“Retail Is Detail!” — Why Todd Blue Returned to Luxury Retail and the Model He’s Building Now | Todd Blue, Dealer Principal of Mercedes-Benz of Northern Arizona and CEO of LAPIS
“Retail Is Detail!” — Why Todd Blue Returned to Luxury Retail and the Model He’s Building Now | Todd Blue, Dealer Principal of Mercedes-Benz of Northern Arizona and CEO of LAPIS
Todd Blue, dealer principal of Mercedes-Benz of Northern Arizona and CEO of Lapis, shares insights on returning to luxury retail amidst a shifting market. He emphasizes the importance of detail in retail, discussing strategies for enhancing underperforming stores and the significance of high-touch customer interactions. The conversation touches on his experiences with debt, risk management, and the evolving landscape of luxury automotive sales. Todd's perspective offers valuable lessons for dealers navigating growth and sustainability in a competitive environment.
Today I’m joined by Todd Blue, Dealer Principal of Mercedes-Benz of Northern Arizona and CEO of LAPIS.
We break down how luxury dealerships can truly differentiate in a crowded market and why direct customer engagement still drives outsized loyalty.
Todd opens up about leverage, market cycles, and why he exited his business at its peak. We also explore what it really takes to elevate underperforming stores and thrive even when the economy turns.
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Topics:
00:15 How did Todd Blue's early life shape him?
00:41 Vanity plates: funniest or most memorable?
02:57 Why re-enter the car business?
13:54 Key to building a luxury empire?
20:22 How to handle ultra-wealthy clients?
25:03 Delivering a premium experience: how?
28:52 Secret to building a successful team?
32:29 Why sell a successful business?
46:35 Navigating economic uncertainty: best strategy?
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"The luxury market is shifting fast, and dealers are trying to figure out how to stand out while staying disciplined as cycles tighten."
The luxury market is a part of the car industry that sells expensive and high-quality cars. These cars usually have better features and materials than regular cars.
The luxury market refers to the segment of the automotive industry that focuses on high-end vehicles, which often feature premium materials, advanced technology, and superior performance. This market is influenced by consumer trends and economic factors.
"Todd breaks down how to add real value to underperforming stores, why high-touch customer service is important."
High-touch customer service means giving special attention to customers and making sure they have a great experience. This is especially important for luxury brands.
High-touch customer service refers to a personalized and attentive approach to customer interactions, often seen in luxury markets. It emphasizes building strong relationships and providing exceptional experiences to clients.
"Adam, for those who don't know, is the CEO of Mercedes-Benz USA. And so I think you responded like thank you or something."
The Mercedes-Benz SL is a fancy convertible car that looks great and drives really well. It's designed for people who enjoy driving with the top down and want a luxurious experience.
The Mercedes-Benz SL is a luxury roadster known for its sleek design and powerful performance. First introduced in the 1950s, it has become an iconic model in the Mercedes lineup, often associated with high-end features and a thrilling driving experience.
BMW is another well-known car brand that makes luxury and sporty cars. They are famous for their performance and stylish designs.
BMW, or Bayerische Motoren Werke, is a German automobile manufacturer known for its performance and luxury vehicles. The brand is synonymous with sporty driving dynamics and premium quality.
"companies like Honda and Toyota probably as well"
Toyota is another well-known car brand from Japan that makes many types of vehicles. They are famous for their reliable cars and hybrid technology.
Toyota is a Japanese automotive manufacturer known for its wide range of vehicles, including sedans, SUVs, and hybrids. The brand is famous for its reliability and innovation in fuel efficiency.
"companies like Honda and Toyota probably as well"
Honda is a popular car brand from Japan that makes cars and motorcycles. They are known for making reliable and fuel-efficient vehicles.
Honda is a Japanese multinational corporation known for manufacturing automobiles, motorcycles, and power equipment. The brand is recognized for its reliability and fuel efficiency.
"where they have a significant component of US manufacturing."
US manufacturing means making products, like cars, in the United States. Many car companies build their cars here to sell to American customers.
US manufacturing refers to the production of goods within the United States, including automobiles. Many car manufacturers have plants in the US to produce vehicles for the local market.
"Remember Mercedes and BMW are the largest exporters of vehicles in the United States."
The largest exporters of vehicles are car companies that sell a lot of cars to other countries. It shows that these companies are popular and have a strong production system.
The largest exporters of vehicles are companies that sell the most cars to other countries. This indicates a strong manufacturing base and demand for their vehicles globally.
"from SUVs and sedans and plenty of ICE vehicles. And yes, some great electric and that's okay too."
ICE vehicles are cars that run on gasoline or diesel fuel. They are the most common type of cars before electric cars became popular.
ICE stands for Internal Combustion Engine, which refers to vehicles powered by gasoline or diesel engines. These vehicles have been the traditional choice for many years before the rise of electric vehicles.
"And yes, some great electric and that's okay too. And then obviously hybrid."
Electric vehicles are cars that run only on electricity and don’t use gas. They are better for the environment because they don’t produce exhaust fumes.
Electric vehicles (EVs) are powered entirely by electricity, using batteries instead of gasoline or diesel. They produce zero tailpipe emissions and are becoming increasingly popular due to environmental concerns.
"And then obviously hybrid. So I think I'm not gonna give or not give Toyota credit..."
A hybrid car uses both a regular engine and an electric motor. This helps it save fuel and produce less pollution than just using gas alone.
Hybrid vehicles combine an internal combustion engine with an electric motor to improve fuel efficiency and reduce emissions. They can run on either the engine, the electric motor, or both.
"...I was a collector and then I was a buyer and seller of post-war European sports cars mostly Ferraris at the time."
These are fast and stylish cars made in Europe after World War II. They are known for their special designs and are often very expensive and collectible.
Post-war European sports cars refer to high-performance vehicles produced in Europe after World War II, characterized by their design, engineering, and often limited production runs. These cars, including brands like Ferrari, became symbols of luxury and performance.
"...mostly Ferraris at the time. And that's how I started in the business."
Ferrari is a famous car brand from Italy that makes very fast and expensive sports cars. They are known for their bright red color and are often seen in car races.
Ferrari is an iconic Italian automotive brand known for its high-performance sports cars and racing heritage. Founded by Enzo Ferrari in 1939, the brand has become synonymous with speed, luxury, and exclusivity.
"...my company was called Cobalt Classic Cars. And I said, I'm looking for a high line store..."
Cobalt Classic Cars is a business that deals with buying and selling special old cars that people like to collect. They focus on cars that are rare and valuable.
Cobalt Classic Cars is a company that specializes in buying, selling, and trading classic and collectible cars, often focusing on high-end and rare models. Companies like this cater to enthusiasts and collectors looking for unique vehicles.
"...finally got to the CEO of Porsche Cars North America, they had their hands in their face shaking their heads..."
Porsche Cars North America is the company that brings Porsche cars to the U.S. and helps sell and support them here.
Porsche Cars North America is the official importer and distributor of Porsche vehicles in the United States. They handle sales, marketing, and customer service for the brand in the region.
"I had a Porsche Lamborghini, then I had open points for Rolls Royce and McLaren."
Lamborghini is a luxury car brand from Italy that makes very fast and expensive sports cars. They are known for their unique designs.
Lamborghini is an Italian manufacturer of high-performance sports cars and luxury vehicles, known for their aggressive styling and powerful engines. Models like the Aventador and Huracán are iconic in the automotive world.
Rolls Royce is a very fancy car brand from Britain that makes luxury cars. They are known for their high quality and comfort.
Rolls Royce is a British luxury automobile maker renowned for its high-end vehicles that emphasize comfort, craftsmanship, and prestige. The brand is synonymous with luxury and often features bespoke options for customers.
McLaren is a car brand from Britain that makes very fast sports cars. They are known for their racing technology and performance.
McLaren is a British automotive manufacturer known for its high-performance sports cars and involvement in motorsports, particularly Formula 1. Models like the McLaren P1 and 720S are celebrated for their engineering and speed.
"...I bought a Porsche Audi Jaguar Land Rover Rolls Bentley, Aston, eventually McLaren and Lamborghini came..."
Jaguar is a British car brand that makes luxury cars, often known for their sleek designs and performance.
Jaguar is a British luxury vehicle brand known for its stylish cars and performance-oriented models. It has a rich heritage in sports cars and luxury sedans.
"...I bought a Porsche Audi Jaguar Land Rover Rolls Bentley, Aston, eventually McLaren and Lamborghini came..."
Aston Martin is a British brand that makes luxury sports cars, famous for their stylish looks and speed.
Aston Martin is a British luxury sports car manufacturer known for its stylish designs and high-performance vehicles, often associated with James Bond films.
"...I bought a Porsche Audi Jaguar Land Rover Rolls Bentley, Aston, eventually McLaren and Lamborghini came..."
Audi is a luxury car brand from Germany that makes cars known for their technology and performance.
Audi is a German automobile manufacturer that designs, engineers, produces, markets, and distributes luxury vehicles. It is known for its advanced technology and performance-oriented models.
"It wasn't just Porsche, but it wasn't, remember Cayenne was a few years old and Panamera was brand new."
The Porsche Cayenne is a fancy SUV made by Porsche, known for being fast and sporty while still being able to carry a lot of people and stuff. It helps Porsche make more money by attracting buyers who want a luxury vehicle but also need space.
The Porsche Cayenne is a luxury SUV that combines Porsche's performance heritage with the practicality of an SUV. Launched in 2002, it played a crucial role in expanding Porsche's market and revenue, appealing to both sports car enthusiasts and families alike.
"remember Cayenne was a few years old and Panamera was brand new. So this whole kind of normalizatio..."
The Porsche Panamera is a fancy four-door car that offers a lot of power and comfort. It's like a sports car that you can use every day, making it a good choice for people who want speed but also need space for passengers.
The Porsche Panamera is a luxury four-door sedan that combines the performance of a sports car with the comfort of a high-end vehicle. Launched in 2009, it has been praised for its powerful engines and luxurious interior, appealing to those who want both speed and comfort.
"...He's won Pebble Beach three times and he involved me and got me involved mostly..."
Pebble Beach is a famous car show in California where people display and sell classic cars. It's a big deal in the car community and features many rare and valuable vehicles.
Pebble Beach is a prestigious annual automotive event held in California, known for its classic car show and auction. It attracts collectors and enthusiasts from around the world, showcasing some of the rarest and most valuable cars.
"...we acquired a group that included a Volkswagen store. So that was the only time I had what I would call non-luxury and it was fine."
Volkswagen is a car company from Germany that makes many popular cars, like the Beetle and Golf. They are known for making reliable and well-engineered vehicles.
Volkswagen is a German automotive manufacturer known for producing a wide range of vehicles, including the iconic Beetle and the Golf. The brand is recognized for its engineering and quality.
"...his Toyota experience and his Stellantis experience..."
Stellantis is a car company that includes many brands like Jeep and Chrysler, created from a merger of two big companies.
Stellantis is an automotive manufacturer formed from the merger of Fiat Chrysler Automobiles and PSA Group. It encompasses a variety of brands, including Jeep, Dodge, Chrysler, Peugeot, and Citroën.
"...got back into the business and didn't move to the Cayman Islands and laid on the beach, I want to talk abo..."
The Porsche Cayman is a small, sporty car that is fun to drive and has a great design. It's known for being very responsive on the road, which makes it exciting for people who love cars.
The Porsche Cayman is a mid-engine sports car that offers a balance of performance and everyday usability. Introduced in 2006, it is celebrated for its sharp handling and engaging driving experience, making it a popular choice among driving enthusiasts.
"...maybe a G-wagon customer might want things that are different than a C-class customer because they just do."
The G-Wagon is a fancy SUV made by Mercedes-Benz. It's known for being tough and luxurious, making it a favorite among wealthy customers.
The G-Wagon, or G-Class, is a luxury SUV produced by Mercedes-Benz, known for its rugged design and off-road capabilities. It's popular among affluent buyers who appreciate both its luxury features and its performance.
"maybe a G-wagon customer might want things that are different than a C-class customer because they just do."
The Mercedes-Benz C-Class is a smaller luxury car that is comfortable and stylish. It's a good option for people who want a nice car without going for the biggest models, and it still has a lot of features.
The Mercedes-Benz C-Class is a compact executive car that embodies luxury and performance in a smaller package. Since its introduction in 1993, it has been a popular choice for those seeking a premium vehicle that is both stylish and practical.
"...extra special opportunities to go to Monterey Car Week or Villadest in Lake Homo for car events. That's if they wanna do car events or access to the factories."
Monterey Car Week is a big car event in California where people show off and sell fancy cars. It's a fun time for anyone who loves cars.
Monterey Car Week is an annual event in California that showcases classic and luxury cars, featuring various car shows, auctions, and gatherings. It's a significant event for car enthusiasts and collectors.
"...Monterey Car Week or Villadest in Lake Homo for car events. That's if they wanna do car events or access to the factories."
Villadest seems to be a place where car events happen, similar to Monterey Car Week, but it's not as famous.
Villadest is likely a reference to a location or event related to car culture, though it may be less well-known compared to Monterey Car Week. It could involve gatherings or events for car enthusiasts.
Nissan is a car brand that makes many different types of cars, including affordable ones and some sporty models.
Nissan is a Japanese automobile manufacturer known for producing a wide range of vehicles, from economical sedans to performance cars like the Nissan GT-R.
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