director of Fixed Operations at Tom Wood Group This episode is brought to you by: Carmax – CarMax Auctions. Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at...

Zach Billings is the CEO of Wikimotive, a search marketing agency he has led for over two decades, building it into a bootstrapped, U.S.-based team of 50 professional writers serving dealers across the country. Free of outside investors, Wikimotive recently ran an all-staff exercise to rewrite its mission statement around a single measure, dealer outcomes rather than its own bottom line, and it has pruned services, including a legacy organic Facebook management product, once they stopped prod...

Today's show features: - Rob Ruth, President / Owner at Bob Ruth Ford - Shane Helms, Founder / CEO at TrueView Media Group - Matthew Zabawa, Chief Product Officer at WebBuy Digital Retailing - Steve Moroz, Managing Partner/GSM at EZ Nissan This episode is brought to you by: Carmax – CarMax Auctions. Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and acc...

Anthony Clavenna used to fly across the country with $30,000 in cash stuffed in a backpack just to buy trucks off strangers, and he says that scrappy, no-safety-net approach is exactly what let him outpace giants like Carvana and CarMax at buying cars off the street. He walks through the moment the business finally graduated from cash runs to wires and a private app, how a single fraud incident gets baked into the process as a new checkpoint instead of a reason to slow down, and argues that s...

Today's show features: - Jason Hartman, Founder at JXCE - Scott Pharr, CEO at Pharr Motor Group - Charlie Spradlin, General Manager at Art Moehn Auto Group This episode is brought to you by: Carmax – CarMax Auctions Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at carmaxauctions.com/CDG. First up, Jason Hartm...

In this episode of the Industry Spotlight, joining host Sam D'Arc are Travis Siebert, SVP at DealerPay, and Kris Towle, Chief Accounting Officer at Niello Company to discuss why one of the auto industry's oldest processes, collecting cash and checks from parts and service customers, still costs dealerships money, time, and trust. They speak candidly about the safety risk of sending drivers out with cash, why most dealerships never question an outdated process until something goes wrong, and w...

Today's show features: - Wes Lloyd, Service Director at Stuckey Auto - Spencer Nicholson, Fixed Operations Director at Stuckey Automotive - Ryan Maher, CEO at BizzyCar - Galal Hamdy, Strategic Relationship Leader at Zurich U.S. – Direct Markets This episode is brought to you by: Zurich – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory. By analyzing a...

Laddie Stern is the Founder of Stern Auto Group, a 20-store empire he has built over 65 years in the car business. He started as a wholesaler for his uncle before buying and scaling the Skyline and Hatfield auctions into the country's largest privately held auction company, then returned to grow a new car group alongside his son Jonathan. He speaks candidly about the 2008 downturn that changed how he manages cash for good, the mistakes he made prioritizing the business over his family, and...

Today's show features: - Tustin Ulrich, General Manager at Roper Kia - Mike Yates, General Manager at BMW of Bridgewater - Mike McVeigh, Sales Manager at Jeff D'Ambrosio Auto Group This episode is brought to you by: Zurich – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory. By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behavior...

Kielan Whitner made more in his first 90 days selling cars than he made in an entire year working as a certified public accountant at a Big Four firm, and he says that gap is exactly why automotive struggles to attract the talent it needs. A fourth-generation dealer, he built his foundation on the fixed side of the business, service advisor to service manager, before stepping into the general manager role, and now leans on a network of industry mentors and organizations like NAMAD to keep level...

Today's show features: - Nathan Shaver, Managing Partner at Shaver Auto Group - Christopher Schrementi, Managing Director at Gallagher - Chris Singleton, Managing Partner at Mike Terry Auto Group This episode is brought to you by: Zurich – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory. By analyzing actual F&I transactions, Zurich Advisor IQ helps id...

In this episode of the Industry Spotlight, joining host Sam D'Arc are John Keohane, VP of Operations and Partner at Temecula Valley Buick GMC, and Liam Golightly, SVP of Customer Success at Podium to discuss how AI operator agents are giving dealership leaders a way to run their entire operation without being in every conversation themselves. John built his own AI agent, which he nicknamed Emily, to scrape telematics data, run weekly revival campaigns on stale leads, and even coach his sales tea...