{"version":"1.0.0","episode":{"title":"The Car Sales Secret Lost in the 90's — and How Dealers are Reviving it at Scale | Industry Spotlight","url":"http://getcarcurious.com/episodes/the-car-sales-secret-lost-in-the-90-s-and-how-dealers-are-reviving-it-at-scale-industry-spotlight","audioUrl":"https://chrt.fm/track/C6AG88/traffic.megaphone.fm/CREUR5351146713.mp3","description":"Welcome to Industry Spotlight—a focused series hosted by Sam D’Arc, highlighting standout dealerships and innovative companies, and exploring the trends driving success in today’s automotive market. Today, Sam sits down with David Long, Executive General Manager at Hansel Auto Group, and Curtis Lewsey, Founder of DealerCards.\n\n\n\nThis episode is brought to you by:\n\n\nDealerCards - The direct-mail platform built specifically for dealerships. With DealerCards, you can send personalized thank-you notes, birthday cards, and service reminders — even include brownies — all handsfree and branded for your store. It’s a small touch that drives big loyalty and repeat business. Right now, CDG listeners can get a free sample box with cards and brownies at http://www.dealercards.com/cdg\n\n\n\nCDG Circles – A modern peer group for auto dealers. Private dealer chats. Real insights — confidential, compliant, no travel required. Visit https://cdgcircles.com/ to learn more.\n\n\n\nCheck out Car Dealership Guy’s stuff:\n\n\n\nFor dealers:\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nDealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nFor industry vendors:\n\nAdvertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nIndustry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nRequest to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\n\n\nTopics:\n\n00:46 What makes a number one salesperson?\n\n01:26 Do 90s sales strategies still work?\n\n02:21 Why is personal touch so crucial?\n\n07:41 How does DealerCards scale personalization?\n\n11:24 How does gratitude drive business success?\n\n18:56 Top tips for personal dealer connections?\n\n19:27 Best creative customer follow-up methods?\n\n22:09 How to measure personalization's impact?\n\n29:38 What are high-impact customer touches?\n\n\n\nCar Dealership Guy Socials:\n\nX ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nInstagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nTikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nLinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nThreads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nFacebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠\n\nEverything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠"},"annotations":[{"startTime":122.4,"endTime":125.9,"type":"brand","title":"Lincoln","url":"/glossary/lincoln","quote":"It was, get this, it was Lincoln's and Mercury's. Oh, we can Mercury.","canonicalId":"brand:lincoln","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Lincoln is a luxury vehicle division of the American automaker Ford Motor Company, known for its premium cars and SUVs.","simplifiedExplanation":"Lincoln is a brand of cars that are more luxurious and often more expensive than regular Ford cars. They are known for their comfort and style."}},{"startTime":122.4,"endTime":125.9,"type":"brand","title":"Mercury","url":"/glossary/mercury","quote":"It was, get this, it was Lincoln's and Mercury's. Oh, we can Mercury.","canonicalId":"brand:mercury","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Mercury was an American automobile brand that was part of Ford Motor Company, producing mid-range vehicles until it was discontinued in 2010.","simplifiedExplanation":"Mercury was a car brand that made vehicles that were usually a bit more upscale than Ford cars. They stopped making cars in 2010."}},{"startTime":127.0,"endTime":130.2,"type":"car","title":"Grand Marquis","url":"/cars/mercury/grand-marquis","image":"https://upload.wikimedia.org/wikipedia/commons/9/9f/03-05_Mercury_Grand_Marquis_.jpg","quote":"We would sell 100 Grand Marquis in a month. Wow.","canonicalId":"car:mercury:grand-marquis","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"The Mercury Grand Marquis is a full-size sedan that was produced by Mercury from 1975 to 2011, known for its spacious interior and smooth ride.","simplifiedExplanation":"The Grand Marquis is a big car made by Mercury that is known for being comfortable and having a lot of space inside.","imageAttribution":"IFCAR (Public domain)"}},{"startTime":223.5,"endTime":224.5,"type":"brand","title":"Isuzu","url":"/glossary/isuzu","quote":"...I was washing cars at an Isuzu Kia dealership in Utah.","canonicalId":"brand:isuzu","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Isuzu is a Japanese automotive manufacturer known for producing trucks, SUVs, and commercial vehicles. The brand has a reputation for durability and reliability, particularly in its diesel engines.","simplifiedExplanation":"Isuzu is a car company from Japan that makes trucks and SUVs. They are known for making strong and reliable vehicles."}},{"startTime":223.5,"endTime":224.5,"type":"brand","title":"Kia","url":"/glossary/kia","quote":"...I was washing cars at an Isuzu Kia dealership in Utah.","canonicalId":"brand:kia","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Kia is a South Korean automobile manufacturer known for producing a wide range of vehicles, including sedans, SUVs, and electric cars. In recent years, Kia has gained recognition for its stylish designs and strong warranties.","simplifiedExplanation":"Kia is a car company from South Korea that makes many types of vehicles, including cars and SUVs. They are known for their good designs and long warranties."}},{"startTime":955.3,"endTime":961.4,"type":"car","title":"Lexus","image":"https://upload.wikimedia.org/wikipedia/commons/0/07/Lexus_LBX_Auto_Zuerich_2024_DSC_6491.jpg","quote":"...my wife bought a Lexus here in Florida and a Morgan Automotive Group, and so we bought the car...","canonicalId":"car:lexus","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Lexus is a luxury vehicle division of the Japanese automaker Toyota, known for its high-quality cars and customer service.","simplifiedExplanation":"Lexus is a brand of luxury cars made by Toyota, recognized for their comfort and reliability.","imageAttribution":"Alexander-93 (CC BY-SA 4.0)"}},{"startTime":955.3,"endTime":961.4,"type":"company","title":"Morgan Automotive Group","url":"/glossary/morgan-automotive-group","quote":"...my wife bought a Lexus here in Florida and a Morgan Automotive Group, and so we bought the car...","canonicalId":"company:morgan-automotive-group","priority":0.5,"confidence":0.8,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Morgan Automotive Group is a dealership group that sells various car brands, focusing on customer service and satisfaction.","simplifiedExplanation":"Morgan Automotive Group is a company that sells cars and aims to provide great service to its customers."}},{"startTime":1221.0,"endTime":1222.0,"type":"brand","title":"Toyota","url":"/glossary/toyota","quote":"And so if you do a new Toyota, you're gonna highlight Toyota care in the new vehicles.","canonicalId":"brand:toyota","priority":0.9,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Toyota is a well-known automotive manufacturer recognized for its reliability and innovation in vehicle design.","simplifiedExplanation":"Toyota is a car company that makes many popular vehicles, known for being dependable and efficient."}},{"startTime":1224.0,"endTime":1225.0,"type":"term","title":"complimentary service","url":"/glossary/complimentary-service","quote":"you might do first service complimentary 20% off, $20 off.","canonicalId":"term:complimentary-service","priority":0.5,"confidence":0.85,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Complimentary service refers to free maintenance or repair services provided by dealerships or manufacturers as part of a vehicle purchase or service plan.","simplifiedExplanation":"Complimentary service means you can get certain car services for free, usually when you buy a new car or as a special offer."}},{"startTime":1480.9,"endTime":1481.5,"type":"brand","title":"Chevrolet","url":"/glossary/chevrolet","quote":"...you gotta talk to my brother. He's one of the top Chevy salesmen in the country, in the world.","canonicalId":"brand:chevrolet","priority":0.5,"confidence":0.9,"source":"hybrid-fuzzy+gpt-4o-mini","data":{"explanation":"Chevrolet, commonly referred to as Chevy, is an American automobile brand known for its wide range of vehicles, including trucks, SUVs, and cars. It is a division of General Motors and has a strong presence in both the domestic and international automotive markets.","simplifiedExplanation":"Chevrolet, or Chevy, is a popular car brand in the United States. They make many types of vehicles, like trucks and cars, and are part of a larger company called General Motors."}}],"speakers":[{"id":"s1","name":"Car Dealership Guy","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/the-car-sales-secret-lost-in-the-90-s-and-how-dealers-are-reviving-it-at-scale-industry-spotlight/transcript.vtt","type":"text/vtt"}]}