The Dealer Playbook
Michael Cirillo
Updated 4 days agoThe 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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Episodes (709)
Napoleon Rumteen: How Tekion Is Increasing Efficiency For Dealers And Car Shoppers
Car shoppers are looking for more ways to research and purchase vehicles, but that doesn't mean they want to do the entire process online (yet.) The car business is a people business, which means that in this day in age, it's more important than ever to understand people.Napoleon Rumteen is the Senior Vice President of Commercial Operations at Tekion; a modern cloud-based DMS that is on a mission to streamline dealer operations across the entire dealership.What we discuss in this episode:It's a challenge for dealerships to source various inter-department problems and then figure out how to connect them together with the variety of vendors required.The average dealership utilizes 15 - 20 different platforms in order to operate their business, most of which are siloed and not able to effectively communicate with one another.The car business is a people business. That doesn't necessarily mean that ti will require the same level of human touch as it currently does, but it will require that we understand people.The market is telling us how they want to transact on vehicles and it's our job to meet that demand.In order to do so efficiently, dealers need systems that can speak to one another and maintain a pure flow of data.When connected technologies can speak in real-time, then you can have machine learning. With machine learning, you can have systems that correct themselves instantly to meet the consumer's behaviors, which is required for a fully online transaction.We're at a place in the automotive community where we can facilitate true Artificial IntelligenceOne of the best places for dealerships to start preparing for a more connected ecosystem is internal with their inter-departmental communication process. By utilizing systems like Slack or Discord, dealers can have a communication network that allows each person in the dealership to have quick access to the information they need when they need it. In so doing, they are able to provide a more efficient customer experience.Listen for even more insights from this episode.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Napoleon RumteenIf you enjoyed this conversation with Napoleon Rumteen, please let them know by clicking on the links below and sending a message.Click here to thank Napoleon Rumteen on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
This Ad Won The Super Bowl w/ Whit Norrad
There's one time of year that we actually look forward to commercials, and that time of year is Super Bowl Sunday. It's a time when advertisers pull out all the stops and put forward their best effort to create a 30 second spot that captures attention, makes viewers feel something, and hope that whatever it is that they're promoting sticks. We got a lot of what we expected from the commercials. The usual celebrity placements, cinematic flair, humor, and of course car commercials. But there was a clear winner of the Super Bowl commercial this year, and their pitch was brilliant and simple. What we discuss in this episode:Amidst what is now considered the status quo, coinbase dropped a QR code ad that peaked curiosity, engaged viewers in an activity, and allowed them to track immediate attribution while bypassing Apple and other companies who are blocking 3rd party pixels. Their ad, which featured a bouncing QR code which mimicked the old DVD symbol appeared between the usual ad placements. It peaked curiosity because there were no logos on the screen. Just a bouncing QR code. From curiousity came activity. We jumped out of our seats, opened our camera apps, and followed the code across the screen to try and scan it. Once scanned, we learned it was the Crypto.com company Coinbase, promoting their app. But instead of landing you on their app store placements, they brought you to a landing page where you likely picked up a tracking pixel. This simple ad moved Coinbase from the top 100 apps on the app store to the #2 placement, which eventually caused the app to crash. Dealers can advertise with this same level of simplicity. Think about it: Dealers spend most of their ad budgets advertising the one thing consumers already know about them. Then, they try and talk about how they are different which rarely sticks because they keep spending money to blend in and be the same as other automotive retailers.With some simple out-of-the-box thinking dealers could have a more memorable impact in the community with more engaging advertising. Building relationships is the long-game play that will continue to work. Lange and Fetter Motors in Quinte West, Ontario do an excellent job at getting creative. They have a team member who dresses up as an "Elf on a Shelf" during the Christmas season and it has the community talking.Toyota had some great ads that shared an emotional story that people could relate to. They won by not making it about them but keeping the focus on the people whose story's they told. In this way, Toyota demonstrates that they "get it." They know how to make someone else the hero they can align with versus them being the hero.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!This episode is brought to you by FlexDealer.comThey get dealership marketing so that you can get results. Let's be honest. You've tried the "others," but copy/paste marketing is lame. With Flex as your partner, you'll stand out the way you deserve. FINALLY!Thanks, Whit Norrad!If you enjoyed this conversation with Whit Norrad, please - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Chris Potgeiter: Be Proactive
Chris Potgieter is the Product Marketing Manager at automotiveMastermind and joins the show to express the importance of dealers being proactive in creating loyal customers. The pandemic has demonstrated our ability to react to unforeseen circumstances, but similar to automakers, it's time to be more proactive in anticipating customer needs and adapting the the evolving demands of the market.What we discuss in this episode:We're still stuck with shiny object syndrome in the industry, but that's not going to serve our best interests. The best tools in the world won't work unless we do.It's important to understand the context in which we are forced to operate today.Chris explains that it's important to be proactive in discussing the dealership business portfolio and discussing ways to bring customers back to the store.The Bull to Stock market has evolved very quickly in the United States.What we thought was a sleepy industry snapped into gear quickly.The last two years during the COVID pandemic has pushed the industry forward by at least 5 years.Dealers already have many of the tools needed to provide a frictionless process. It's all about how to utilize them.Car dealers should consider how to continue selling more with less. Chris explains that the pandemic might have been the catalyst for smaller showrooms and less inventory across the board.Does Chris look like Robert Pattinson? Watch the YT video on our channel to see for yourself!Automakers have been pursuing EVs for more than 20 years. They aren't making snap decisions; they are approaching their work methodically.While most of the retail industry reacted to the pandemic, it's traditionally the behavior of auto dealers — to react rather than be proactive. In contrast, the automakers have been proactive in their efforts and thinking into the future.What will the future dealership look like?Listen to the full episode for even more insights from Chris Potgieter! Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Chris!If you enjoyed this conversation with Chris Potgieter, please let them know by clicking on the links below and sending him a message.Click here to thank Chris Potgieter on LinkedInClick here to let Michael know about your number one takeaway from this conversationfQUWm9Egfz3CNVxG4HQG- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Marija Cvetkovska: Creating an Evolved and Integrated BDC and Sales Department
Marija Cvetkovska is a seasoned dealer group BDC Director and paid campaign manager, and joined the show to share valuable wisdom about how retail car dealers can learn how to listen and hear their customer and respond to them with the information they are seeking regardless of their BDC, Internet Team Set Up.What we discuss in this episode:The importance of breaking out of your comfort zone and challenging the way things have always been done at the dealership level.If you don't embrace what's happening in the future or try and go against it, you will lose. Marija encourages dealers to embrace change and constantly seek reinvention.The dealers who have been around for 50+ years have been able to do so by slowly adapting to the "new normal."In order to evolve, car dealers must look inward. It's about acknowledging where they are at today and discover small ways to improve each way.Marija shares the best way to transform a sales and marketing team into a revenue team. That way BDC teams are integrated with car sales people and are able to offer a much better, frictionless experience for customers.When BDC reps are able to see customer interactions first hand, the increase of empathy will empower them to make changes to their workflow and vice versa. Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Marija CvetkovskaIf you enjoyed this conversation with Marija Cvetkovska, please let them know by clicking on the links below and sending him a message.Click here to thank Marija Cvetkovska on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Liza Borches: How Dealership Culture Drives Bottom-Line Sales
Liza Borches is the CEO of the Carter Myers Auto Group and is a shining light in the retail auto industry when it comes to culture, leadership, and thought-leadership. With several rooftops (and expanding) and hundreds of employees, Liza has proven that a healthy work environment can, in fact, drive more bottom line sales.What we discuss in this episode:The backstory: How Liza got into the car business and what drove her motivation to build a healthy culture.Carter Myers tagline says it all — while most car dealers say things like "Your #1 Choice for new and use car sales," Theirs reads, "Moving Lives Forward."As a Honda rep years ago, Liza observed that the most successful dealerships almost always did things differently. It wasn't just about driving sales, it was more about employee well-being and creating and environment whereby they could grow.Leaders must show genuine interest in their people if they ever want a hope at the long-game success.Liza meets with her entire leadership team across all of her stores every single week to discuss where they can improve their culture, employee happiness, and customer experience. It is possible to track bottom line sales to a healthy dealership culture. It's something customers can feel when they encounter the dealership online and in person.Liza explains that the money will follow when you show genuine care and concern for the people responsible for generating the revenue.Listen to the full episode for even more insights! Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Liza Borches!If you enjoyed this conversation with Liza Borches, please let her know by clicking on the links below and sending him a message.Click here to thank Liza Borches on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Andrew & Doug MacIver: Selling Cars With Humor, Creativity, and Authenticity
Andrew and Doug MacIver are the stars of hit reality show, Bargain Brothers, which provides a irreverent but honest look at a day in the life of used car dealers. Through creativity, humor, and authenticity, The Brothers of Bargain have been able to carve out a niche in the Canadian car buying market.What we discuss in this episode:How Andrew and Doug got started as independent auto dealersWhy it's important to continually assess the risks your dealership is facing so that you can respond appropriatelyHow authenticity has helped them create commercials and other assets to stand out in a unique car buying marketHow will consolidation affect the small dealers?How independent dealers can get creative acquiring vehicles from consumersListen to the full episode for more! Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Andrew and Doug!If you enjoyed this conversation with Andrew and Doug MacIver, please let him know by clicking on the links below and sending him a message.Click here to thank Andrew MacIver on FacebookClick here to thank Doug MacIver on FacebookClick here to let Michael know about your number one takeaway from this conversation 👇🏻👇🏻👇🏻Join The DPB Discord Server! The car business is rapidly changing - keep up with the demand by joining the DPB community on Discord. There you'll connect with other automotive industry professionals from around the world to collaberate, learn and grow together! https://discord.gg/r6QJ748ERD - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dave Farrow: Hack Your Brain For Ultimate Performance
Dave Farrow is a two-time Canadian Guinness World Record holder for most decks of playing cards memorized in a single sighting. His trademarked "Farrow Method" is helping business teams perform at turbo-charged levels and was even the subject of a double-blind study at McGill University.The retail auto industry tends to get caught up in the hype of breaking news and what's happening today. From big data to Web 3.0, the true winners are those who improve themselves so that they are better equipped to leverage what's happening in the world. From providing better customer experiences to building sales relationships that increase lifetime value, that's the true crux of what we discuss with Dave in this episode.What we discuss in this episode:Dave did not have a good memory when he first started. He trained himself to have a good memory, it's a skill that can be learned.You can have a superhuman memory, you just have to learn how YOUR brain works.There is a whole realm of mental training that skips academia altogether.Your brain believes what it thinks will actually happen — this is what athletes and performers like to visualize before they perform.Think of the impact on your car sales career by visualizing and training your mind to see the best outcomes day in and day out.You have the most powerful computer sitting between your ears. The brain is the most complex thing we know of. The challenge is that it has an awful battery.How is the hustle affecting performance? Sometimes we fall in love with the idea of "hustle" but quickly forget that resting is as crucial to achieving something as is the hustle. Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Dave Farrow!If you enjoyed this conversation with Dave Farrow, please let him know by clicking on the links below and sending him a message.Click here to thank Dave Farrow on LinkedInClick here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Top Traits Of A BDC Director
Durran Cage, founder of Cage Automotive, explains the best way to identify who to hire as a BDC director. If your dealership is thinking about establishing a business development center, it may not be as easy as promoting your top performing car sales professional. In this snippet, Durran shares what the top traits of a successful BDC Director should be and what dealers can look for as they consider hiring for that role.Listen the full episode featuring Durran Cage here- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Durran Cage: Your Dealership's Future Success Depends On It
Durran Cage has spent over 19 years in the retail automotive industry serving in various capacities, including OEM District Sales Manager, High-Performance Internet Director and GSM, and Digital Retail Consultant. Today he's focused on helping dealers improve their online customer experience through his company Cage Automotive, which is deep ly rooted in dealers fostering healthy employee experiences first. What we discuss in this episode:Durran shares that there were signs leading up to both the crash of 08/09, and if we look, there were signs leading up to the pandemic and its economic impact in 2019 - 2022. When times are good, dealerships (all businesses for that matter) get complacent and are ok losing a few dollars here and there, but when things get tight, we are caused to pay closer attention. Car Dealers are getting really creative during these uncommon times. They are becoming more intentional about where they spend their money and monitoring the results. The pandemic has highlighted the importance of anticipating and providing an intentional customer experience for car shoppers.Durran explains that It's not just the consumer experience, but it's also the employee experience. Consumer's can feel an unhealthy employee atmosphere. It can be frustrating as a dealership employee if you're not fired up and ready to provide a high-level customer experience. Right now it's really important to make sure employees are having a good experience. For an industry that talks so much about "conversions," we tend not to focus very much on converting our people. If our people have not converted to the organization and its leaders, how can we ever expect that they would ever want to convert an internet lead into an appointment?Moving into 2022 and beyond, it will be incredibly difficult to compete if your employees are not bought-in, fired up, and motivated to succeed. An income is not enough to keep people wanting to show up and give their best. As long as people are on this planet, they will always be the most important piece of the puzzle to achieving success. People matter!Should Michael and Durran write a book?!? So how can you find great people? Durran shares the best way is through your existing people. Imagine how poweful it would be if your existing people are excited to refer others into the organization!Having a thorough employee onboarding is critical to fostering a healthy employee environment; one in which the organization as a whole and the individuals whithin can thrive. The first 2-3 weeks of an employee onboarding is vital! If they enjoy it and are jacked up, they will want to talk about it with others and attract others to the business.Listen to the full episode for even more insights! Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Thanks, Durran Cage!If you enjoyed this conversation with Durran Cage, please let him know by clicking on the links below and sending him a message.Click here to thank Durran Cag- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Happy New Year
What a year! 2021 had many ups and downs; many experiences that left us shouting hooray and others that left us scratching our heads. Despite everything going on in the world, there is one fact that remains the same. It's all in the past. 2022 is right around the corner, and it's another blank slate to create whatever you want out of your career and life. From all of us at The Dealer Playbook, thank you for your support, your downloads, subscriptions, and feedback. You mean the world to Michael and his team at FlexDealer.com. Here's to a big, bold, and beautiful 2022!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Micheal Burt: Grow Your Car Sales Customer Base
[Replay]Micheal Burt is an acclaimed business coach, author, speaker, and leader who has amassed a following of monster producers and high performers. In this replay episode, Coach Burt shares how car sales professionals can become people of interest in their communities -- a topic that is hyper relevant to the modern automotive retail landscape.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Micheal BurtIf you enjoyed this conversation with Micheal Burt, please let him know by clicking on the links below and sending him a message.Click here to thank Micheal Burt on Facebook Click here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Marcus Sheridan: The Revenue Department
[Replay]Marcus Sheridan is the bestselling author of "They Ask, You Answer," and is known for his creative approach to marketing and sales. By leveraging the power of content marketing, Marcus took his local pool installation company from obscurity to a leading national pool and spa company. Although this episode originally aired in 2016, it's amazingly hyper-relevant to what's happening in the retail car business in 2021 and beyond.What we discuss in this episode:Marcus explains that sales and marketing departments can no longer work in silos. They must unite into a single "revenue department" so that there is a cohesive approach to increasing customer satisfaction and revenue opportunities.Michael shares his initial thoughts about Carvana (in 2016) and his prediction about the future of dealerships. Smaller showrooms, one of each vehicle, iPads for vehicle customizations, and online car buying. Fast forward to 2021 and remote retailing (virtual car buying) has increased in usage and popularity 100-fold, further validating the need for sales and marketing to work together to achieve common outcomes.Marcus shares the importance of becoming the leading authority in your chosen industry. "My opinion or your opinion doesn't really matter. The only thing that matters is what consumers want." Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Marcus SheridanIf you enjoyed this conversation with Marcus Sheridan, please let him know by clicking on the links below and sending him a message.Click here to thank Marcus Sheridan on LinkedIn Click here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Chris Voss: You Can Learn To Negotiate With Anyone
[REPLAY]Chris Voss is an internationally-acclaimed negotiation expert, Masterclass instructor, best-selling author, and former FBI hostage negotiator. In this episode replay, Chris shares valuable insights about how anyone can learn to negotiate and create win/win scenarios in business and life.What we discuss in this episode:The importance of negotiation, and how to do it in a way that creates a win/win for all parties. Visual cues that will help you understand what someone else is feeling so that you can address their needs and serve them more effectivelyChris shares stories and anecdotes that help explain how anyone can learn to negotiation and how esepcially valuable negotiation is for car sales professionals to masterLike this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Chris VossIf you enjoyed this conversation with Chris Voss, please let him know by clicking on the links below and sending him a message.Click here to thank Chris Voss on Twitter Click here to let Michael know about your number one takeaway from this conversation - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Glenn Pasch: Timeless Marketing Strategies That Will Help Save Your Dealership
[REPLAY]Glenn Pasch is the CEO of PCG Digital, an automo tive and RV marketing agency that helps dealers grow their online business. This episode was originally recorded in 2015 and we're bringing it back from the vault because the principles Glenn teaches still hold up today, many are still as vital as they were when we originally recorded this episode.What we discuss in this episode:The importance of unifying your marketing outputs. Even in 2021 Dealers are still operating in silos which are preventing them from getting a good grasp on marketing spend and marketing returns. Today there is a lot of conversation about the importance of mixed media modeling; an important concept for dealers to adopt immediately and moving forward.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, Glenn PaschIf you enjoyed this conversation with Glenn Pasch, please let him know by clicking on the links below and sending him a message.Click here to thank Glenn Pasch on LinkedIn Click here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Nathan Hays: The Power of Relationship Selling
[REPLAY from episode 92]Nathan Hays is a car sales professional who has risen to the highest level of the game by building local community relationships. His popular hashtag #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.What we discuss in this episode:How Nathan went from a greenie in the carbiz to being nick-named, "The Mayor of Carville" by his colleaguesHow to avoid disappointment when selling carsThe math and science of becoming a top car sales pro. It's a numbers game. If you take the time to identify how many people you know, the more you should start to see how many acres of diamonds are sitting in your prospect pool. This is even more important in today's car sales climate where there are shortages. Your community must think about you first or you lose.Car Sales Success is a Recipe. When it comes to selling cars and becoming the Mayor of Carville in your commnunity, it's the truth! Success is a recipe. Often car sales people want fast results and are unwilling to put in the effort to see long-term gains.Like this show? Please leave us a review here -- even one sentence helps! Consider includi ng your LinkedIn or Instagram handle so we can thank you personally!Thanks, Nathan HaysIf you enjoyed this episode with Nathan Hays, please let him know by clicking on the links below and sending him a message.Click here to thank Nathan Hays - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
George Nenni: Mastering Google My Business For Car Dealers
George Nenni is the founder of Generations Digital and is a highly-sought after expert when it comes to helping dealers eliminate advertising waste and maximize their marketing dollars. In this episode, George reveals practical tips for dealers to fully utilize Google My Business listings to win more business.What we discuss with George Nenni:Why Google My Business is a critical element for car dealers. It's free to have a listing, and when properly optimized, dealers can get massive exposure and soak up search results placements on Google search engine.Why 3rd party listing sites are still a good bet in today's vehicle marketplace. Dealers should have multiple GMB (Google My Business) listings for each department. From fixed ops to body shops, sales and finance, dealers can leverage multiple listings to gain deep links to the various services they offer.Why dealers need to have a website even in 2021 and beyond. There is a lot of chatter about how dealer websites are going obselete with programs like Instgram shopping or Facebook shops and inventory listings, but your dealership website provides a critical marketing avenue to educate and build authority.Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Thanks, George Nenni!If you enjoyed this conversation with George Nenni, please let him know by clicking on the links below and sending him a message.Click here to thank George Nenni on LinkedIn Click here to let Michael know about your number one takeaway from this conversation- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
The Power Of Influence w/ Shaahin Cheyene
Shaahin Cheyene, CEO of Accelerated Intelligence, explains that despite everything going on in the automotive industry today, influence is the most powerful element of driving sales. Car dealers are competiting against big tech, electrification, direct-to-consumer buying models, and many more carmageddon-level events. Disription is not new, and Shaahin explains how car dealers can overcome adversity and rise to the next level. Click here to listen to the full episode featuring Shaahin Cheyene- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Shaahin Cheyene: Create A Mindset To Overcome Anything
Shaahin Cheyene is considered one of the leading global minds on what's next in e-commerce, Amazon and the internet. He is described as the "Willy Wonka of Generation X" by the London Observer and Newsweek and is one of the most forward thinkingers in business. Shaahin joins the show to share how car dealers can overcome the various obstacles in their path, from direct-to-consumer car sales to electrification and competiting against big tech.What we discuss with Shaahin Cheyene: Shaahin explains the mindset required to take your book of business to the next level. He left home at the age of 15 and took his business to a billion dollars pre-internet.The thing that led Shaahin to success was overcoming adversity after adversity and creating a mindset where you can overcome anything. If you can overcome the most challenging things in your life, you can do anything you want in business.The difference between electric vehicles and petrol-powered vehicles. Shaahin submits that EVs are an appliance rather than being an actual vehicle. Shaahin built one of the first electric Porsche's out there.When you are sleeping, your enemies are planning your demise. We're facing an industry that is being disrupted by an appliance. The automotive industry needs to pick an identify and go all in.Shaahin walks through the 3 steps to solving any probelm. Knowledge, courage and action. Like this show? Please leave us a review here — even one sentence helps! Consider includin g your LinkedIn or Instagram handle so we can thank you personally! Thanks, Shaahin Cheyene!If you enjoyed this episode with Shaahin Cheyene please let him know by clicking on the links below and sending him a message.Click here to thank Shaahin Cheyene on Instagram - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Is There An End To The Chip Shortage? w/ Mike Colleran
Mike Colleran, corporate vp at Nissan Motor Company explains how Nissan is looking to mitigate the dependency and risk surrounding chip shortages moving into the future.Listen to the full episode featuring Mike Colleran here - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Mike Colleran: How Nissan Is Tackling Current Auto Industry Challenges
Mike Colleran is the corporate vice president at Nissan Motor Company, a role he was appointed to in June 2020. Previously, he was the chairman of INFINITI Motor Company and was responsible for managing the brand, business operations, and all marketing/sales for INFINITI globally. What we discuss with Mike Colleran:Mike talks about the shifts that he's observed during his 30+ year career in the automotive industry. The most impactful shift being the transformation from internal combustion engines to electric vehicles. Where manufacturers once employeed mechanical engineers, there is a shift to chemical engineers.The transformation began to accelerate back in 2008, when companies moved from high over heads to more streamlined business operations.Mike explains that the highest priority for retail dealers over the next 3, 5, and 7 years needs to be delivering a world-class customer experience. In a world where fixed costs add pressure, the challenge will be delivering that incredible experience while managing fixed costs.How far ahead do automakers look to the future? Nissan has been preparing for electrification for years when it released the first iteration of the Nissan Leaf.As a retired Marine Captian, Mike shares how the marine's motto of "Semper Fi" has impacted the way he leads, builds, and trusts his team.How are automakers seeking to mitigate chip shortages from happening again in the future?Are OEMs conspiring to get rid of the dealer network?--Like this show? Please leave us a review here — even one sentence helps! Consider includin g your LinkedIn or Instagram handle so we can thank you personally!--Thanks, Mike Colleran!If you enjoyed this conversation with Mike Colleran, please let him know by clicking on the links below and sending him a message!Click here to thank Mike Colleran! - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Avoid Risk: At-Home Car Deliveries
Car dealers are aiming to provide a "Carvana-Like" experience, but what are the risk issues that dealers will face moving into a remote retail environment?Tom Kline, founder of Better Vantage Point explains the "Home Solicitation Act" and why dealers need to be aware of it. It may not be as simple as just delivering vehicles or "selling" vehicles at the car shoppers' place of residence. Listen to the full episode with Tom Kline here Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Tom Kline: Mitigate Risk, Save Thousands
Tom Kline is the founder of Better Vantage Point; a dealership dispute, compliance, and risk mitigation company. With over 30 years of experience, and a history co-owning his family dealership, Tom is on a mission to help dealers mitigate the risk which costs them millions per year.What we discuss with Tom Kline:The retail automotive industry is wasting hundreds of millions of dollars per year by not properly managing risk. From employees and poor culture to inadequate insurance policies and compliance.How Tom recently saved a single-point dealership $29,000 per year in a matter of minutes.Why car dealers need to pay attention to their advertising and media messaging to avoid PR nightmares and potential lawsuits from customersTom's history working with dealers and how he got involved in risk mitigation as an owner of his family-owned dealership. Why dealers need to be careful as they evolve into an online retail/at-home-delivery sales model. There are compliance and legal issues to consider! Full show notes and resources can be found here: https://www.thedealerplaybook.com/tom-kline Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirillo Facebook: https://www.facebook.com/michaelcirillo Instagram: https://www.instagram.com/michaelcirillo Website: https://www.thedealerplaybook.com Stop wasting your ad spend, generate more leads instead: https://www.flexdealer.com Connect with Tom Kline:LinkedIn: https://www.linkedin.com/in/tompkline/ YouTube: https://www.youtube.com/channel/UC-ytHE0-c5lUJbzm0H4drog - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Scott Flansburg: Unlock Your Brain's Full Potential
This is an episode about Mathematics, but if you listen carefully, there's an underlying message. Scott Flansburg a.k.a. The Human Calculator holds the Guinness World Record for fastest mental calculation and is on a mission to help people learn math. Scott explains something that can have a direct impact on your career in the automotive industry and in your life. From a young age, we learn math from the wrong side of the brain. It's all about memorization vs. actual calculation. When we unlock the power of our brain's full potential, something as mystifying as math can become easy. One can't help but think what else might feel more natural if we simply tapped into the appropriate parts of our brain for the task at hand?Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirillo Facebook: https://www.facebook.com/michaelcirillo Instagram: https://www.instagram.com/michaelcirillo Website: https://www.thedealerplaybook.com Generate Leads For Your Dealership: https://www.flexdealer.com Connect with Scott Flansburg:Facebook: https://www.facebook.com/IAmTheHumanCalculator Instagram: https://www.instagram.com/humancalculator/ LinkedIn: https://www.linkedin.com/in/thehumancalculator/ - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
What Makes A Car Sales Brand Strong? w/ Ali Reda
Should you call yourself the "Cadillac Guy?"Ali Reda says, "Don't even get me started on that!"Often we spend more time thinking about the perfect slogan or the most captivating logo, but Ali suggests that it's all a waste of time until you know who you are in the business.Your actions throughout your career dictate the strength of your brand. Listen closely to what Ali says about what makes a car sales brand strong.Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirillo Facebook: https://www.facebook.com/michaelcirillo Instagram: https://www.instagram.com/michaelcirillo Website: https://www.thedealerplaybook.com - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ali Reda: How To Make Selling Cars More Natural
Ali Reda is best known among his colleagues in the retail automotive industry as the highest-performing car sales professional in the world. To his customers, he's Ali, the guy who has devoted his career to being a good person, neighbor, and community member. In this exclusive behind-the-scenes interview, you'll hear Ali share his best advice about how anyone in car sales can achieve similar success to his. This interview was taken from the FlexDealer monthly office hours call which is reserved for FlexDealer clients to learn and interact with industry subject-matter experts like Ali. Many car sales professionals are stuck in a slump. They complain about tough times and wonder why they aren't hitting the numbers that others achieve. Listen carefully to how Ali has navigated his car selling career and what you can start doing today to turn things around if you're stuck.Noteworthy topics from this episode:2:38 - How do you train your mindset?7:51 - Quantify the feeling you get from serving others.17:14 - Have you always been an active member of your community prior to getting into the auto industry?23:07 - How are you handling the leads you already have?32:16 - How do you sell 209 cars in a month?41:41 - What would you encourage the first thing everyone listening should do?55:18 - How do you choose a coach?Connect with Ali Reda:Website: https://howtosell100cars.com Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirillo Facebook: https://www.facebook.com/michaelcirillo Instagram: https://www.instagram.com/michaelcirillo Website: https://www.thedealerplaybook.com - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook