Today's show features:
- Tustin Ulrich, General Manager at Roper Kia
- Mike McVeigh, Sales Manager at Jeff D'Ambrosio Auto Group
- Mike Yates, General Manager at BMW of Bridgewater
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.
Key Moments:
00:00 Show Kickoff and Guests
07:04 Auto Industry Headlines
12:35 Tustin Ulreich Culture Over CRM
17:06 Daily Meeting Playbook
28:09 Mike Yates AI Visibility Tools
39:54 Building AI In House
41:27 AI Handoff Process Fix
44:02 Build Vs Buy And NPI
49:19 Hiring And Sales Standards
58:25 Roundtable Friction Focus
By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Check it out at https://carguymedia.com/46ibHtn
[12:31] | First up, Tustin Ulrich, General Manager at Roper Kia. He's bringing a session to Digital Dealer with a claim that's going to ruffle some feathers: your dealership doesn't have a CRM problem. No new vendor, no shiny software, no extra training module will fix what's actually broken. So what IS the real culprit? Tustin says he can pinpoint the exact moment he figured it out — and you'll want to hear it.
[49:04] | Then we've got Mike McVeigh, Sales Manager at Jeff D'Ambrosio Auto Group, juggling three brands under one roof — CDJR, VW, and Mitsubishi — all at once. How do you keep that plate-spinning act from crashing? And of the four things he's obsessed with right now — people, process, pay plans, and accessibility — which one is quietly eating his entire week? We'll find out.
[28:08] | And finally, Mike Yates, General Manager at BMW of Bridgewater, back with us and armed with a full stack of homegrown AI tools spying on his competitors across three different chatbots. But Mike swears the tech was never the hard part. So what is? The answer might surprise you.
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