The Dealer Playbook
Michael Cirillo
Updated about 21 hours 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 (716)
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
The Achilles Heel of Used Cars w/ Jasen Rice
One of the most common problems with selling more used vehicles is Turn Around time, says LotPop founder, Jasen Rice.One of the things dealers often forget about is holding costs. How much does it cost to hold a vehicle in the "slot?" Some dealers are paying between $30 - $100 vehicles per day.Learn what you can do to overcome the expense of holding used vehicles for too long so that they turn over much quicker.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
Jasen Rice: Improve Your Used Vehicle Process
Jasen Rice is the founder of LotPop.com, the wildly successful firm that helps dealers improve gross and volume. He's an expert at all things vehicle sales and merchandising, and joins the podcast to share his wisdom about how car dealers can improve their used vehicle sales process. A year ago (2020), Jasen joined the show to explain how used vehicle inventory would be the saving grace for dealers through the pandemic, and he was right. Today, he shares the best way for dealers to leverage the current (2021) used vehicle climate to grow their sales operation.Noteworthy topics from this episode:2:09 - Where do you see the auto industry heading in the next few years? What trends are you noticing?7:57 - Do the house prices affect auto sales? How does inflation play a role in the auto industry?9:56 - Are there tried and true processes that worked pre-pandemic and work currently?14:37 - What would you recommend for dealers with a shortage of inventory?19:19 - How many tools as a dealer would I need to be able to compete with Carvana and others?24:11 - What are the most common broken processes you have noticed?Connect with Jasen Rice:LinkedIn: https://www.linkedin.com/in/jasenrice Facebook: https://www.facebook.com/lotparty 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
Build Your Network Before You Need It w/ Judi Fox
There's no substitute for preparation, and the same is true for building a powerful business network. Whether you're a car sales professional or dealership owner, industry titans like Ali Reda have demonstrated how crucial having a network in place can be, especially when a crisis hits. In this episode, Listen as Judi Fox and Michael Cirillo explain why it's important to build your network before you need it. Doing so will eliminate stress and desperation. 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
Judi Fox: Become A Better Networker On LinkedIn
Judi Fox has mastered the ability to grow and monetize brands on LinkedIn. She's the founder of The LinkedIn Accelerator, a brand and video marketing strategist, and a public speaker. Judi joins Michael to share how car sales professionals and car dealers can leverage LinkedIn to grow their brand and business opportunities!LinkedIn is rewarding active participants in its platform right now with exponential reach and visibility. Superstars like Gary Vaynerchuk, who by his own admission, "Day Trade's Attention," has made a strong push on the platform; an indication that you should too. Noteworthy topics from this episode:1:32 - Are there any parallels between growing your brand on LinkedIn and your chemical engineering background?6:10 - We all have unique skills we can really excel in.10:20 - When you do X - Y happens or it triggers something.14:15 - How do you approach networking on LinkedIn without desperation?20:30 - CRMs are very under-utilized.21:28 - What are the biggest lessons you have learned about LinkedIn and do they still hold true today?25:14 - Build a network before you need it.Enjoying the show? Leave a rating and review on your favorite podcast app!Connect with Judi Fox:Website: https://www.judifox.com LinkedIn: http://www.linkedin.com/in/judiwfox Instagram: https://www.instagram.com/judifoxrocks Facebook: https://www.facebook.com/judiwfox Twitter: https://twitter.com/Judi_Fox Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirillo- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Humanizing Car Sales w/ Fred Lennartz
To humanize something means that you do it in a more humane or civilized way. The car industry is still plagued by negative stereotypes, many of which are perpetuated by the fact that some dealers are hanging on to the past. Listen as Fred Lennartz shares his insights about how to change that narrative so that we can provide a culture that serves the needs of the community far beyond just moving metal. Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirilloFacebook: 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
Fred Lennartz: What The Most Successful Car Sales Pros Do
Frederick Lennartz (a.k.a The Subprime Hero), is the host of the Car Guy Coffee Podcast and has nearly 20 years of automotive retail under his belt. Fred's mission is to help the automotive retail community be the very best it can be, and he's doing that by helping shift the way car dealers approach the road to the car sale.In this episode, Fred shares how he works tactical sales strategies into a more caring, and service-oriented approach to working with car shoppers. Car salespeople who take the time to build relationships and show care and the desire to serve continually rise above the clutter and stand out in their communities.Also a big thank you to Fred for his service in the United States Air Force where he worked as an aircraft mechanic on Michael's favorite fighter jet, The A10 Warthog. Listen carefully as Michael and Fred tie the fighter jet back to the automotive industry in a relevant and unique way. Noteworthy topics from this episode:6:24 - Cater to what customers want, not what you want.9:23 - Remove as many obstacles for the customer so it is easy for them to say yes.17:59 - What creates the urgency of the car buying experience?28:05 - Treat others the way they want to be treated.Enjoying the show? Leave a rating and review on your favorite podcast app!Connect with Fred Lennartz:Email: [email protected] Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirilloFacebook: https://www.facebook.com/michaelcirillo Instagram: https://www.instagram.com/mich- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Relationship vs. Partnership: What's The Difference? w/ Laurie Foster
Anyone can develop a relationship, but there is a key difference when it comes to developing strong partnerships. In this quick snippet from the full episode featuring Laurie Foster, listen as she explains the difference between just having a relationship with someone and developing a profitable partnership. Can we achieve this outcome in the retail automotive industry?- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Laurie Foster: How To Make Business Relationships More Profitable
Dealers! What should you do if you have bad vendor relationships?Vendors... same question!Laurie Foster is the founder of Foster Strategies and works with car dealerships and vendors to help create more profitable business relationships.Over the years the automotive industry has accepted lackluster relationships as the norm, but there are many change agents within the industry who are moving beyond simple relationships to develop strong partnerships between dealerships and their allies.In this episode, Laurie and Michael discuss ways in which dealers and vendors can go beyond relationships into profitable partnerships.Dealer/Vendor relationships must be viewed as bi-directional, and need to be treated as such. Laurie teaches that when two parties come together to achieve a specific outcome, that's when a partnership is formed. That's when respect is developed, and that's when relationships become profitable for all.Noteworthy topics from this episode:2:19 - Once I have the relationship of trust, what do I focus on next to build my dealership business?5:20 - Awareness, Intentionality, Discovery and Expectations.12:38 - Vendor and Dealer relationship.19:06 - Letting clients know how much they blessed your life. 21:24 - Shifting your mindset from “I have to do this” to “I get to do it”.26:08 - Turning relationships around.Enjoying the show? Leave a rating and review on your favorite podcast app!Connect with Chris Martinez:LinkedIn: https://www.linkedin.com/in/lauriedfoster Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirilloFacebook: https://www.facebook.com/michaelcirillo 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
When To Sell Your Dealership w/ Chris Martinez
As you can imagine, being able to scale your business efficiently has more to do with one's mindset than anything else. A healthy and positive mindset will impact the action that follows. But maybe it's time to sell your dealership, ring the bell, and check out. In this segment, Chris Martinez shares his advice for those wondering if now is the time or not. Connect with Chris Martinez:Website: http://chrisjosephmartinez.com LinkedIn: http://www.linkedin.com/in/chrisjmartinezatx 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
Chris Martinez: Scale To 1,000 Car Sales
Is selling 1,000 cars per month even possible? Yes... yes, it is.Chris Martinez is the Executive Director of Sales and Marketing at Jackie Cooper Imports of Tulsa and automotive best-selling author. His vast experience in growing profitability for dealerships is second to none, and that's apparent as he shares how he helped a single point Toyota store increase their sales to 1,000 cars per month and $400 million in revenue.Listen carefully as Chris explains the key points of his process that you can apply to your automotive dealership starting today. Noteworthy topics from this episode:1:52 - How does a dealership go from selling 100 cars to 1000 cars a month?5:56 - How did growth look like for you?9:40 - What kind of a process do you have around outsourcing tasks or work that doesn’t have to be done in-house?13:40 - What is the biggest shift that needs to happen to “unclog the drain”?18:22 - Shifting your mindset.21:53 - What do you see the next 3-5-10 years going to look like in the auto industry? Enjoying the show? Leave a rating and review on your favorite podcast app!Connect with Chris Martinez:Website: http://chrisjosephmartinez.com LinkedIn: http://www.linkedin.com/in/chrisjmartinezatx Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirilloFacebook: https://www.facebook.com/michaelcirillo 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
Stone Soup For You w/ Erikka Tiffani
"Every single day I'm reminded that there's no one in my dealership that looks like me and that I'm the only woman at the table."Erikka Tiffani from the Women of Color Automotive Network shares her unique perspective about what it takes to grow within the car business.Whatever the odds working against you may be, Erikka's inspirational story and analogy about "stone soup" will help you realize that small victories can compound into greatness. Connect with Erikka Tiffani:Twitter: https://twitter.com/erikkatiffani LinkedIn: https://www.linkedin.com/in/erikkatiffani Website: https://www.wocautonetwork.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
Erikka Tiffani: How To Take Control Of Your Career
Erikka Tiffani is a co-founder of the Women of Color Automotive Network (WOCAN) which was founded to attract, support, connect and empower women of color in the automotive industry. Listen carefully and learn how she was able to stand up and stand out in the retail automotive industry, and what you can do within your career to do the same. Erikka's inspiring story is one of rising to the challenge and demonstrating that you have more control than you think you do. There are many opportunities to grow within the retail automotive industry, and through her inspiring story, Erikka proves that it's possible.Listen carefully and apply what stands out to your career in the car business.Noteworthy topics from this episode:4:16 - How did you go from changing diapers in daycare to getting into the automotive industry?8:03 - Did your entrepreneurship spirit come up when your back was against the wall?10:33 - You can’t teach hunger, you can only seed it.14:10 - Developing the first pilot BDC for Audi America.17:32 - How do you overcome obstacles?28:57 - Are you ok feeling uncomfortable and getting out of your comfort zone?Enjoying the show? Leave a rating and review on your favorite podcast app!Connect with Erikka Tiffani:Twitter: https://twitter.com/erikkatiffaniLinkedIn: https://www.linkedin.com/in/erikkatiffaniWebsite: https://www.wocautonetwork.com Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirilloFacebook: https://www.facebook.com/michaelcirillo Instagram: https://www.instagram.com/michaelcirillo Website: - - -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 Secret To Selling Anything w/ Jaylissa Lea
The best car sales tactics in the world won't work unless you do. Car sales professionals and dealer owners who take the time to work through their brand will be able to sell anything according to Jaylissa Lea.To build a successful brand, car dealers need to have a clear goal and then be able to identify where the gaps are in achieving that goal. For example, what values drive your internal behavior and how do you treat customers?Dealers that focus on building their brand are building long-term, scalable enterprises that stand the test of time and unforeseen circumstances.Enjoying the show? Leave a rating and review on your favorite podcast app!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
Jaylissa Lea: How To Grow Your Personal Brand
Jaylissa Lea has a background in clinical psychology, neuro-linguistic programming, and hypnotherapy and utilizes those disciplines to help her clients create powerful brands.In this episode, you'll learn how to create a personal brand within the car dealership so that you can impact your customers and community in a positive way.Jaylissa teaches that brands are more than fancy logos or catchy slogans. Whether you are a dealership owner, manager, or car sales professional, your brand embodies your value system and mode of operation. A personal brand in the car business is more about what customers can expect with every interaction and helps keep your dealership at the top of their minds whenever they are in the market for a different vehicle.3:09 - What is the #1 mistake people make when it comes to building a personal brand for themselves?5:10 - What is the best first thing we can be doing to build a foundation for our personal brand?9:28 - Why do you think people struggle presenting themselves authentically?13:37 - Prepare to go through the identity loss process.15:38 - Gaining confidence.19:56 - What are some questions we can be asking ourselves to get a deeper understanding of what our purpose is?30:57 - What are some searching type questions I could be asking myself to push my brain in the right direction with personal branding? Connect with Jaylissa Lea:Instagram: https://www.instagram.com/jaylissalea Clubhouse: https://www.clubhouse.com/@jliss.lea Website: https://www.jaylissa.com Connect with Michael Cirillo:LinkedIn: - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Mark McGovern: The Carvana Experience. A Customer Story
Car Dealers around the world have been keeping a close eye on emerging tech companies like Carvana for quite some time. Their direct-to-consumer car purchase model has proven to be a viable option for those who wish to bypass the traditional car dealership experience. That's why it's important for dealers to take action today. Mark McGovern is an online school teacher with zero connection to the automotive industry. He joins The Dealer Playbook to share his experience purchasing and trading a vehicle from start to finish with Carvana. Pay close attention to what Mark shares in this episode so that you can apply it to the context of your dealership operations. Noteworthy topics from this episode:2:06 - Did you decide to buy from Carvana right away or did you shop around first?4:40 - “It sounds too good to be true.”10:39 - Did buying from a website seem like a better and much easier experience?17:20 - What happens once you complete the checkout?21:01 - It is all about the customer’s experience and doing what is best for their interests.24:24 - How do they serve you after the sale?29:54 - Do you see the value at servicing the vehicle at the licensed dealership? Enjoying the show? Leave a rating and review on your favorite podcast app!Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirilloFacebook: https://www.facebook.com/michaelcirilloInstagram: https://www.instagram.com/michaelcirilloW- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Michael Cirillo: 3 Steps To Creating Your Why Buy Message
Today's car shoppers are more savvy and educated than ever before. That means they require fewer vehicle features and price information (which is easy to find), and more value messaging. They need to know why they should choose your dealership rather than your competitors. In this episode, Michael breaks down a simple 3 step process that will help you craft more appealing "Why Buy" messaging for your dealership. 8:09 - You need to know what your customers want.10:02 - Make a list of what you are really good at.12:35 - Combine these into a unique selling proposition. Enjoying the show? Leave a rating and review on your favorite podcast app!Connect with Michael Cirillo:LinkedIn: https://www.linkedin.com/in/michaelcirilloFacebook: https://www.facebook.com/michaelcirilloInstagram: https://www.instagram.com/michaelcirilloWebsite: 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
How To Cultivate A Positive Mindset w/ David Long
It's easier to be negative than it is to be positive. Having a positive mindset requires discipline. It requires you to reframe the lens by which you see the world, and that's not an overnight process. That's probably why those with a negative bias far outnumber those who have cultivated a positive mindset -- who see an opportunity in every circumstance. David Long shares his best advice on how to cultivate and maintain a positive mindset. It's important for individuals and leaders within the dealership to learn how to do this. For leaders, it's a must. "How can they give something they don't have?"Unlike those with a negative bias, dealerships with a positive culture will far outperform those who can't see the potential in themselves or their people. Enjoying the show? Leave a rating and review on your favorite podcast app!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
David Long: Mindset Over Tactics
The real change-makers in the retail auto industry all have one thing in common. They believe and deploy the power of a positive mindset before any job-specific tactics. Isn't it ironic? Those who focus strictly on tactics never seem to get a head while those who have a positive, willing, and committed mindset tend to rise the leaderboard consistently?David J. Long is the Executive General Manager for Hansel Auto Group in California and has helped thousands of individuals throughout his career reach new heights through the power of a positive mindset.Listen carefully as David helps us understand the importance of remaining positive and provides a glimpse into how he makes it happen for himself each day.Noteworthy topics from this episode:4:16 - You speak a lot about mindset. Why?10:07 - How do you pivot or adjust and still keep on track?14:25 - Is there a difference between positivity and happiness?15:38 - How does one cultivate an attitude of positivity?22:12 - How do you foster a culture of positivity?26:22 - Caring drives us. Enjoying the show? Leave a rating and review here:https://podcasts.apple.com/podcast/the-dealer-playbook/id857094979- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook