{"version":"1.1.0","producer":"fm.getcarcurious","layer":"official","episode":{"title":"7 Critical Tactics for Dealership Growth in 2026 (& How to Apply It) | Nick LaSorsa, Director at LaSorsa Auto Group","url":"http://getcarcurious.com/episodes/7-critical-tactics-for-dealership-growth-in-2026-how-to-apply-it-nick-lasorsa-director-at-lasorsa-auto-group","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR9700361742.mp3","description":"Today I'm joined by Nick LaSorsa, Director at LaSorsa Auto Group.\n\nNick runs two very different stores in the New York metro, and he lays out the exact playbook he uses to keep both profitable heading into 2026. \n\nHe explains how a single hiring platform audit uncovered more than $15,000 in wasted spend, why he cancels every vendor contract the day he signs it, and how a mobile fleet service built around school bus recalls became one of the highest-margin corners of his business.\n\n\n\nTopics:\n\n03:00 Two Stores, Two Personalities.\n\n09:00 The Cancellation Trick That Works.\n\n11:40 Nick Interviews Every Single Hire.\n\n16:20 The Fleet Business Most Ignore.\n\n22:00 New York Auto Is Different.\n\n25:20 Nick's Copy-Paste Growth Plan.\n\n31:20 The Pressure Of Being Second-Gen.\n\n\n\nThis episode is brought to you by:\n\n\n\n1. Digital Dealer – Join dealership leaders from across the country for two days of expert-led education, practical AI strategies, networking with industry peers, and hands-on access to the latest products and solutions. September 22–23 in Detroit. Register today here.\n\n\n\n2. CDG Marketplace — Get peer-validated reviews and real-world intel on every major dealership technology provider, all from verified dealers inside the CDG Platform.  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It often includes rules about required disclosures, record handling, and consumer-protection paperwork.","simplifiedExplanation":"Compliance just means “following the rules.” For car dealers, it’s about doing things the law requires—especially paperwork and customer information.","sourceStartTime":201.6,"sourceEndTime":201.6}},{"id":474301,"startTime":203.8,"endTime":207.8,"type":"term","title":"buyer's guides","url":"/glossary/buyer-s-guides","quote":"as far as, you know, labels on cars,\nbuyer’s guides, consumer bill of rights.\nObviously, a lot of us know that, you know,","canonicalId":"term:buyer-s-guides","priority":0.6,"confidence":0.8,"source":"gpt-5.4-nano","data":{"explanation":"A buyer’s guide is a required consumer information document that helps shoppers understand key details about a vehicle, including warranty/coverage information and major known issues. Dealerships must provide it as part of the sales process to meet consumer-protection requirements.","simplifiedExplanation":"A buyer’s guide is a document the dealer gives you so you know what you’re buying. It’s meant to clearly spell out important details and protections.","sourceStartTime":203.8,"sourceEndTime":207.8}},{"id":474302,"startTime":207.8,"endTime":211.4,"type":"term","title":"consumer bill of rights","quote":"buyer’s guides, consumer bill of rights.\nObviously, a lot of us know that, you know,\nthe government agencies look at a car dealership like a bank.","canonicalId":"term:consumer-bill-of-rights","priority":0.55,"confidence":0.65,"source":"gpt-5.4-nano","data":{"explanation":"A consumer bill of rights refers to a set of protections and disclosure expectations intended to ensure customers are treated fairly in the marketplace. In dealership sales, it typically ties to required transparency around vehicle condition, warranties, and other key terms.","sourceStartTime":207.8,"sourceEndTime":211.4}},{"id":474303,"startTime":214.2,"endTime":217.3,"type":"concept","title":"government agencies look at a car dealership like a bank","quote":"Obviously, a lot of us know that, you know,\nthe government agencies look at a car dealership like a bank.\nSo I always explain to the salespeople,","canonicalId":"concept:government-agencies-look-at-a-car-dealership-like-a-bank","priority":0.45,"confidence":0.7,"source":"gpt-5.4-nano","data":{"explanation":"The comparison highlights that regulators expect dealership operations to be handled with a high level of control and security, similar to financial institutions. The core idea is that paperwork, records, and compliance processes must be tightly managed.","simplifiedExplanation":"He’s saying regulators treat dealerships like they’re handling something sensitive—similar to a bank. That means the paperwork and records have to be kept secure and organized.","sourceStartTime":214.2,"sourceEndTime":217.3}},{"id":474304,"startTime":1000.32,"endTime":1060.7,"type":"concept","title":"feed the machine","url":"/glossary/feed-the-machine","quote":"So would feed the machine. What I mean by that is we had a lot of use cars coming in, which means we had to sell a lot of use cars.","canonicalId":"concept:feed-the-machine","priority":0.3,"confidence":0.7,"source":"gpt-5.4-nano","data":{"explanation":"“Feed the machine” is a dealership concept meaning you keep a steady flow of vehicles and work (sales and service) to sustain operations and profitability. Here, the host ties it to having many used cars coming in so they can sell them and keep the service/reconditioning pipeline active.","simplifiedExplanation":"It’s a business idea meaning you keep the dealership’s “engine” running by constantly bringing in cars and work. In this case, they’re saying they needed lots of used cars to sell so the whole operation stays busy.","sourceStartTime":1000.32,"sourceEndTime":1060.7}},{"id":474305,"startTime":1003.2,"endTime":1006.3,"type":"term","title":"units for service","quote":"We just look and do, you know, get more units for service or what's the, tell us about that expansion in general.","canonicalId":"term:units-for-service","priority":0.25,"confidence":0.55,"source":"gpt-5.4-nano","data":{"explanation":"“Units for service” is dealership shorthand for the number of vehicles they can route into the service department. More service units generally means more revenue opportunities from labor and parts, which the host frames as “feeding the machine.”","simplifiedExplanation":"This means the dealership wants enough cars coming in for maintenance and repairs. More cars in the shop usually means more money from service work.","sourceStartTime":1003.2,"sourceEndTime":1006.3}},{"id":474306,"startTime":1013.9,"endTime":1018.3,"type":"term","title":"Highline pre-owned cars","url":"/glossary/highline-pre-owned-cars","quote":"We went to go on a venture to sell Highline pre-owned cars. I told the guys, I say, you know, we'll invest in it.","canonicalId":"term:highline-pre-owned-cars","priority":0.35,"confidence":0.78,"source":"gpt-5.4-nano","data":{"explanation":"“Highline” is a dealership shorthand for higher-end, more expensive vehicles—often luxury or performance models—rather than mainstream economy cars. In this context, “Highline pre-owned cars” means the store focused on selling used luxury/performance cars that typically cost more to service and repair.","simplifiedExplanation":"“Highline” here means the more expensive, nicer cars—usually luxury or performance models. “Highline pre-owned” just means they’re selling those kinds of cars used, not brand-new.","sourceStartTime":1013.9,"sourceEndTime":1018.3}},{"id":474307,"startTime":1027.8,"endTime":1031.7,"type":"car","title":"AMG Mercedes","url":"/cars/mercedes-benz/amg-one","image":"https://upload.wikimedia.org/wikipedia/commons/b/b6/1991_Mercedes-Benz_560_SEC_AMG_in_Blue-Black_Metallic%2C_rear_right.jpg","quote":"generally all of our techs are Chevrolet certified GM certified, but when you have, you know, an AMG Mercedes coming in, anything high performance, you know, red eyes, all these, you know, high performance cars coming in.","canonicalId":"car:mercedes-benz:amg","priority":0.45,"confidence":0.72,"source":"gpt-5.4-nano","data":{"explanation":"AMG is Mercedes-Benz’s performance division, known for higher-output engines, sport-tuned drivetrains, and more expensive components. The host mentions AMG cars to explain why their service and recon costs were higher than for more mainstream vehicles.","simplifiedExplanation":"AMG is Mercedes-Benz’s performance brand. Cars with AMG badges are usually faster and have more specialized parts, so repairs and maintenance can cost more.","imageAttribution":"Mr.choppers (CC BY-SA 3.0)","imageLicense":"CC BY-SA 3.0","imageSourceUrl":"https://commons.wikimedia.org/wiki/File:1991_Mercedes-Benz_560_SEC_AMG_in_Blue-Black_Metallic,_rear_right.jpg","sourceStartTime":1027.8,"sourceEndTime":1031.7}},{"id":474308,"startTime":1038.5,"endTime":1041.4,"type":"term","title":"recon","url":"/glossary/recon","quote":"We were kind of getting burned on the servicing of them and the recon of them because we're expecting the break job to be, you know, a little bit more than what a Corvette would be.","canonicalId":"term:recon","priority":0.4,"confidence":0.86,"source":"gpt-5.4-nano","data":{"explanation":"In dealership language, “recon” (reconditioning) refers to the work done to prepare a used car for sale—typically inspections, repairs, detailing, and sometimes replacing worn components. The host says they were “getting burned” on recon costs for high-performance vehicles.","simplifiedExplanation":"“Recon” is short for reconditioning. It means getting a used car ready to sell—fixing issues and doing the work needed so it’s in good shape for the next buyer.","sourceStartTime":1038.5,"sourceEndTime":1041.4}},{"id":474309,"startTime":1041.4,"endTime":1044.5,"type":"term","title":"break job","quote":"we were kind of getting burned on the servicing of them and the recon of them because we're expecting the break job to be, you know, a little bit more than what a Corvette would be.","canonicalId":"term:break-job","priority":0.5,"confidence":0.62,"source":"gpt-5.4-nano","data":{"explanation":"“Break job” is almost certainly a pronunciation/transcription of “brake job,” meaning brake service such as replacing brake pads/rotors and related hardware. The speaker uses it to compare expected repair costs across different performance brands.","simplifiedExplanation":"A “brake job” means work done on the brakes—like replacing brake pads and sometimes rotors. It’s a common service item, and the cost can vary a lot by car.","sourceStartTime":1041.4,"sourceEndTime":1044.5}},{"id":474310,"startTime":1044.54,"endTime":1047.02,"type":"car","title":"Chevrolet Corvette","url":"/cars/chevrolet/corvette","image":"https://upload.wikimedia.org/wikipedia/commons/7/79/Chevrolet_Corvette_Stingray_C8_%2849566950713%29.jpg","quote":"we were kind of getting burned on the servicing of them and the recon of them because we're expecting the break job to be, you know, a little bit more than what a Corvette would be. But, you know, a break job on a Porsche is, you know, $6,000.","canonicalId":"car:chevrolet:corvette","priority":0.35,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Chevrolet Corvette is a high-performance sports car, but it’s used here as a cost benchmark for service work. The speaker contrasts typical “break job” expectations on a Corvette versus what they see on a Porsche, highlighting how luxury/performance brands can drive much higher labor and parts costs.","simplifiedExplanation":"A Corvette is a performance sports car from Chevrolet. The host is using it as a reference point to show that some other performance cars (like Porsche) can be much more expensive to service.","imageAttribution":"Wikimedia Commons / CC BY 2.0","imageLicense":"CC BY 2.0","imageSourceUrl":"https://commons.wikimedia.org/wiki/File:Chevrolet_Corvette_Stingray_C8_(49566950713).jpg","sourceStartTime":1044.54,"sourceEndTime":1047.02}},{"id":474311,"startTime":1047.0,"endTime":1051.2,"type":"car","title":"Porsche","url":"/cars/porsche/911","image":"/images/cars/porsche-911-press.jpg","quote":"But, you know, a break job on a Porsche is, you know, $6,000. So I had to group the guys back in with that and kind of pick and choose how Highline we were looking to go.","canonicalId":"car:porsche:911","priority":0.55,"confidence":0.7,"source":"gpt-5.4-nano","data":{"explanation":"Porsche is a German luxury/performance brand, and the host uses it to illustrate how brake-related service can get very expensive. They cite a “break job on a Porsche” costing about $6,000, which implies higher parts and labor costs than mainstream cars.","simplifiedExplanation":"Porsche makes high-end performance cars. The host is saying that when they need brake work on a Porsche, it can cost around $6,000—much more than many other cars.","imageAttribution":"Porsche Newsroom","imageSourceUrl":"https://newsroom.porsche.com/en_US/products/911.html","sourceStartTime":1047.0,"sourceEndTime":1051.2}},{"id":474312,"startTime":1086.9,"endTime":1092.0,"type":"term","title":"warranty","url":"/glossary/warranty","quote":"We also have a lot of warranty, you know, on the financial statement.","canonicalId":"term:warranty","priority":0.4,"confidence":0.6,"source":"gpt-5.4-nano","data":{"explanation":"In a dealership context, “warranty” refers to coverage that can be added or included to protect the buyer from certain repair costs after purchase. The host specifically mentions warranty being part of the deal structure shown on the financial statement.","simplifiedExplanation":"A warranty is a promise that if something covered breaks after you buy the car, the cost to fix it may be reduced or paid for. Here, they’re saying they offer warranty as part of how they structure the sale.","sourceStartTime":1086.9,"sourceEndTime":1092.0}},{"id":474313,"startTime":1086.9,"endTime":1092.0,"type":"term","title":"financial statement","quote":"We also have a lot of warranty, you know, on the financial statement.","canonicalId":"term:financial-statement","priority":0.35,"confidence":0.55,"source":"gpt-5.4-nano","data":{"explanation":"A “financial statement” in dealership sales usually means the paperwork breakdown of the deal—price, payments, and add-ons like warranties. 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