Today I'm joined by Perry Watson IV, President of NAMAD. Dealership consolidation is accelerating, and the price of entry to ownership has never been higher. Perry breaks down the numbers behind it, including how over 40 percent of new vehicle sales at some brands now come from minority consumers, and why one manufacturer doubled a dealer's sales volume within two years just by getting ownership representation right. He walks through the real barriers standing between an aspiring dealer and their first store, from floor plan guarantees to capital access, and hints at a new fund his organization is building to help close that gap. If you have ever wondered what it actually takes to get a deal done today, this conversation lays it out.
Topics:
00:45 The Entrepreneurial Spirit Is Alive.
01:25 Consolidation's Hidden Downside.
02:00 The Academy Training Next-Gen Dealers.
04:10 No Straight Path To Ownership.
04:50 The Business Case For Minority Dealers.
06:50 How One Dealer Doubled Sales.
10:00 The Conference Where Deals Get Done.
11:15 Perry's Five North Stars.
14:45 The Mentor Who Sold To His Employee.
16:25 How Erica Tiffany Became A Dealer.
19:45 Why Dealers Need An Automotive PhD.
25:50 The Secret Fund NAMAD Is Building.
This episode is brought to you by:
1. @Podiumsoftware – the AI platform trusted by one in three dealerships. Podium helps dealers consolidate sales, service, messaging, and voice into one connected system that actually runs the work. If your AI isn’t driving real outcomes, it’s time to take a closer look at https://www.podium.com/car-dealership-guy
2. @openlaneus – The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. During DealerFest 2026, you’ll earn points for every vehicle you buy, sell and transport through OPENLANE in July. The more points you earn, the bigger prizes you can win. New dealers who sign up receive up to $2,500 in fee credits. Learn more at http://openlane.com/dealerfest
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