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The Dealer Playbook

Michael Cirillo

The Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction.

Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something.

If you run a store, lead a team, or are building a career worth having, this is your show.

New episodes every week. Follow so you don't miss one.

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Tuesday · 28 min
"We Want To Actively Give Back" — An Independent Dealer On Trust Over Ad Spend | Travis Baldwin, Vice President at Best Deal Auto Sales
Travis Baldwin started detailing cars at his family's independent dealership in 1999. He worked his way up through buyer, sales associate, sales manager, area manager, and eventually Vice President at Best Deal Auto Sales, all while serving on the board of the Indiana Independent Auto Dealer Association and spending time as a reserve police officer. Travis joins Michael to talk about something most dealers don't say out loud: that the sign at the ball field and the logo on the billboard might matter less than people think. He shares how his family has built trust in their community through quiet, consistent involvement, like helping an employee buy a house when their credit didn't qualify, without ever looking for credit or recognition in return. The conversation also gets into the auction buy that changed how Travis does business: a certified unit that showed up with metal in the oil and got relisted with no disclosure. That experience led him to build Dealer Defender, a platform that flags non-disclosed auction returns before they cost the next dealer. Find Travis on LinkedIn or learn more about his platform at dealerdefender.com. Michael's takeaway: the dealers who last aren't chasing the next lead source. They're the ones people trust enough to vouch for without being asked. Timestamps (00:00) Overachiever Origins (00:52) Sponsor FlexDealer (02:18) From Detailer to VP (05:12) Advocating Independents (08:27) Competing With Franchises (10:58) Future Focus Transparency (13:22) Community Over Marketing (22:11) Reserve Officer Lessons (24:20) Dealer Defender Story (27:43) Outro
August 25 · 25 min
“Put This To Work” - The Secret Weapon Your Competitors Don’t Know About | Michael Cirillo, CEO at FlexDealer
Most dealerships want more visibility. The interesting question is whether they’re fully using the visibility they already have. In this episode, Michael Cirillo breaks down an overlooked opportunity inside Google Business Profile and how dealerships can use it to get in front of more high-intent local car shoppers. Google Business Profile is already helping shoppers find the store, read reviews, visit the website, call, get directions, and make purchase decisions. Michael’s point is simple: if shoppers are already moving through that channel, there are practical ways to make the experience work harder for the dealership. Michael uses Strosnider Chevrolet as a real-world example and walks through a simple execution anyone at the store can understand. The practical takeaway is straightforward: Before adding another tool, another platform, or another process, make sure you’re getting everything you can from what your dealership already has. Timestamps (00:00) Coming Up (00:53) Flex Dealer Plug (04:42) Napoleon Quote (05:17) Why GBP Wins (09:09) Social Reality Check (13:22) Reviews Matter (14:28) Updates Section Hack (19:22) Repurpose Everywhere (22:55) Do It Today (23:44) Wrap Up (24:20) Final Thanks
August 18 · 30 min
"Absolutely Cancerous" - The Biggest Problem In Retail Auto and How To Solve It | Michael Cirillo, CEO at FlexDealer
Most people assume the biggest problem in retail auto is inventory, rates, or competition. But every time I walk into a dealership, I see something else at the core of the struggle. It isn’t obvious on the surface, but you can feel it in the turnover, the burnout, the “busy but not fulfilled” pace that too many teams are stuck in. In this week’s solo episode, I share what I believe is the biggest problem holding retail auto back, and how you can solve it. It’s the same framework my team and I use in my companies, and it’s made all the difference in how we lead, how we serve, and even how I show up at home with my family. I think you’ll find it both challenging and hopeful. Timestamps (00:00) Ethical Fading Warning (00:35) Episode Sponsor: FlexDealer (02:05) Legacy Matters (06:46) Why Teams Feel Stuck (10:25) Defining Ethical Fading (13:14) Reset With Values (16:30) Guiding Principles Exercise (19:50) Six Genius Types Explained (24:18) Action Steps And ROI (27:18) Using GPT As Chief Of Staff (30:24) Final Thanks And Subscribe
August 11 · 35 min
“What’s the Next Move” — How Top Car Sales People Stay Ahead of the Market | Andrea Anderson, Cadillac Sales Consultant
This week Michael talks with a Cadillac Sales Consultant at Andrews Cadillac in Brentwood, Tennessee, who spent years ranked in the top 100 nationally before ever posting online, and then built 150,000 followers in a single year without her numbers dropping. She walks through the moment she realized being good at her job wasn't enough to stay on top. She needed more people to know it. That's the shift that started everything, from her first clumsy videos to a system that now brings buyers in already trusting her. She also talks candidly about a cancer diagnosis during pregnancy, why she stopped tying her worth to whether she sold a car that day, and how she holds firm boundaries (home by 5, no Saturdays) while still outselling reps working six days a week. You can find her as AndreaSellsCadillac across platforms, or reach her directly through Andrews Cadillac in Brentwood. Michael's takeaway: the top of your market isn't a finish line, it's the point where you have to ask what got you here won't keep you here, so what's next. Timestamps (00:00) Rapid Growth Setup (00:49) Sponsor Message (04:05) Early Sales Lessons (06:55) Fitness To Dealership (08:31) Abundance Mindset Origins (11:20) Cancer Perspective Shift (16:25) Why Social Media Started (19:59) Hooking Viewers Fast (22:46) Reps And Authenticity (26:22) Cost Of Top Performer (29:23) Why Customers Choose Her (31:36) Boundaries And Balance (34:36) Connect And Wrap Up
August 4 · 35 min
"1.8% Of Clicks Are Paid" - The Traffic Every Dealer Is Leaving On The Table | Matt Copley, Co-Founder & CRO of Hrizn
Most dealers are fighting over a sliver of traffic while the majority goes unclaimed. Matt Copley, Co-Founder, Chairman, and Chief Revenue Officer of Hrizn, joins Michael to unpack it. With over 25 years across media, adtech, and martech, including a decade working inside retail automotive itself, Matt's built a career watching how dealers show up online, and now builds the platform to fix it. They dig into a number pulled from SparkToro, Datos, and Semrush: paid clicks only account for 1.8 to 4.9% of all clicks after a search. The rest is organic, and it's where the real opportunity sits. They get into why chasing hundreds of keywords through an outside SEO vendor is a losing fight, how a simple wearable AI note taker can capture a service writer's or product specialist's knowledge with zero extra work, and a mistake already live on plenty of dealer sites right now: unchecked AI-generated vehicle descriptions. Connect with Matt Copley on LinkedIn, or head to Hrizn.io for their resource library on content and search, open to anyone whether they're a customer or not. Michael's takeaway: stop fighting for the 2%. The 98% is already there, and it's free. Timestamps(00:00) Stop Chasing Keywords (01:13) Sponsor Message FlexDealer (02:38) Content Lives In Store (03:30) Outsourced Content Problem (07:12) Capture Expertise With AI (09:10) Search Everywhere Strategy (14:48) Paid Vs Organic Flip (20:08) Social As Infrastructure (23:09) People Over Brands (28:54) Fight AI Content Slop (35:38) Podcast Outro
July 28 · 56 min
“Ten Cars Does Not Work” - The Habits Behind Higher Car Sales | Raul Tomsa, Client Advisor at Motor Werks
Average production has a cost, and it usually shows up long before someone notices it in their paycheck. After 18 years in automotive retail, Raul stepped away from the general sales manager position and returned to the showroom floor as a client advisor. He wanted to reconnect with the customer experience and find out what separates someone selling ten cars a month from someone consistently producing 20 or more. Raul explains why average producers often wait for perfect deals, avoid low-gross opportunities, and talk themselves out of transactions before the customer ever does. High performers keep stacking deals, serve every customer well, and understand that one additional sale can unlock thousands of dollars in volume bonuses. He also shares why personal presentation matters, how helping coworkers strengthens the entire store, and why operating like an owner can make you more valuable regardless of your title. The conversation moves into social media, where Raul breaks down how educational content creates real business. One video about the G-Wagon market led to a factory order, an interim lease, and a referral who purchased another vehicle. Raul is a client advisor with 18 years of dealership experience and the creator behind Vincierge. Connect with him on Instagram, TikTok, and Facebook at @vincierge Michael’s takeaway: Average is expensive. Stop waiting for better opportunities and become better at serving the opportunities already in front of you. Timestamps 00:00 Intro 00:48 Dealer Playbook Support 02:10 Why He Returned 08:41 Can Connection Be Taught 15:37 Play by the Rules 19:39 Leadership Advantage 26:52 Money Versus Meaning 29:03 From 10 to 40 Cars 35:00 Service First Selling 40:56 Social Media Reality 42:06 Content That Sells 49:29 Authenticity Over AI 51:48 Right People Not Viral 55:25 Wrap Up and Connect
July 21 · 44 min
"We Solved a Huge Problem" — How This 17-Store Group Decides What to Fix First | Gary LaDue, Marketing Dir. Modern Auto
Every operator has felt it: too many fires, no clear order of attack, and the creeping sense that whatever you fix first is a guess. This episode centers on a simple decision-making framework: plot every project against how easy it is to achieve and how big the return would be, then go after the highest-value, lowest-effort work first. It's borrowed straight from corporate America, and it works because it's simple. The conversation walks through how that framework actually shapes daily decisions, why testing to optimize beats constantly chasing the next new tool or vendor, and how to know which problem in front of you actually deserves your attention first. The takeaway: you don't need more tools to fix operational overwhelm. You need a filter for what's actually worth solving first. Timestamps (00:00) Intro (00:31) Show Support and Free Book (01:58) From Paper Brands to Career (07:19) Digital Tools vs Efficiency (10:49) Practical AI Across 17 Stores (12:47) Scaling Social Video with AI (20:18) Optimize Vendors and People (23:47) Value Still Wins (24:24) Defining Good Human (24:54) Respect And Listening (30:41) Longevity Through Uncertainty (33:29) Consent And FTC Compliance (36:14) AI Adoption And Fatigue (37:28) Responsible AI Guardrails (42:08) Connect With Gary (44:05) Final Thanks And Outro
July 14 · 42 min
“39 Cars To 62” - How A Store Fixed A Decade-long Sales Plateau In 60 Days | Jonathan Dawson, Dealer Principal at Cherokee Mitsubishi
Jonathan Dawson has spent over 20 years training dealerships as the president and founder of Sellcology and co-founder of the Pinnacle Society. A year ago, he became an owner and operator himself at Cherokee Mitsubishi. This episode centers on one story: a 10 year veteran salesperson who'd been chasing 40 cars a month for a decade, topping out at 39, and told Jonathan flatly that the only way to get there was to fire five coworkers and add more staff and inventory. Jonathan walked him through a simple math exercise instead, built entirely off the salesperson's own best single day. Two months later, he sold 62 cars. No new hires, no new inventory. Jonathan also gets specific about the moment he had to write up his own top performer twice in two days, why he didn't let it slide even though it stung more than he expected, and the principle he now runs his store by: you either raise your people to your standard, or you eventually lower your standard to your people. Michael's takeaway: the ceiling most salespeople hit isn't a real ceiling, it's a number they made peace with a long time ago, and the fastest way to break it is math, not motivation. (00:00) Standards Dilemma (00:45) Show Support And Free Book (02:11) TikTok Prodigy And Stewardship (04:08) Stewardship Defined With Examples (08:24) Self Accountability And Value (11:56) Building Owners In Business (14:50) Dealer Principal Hard Lessons (19:01) Non Negotiables And Accountability (21:58) Vision And Personal Branding (30:45) Unlocking Bigger Potential (36:12) Motivation And Kingdom Impact (39:25) Connect And Closing Remarks
July 7 · 43 min
"175 to 400 Cars a Month" — The Used Car Reframe That Changed Every Department | Rob Dell, VP at Bob Ruth Ford
Rob Dell runs a Ford store in a town of just 2,700 people, boxed in by a competing Ford dealer every seven miles. Instead of fighting for new car volume he could never win, he rebuilt his store around used cars, taking monthly volume from around 175 to close to 400. Rob Dell is the Vice President at Bob Ruth Ford, and he's spent almost 30 years figuring out what actually makes a dealership work. In this episode, Rob breaks down the shift in thinking that made that growth possible. He explains why he stopped chasing a flat front-end profit number on every deal and started valuing every trade at a baseline of $3,500 once service, parts, and finance are factored in. He also gets into the historical data his buyers use to price a used car before it ever hits the lot, the five-thousand-dollar rule that keeps his team taking smart risks, and the six-person pod structure that keeps every manager focused without being stretched too thin. You can connect with Rob on LinkedIn, where he posts regularly about the real numbers at his store, wins and losses included. Michael's takeaway: the number that matters isn't how many cars you sell. It's understanding what one deal is actually worth once every department gets its share. Follow The Dealer Playbook so you never miss an episode. (00:00) Championship Mindset (00:53) Sponsor Message FlexDealer (02:19) Accidental Start In Cars (03:58) Choosing The Right Mentors (06:49) Building Teams In Pods (12:21) Leadership View And AI (14:56) Quality Service Wins (19:31) Used Cars Strategy Shift (22:24) Buying Used Cars With Data (25:49) Variable Vs Fixed Alignment (33:38) No Excuses Who Said (37:30) Learning From Mistakes (40:47) Bison Mentality Closing (41:57) Connect And Wrap Up
June 30 · 42 min
“My Team Will Adapt at the Drop of a Dime” — The GM Playbook for Leading When You Don’t Have All the Answers | Charlie Spradlin, GM Art Moehn Auto Group
There's a moment in this conversation where Charlie Spradlin says something most GMs would never admit out loud, and it's the reason his multi-rooftop dealer group keeps adapting faster than everyone else around him. He's not running things the way you'd expect for someone breaking records the way he is. This episode gets into how he actually leads his team through constant market shifts, what's really going on with his pay plan, and the one thing he had to let go of to get his store to where it is now. What you'll get from this episode: The mindset shift that changed how fast Charlie's team responds to a changing market What's actually behind his pay plan, and why it's not what most dealers expect The one thing Charlie had to give up to grow past where he was stuck A different take on what real trust looks like between a GM and their team Charlie Spradlin is GM at Art Moehn Chevrolet Honda, where he's grown a multi-rooftop dealer group while protecting net profit through constant market shifts. Follow The Dealer Playbook so you never miss an episode.(00:00) What's Coming (00:51) Sponsor Message FlexDealer (02:22) Origin Story Into Auto (05:37) Climbing To General Manager (06:38) Mentors And Proximity (08:38) Discomfort And Humility (12:34) Post COVID Challenges (14:19) Vulnerable Leadership (17:32) Big Picture Perspective (25:50) Pay Plans And Culture (29:22) Running Into Storms (31:59) Used Car Inventory Fix (34:53) Architect Not Operator (40:52) Closing And Connect (41:51) Final Outro
June 23 · 23 min
"There is money to be made" — Unlocking Profit in the Used EV Market — Ryan Osten, Co-Founder & CEO at Lyteflo
Is your dealership struggling to move used EVs while your competitors are banking big? It's time to stop letting inventory sit and start capitalizing on the massive opportunity in the pre-owned electric vehicle market. In this episode with Lyteflo Co-Founder and CEO Ryan Osten, you'll discover: Why used EVs are consistently delivering up to $5,000 in total gross profit per unit. The critical operational changes needed to stop inventory from aging out. How to leverage battery health reports to build trust, boost sales, and drive fixed ops revenue. The specific questions modern EV buyers are asking and how to equip your team to answer them confidently. Actionable strategies to gain a significant competitive edge in automotive retail for the next 12-24 months. Ryan Osten, Co-Founder and CEO of Lyteflo, provides EV sales and merchandising tools to help car dealerships confidently sell more electric vehicles. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Used EV Gross Opportunity 03:05 EVs Sitting on Lots Costs 05:01 Why Dealers Struggle With EVs 07:28 EV Test Drive Done Right 09:58 Battery Health and Buyer Questions 14:02 Service Retention Without Oil Changes 17:15 How Battery Checks Work OBD 19:39 Used EV Market Boom and Margins 23:05 Connect With Ryan and Wrap Up 23:36 Podcast Outro and Subscribe
June 16 · 36 min
"The middle ground" — How Smart Dealers Use AI Beyond Hype or Fear | Michael Cirillo, CEO at FlexDealer
Are the "AI zealots" and "AI doomsayers" clouding your judgment about what artificial intelligence actually means for your automotive retail business? It’s time to move beyond the hype and fear and discover the practical, actionable ways AI can elevate your dealership and refocus your team on what truly matters: human connection. What you will get from this episode: - Understand how AI can free up time from monotonous tasks, allowing your team to focus on meaningful customer interactions. - Learn how top performers are using AI to analyze CRM data, identify customer trends, and enhance sales strategies. - Discover practical applications for departmental leaders to transition from "operator" to "architect," empowering their teams. - Gain clarity on how to utilize AI to build a more effective, human-centric dealership culture. Join Michael Cirillo, Host of The Dealer Playbook, as he shares tangible examples and strategies from his own experience and from leading automotive professionals on leveraging AI to scale the human element in your business. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 02:10 Hype vs Zealots 02:51 Internet Disruption Story 10:32 Finding the Middle Ground 13:03 Watching Claude Ad 15:05 Ad Breakdown and Narrative 20:35 AI Scales the Human 24:25 Dealer AI Morning Brief 28:43 CRM Data Sales Insights 31:44 GM Delegation with AI 32:56 Three Practical Use Cases 34:24 Final Takeaways and Outro
June 9 · 12 min
"Inventory as a Catalyst" — Why Inventory Is Still Your Most Overlooked Lever | Dan Collingridge, CTO At Flex Dealer
Are you still relying on outdated inventory practices that drain your profits and time? Many general managers and dealer principals dismiss inventory operations as "not super exciting problems," yet these foundational issues are costing your dealership hundreds of thousands in wasted ad spend and lost sales opportunities. It's time to stop the bleed and optimize where it matters most. Here's what you'll get from this episode: Understand why focusing on "unsexy" inventory problems is critical for dealer growth and profitability. Learn how clean, accurate data flows directly impact your advertising effectiveness and bottom line. Discover how modern tools, including AI, integrate with, rather than replace, the human element in automotive retail. Identify how to verify and merchandise your inventory more efficiently to sell more cars. Dan Collingridge, CTO at FlexDealer and LiftKit, brings decades of experience developing technology solutions to optimize inventory management in automotive sales. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 00:40 CTO Take on AI 02:51 AI Plateau Outlook 05:28 Discernment and Youth 06:54 Inventory as Catalyst 08:14 Solving Dealer Data Flow 08:47 Why Inventory Matters 10:22 AI for Inventory Analysis 12:12 Wrap Up and Subscribe
June 2 · 16 min
"$400 A Transaction" — Boosting F&i Profit With Data-driven AI | Adam Marburger, CEO at Ascent Dealer Services
In this episode, automotive F&I expert Adam Marburger reveals how leveraging data and accountability is generating a nearly $400 lift in F&I PDR per transaction for dealerships. Discover how top-performing dealers aren't chasing the next shiny object, but instead focusing on human capital and systematic processes to protect and grow their bottom line. What you will get from this episode: Understand why F&I is now a retention *and* profit center for your dealership. Learn how to identify and fix overlooked process gaps in your F&I department. Discover how AI isn't just hype—it's a powerful tool for F&I accountability and coaching. Strategies for investing in your team to drive consistent F&I performance and dealer growth. Why accountability, even when it "stings," is the key to unlocking hidden revenue. Adam Marburger, CEO at Ascent Dealer Services, brings years of experience in automotive retail and F&I training to help dealers optimize their profit centers. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 01:08 Why F&I Matters Now 02:21 Retention Through Relationships 03:13 Scripts vs Real Connection 04:28 Process and Accountability 05:36 Why Accountability Hurts 07:53 Growth Mindset Over Time 11:27 Avoiding Work With Shiny Tools 11:54 AI That Enforces Process 13:42 One Shift Protect Margins 15:29 Connect and Wrap Up 15:45 Podcast Outro
May 26 · 17 min
"The Gap Is Widening" — Predicting WHO Wins And Loses In Today's Auto Market | Glenn Lundy, President 800% Elite Auto
In today's rapidly changing automotive retail landscape, are you positioning your dealership for unprecedented growth or an inevitable decline? Many long-standing car dealerships are facing a market that’s poised to create a “bloodbath for many,” while simultaneously launching others to unprecedented success. The question isn't 'if' the market will change, but whether you're ready to be the catalyst. Here’s what you’ll get from this episode: Rethink your time: Understand the critical difference between 'spending' and 'investing' time in your dealership operations and personal life to drive higher returns. Embrace the catalyst mindset: Discover why you are the biggest factor in your dealership's success or failure, regardless of external circumstances. Navigate the coming shift: Get a direct, unvarnished prediction of the market forces that will separate the thriving from the struggling in the next 12-24 months. Future-proof your dealership: Learn what foundational shifts are necessary to compete against major players and maintain relevance in a consolidated market. Glenn Lundy, President and Founder of the 800% Elite Automotive Club, shares his hard-won insights on the foundational principles that truly move the needle in dealership leadership. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 01:24 Invest Time Mindset 02:51 Dealership ROI Meetings 04:16 You Are the Catalyst 05:31 Morning Routines and Control 07:48 Why Stories Before Strategies 09:54 Industry Bloodbath Ahead 12:12 Carvana Franchise Strategy 14:17 Fighting for Opportunity 15:47 Connect and Closing 17:09 Podcast Outro
May 19 · 25 min
"Billion Miles of Data" — How AI Finds Hidden Profit In A Flat Market | Greg Uland, VP of Marketing, The Reynolds and Reynolds
Are you leaving money on the table in a flat market? While some see limited growth, others are leveraging technology to find profitability others miss. The key isn't working harder, it's working smarter. In this episode, Greg Uland, VP of Marketing at The Reynolds and Reynolds, reveals how unified data and AI can transform your dealership's operational efficiency. He breaks down how AI goes far beyond chatbots, tapping into every data point to maximize profit on every single vehicle and service interaction. What you will get from this episode: Understand how robust AI provides a competitive edge in today's no-growth automotive retail climate. Discover how unified data is the non-negotiable foundation for effective AI strategies that impact your bottom line. Learn how to identify hidden profit opportunities in your inventory, F&I, and fixed ops departments. Gain insights into reconciling new AI possibilities with the "people, process, technology" mantra of dealership leadership. Anticipate future cybersecurity watch-outs and infrastructure considerations for AI adoption without fear. Greg Uland is the VP of Marketing at The Reynolds and Reynolds Company, bringing a wealth of knowledge on automotive technology and data integration. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Dealers and AI Reality 00:18 Unified Data Foundation 02:18 AI Beyond Chatbots 05:01 Flat Market Efficiency Play 08:41 Dynamic Pricing and Inventory 12:50 AI Flywheel Use Cases 19:33 Cloud vs On Prem Future 22:01 AI in Marketing Workflows 24:36 Connect and Closing
May 12 · 21 min
"Own your backyard" - The Fastest Way to Increase ROI In Your Dealership | Troy Spring, Founder Dealer World
Is your dealership spending more on ads but selling fewer cars? Many automotive retail leaders pour massive budgets into marketing, hoping to generate more traffic, only to find their ROI shrinking. What if the answer isn't "more" but "smarter" – starting with your own backyard? From this episode, you’ll discover: Why "owning your backyard" is the most profitable, yet overlooked, growth strategy in automotive sales. How to audit your current lead processes to find and plug the leaks in your sales funnel *before* you increase ad spend. The three non-negotiable accountabilities that drive success, and how to identify where your team is falling short. Why returning to foundational sales principles, not chasing shiny new tech, is the key to sustainable dealer growth. Troy Spring, CEO and Founder of Dealer World and Co-founder of Dealer Funnel, shares decades of expertise on optimizing dealership operations and marketing for maximum ROI. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Meet Troy Spring 00:35 Why Basics Still Win 03:41 Sales Is an Art 04:26 AI Hype vs Process 04:59 Traffic Is Not the Fix 06:55 Audit the CRM Funnel 14:51 Own the Backyard 17:07 Mail Your Database 19:02 Built on Fundamentals 20:03 Connect and Wrap Up 20:47 Podcast Outro
May 5 · 44 min
"Choose hard" — Finding Your Edge in Automotive Retail | David Spisak, Founder and CEO of DGS
Are you tired of hearing the same old talk about how "hard" automotive retail is? Everyone acknowledges the challenges, but few are willing to roll up their sleeves and actually do the hard work that creates real, sustainable dealer growth. This isn't about avoiding difficulty; it's about making deliberate choices that set your dealership apart. Here's what you'll get from this episode: Reframe how you view challenges in automotive retail, understanding they are opportunities for real differentiation. Discover why investing in people and fostering internal talent development isn't just "nice to have," but essential for dealer growth. Learn why embracing "unreasonable hospitality" can elevate your car dealership above the competition. Identify immediate, actionable steps to transition your team from just "talking the talk" to "walking the walk" on internal development. Understand why the inevitable changes, like new regulations, are ultimately beneficial for high-integrity car dealers. David Spisak, automotive consultant and keynote speaker, brings decades of experience leading top-performing dealerships and developing industry talent. Timestamps 00:00 Keynote Skepticism Setup 02:08 ASOTUCON Keynote Preview 05:18 Circuit City to COO Story 09:03 Bill Walsh Coaching Tree 11:23 Dealers Resilience Through Change 21:14 Develop Talent Like Techs 26:17 Unreasonable Hospitality Standard 28:17 FTC Rules and Choosing Hard 38:44 Year of the Human Close 43:18 Final Thanks and Outro Follow The Dealer Playbook so you never miss an episode.
April 28 · 34 min
"Wearing the story" — Marketing cars through authentic connection | Paul J Daly, Founder/CEO ASOTU
Is your dealership marketing feeling hollow? Are you chasing digital trends only to find your message falls flat? Many in automotive retail are struggling to cut through the noise, constantly investing in strategies that fail to build genuine connection or long-term loyalty. This isn't just about selling cars; it's about building a brand that resonates deeply with your community and stands the test of time. In this episode, you’ll learn: How to build an authentic brand that attracts customers who *choose* your dealership. The difference between fleeting "hype" and lasting, trustworthy dealership leadership. Why a targeted approach to automotive sales content creates a powerful inbound lead engine. How even a small audience can translate into massive dealer growth and business opportunities. The essential truth about connecting with customers: people buy stories, not just products. Paul J. Daly, Founder and CEO of ASOTU and host of Automotive State of The Union, shares his insights on why authentic connection is the ultimate marketing advantage in today's landscape. Timestamps 00:00 Controversial Brand Question 00:36 Intro 05:10 Your Podcast Town 07:15 See What Happens 09:03 Big Guests Build Credibility 10:36 Inbound Sales Engine 14:30 Does Podcasting Still Work 15:50 Niche Down Till It Hurts 17:31 Dealerships Are Unique 18:37 Wearing The Story 19:40 Stradivarius Story Effect 22:31 Real Vs Fake Content 28:15 Known To Trusted 33:49 Contact And Wrap Up Follow The Dealer Playbook so you never miss an episode.
April 21 · 16 min
"Brand Safety" — Why Your TikTok Guy is Costing Your Dealership | Exec Dir. of Marketing, Murgado Automotive
Is your dealership encouraging team members to "go viral?" You might be seeing the spike in clicks, but are you seeing the real cost? In an age where everyone's a content creator, maintaining brand integrity and a consistent message is harder than ever. In this episode, you’ll discover: Why relying on individual salespeople to create "viral" content can undermine your dealership's long-term reputation. How to communicate brand guidelines to your team so they become brand ambassadors, not brand liabilities. The critical difference between short-term engagement and sustainable dealer growth through consistent brand messaging. How to evaluate marketing partnerships to ensure they align with your dealership's values and community standing. Don Moss, Executive Director of Marketing at Murgado Automotive Group, shares his expertise on brand safety and the hidden implications of content strategy in "automotive retail". Timestamps 00:00 Intro 00:44 Why Brand Safety Matters 01:39 Social Video Risks 04:19 Setting Content Guardrails 06:50 Personal Accounts vs Brand 08:27 Influencers and Scandal Risk 10:51 Who Owns the Standards 14:13 Simplify for Growth 15:30 Connect and Wrap Up Follow The Dealer Playbook so you never miss an episode.

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