May 6, 2025

The Road To 900 Cars Per Month: How One Dealer Is Pushing His Team To Sales Excellence | Brad Wise, Executive Manager at Ferman Chevrolet Mazda

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Show Notes

Today I’m joined by Brad Wise, executive manager at Ferman Chevrolet Mazda. We dive into his mission to sell 900 cars a month, why he’s handing out hundreds in cash to his service team five times a day, how “energy vampires” kill sales culture — and more.

This episode is brought to you by:

1. Kenect AI – The platform auto dealers are using to gather reviews, generate leads, and improve their online reputation, all powered by AI @ http://www.kenect.ai

2. CarGurus - maximize your performance on the #1 most visited car shopping site in the U.S. With data-driven intelligence on what to buy, how to improve the visibility of your listings, and how to optimize pricing, CarGurus will help drive revenue at every stage. Learn more @ http://insights.cargurus.com/cdg

- Similarweb, Traffic Report (Cars.com, Autotrader, TrueCar, CARFAX Listings (defined as CARFAX Total visits minus Vehicle History Reports traffic), Q4'24, USA.

- CarGurus analysis of US dealers that changed a vehicle price based on NBDR recommendations compared to vehicles without an NBDR- informed price change from Nov 2023 through Dec 2024, finding that dealers that made NBDR-price informed change see a 42% median increase in VDP views per day.

- Market Probe International, blinded survey of 600 dealers, Aug 2024. Based on 313 dealers who pay for at least two listings sites.

3. CDG Recruiting - The Go-To Talent Partner for Dealers. Hire pre-vetted GMs, sales, F&I, fixed ops, C-suite, and back-office talent—ready to perform. Faster hires, better results. Book a call → http://www.CDGRecruiting.com

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Interested in advertising with Car Dealership Guy? Drop us a line here: ⁠⁠⁠⁠https://cdgpartner.com⁠⁠⁠⁠

Interested in being considered as a guest on the podcast? Add your name here: ⁠⁠⁠⁠https://bit.ly/3Suismu⁠

Topics:

00:19 How to build business resilience?

01:05 What defines Ferman's leadership legacy?

03:31 How to build winning teams?

06:18 Why prioritize ethics and compliance?

16:28 Keys to operational excellence?

24:49 Best incremental growth strategies?

26:54 Why obsess over research?

32:51 Innovations in used car sales?