Show cover of The Dealer Playbook

The Dealer Playbook

The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry. 

Tracks

James Ricci: How To Build a Thriving Automotive Team
We're in a fascinating time for the automotive industry. Electric vehicles are on the rise, consumer expectations are evolving, and dealerships need to adapt to stay ahead of the curve.Today, I'm thrilled to be joined by James Ricci, President of Roy Foss Automotive Group, a leading dealership group consistently recognized for its innovation and customer focus. As President of Roy Foss Automotive Group, he oversees a network of dealerships known for their commitment to providing exceptional customer experiences and embracing cutting-edge technologies.What We Discuss in This EpisodeThe Evolving Landscape of Automotive Retail: James shares his perspective on the rise of electric vehicles and how dealerships need to adapt their operations and customer service strategies to meet the changing needs of consumers.Building a High-Performing Team: We delve into James's philosophy on creating a winning team culture that prioritizes employee development and customer satisfaction.Leveraging Technology for Success: James discusses the role of technology in streamlining dealership operations, enhancing the customer journey, and staying competitive in a digital age.Future-Proofing Your Dealership: James provides actionable strategies for dealerships to prepare for the ever-evolving automotive market and ensure long-term success.This is just a taste of the insightful conversation we had with James Ricci. There are so many more nuggets of wisdom and practical advice waiting for you in the full episode.Thanks, James Ricci!If you enjoyed this episode featuring Steven Posner, support us by clicking the links! Connect with James Ricci on LinkedInListen to the full episode for insights and context from James Ricci! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
29:40 5/16/24
Joe St. John: The $1,000 Secret That's Killing Car Deals
Joe St. John, a dynamic innovator in the automotive space, brings a wealth of experience to the table. With a keen eye for identifying industry challenges and a passion for crafting innovative solutions, Joe's journey from disenchantment to reimagining the digital retail landscape is nothing short of inspiring.What We Discuss In This Episode:Joe provides invaluable insights into the challenges faced by dealerships in adapting to digital retailing. Drawing from his extensive experience, Joe articulates the disconnect between the promise of digital retailing and its practical implementation, highlighting the need for solutions that streamline the car-buying process while enhancing the customer experience.Throughout the episode, Joe's passion for problem-solving shines through, as he reflects on his role in driving innovation within the automotive sector. From his grassroots approach of immersing himself in dealerships to understand their pain points firsthand, to his pivotal role in shaping AutoFi's mission to revolutionize the car-buying journey, Joe's dedication to effecting meaningful change is palpable.Ultimately, our conversation serves as a poignant reminder of the transformative power of technology when harnessed with purpose and empathy. By embracing simplicity, focusing on real-world challenges, and fostering genuine connections, Joe exemplifies how technology can be wielded as a force for positive change, both in business and in life.Thanks, Joe St. John!If you enjoyed this episode featuring Joe St. John, support us by clicking the links! Connect with Joe St. John on LinkedInListen to the full episode for insights and context from Joe St. John! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
35:13 5/9/24
Overcoming Hardships with American Ninja Warrior, Gary Weiland
After losing his leg in 2018, firefighter Gary Weiland did the impossible and went back to work. He didn’t stop there, and used this opportunity to be an inspiration. Since his surgery Gary has become a motivational speaker, author, American Ninja Warrior, entrepreneur, and a member of multiple USA Para teams, including the 2023 U.S. Para Bobsled Push Division National Champion.With a message applicable to anyone from school-age children to world leaders, Gary inspires with his story of perseverance, faith, and determination. His experiences and perspective are perfect examples of how to turn tragedy into opportunity. You too will feel motivated to adapt and overcome.What We Discuss In This Episode:In the episode with Gary Weiland, we delve deep into his inspiring journey of overcoming adversity. We start by discussing the pivotal moment when Gary, a firefighter, faced unexpected complications after knee surgery, leading to the eventual amputation of his leg due to the cutting off of blood flow to his foot. Gary shares the emotional and physical turmoil he experienced during this challenging time, highlighting the grieving process, feelings of anger, and the struggle to accept his new reality.Throughout the conversation, Gary reflects on the importance of mindset and choice in navigating adversity. He recounts how his children's reminder of his own teachings about finding purpose in difficult circumstances sparked a shift in his perspective. This realization propelled him to make the conscious decision not to let his situation define him but rather to use it as motivation to become the first amputee firefighter in the world.We explore Gary's journey of setting and achieving ambitious goals, from returning to firefighting within 10 months and six days of his amputation to competing on American Ninja Warrior. His story underscores the power of resilience, determination, and adaptability in overcoming seemingly insurmountable obstacles.Thanks, Gary Weiland!If you enjoyed this episode featuring Steven Posner, support us by clicking the links! Connect with Gary Weiland on LinkedInListen to the full episode for insights and context from Gary Weiland! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
28:44 5/2/24
The New Rules of Luxury Leasing: What You Need to Know in 2024 with Steven Posner
In this episode I sit down with Steven Posner, the CEO of Putnam Leasing Company, to dive into the intricacies of the exotic car market. Our conversation covers a wide range of topics, starting with the resilience of the exotic car market amidst volatile economic conditions. Steven shares his insights into how the demand for luxury vehicles surged unexpectedly during the recent pandemic, leading to a significant uptick in business for Putnam Leasing.What We Discuss In This Episode:As we explore the landscape of the exotic car leasing industry, Steven highlights the challenges posed by the influx of "new money" clients. These individuals, often young professionals with substantial incomes, present unique risks and opportunities for leasing companies. We discuss the importance of careful vetting and risk management strategies to ensure the financial stability of Putnam Leasing in a rapidly evolving market.One particularly intriguing trend that Steven sheds light on is the rise of YouTuber wealth. We delve into the phenomenon of young content creators with substantial incomes seeking luxury car leases, and how Putnam Leasing adapts to cater to this emerging demographic. From navigating insurance hurdles to addressing the unique needs of these clients, Steven provides valuable insights into the dynamics of this evolving segment of the market.Throughout our conversation, Steven emphasizes the importance of staying ahead of industry trends and anticipating future challenges and opportunities. From tightening insurance markets to shifting consumer preferences, he offers a seasoned perspective on the future outlook of the exotic car leasing industry. Thanks, Steven Posner!If you enjoyed this episode featuring Steven Posner, support us by clicking the links! Connect with Steven Posner on LinkedInListen to the full episode for insights and context from Steven Posner! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
25:14 4/25/24
Women Drive Auto Sales: Unlocking Female Customer Satisfaction with Katie Mares
Katie Mares is an author, speaker, and consultant who empowers businesses to design experiences that resonate with female consumers. She is a bestselling author and her book, "CustomHer Experience" is a guide for businesses to close the gender gap in sales.What We Discuss In This EpisodeKatie shares her personal journey from a disastrous car-buying experience to becoming a leading voice in customer experience. Her encounter with six dismal dealerships sparked a quest to understand and transform the automotive industry's approach to female consumers.Drawing from her expertise, Katie provides actionable insights for dealerships to elevate the customer experience authentically. From creating a welcoming atmosphere to understanding touchpoints, she emphasizes the significance of aligning every aspect of the journey with the needs and preferences of female consumers.In a world driven by hustle and superficiality, Katie advocates for kindness and authenticity as foundational principles for success. She highlights the enduring value of building genuine relationships based on trust and mutual respect, which ultimately fosters customer loyalty and long-term growth.Thanks, Katie Mares!If you enjoyed this episode featuring Katie Mares, support us by clicking the links! Connect with Katie Mares on LinkedInListen to the full episode for insights and context from Katie Mares! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
33:14 4/18/24
Leadership Lessons from a Millennial General Manager - Gabrielle Abinion
Gabrielle (Gabi) Abinion is the General Manager at Fox Valley Volkswagen of St. Charles. With a rich family history in the automotive business, Gabi brings a unique perspective to her role, blending tradition with innovation to drive success. Her dedication to empowering her team and fostering a culture of growth has been instrumental in the dealership's continued prosperity. Buckle up for a conversation about hard work, navigating family businesses, and forging your own path in a rapidly changing industry.What We Discuss In This Episode:Gabi isn't your typical dealership GM. The daughter of a Filipino immigrant who came to America to chase the dream, Gabi grew up around cars but knew she had to carve her own path. Despite her family's auto group, she ventured out to learn the ropes at another dealership before returning with a fresh perspective.Gabi shared her inspiring path into the automotive world, rooted deeply in her family's heritage and the profound impact of her father's journey as an immigrant. From witnessing her father's resilience and determination to carve a path in the industry to her own decision to follow in his footsteps, Gabi's narrative underscores the transformative power of passion and perseverance.A focal point of our conversation centered on the importance of cultivating a thriving workplace culture as a driver of organizational success. Gabi shared insights into her leadership philosophy, emphasizing the value of clear communication, active listening, and fostering a sense of belonging among team members. By prioritizing collaboration, mentorship, and continuous learning, Gabi has cultivated an environment where employees feel empowered to thrive and contribute their best.Furthermore, Gabi underscored the significance of community engagement and customer-centricity in building trust and loyalty among clientele. By prioritizing authentic connections and meaningful interactions, Fox Valley Volkswagen has solidified its reputation as a trusted automotive partner, dedicated to serving the needs of its community with integrity and excellence.Thanks, Gabi Abinion!If you enjoyed this episode featuring Gabi Abinion, support us by clicking the links! Connect with Gabi Abinion on LinkedInListen to the full episode for insights and context from Steve Whitlock! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
27:05 4/11/24
Run Into the Fire: How to Move from Management to Ownership in the Car Industry with Steve Whitlock
In this episode, I sit down with Steve Whitlock, the president of Innovation Financial Services, to explore the fascinating journey of automotive entrepreneurship. We dive into Steve's unique background, starting from his days as a firefighter to his eventual transition into the car business. Steve shares insights into how his diverse experiences shaped his path, showcasing the unexpected twists and turns that led him to where he is today.What We Discuss In This Episode:As we dive deeper into Steve's journey, he recounts pivotal moments that sparked his interest in the automotive industry. From selling cars part-time to venturing into finance, Steve's story is a testament to the opportunities that arise when one embraces change and takes calculated risks. His candid reflections offer valuable lessons for aspiring entrepreneurs navigating their own career paths within the automotive sector.The conversation takes an exciting turn as Steve unveils the inception of Innovation Financial Services. Drawing from his extensive experience and entrepreneurial spirit, Steve shares the vision behind the company and its mission to empower automotive professionals. We explore the innovative programs developed by Innovation Financial Services, including the groundbreaking Road to Ownership initiative.Steve elaborates on how the Road to Ownership program is revolutionizing the industry by providing a clear pathway for dealership ownership. Through strategic partnerships and tailored solutions, Innovation Financial Services is empowering talented individuals to realize their entrepreneurial dreams. Steve's passion for fostering success shines through as he discusses the impact of this program on the automotive community.Thanks, Steve Whitlock,!If you enjoyed this episode featuring Steve Whitlock, support us by clicking the links! Connect with Steve Whitlock on LinkedInListen to the full episode for insights and context from Steve Whitlock! Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
19:46 4/4/24
From Clicks to Customers with Glenn Pasch
Glenn Pasch, an industry veteran with a penchant for data-driven insights and a logical approach to marketing, brings decades of expertise in digital marketing and dealership strategies. As the brains behind PCG Digital, Glenn has empowered countless dealerships to optimize their marketing efforts and unlock hidden sales potential.What We Discuss In This Episode:We kick off our conversation by dissecting the enigma of marketing attribution, unraveling why despite a substantial influx of website visitors, sales opportunities often remain untapped. Glenn brings a refreshing perspective, emphasizing the necessity of demystifying marketing attribution to uncover hidden sales potential and drive tangible results for dealerships.As our discussion unfolds, Glenn and I delve into the essence of customer experience, highlighting its pivotal role in shaping dealership marketing strategies. We navigate through the logic behind prioritizing customer satisfaction, stressing the importance of fostering meaningful interactions at every touchpoint. Through Glenn's insights, we unveil the power of aligning marketing efforts with customer-centric principles, ultimately revolutionizing the dealership landscape.Our conversation extends beyond theory, delving into actionable strategies for maximizing sales opportunities and driving sustainable growth. Through Glenn's expertise, we unveil practical tactics for converting website visitors into loyal customers, emphasizing the importance of personalized marketing and tailored messaging. From optimizing website experiences to leveraging data-driven insights, Glenn equips listeners with the tools to transform marketing efforts into tangible sales outcomes.In the culmination of our dialogue, Glenn underscores the significance of personalized marketing and the power of maintaining ongoing customer engagement. With a strategic focus on nurturing relationships and delivering exceptional experiences, Glenn empowers dealerships to transcend conventional marketing paradigms and unlock unparalleled success. Thanks, Glenn Pasch!If you enjoyed this episode featuring Glenn Pasch, support us by clicking the links! Connect with Glenn Pasch on LinkedInListen to the full episode for insights and context from Glenn Pasch! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
22:14 3/28/24
Driving Business Innovation in the Electric Vehicle Sphere with Alex Lawrence
Alex Lawrence is the CEO and co-founder of Ev Auto, a pioneering dealership specializing in electric vehicles. With a background in franchising and tech, Alex brings a wealth of experience to the table, along with a passion for creating exceptional customer experiences. His dedication to honesty, integrity, and innovation has propelled Ev Auto to success in the competitive EV market.What We Discuss In This Episode:We start by tracing Alex's remarkable journey from his background in franchising and tech startups to the inception of Ev Auto. His diverse career path and passion for innovation set the stage for a dealership experience unlike any other in the EV market.One of the central themes we explore is how Ev Auto is reshaping the traditional dealership model. Alex reveals his commitment to creating an unforgettable experience for customers, emphasizing a no-pressure sales approach and a welcoming atmosphere. By prioritizing customer education and satisfaction, Ev Auto has carved out a niche in the competitive EV landscape.Throughout our conversation, Alex emphasizes the importance of staying true to core values. In an industry often associated with high-pressure sales tactics, Ev Auto stands apart with its emphasis on honesty, integrity, and transparency. Alex shares insights into how these values have not only built trust with customers but also fueled the dealership's long-term success.As we delve deeper into the EV market, Alex offers insider recommendations on must-try electric vehicle models. From high-performance luxury cars to budget-friendly options, Ev Auto caters to a diverse range of customers with different preferences and budgets. Alex's expertise and passion for EVs shine through as he discusses the exciting future of electric vehicles.Thanks, Alex Lawrence!If you enjoyed this episode featuring Alex Lawrence, support us by clicking the links! Connect with Alex Lawrence on LinkedInListen to the full episode for insights and context from Alex Lawrence! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
23:23 3/21/24
Spanish SEO Does Matter! | Ally Pinon
Are you leaving a massive chunk of the market untapped? Welcome back to another insightful episode of the Dealer Playbook podcast. Today, we're delving deep into the world of marketing segmentation, focusing specifically on the Hispanic marketplace.Joining me today is Ally Pinon, the Digital Marketing Director for Chastang Ford, as we uncover the secrets to successfully reaching and engaging with this vibrant demographic.What We Discuss In This Episode:In this episode, Ally Pinon and I explore marketing segmentation with a focus on the Hispanic market, addressing challenges like language and cultural nuances. We highlight the importance of word-of-mouth in Hispanic communities and strategies to leverage it, emphasizing cultural relevance over mere translation.Ally shares insights on authentic engagement through local influencers and balancing marketing channels for dealership growth. The discussion underscores the necessity of authenticity, cultural understanding, and strategic marketing to connect with Hispanic consumers and foster long-term relationships, offering actionable tips for dealerships aiming to tap into this demographic's potential.Thanks, Ally Pinon!If you enjoyed this episode featuring Ally Pinon, support us by clicking the links!Connect with Ally Pinon on LinkedInListen to the full episode for insights and context from Ally Pinon!Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
25:54 3/14/24
From Plastic Surgery to Auto Marketing Mastery | Adrian Gibbs
When Adrian Gibbs, Marketing Director of Nimnicht Family of Dealerships, stepped into the world of automotive marketing, she brought with her the competitive edge of the plastic surgery industry and a knack for nurturing customer relationships. Our exchange is as insightful as it is humorous, revealing the unexpected connections between such diverse fields and underscoring the transformative power of innovative thinking. Adrian's journey from nannying to navigating the nonprofit sector and now revving up the marketing engine in automotive sales, showcases a career path that is anything but ordinary.What We Discuss In This Episode:This episode peels back the curtain on the traditional, and sometimes outdated, practices that have long governed automotive marketing. We navigate through the maze of customer experience, finding parallels in the simplicity of choosing an ice cream flavor. Emphasizing the need to craft a clear and inviting journey for potential buyers, we dissect the common pitfalls, such as an over-reliance on third-party leads, and champion the approach of personalizing the car buying experience.Venturing into the technical trenches, we unravel the complexities of dealership operations and the critical role of auditing third-party vendors. Adrian leads us through her methodical process, challenging every step from cost to impact on the customer. We wrap up by discussing the balancing act faced by marketing directors, sharing tactics to maximize efficiency and cultivate a robust team dynamic. Thanks, Adrian Gibbs!If you enjoyed this episode featuring Adrian Gibbs, support us by clicking the links! Connect with Adrian Gibbs on LinkedInListen to the full episode for insights and context from Adrian Gibbs! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
35:20 3/7/24
How TikTok Is Shaping the Next Wave of Digital Marketing for Young Consumers with Paul de Vries
Paul De Vries is the Founder of #DCDW, Spokesperson for Marktplaats Automotive, and Co-Owner of Carmen BDC. With an impressive track record in dealership ownership, BDC management, and online car sales, Paul is recognized as a trailblazer in the automotive space, revolutionizing marketing tactics and driving unprecedented success.What We Discuss In This Episode:1. Unveiling New Market Opportunities:Discover Paul's unparalleled ability to spot untapped market potential and seize opportunities for growth, from targeting younger demographics to redefining mobility solutions for all ages.2. Leveraging Formula One Heritage for Marketing:Explore how Paul ingeniously leverages the allure of Formula One heritage to make city cars irresistible to a younger audience, utilizing social media platforms like TikTok to captivate and convert.3. The Power of Personalized Engagement:Delve into Paul's philosophy on lead handling and the delicate balance between AI automation and personal engagement, ensuring consistent and effective follow-up strategies.4. Building an Online-First Dealership Experience:Learn how Paul pioneers a seamless online-to-offline dealership experience, utilizing cutting-edge technology to bring the showroom directly to customers' screens.Embark on a journey with Paul de Vries, our guest straight from NADA, as we unravel the complexities and opportunities for franchise dealers eyeing the burgeoning markets of 2024.We then pivot to reveal how TikTok is revolutionizing lead generation, swapping dated marketing methods for viral content that resonates with the youth. Discover the unexpected triumph of certain video genres, the wisdom in granting influencers creative reign, and the crafty strategies employed to captivate a diverse social media audience. This is your portal to the frontlines of digital marketing innovation.Thanks, Paul De Vries!If you enjoyed this episode featuring Paul De Vries, support us by clicking the links! Connect with Paul De Vries on LinkedInListen to the full episode for insights and context from Paul De Vries! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
24:36 2/29/24
The DEATH of Marketing Attributions | Rand Fishkin
Rand Fishkin is cofounder and CEO of  SparkToro, makers of fine audience research software, and indie game developer Snackbar Studio. He’s dedicated his professional life to helping people do better marketing through his writing, videos, speaking, and his book, Lost and Founder.What We Discuss In This Episode:Get ready to challenge everything you know about marketing attribution with Rand Fishkin, who brings his formidable expertise back to The Dealer Playbook Podcast. We're tearing apart the myths that big tech wants you to believe about sales attribution, and giving you the straight talk on where your marketing efforts aacre really landing. As we exchange stories on how to stay genuine and reachable in the digital realm, Rand's commitment to personal interaction shines through, reminding us all of the human touch in the tech-saturated world of marketing.Laugh along with our musings on "Deadlock" and "Brooklyn Nine-Nine," and see how these shows mirror the multi-generational impact of social media. Then, prepare to have your mind blown by the capabilities of SparkToro, the game-changing tool that is transforming the way we research and reach our target audiences. Whether you're aiming your message at interior designers in the City of Angels or any other specific group, this episode is brimming with insights that will elevate your marketing strategy and forge deeper connections in the ever-evolving digital landscape.Thanks, Rand Fishkin!If you enjoyed this episode featuring Rand Fishkin, support us by clicking the links! Connect with Rand Fishkin on LinkedInListen to the full episode for insights and context from Rand Fishkin! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
37:53 2/22/24
Personal Growth Fuelling Leadership Excellence, Cultivating Organizational Culture, The Essence of Soft Skills | Scott Greenberg
Have you ever wondered how a personal crisis might just be the catalyst for a profound transformation in how you lead your team? That's the story Scott Greenberg, author of "Stop the Shift Show," brings to our table as we unravel the potential of culture within organizations.What We Discuss In This Episode: Scott's journey from budding film student to a cancer warrior and eventually a motivational powerhouse offers a masterclass in adaptability, humor, and relationship building. Our conversation probes into the unseen opportunities lying in plain sight, just like those red cars you never spot until you're actually looking for them, and what this means for anyone trying to turn a group of struggling workers into a cohesive, high-performing team.As we navigate through the intricacies of hiring and management, the emphasis is unmistakably on the softer side of skills, those elusive traits that can make or break the productivity of your team, especially in roles where honing these skills can be an uphill battle. Imagine a world where job postings for entry-level positions are as grounded as the cars we drive—no more absurd requirements for novices to be seasoned veterans. We discuss the unique challenges of managing different types of employees—hourly or salaried—and how addressing their emotional needs is just as critical as satisfying their wallets. By the end of the episode, you'll be equipped with actionable strategies to measure, manage, and magnify your company's culture, ensuring that your team's behavior resonates harmoniously with your core values.Listen to the full episode for insights and context from Scott Greenberg! Thanks, Scott Greenberg!If you enjoyed this episode featuring Scott Greenberg, support us by clicking the links! Connect with Scott Greenberg on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
30:39 2/15/24
The Electric Shift, Securing the Auto Trade, and Tackling Fraud with Expert Insights from Matas Buzelis
Matas Buzelis is the Head of Communications at carVertical.comMatas Buzelis brings a wealth of knowledge and expertise to the table, shedding light on the intricacies of the global car market.What We Discuss In This Episode:Ever wondered about the global impact of automotive fraud? Matas sheds light on the mission of the Association of Automotive Intelligence, an initiative aimed at combating fraud and protecting consumer interests on a global scale. He explains the mission behind establishing the association and the importance of combatting fraud in the automotive sector.As our conversation takes a turn towards the electric vehicle (EV) revolution, Matas unveils the challenges and opportunities presented by the transition to electric-powered vehicles in Europe. From government incentives to infrastructure hurdles, we explore the complex dynamics shaping the future of mobility.We also examine the UK's decision to push back its ban on petrol and diesel vehicles, scrutinizing the resulting shifts in consumer behavior and industry investment. Discover the unexpected surge of American cars in Europe's used vehicle market and gain perspective on the global auto trade from Lithuania's vantage point.With Matas's insights, we analyze the potential aftershocks of geopolitical events on car availability, laying the groundwork for a well-informed and strategic approach to both selling and buying in tomorrow's automobile marketplace.I thoroughly enjoyed my conversation with Matas Buzelis, and I'm sure you will too. Listen to the full episode for insights and context from Matas Buzelis! Thanks, Matas Buzelis!If you enjoyed this episode featuring Matas Buzelis , support us by clicking the links! Connect with Matas Buzelis:LinkedIn: Matas BuzelisWebsite: carVertical⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealershipwebsite and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the salesdesk, customer distrust, and decision overload. And their all-new showroom solutionincludes deal estimation, desking, lender routing, and an F&I menu – all in one powerfulplatform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
30:52 2/7/24
Redefining Dealer Ad Strategies, Surviving Google Support Changes, The Importance of Human Insight | Dave Spannhake
Dave Spannhake is the Founder and CEO of Reunion Marketing, one of the fastest growing marketing companies in the country that specializes in using data and consumer behavior to create highly effective marketing strategies.What We Discuss In This Episode:Dave sheds light on the challenges businesses face when Google, once a reliable partner, undergoes drastic changes in its support system and ad platform. The discussion revolves around the impact of Google's recent decisions, including the outsourcing of support and the introduction of a new verification process.We explore the ramifications of these changes on businesses, especially the automotive industry, where trust and support play a pivotal role. Dave shares insights on the open letter Reunion Marketing penned to Google, calling out the adverse effects of their decisions and the subsequent lack of support.The conversation touches on the broader implications of automation, AI, and evolving ad platforms, with Dave expressing the need for businesses to closely monitor and discuss these changes.Key Takeaways:The new verification process requires businesses to prove their legitimacy, but the lack of support has caused delays and disruptions in advertising campaigns.Trust is crucial in the advertising industry, and Google's recent changes have eroded trust among advertisers and agencies.The automation and AI advancements in advertising have potential, but there is still a long way to go in terms of reliability and effectiveness.Listen to the full episode for insights and context from Dave Spannhake! Thanks, Dave Spannhake!If you enjoyed this episode featuring Dave Spannhake , support us by clicking the links! Connect with Dave Spannhake  on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealershipwebsite and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the salesdesk, customer distrust, and decision overload. And their all-new showroom solutionincludes deal estimation, desking, lender routing, and an F&I menu – all in one powerfulplatform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
26:28 2/1/24
Driving into a Cookie-less Future, The Rise of First-Party Data, Embracing Change in Automotive Marketing | Subi Ghosh - Part 2
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies.What We Discuss In This Episode:We delve into the importance of first-party data and how it can be leveraged to create personalized marketing experiences. Subi emphasizes the need for dealerships to have a plan for post-cookie tracking and retargeting, as cookie deprecation is already happening. She also highlights the value of clean and accurate customer data and the role of AI in streamlining data analysis and improving customer engagement. As cookies crumble, we dissect how industry players can harness pattern recognition and data analysis to stay in the driver's seat. Subi illuminates the fusion of human behavior insights with data, crafting marketing that not only gets noticed but also fosters enduring partnerships.Key Takeaways:First-party data is crucial for effective marketing in the post-cookie era. Dealerships should focus on building and leveraging their own opted-in audience for targeted advertising and personalized experiences.Cookie deprecation is already happening, and advertisers need to adapt to new tracking and retargeting methods. Those who have a plan in place and utilize solutions like Customer Data Platforms (CDPs) will be ahead of the competition.The power of AI lies in its ability to streamline data analysis and provide actionable insights. By using AI-powered tools, dealerships can optimize their marketing efforts and engage their database in a more effective and personalized way.The automotive industry needs to shift its focus from the traditional buying journey to include retention, loyalty, and brand ambassadorship. Building strong relationships with customers and providing a seamless experience throughout their ownership journey is essential.Embracing new technologies and tools is key to staying ahead in a rapidly evolving industry. Rather than fearing AI or new platforms, dealerships should open their minds to the possibilities and leverage these tools to enhance their marketing strategies.Listen to the full episode for insights and context from Subi Ghosh! Thanks, Subi Ghosh!If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links! Connect with Subi Ghosh on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealershipwebsite and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the salesdesk, customer distrust, and decision overload. And their all-new showroom solutionincludes deal estimation, desking, lender routing, and an F&I menu – all in one powerfulplatform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
32:56 1/25/24
Driving into a Cookie-less Future, The Rise of First-Party Data, Embracing Change in Automotive Marketing | Subi Ghosh - Part 1
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies.What We Discuss In This Episode:We delve into the importance of first-party data and how it can be leveraged to create personalized marketing experiences. Subi emphasizes the need for dealerships to have a plan for post-cookie tracking and retargeting, as cookie deprecation is already happening. She also highlights the value of clean and accurate customer data and the role of AI in streamlining data analysis and improving customer engagement. As cookies crumble, we dissect how industry players can harness pattern recognition and data analysis to stay in the driver's seat. Subi illuminates the fusion of human behavior insights with data, crafting marketing that not only gets noticed but also fosters enduring partnerships.Key Takeaways:First-party data is crucial for effective marketing in the post-cookie era. Dealerships should focus on building and leveraging their own opted-in audience for targeted advertising and personalized experiences.Cookie deprecation is already happening, and advertisers need to adapt to new tracking and retargeting methods. Those who have a plan in place and utilize solutions like Customer Data Platforms (CDPs) will be ahead of the competition.The power of AI lies in its ability to streamline data analysis and provide actionable insights. By using AI-powered tools, dealerships can optimize their marketing efforts and engage their database in a more effective and personalized way.The automotive industry needs to shift its focus from the traditional buying journey to include retention, loyalty, and brand ambassadorship. Building strong relationships with customers and providing a seamless experience throughout their ownership journey is essential.Embracing new technologies and tools is key to staying ahead in a rapidly evolving industry. Rather than fearing AI or new platforms, dealerships should open their minds to the possibilities and leverage these tools to enhance their marketing strategies.Listen to the full episode for insights and context from Subi Ghosh! Thanks, Subi Ghosh!If you enjoyed this episode featuring Subi Ghosh, support us by clicking the links! Connect with Subi Ghosh on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealershipwebsite and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the salesdesk, customer distrust, and decision overload. And their all-new showroom solutionincludes deal estimation, desking, lender routing, and an F&I menu – all in one powerfulplatform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
25:13 1/25/24
Navigating the Fiscal Roadmap, Car Pros' Guide to Money Mastery | Rob Bacharach
In this power-packed episode, I sit down with the brilliant mind behind Automotive Wealth, Rob Bacharach. Rob is the president and founder of Automotive Wealth, a seasoned financial planner specializing in empowering automotive professionals to secure their financial future. With a wealth of experience in the industry, Rob brings a unique perspective and a passion for helping individuals navigate the complexities of financial planning.What We Discuss In This Episode:Join me as we dive deep into the world of wealth creation within the automotive industry, exploring financial strategies, overcoming challenges, and debunking limiting beliefs.Discover Rob's proven process, guiding individuals from foundational financial principles to creating a personalized investment hierarchy. Gain insights into addressing challenges specific to the automotive industry and making informed financial decisions.But it's not all numbers and taxes; we're also getting under the hood of our financial psyches. I get personal about the highs and lows of navigating income spikes and the temptations of lifestyle inflation in the unpredictable world of auto sales. It's about finding that sweet spot between enjoying your success and staying on track for the long haul. And if you're overwhelmed by the maze of financial advice out there, fear not; Rob and I guide you through the noise, highlighting the go-to resources that'll put you in the driver's seat of your financial journey. To learn more about Automotive Wealth and access their free financial resources, visit their website at www.automotive-wealth.com.Connect with Rob Bacharach on LinkedInListen to the full episode for insights and context from Rob Bacharach! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealershipwebsite and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the salesdesk, customer distrust, and decision overload. And their all-new showroom solutionincludes deal estimation, desking, lender routing, and an F&I menu – all in one powerfulplatform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
27:40 1/18/24
From Clicks to Handshakes in Modern Car Sales, Allowing Your Customer to Take the Lead, Mastering Customer Engagement | Kirk Preiser
Ever wondered how the digital revolution has transformed the car buying process? Join us as we sit down with Kirk Preiser, Senior Vice President of Sales and Marketing at LeadVantage. Formerly the Director of Retail Buying Experience at Audi of America, Kirk shares an insider's look at how the industry is syncing the online and in-store experience. Together, we dissect the omni-channel approach, and debate the ways in which the pandemic and the chip shortage have reshaped the landscape. We're not just talking about change; we're talking about a return to the roots of customer service, ensuring that every lead, every inquiry, and every handshake matters.What We Discuss In This Episode:Navigating the complexity of the automotive industry requires more than just the latest tech—it demands a solid foundation in customer engagement. Through personal anecdotes and expert insights, we stress the frustration consumers endure when dealerships lose sight of responsiveness, transparency, and clear communication. Our captivating exchange underscores the undeniable importance of the basics in business, like the art of the personalized response and the significance of addressing vehicle availability and pricing head-on, setting the stage for a seamless transition from online interest to in-store purchase.Lastly, we champion the idea of giving power back to the customer, simplifying dealership websites, and honing in on fewer but more effective calls to action. It's about offering the driver's seat to the buyers, allowing them to navigate their own journey with the aid of digital retailing tools that paint a clear picture of cost and financing options. Connect with Kirk Preiser:Linkedin: https://www.linkedin.com/in/kirk-preiser/Listen to the full episode for insights and context from Kirk Preiser!⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealershipwebsite and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the salesdesk, customer distrust, and decision overload. And their all-new showroom solutionincludes deal estimation, desking, lender routing, and an F&I menu – all in one powerfulplatform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
25:39 1/11/24
The Importance of Customer Experience in the Automotive Industry, The CX Mindset, GET OUT of the Customer's Way, for crying out loud! | Gary Graves
Gary Graves co-founded InteractiveTel, now TotalCX, in 2008 and presently serves as CEO. Previously, he served as the company's first Chief Technology Officer. He developed the communications platform on which the company's proprietary products are based and has been instrumental in the company's dynamic growth trajectory. What We Discuss In This Episode:Data-Driven Insights:The common issues observed through data analysis including abandoned calls and excessively long call times and identifying patterns that deter customers and hinder the overall experience.Customer Effort:Uncover the increasing effort customers need to put in to resolve their queries. Gary highlights the challenges that hinder smooth transactions, from long hold times to frustrating callbacks.Lose the IVR:Gary advocates for a customer-centric mindset and its impact on transforming the traditional automotive approach. Learn why ditching the IVR (Interactive Voice Response) is the first step toward creating a seamless and positive customer experience.The CX Mindset:The tangible benefits of adopting a customer-centric approach, from customer loyalty to positive reviews.Long-Term Impact:Building customer loyalty through exceptional experiences for sustainable growth and Leveraging ratings and reviews to become the preferred choice in a competitive market.Gary emphasizes the simplicity of caring about people and prioritizing customer experience.Key Takeaways:Customer complaints about poor experiences clearly indicate issues within a dealership.Abandoned calls and excessively long call times are signs of a poor customer experience.The first step in improving the customer experience is eliminating IVRs and ensuring that phone interactions are seamless and efficient.Providing a positive customer experience can lead to customer loyalty and increased referrals.Connect with Gary Graves:Total CX WebsiteLinkedIn: Gary GravesCatch Gary at NADA 2024 - Booth Number 4321 West.This episode is sponsored by AutoFi. The leading commerce platform for end-to-end digital automotive sales and financing, powering billions of online transactions every year. Through its innovative platform and expansive network of trusted lenders, AutoFi empowers sellers, including the nation’s top dealers and digital retailers, to sell more efficiently and profitably.Listen to the full episode for insights and context from Gary Graves! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealershipwebsite and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the salesdesk, customer distrust, and decision overload. And their all-new showroom solutionincludes deal estimation, desking, lender routing, and an F&I menu – all in one powerfulplatform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
28:42 1/4/24
The Power Of Inventory In Your Dealership, Starting a Business With a Friend, The Future of Auto Retail | Dan Collingridge
It all began with automotive inventory management software.I never imagined I'd end up in the automotive industry. Back in the day, my childhood buddy Dan Collingridge and I had this grand plan of starting a record label and radio station dedicated to alternative rock music, the dream we called 1500 am THE PITT. I went to school to chase my sound engineering certificate, and Dan pursued his master’s degree in computer science. We were on the brink of making THE PITT a reality!Life had different plans, though. As adulthood kicked in, I found myself in the automotive world, merchandising vehicles for dealer groups across Vancouver, Canada. With each passing day, my exposure to the industry deepened, and so did my desire to assist the dealers I worked with.That's how the idea came from. We crafted what is now the most dependable inventory management software in the industry. As for that sound engineering degree, I may not have become a famous radio DJ, but it did inspire me to launch The Dealer Playbook podcast.What We Discuss In This Episode:The Unlikely Partnership: Dan and I reflect on the remarkable journey from being friends since high school to becoming successful business partners. We explore the unique dynamics of turning a long-lasting friendship into a thriving CEO-CTO collaboration.Finding the Perfect Harmony: Discover the secrets behind the success of our partnership. We unveil how our distinct personality traits, honed through years of friendship, became the driving force behind FlexDealer.com's innovation.The Birth of FlexDealer.com: Dan spills the beans on how the initial idea of creating a portal for dealerships evolved into a comprehensive inventory marketing system that puts speed and control back in the hands of dealers.Culture as the Fuel: We delve into the significance of cultivating a positive corporate culture. Dan shares his insights on maintaining a vibrant company culture, emphasizing the importance of finding the right people to sustain the unique vibe of FlexDealer.com.Inventory as the Nucleus: As we navigate through the complexities of the automotive industry, Dan sheds light on the critical role of inventory in our technology-driven era. Learn how FlexDealer.com's innovative solutions empower dealerships to streamline processes, from capturing inventory to rapid market deployment.The Future of Auto Retail: We wrap up the episode with a glimpse into the future of auto retail. Dan discusses the challenges and opportunities that lie ahead and how technology will continue to shape the landscape of the automotive industry.Listen to the full episode for insights and context from Dan Collingridge! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Dan Collingridge!If you enjoyed this episode featuring Dan Collingridge, support us by clicking the links! Connect with Dan Collingridge on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
25:14 12/28/23
Merry Christmas, Auto Industry Pros Share Their Predictions About 2024 | Michael Cirillo
Ever get caught in the hustle, only to realize Christmas is knocking on the door? Yeah, I've been there, too, and what a year. I recently took to LinkedIn and Facebook to satisfy my curiosity about people's thoughts and predictions about what's coming in 2024 for us in the retail automotive realm.I will be straight up with you.—it's a fascinating mix of outlooks. There are some doom and gloom thoughts, and there are then some positive thoughts. What caught my attention, though, was the disparity in responses between LinkedIn and Facebook.Stick around as we unravel what the community says about the year ahead.What We Discuss In This Episode:As I dived deep into the predictions for 2024, it became clear that there was a mix of positive and negative outlooks for the industry. As I said, some expressed concerns about the harsh months ahead. However, others were more optimistic, highlighting the potential for a strong spring selling season and increased profitability. Let's take a closer look at some of these predictions.There are so many ways 2024 can go wrong. We could experience another global pandemic or the ever-present threat of a massive weather disaster that is always there.Dominic Scruggs, an automotive solutions provider, believes that 2024 will have its challenges but also sees the potential for a year similar to 2022, depending on the election results. Matthew Lasher, the Director of West Herr Automotive Group, predicts that dealers will have to work harder for the same or less money, leading to higher turnover and challenging morale. However, he also emphasizes that 2024 will still be a fantastic year for well-capitalized dealers compared to previous years.But I'm feeling optimistic.As I dive into these predictions, it is clear that the retail automotive industry is poised for both challenges and opportunities. While there are still concerns about the changing market conditions and dynamics, there is also a prevailing sense of optimism and potential for growth. Dealers who approach the year with a proactive mindset, adaptability, and a focus on talent acquisition and retention will be well-positioned to thrive.The predictions for 2024 highlight the need for dealers to stay informed, agile, and prepared for potential changes in the market. By leveraging their resources, investing in talent, and embracing new sales strategies, dealers can navigate the challenges and seize the opportunities that lie ahead. Ultimately, success in 2024 will be determined by adapting, innovating, and delivering exceptional customer experiences in an evolving industry.2024 awaits; take the positivity, the clarity of mindset, and the preparation needed to make it your biggest year yet. Thanks for sticking with me through the whole year. Merry Christmas, and let's roll into the new year together. Your support means the world.Listen to the full episode for insights and context from Michael Cirillo! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
20:13 12/21/23
30 seconds to sell a car, The 4 E’s of social media growth, How she grew her Instagram to 445k and why it’s not hard | Kelly Stumpe aka @the_car_mom
Kelly Stumpe, also known as The Car Mom, is a social media influencer, car enthusiast, and advocate for local independent dealerships. She has over 473,000 followers on Instagram and is known for her engaging and informative content about cars from a mom's perspective.What We Discuss In This Episode:The Birth of The Car Mom Brand: Uncover the origins of The Car Mom and how Kelly seamlessly merged her passion for cars with the demands of motherhood. Learn how a simple idea blossomed into a thriving community.Navigating the Automotive Landscape: Explore Kelly's insights on the challenges faced by moms in the car-buying process. Delve into the stereotypes and misconceptions surrounding women and cars in the industry.Building an Engaged Audience: Gain valuable tips as Kelly shares her approach to social media. Understand the importance of authenticity, consistency, and content pillars in creating a strong online presence.The Future of Car Buying: Join the conversation about the evolving landscape of car purchasing, from the impact of AI to the growing trend of online transactions. Discover how dealerships can adapt to cater to the changing preferences of consumers.Empowering Dealerships: Kelly emphasizes the essential role of dealerships and encourages embracing change while maintaining a customer-centric approach. Uncover strategies for creating an enjoyable and memorable dealership experience.The Power of Authenticity: Delve into the world of social media content creation as Kelly discusses the importance of authenticity. Learn how being raw and real resonates with her audience and contributes to the success of The Car Mom brand.The Four E's of Content Creation: Unlock the secrets of successful content creation as Kelly shares her content pillars. Understand how these principles form the foundation of her engaging content.Adapting to Changing Consumer Behavior: Get insights into the evolving landscape of consumer behavior in the automotive industry. Explore how Kelly adapts to changing trends, incorporating shorter, impactful content to meet the demands of her audience.In this episode, Kelly shares her journey to internet fame, revealing the key to her success: focusing on a specific audience and delivering valuable content through the "four E's": Educate, Engage, Entertain, and Empower. You'll also hear her passionate defense of local dealerships and her insights into the ever-changing landscape of car buying.You can also check her podcast out The Carpool Podcast for even more insights!Listen to the full episode for insights and context from Kelly Stumpe! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Kelly Stumpe!If you enjoyed this episode featuring Kelly Stumpe, support us by clicking the links! Connect with Kelly Stumpe on InstagramConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
26:34 12/14/23
Erin Richmond: Building a High-Performance Marketing Mix
Erin Richmond is the Chief Revenue Officer of sMedia, a digital advertising and marketing agency in the automotive industry. With years of experience in the industry, Erin has worked her way up from a customer success manager to overseeing the agency's customer-facing teams. With a knack for connecting the dots and driving results, Erin joins us today to share the keys to unlocking efficiency in your dealership's marketing strategy.What We Discuss In This Episode:Decoding the Marketing MixIn this episode, we uncover the crucial aspects of the marketing mix that often go unnoticed. Erin emphasizes the importance of aligning digital and in-store experiences, ensuring consistent language that resonates with customers from the first click to sealing the deal. Learn why this synchronization is the game-changer your dealership needs.Breaking Down Silos - The Marriage of Sales and MarketingIn a world where sales and marketing often seem like distant relatives, Erin provides actionable insights on breaking down silos. Discover how integrating these teams can lead to a harmonious customer journey, ultimately boosting your dealership's success.Embracing Change for Continuous ImprovementAs the automotive industry experiences rapid technological advancements and shifting customer expectations, Erin discusses the importance of embracing change. Hear her perspective on adapting faster, understanding customer needs, and staying ahead in an ever-evolving landscape.Tech in Marketing - Myth vs RealityErin shares her thoughts on the role of technology in dealership marketing. Is tech the magic wand, or does it still require the human touch? Join us as we explore the myths and realities of leveraging technology in automotive marketing.Listen to the full episode for insights and context from Erin Richmond! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Erin Richmond!If you enjoyed this episode featuring Erin Richmond, support us by clicking the links! Connect with Erin Richmond on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
24:28 12/7/23
Ashley Cavazos: Transform Your Dealership Into A Marketing Powerhouse
Ashley Cavasos is the Marketing Director at Demontrond Auto Group in Houston.What We Discuss In This Episode:As the marketing director for Demontrond Auto Group in Houston, her journey from a temporary receptionist to a marketing powerhouse is a testament to the upward mobility available in the auto industry. With an innate understanding of the dynamic interplay between marketing and operations, Ashley shares her journey, insights, and strategies that can reshape the way you approach marketing in the automotive industry.Key Takeaways:The Campus Concept:How Ashley views the operational intricacies of Demontrond Auto Group as campuses rather than traditional dealerships.The importance of synergy between marketing and sales for holistic success.Pivoting with Precision:Ashley's firsthand experience in adapting marketing strategies on the fly due to rapid industry changes.The role of flexibility in navigating unforeseen challenges and staying ahead.The Power of Collaboration:Ashley's advocacy for a strong connection between marketing and sales departments.Breaking down silos and fostering collaboration for optimal results.Unveiling the Personal Journey:Ashley's unexpected entry into automotive marketing and her transformative experience at AutoCon 2012.The evolution of her role and the importance of adapting to technological advancements like AI.Lessons from Selena's Hometown:Ashley's childhood experiences in Corpus Christi and the unconventional exposure to marketing at an early age.The subtle conditioning for a career in marketing that started with radio stations and commercials.Get ready for a mind-expanding conversation that goes beyond traditional marketing paradigms. Ashley Lopez Cavazos is here to challenge your perspectives and inspire you to rethink the dynamics of automotive marketing in 2023. So, fasten your seatbelts, tune in to the Dealer Playbook, and let's drive growth together!Listen to the full episode for insights and context from Ashley Cavazos! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Ashley Cavazos!If you enjoyed this episode featuring Ashley Cavazos, support us by clicking the links! Connect with Ashley Cavazos on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
18:04 11/30/23
Mike Draper: Social Media Secrets For Automotive Professionals
Mike Draper, the former SWAT police officer and Air Force vet is making waves as a viral content creator and social strategy expert. His MBA mind, coupled with experience in real estate and mortgages, has enabled him to decode the secrets of social media success. Building a social channel with over 1.3 million organic followers, Mike’s unique approach proves that growing on Social Media is not a matter of luck but a result of strategic thinking.Mike shares his journey from the military to creating engaging content on social media. He discusses how he got started in content creation, the importance of finding a niche, and the strategies he uses to drive engagement and grow his audience. What We Discuss In This Episode:From SWAT to Social Media: Mike Draper unveils the surprising twists in his life journey, from donning SWAT gear to navigating the world of social media and content creation. Learn how his diverse experiences shaped his unique perspective on life and business.Cracking the Code of Short-Form Video: Dive into the secrets of short-form video content creation. Mike shares his insights on why it's the fastest route to massive reach and how anyone, including car professionals, can leverage it to captivate their audience.The Power of Niche Focus: Discover the game-changing strategy that transformed Mike's content creation journey. Find out how narrowing down his niche to single life and dating frustrations skyrocketed his engagement, views, and growth.Connecting the Dots: Content Creation to Business Success: Michael Cirillo and Mike Draper explore the challenge of connecting short-form content creation to tangible business outcomes. Uncover the strategies that successful influencers use to drive their audience from platforms to valuable actions.Local Domination through Podcasting: We delve into a brilliant idea that could revolutionize the way local businesses, including car sales professionals, dominate their market. Mike spills the beans on the benefits of starting a podcast as a way to reaching communities and transforming content into a social media powerhouse.Get ready for an episode that not only reveals the secrets of viral content creation but also provides actionable insights for car professionals looking to make their mark in the digital landscape.Listen to the full episode for insights and context from Mike Draper! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Mike Draper!If you enjoyed this episode featuring Mike Draper, support us by clicking the links! Connect with Mike Draper on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
36:38 11/23/23
From Buckets to Boardrooms: A Detailers Rise to General Manager with Rahim Bhimani
Rahim 'Cherry' Bhimani is the General Manager at Motorvation Trucks in Georgia. He started his career in the car business as a detailer and worked his way up to his current position. Rahim is known for his passion for solving problems and providing exceptional customer service.What We Discuss In This Episode:Rahim Bhimani, General Manager at Motorvation Trucks, joins us to discuss his journey in the car business and the unique aspects of General Manager at Motorvation Trucks. The largest indoor showroom in the Southeast, Motivation Trucks provides a comfortable and convenient experience for customers. Rahim shares his mindset and behaviors that led him from being a detailer to the general manager, emphasizing the importance of doing the best at each job and solving problems. He also highlights the significance of trust and giving employees the opportunity to show their best. Rahim's passion for solving problems and making customers feel special is evident in his approach to business.Key TakeawaysThe Journey from Detailer to General Manager: Rahim reflects on his early days as a detailer and the mindset and behaviours that propelled him from what seemed like a dead-end job to becoming General Manager.Problem Solving as a Key Skill: Learn how Rahim's focus on problem-solving and willingness to tackle challenges head-on drove his career growth.Creating a Unique Customer Experience: Rahim shares insights into the dealership's commitment to making customers feel special, beyond just selling vehicles to providing an unparalleled experience.The Power of Trust: Rahim discusses how trust plays a crucial role in his leadership style, trusting that everyone on his team is there out of choice, and how this philosophy contributes to a thriving work environment.Facing Turbulence with Confidence: Gain insights into Rahim's perspective on challenges and turbulence, viewing them not as obstacles but as opportunities to showcase problem-solving skills and ensure the dealership's continuous growth.Passionate Leadership: Understand how Rahim's genuine passion for what he does translates into a unique and positive atmosphere within Motivation Trucks.Listen to the full episode for insights and context from Rahim Bhimani! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Rahim Bhimani!If you enjoyed this episode featuring Rahim Bhimani, support us by clicking the links! Connect with Rahim Bhimani on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
19:56 11/16/23
Glenn Lundy: How To Navigate Auto Industry Uncertainties Like a Pro
Glenn Lundy is the only person in the world that grew a dealership 800% in 5 years, from 120 cars a month to 1000, in a small town of only 9600 people. He is also the founder of the 800 Percent Club.Known for his innovative and resilient mindset, Glenn shares insights on weathering storms in the auto industry, drawing inspiration from his vast experience and unique perspectives.What We Discuss In This Episode:Glenn Lundy joins us to discuss the doom and gloom that some people predict for the automotive industry. Glenn challenges dealers' negative mindset when it comes to uncertain times, and he emphasizes the industry's resilience. He says, "The auto industry is the most resilient industry on the planet." He encourages dealers to focus on gratitude for how far they have come by withstanding all negative uncertainties that have ever happened in the industry and recognizing their capabilities. Glenn also emphasizes the importance of consistent systems and processes in dealership operations, regardless of external circumstances. He shares the example of a dealership that, despite the challenging times, still maintained its success by sticking to its proven processes. He quotes... "Make sure your systems and processes are in place and don't waiver from them.He highlights the concept of the infinite game and the need for dealers to have a long-term perspective.Key Takeaways:The automotive industry is resilient and has weathered many challenges throughout its history.Consistent systems and processes are crucial for success in dealership operations.Dealers should take action and not wait for perfect conditions to thrive.Building a solid foundation and doing the necessary work is essential for protecting loved ones and those we care about.This episode serves as a compass for automotive professionals navigating uncertainty, offering practical insights, and inspiring a mindset shift towards building resilience in the ever-evolving auto industry.Listen to the full episode for insights and context from Glenn Lundy! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Glenn Lundy!If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links! Connect with Glenn Lundy on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
33:42 11/9/23
Todd Hauser: How Generative AI Powers Auto Marketing Success
Todd Hauser is the Executive Vice President, Strategic Partnerships at fullthrottle.ai. Todd has been actively involved in the automotive industry for over three decades. He has witnessed how the industry has evolved from the age of traditional advertising to digital marketing and, now, the era of generative AI. What We Discuss in This Episode:Back in the time, marketing was relatively straightforward. Dealers could easily rely on media channels such as television, radio and print to promote their products and services. Fast Forward to today, and everything has changed. Digital marketing, AI technology and evolving consumer behaviours have created an era that's both challenging and exhilarating for the automobile industry.This episode is all about removing ambiguity from your digital marketing game and learning how generative AI is reshaping the way car dealers connect with their customers. We explore topics including the evolution of marketing strategies the impact of cookie deprecation on targeting and engagement methods as well as the significance of delivering personalized customer experiences. Todd sheds light on how Throttle AIs innovative platform aids dealers in converting online shoppers into customers while also enabling them to create immersive households and accurately track sales and service attribution. Additionally we touch on the importance of customer data platforms (CDPs) in helping dealers streamline and unify their first party data for effective marketing campaigns.The number one goal for any dealer should be to be a valued member of the community, a trusted source that everybody looks to." - Todd HauserMarketing needs to transition its emphasis from a purchasing process to a continuous customer journey that places importance on tailored experiences and retaining customers.Listen to the full episode for insights and context from Todd Hauser! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Todd Hauser!If you enjoyed this episode featuring Todd Hauser, support us by clicking the links! Connect with Todd Hauser on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
26:25 11/2/23