Natasha Del Barrio | Scaling Up: The Corporate Blueprint for Multi-Rooftop Success
About this episode
Natasha Del Barrio traces her path from a teenage marketing assistant to CEO of Bert Ogden Auto Group and explains how banking experience helped her understand both sides of dealership transactions. The conversation centers on why multi-rooftop groups can outperform single stores through diversification and scale, but only with strong corporate structure, unified processes, and consistent compensation. She also shares the hard reality of standardizing 25 rooftops, from DMS cleanup to change management and building the right support team.
Scaling multi-rooftop dealerships requires a unified playbook to avoid operational chaos. Natasha Del Barrio, CEO of the 25-rooftop Bert Ogden Auto Group, joins Sanjiv Yajnik, President of Capital One Auto, to share a blueprint for building a corporate powerhouse.
This episode provides essential strategies for principals and managers to navigate margin compression, rising expenses, and group infrastructure including:
- "Bottom-Up" Corporate Staffing: Empower frontline problem-solvers with group-wide projects to build a central leadership team from within.
- Bottom-Up Operational Alignment: Prioritize unifying frontline processes and pay plans over back-office accounting to ensure group-wide standardization.
- Proactive Showroom Compliance: Use an internal 157-point audit department to prevent errors and fraud at the sales and finance desks.
ABOUT THREE KEY INSIGHTS
The auto industry is being reimagined in real time. To win in today’s landscape, dealers need actionable insights and high-performance tools to take the lead. Hosted by the President of Capital One Auto, Sanjiv Yajnik, this series convenes elite dealers and industry innovators to decode the shifts shaping the future. Known for his "Customer-first" philosophy, Sanjiv’s perspective is rooted in the belief that when dealers succeed, the entire industry thrives. His conversations prioritize transparency, pulling back the curtain on the backend infrastructure that powers modern customer confidence. Now’s the time to take the lead.
The views and opinions expressed by guests on this podcast are solely their own and do not necessarily reflect the official policy or position of Capital One Auto, Capital One, N.A., or its affiliates. This content is provided for informational and educational purposes only and is not intended to serve as financial, legal, or tax advice. Viewers should consult their own independent professionals regarding their specific individual or business needs.
CONNECT WITH SANJIV YAJNIK
LinkedIn: https://www.linkedin.com/in/sanjivyajnik/ X: https://x.com/sanjiv_yajnik
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