The Dealer Playbook
Michael Cirillo
Updated about 22 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)
Why Culture and Decentralized Leadership is a Must w/ Brian Kramer
There is a massive shift coming to the retail automotive industry, and dealers need to wake up and focus on what matters most if they want to weather the storm. The next 10 years in the industry will see the biggest shifts the industry has ever seen. The retail dealer community will shrink, while big tech and dealer groups take over in an online environment. That's why more dealers are stepping forward and speaking to the importance of a growth culture. The dealers that will survive and evolve to deliver the best customer experience possible will stand the test of time, grow, and dominate. In this short, to-the-point minisode, Brian Kramer shares his vantage point about culture and why decentralized leadership is a must in today's dealership environment. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Brian Kramer: How To Modernize Your Dealership Process
Brian Kramer is the general manager of Germain Toyota of Naples and is the pioneer of the 100% paperless car sales transaction. His work has forged the path in assisting his dealership and others with the digital evolution. In this episode, Brian will speak about how to galvanize your existing dealership processes so that you can meet the needs of today's car shoppers. He'll also explain how he's leveraging companies like Carvana and Vroom to help his dealership adapt and evolve. Noteworthy topics from this episode:2:30 - What do you mean by galvanizing existing processes?3:54 - When did you feel that there is a shift coming?7:34 - What are some things you consider on daily basis to demonstrate that leadership?12:39 - How did you go 100% paperless and how long does it take?20:10 - “Roll up your sleeves and get into the dirty work” attitude.23:04 - Who are these “barbarians” that you speak of?31:39 - What do you recommend dealers start working immediately to see this transformation take place? If you're enjoying the show, share it with your colleagues! We're on a mission to empower automotive professionals around the world. Have a suggestion for a show topic? Send it to [email protected] you enjoyed this episode, leave a rating and review on Apple Podcasts!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Key Components That Will Enhance The Car Shopping Experience w/ Carla Wade
Dealership BDC reps play a key role in bridging the gap between the online car shopping experience and the in-store experience. Rather than working in a silo as a separate department, the BDC should be an extension of the showroom floor. Doing so will allow reps to have greater empathy for the customer's journey, and how they can fulfill the customer's needs when they come for a test drive, fill out paperwork, and work with the business office.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Carla Wade: How BDC's Are Bridging The Gap
As dealerships move into a growing online retailing environment, it's more important than ever to have a process that can bridge the gap between online visitors and in-store customers.Carla Wade, Senior Director of Sales Development at Automotive Mastermind Inc., joins to share her vantage point, and the experience she gained while working as the Business Development Manager at Mercedes-Benz Manhattan. BDC reps play an integral role in the online buying process, and assisting customers during critical moments of their buying journey. In this episode, Carla shares some practical ways, BDC reps can think out of the box.Noteworthy topics from this episode:2:48 - Why did you choose BDC?4:18 - What do you recommend dealers focus on when it comes to BDC?6:14 - What are some key components that are crucial to the day-to-day activities of the BDC?9:10 - Importance of healthy culture.11:52 - What tools would you recommend to keep the team connected?17:55 - Are people likely to adapt to digital retail?20:38 - What should be considered to make sure the online retail model actually works?23:00 - How does one actually put themselves in the customer seat? - - -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 Is The Rocket Fuel Law? w/ Mike Ciorocco
"The closer you are in proximity to adversity, the harder it is to see the light at the end of the tunnel."At the Dealer Playbook, we really believe that all the tactics in the world won't benefit your career in the retail auto industry if you're unhappy, unfulfilled, or have other barriers holding you back from being the best version of yourself that you can possibly be. Mike "C-ROC" Ciorocco joins the show to explain the rocket fuel law and how you can use adversity to accelerate your growth toward your definition of success. FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit- - -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 "C-Roc": How to Turn Setbacks Into Rocket Fuel
How do you behave when things don't go your way? Maybe you didn't hit the number of vehicles sold that you were hoping, or you got passed up for the open management position at the dealership?Mike "C-Roc" Ciorrocco is the CEO of People Building Inc., and the powerhouse behind the "What Are You Made Of?" movement. He joins the show to share his compelling story of setbacks and shares how you can turn your setbacks into rocket fuel. If you're ready to take control of your circumstances, this episode is a must-listen.Noteworthy topics from this episode:5:38 - What are the most common challenges that businesses face that prevent them from getting to the next level.8:55 - How do you teach people to overcome the setbacks?19:05 - Do you find the correlation between being easily stoppable and being unstoppable?24:11 - How do you convey the importance of removing time from the equation and staying consistent?27:53 - How to be more confident and remove fear?31:04 - How not to worry about what other people think?FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car b- - -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 Growing Business w/ Laurie Halter
People want to buy from people. You are the secret sauce for the business. You are unique and provide wisdom and experience that can help shape the most delightful experience. The secret to growing in business is to not have clients but to have people you consider friends. People that you can enjoy a long-term relationship with. As you navigate each day, consider what actions you can take that will help you build deeper, more meaningful friendships in business. FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit- - -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 Halter: Grow Your People And Your Profits
Modern car shoppers deserve a modern approach by car dealers. Those within the industry who demonstrate a service-oriented mindset are quickly rising up and standing apart from dealers who are in it to retain gross or increase profits alone.Laurie Halter, the founder of Charisma Communications, joins the show to explain how dealers can create a deeper layer of inspiration and authenticity at the dealership that will create more sustainable growth in people and in profits. Noteworthy topics from this episode:1:46 - Modern customers deserve a modern customer experience.4:37 - How do we start taking responsibility for our own career, life and relationships.7:06 - What are some things we can be focusing on so that building relationships becomes more natural?9:49 - Taking the focus off the bank account and focus on serving. The giving mindset.17:24 - How do we start with this concept of outward service?26:41 - People want to buy from people.31:50 - I don’t sell cars, I make friends.FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means...That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a te- - -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 Overcome Limiting Beliefs in Business w/ Alex Flores
Limiting or fixed beliefs are holding many professionals back from achieving the success they want. Alex Flores, prominent car dealer and leadership coach shares some of the most common:It can't be doneIt's too hardNot possibleWrong marketNot enough inventoryPeople don't want to listenMillennials don't careOne generation is better than the otherAlex explains that the best way to overcome the scarcity mindset is to be excited, inspired, and grateful. Doing so creates the mindset of abundance, which is ultimately needed to overcome limiting beliefs and grow your business.FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means... That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Alex Flores: From Selling 216 Cars to 762 Per Month!
Alex Flores is the dealer principal and GM of Capitol Chevrolet, Seguin Chevrolet, and has led both stores to unprecedented growth. Prior to Alex Flores's tenure, Capitol was selling 216 cars per month, but once he stepped in, that number rose to a whopping 762 cars per month. In this episode, Alex shares how you can promote a healthy, accountable culture where everyone is winning from car sales professionals to fixed operations and finance. Listen as Alex Flores brings you inside his accountable, fun, and clear leadership style to discover how he is helping his stores and several other dealerships rise to insane levels of success. Noteworthy topics from this episode:4:48 - How did you get started in business and got to where you are now?13:00 - Where can other dealers get started to be able to achieve your results?19:54 - What set and limiting beliefs do you observe that auto industry needs to let go of?25:20 - It is not all about how many cars you can sell.29:11 - We are all spinning so many plates, how do you set priorities? FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means... That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit - - -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 Maintain Perspective In The Grind w/ Coach Isaac
"Like stoplights on the road. You know where you're going and why you're going there, but there are certain laws that you have to obey to get to your desired destination."There are many things you could be doing each day at the dealership. The real question is: What SHOULD you be doing?In this episode, Coach Isaac Brown shares his advice about maintaining perspective, especially when the going gets tough. FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means... That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands. "Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Isaac Brown: How To Perform At Peak Levels, Consistently
Coach Isaac Brown, a former NFL, and CFL athlete is the strength and conditioning coach for the Hamilton Tiger-Cats. He helps his players perform at peak levels both on and off the field by developing healthy habits and routines. In this episode, Coach Isaac shares his wisdom about the importance of creating healthy habits in routines. As you listen, consider how you can apply what you hear to the context of your circumstances within your career in the retail automobile industry. Noteworthy topics from this episode:2:05 - Success leaves clues.5:42 - What is it like being a professional athlete?10:14 - NFL to CFL: what do you think contributes to the difference in mindset and culture?13:12 - Is your level of discipline something you were born with or have developed?16:17 - How did you find your passion?21:45 - As a leader, how do you cater the training to the individual?23:50 - How do you stay disciplined as a leader?27:13 - Should leaders roll up their sleeves and participate in business operations?FlexDealer You've tried so many different things with your marketing but the dots never align. Your current agency sends you a fancy report but you have no clue what it means... That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands. "Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter Motors Find your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Break-Free From Your Comfort Zone w/ David Spisak
It's easy to get stuck doing what you've always done to alleviate the discomfort of trying something new. The dealership community is no different. The previous generation had a way of doing business which gets passed on to the next generation. Developing a healthy dealership culture and fostering greater employee buy-in is no different and likely why the turnover rate in the industry is so high.David Spisak shares his wisdom around developing a healthy culture. "People go to work for a company but quit their managers."Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -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 Spisak: How Culture Can Grow Your Dealership More Than Marketing
David Spisak has 27 years of retail automotive experience during which he owned and operated single point stores and large groups. He was the operator of Smythe European, a Mercedes-Benz dealership that generated a whopping $23.7 million in NET profit.In this episode, David shares his vast wisdom about how his dealership was able to grow their business to other-worldly levels without spending a single dime on advertising. More importantly, you'll hear how David grew a team culture that created loyal employees, friends, and community alliances.Noteworthy topics from this episode:8:01 - David’s story and the imposter syndrome.20:23 - If you want to grow, focus on the things that matter.24:18 - How do you balance the culture and sales?46:18 - Take a hard look this year at a culture in your dealership. Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -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 Tech Can Help Build Better Relationships w/ Brian Miller
When we fast-forward and look at technology today, Brian Miller suggests that its best use is to help build better relationships with customers. In this episode, Brian explains how your dealership can leverage technology to build more meaningful relationships of trust that will power generational and long-term customer growth. Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Brian Miller: How To Improve Customer Experience With Technology
We have a love/hate relationship with technology in the retail auto industry, but it doesn't have to be that way. For years we've either relied too heavily on technology and bypassed the essential human needs of the car shopper. Brian Miller, the Platform Evangelist at Fortellis.io, shares some simple ways to improve the customer experience with technology while also fulfilling the operational needs of the dealership. Noteworthy topics from this episode:3:14 - It’s all about the experience we provide to our customers.6:08 - What is the biggest pain point as it pertains to serving dealers and customers?8:21 - Dealerships should be responsible for the process that works for them.10:20 - What is Fortellis?13:06 - What does integration means?16:15 - How do dealers are able to create unique workflows for their business?20:21 - What should I be considering as a dealer to develop something in-house? Who do I need on staff?25:02 - How does the customer benefit from something like this?29:49 - How do you find out customer’s data and information? Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Take Your Hiring Process to the Next Level w/ Jeff Morrill
"Hiring begins at the vision level, with senior leaders. If you're going to use the term 'Sales Ninja,' you're going to get a different type of candidate..."The language of your recruiting ad can have a tremendous impact on the quality of candidates you receive for career opportunities at your dealership. Many dealers forget that the candidate themselves are a really big part of the hiring process. It's not all about the dealership. The dealership hiring process needs to make the candidate a partner along with the dealership so that they can appropriately see a fit with one another, rather than the traditional one-way street that job postings usually convey.Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Jeff Morrill: How This Car Dealer Finds The Right Employees
Jeff Morrill is the co-founder of Planet Suburu and author of "Profit Wise - How To Make More Money In Business By Doing The Right Thing." He's a successful businessman with investments generating well over $100 Million/year. The secret to his success? Finding the right people. He has developed a unique hiring process that involves every member of his leadership team, and, as you'll hear has contributed to a thriving culture and profitability.Noteworthy topics from this episode:4:23 - Why is the hiring topic is something you are passionate about?6:52 - Do you think people’s fear of making mistakes impacts the hiring process?8:54 - Why is your hiring process is like now and what was it like what you were making your first hires?19:53 - Encouraging employees to become CEOs of their own lives.23:47 - What are some of the mechanisms you have in place post-hire that encourage a healthy growth work culture?27:56 - How to provide a customer experience that keeps the business growing?32:11 - It is easy to compare your movie to somebody else’s highlight reel.Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Break Free From The Daily Grind w/ Steven Kuhn
In order to break free from the daily grind, it's important to clearly define our true identity. Not our job-related identity per se, but more so the value we bring to the world. Oftentimes we define who we are by our job title or role within an organization when the truth is that we are so much more than that. When we know the value we bring to the world, each facet of our life will come into greater focus and clarity. We'll understand WHY we show up and WHY we do the things that we do. We will feel invigorated by our purpose and the service we offer to the world.Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Steven Kuhn: The Best Way to Become an Epic Leader
Each of us is a leader. Whether we are selling cars, detailing them, or someone with a management title. The point of leadership is to help create more leaders, and in that regard, we each have a similar responsibility to demonstrate follow-worthy behavior. Steven Kuhn is a decorated United States Army combat veteran, speak, and author of "Unleash Your Humble Alpha: Own Your Presences in Life and Become the Epic Leader You Are Meant to Be." He helps leaders improve their quality of life through consistent, conscious application of his system H.I.T. - and joins us to share his best advice about how to up your leadership game. Noteworthy topics from this episode:4:42 - How did you get into a monastery and lived with monks?13:10 - How to create a thriving career.17:34 - How do you break free from the daily grind and see the bigger picture?25:12 - Tapping into something bigger than ourselves.36:05 - When an organization needs help, is creating space where you start them off? Fortellis This episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -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 Best Way to Create Life-Long Customers w/ Nicole Atanosoaie
It should come as no surprise that the best way to create life-long customers is to go over and above for them. In this segment, Nicole Atanosoaie shares how she does that through her sub-prime and special finance company, Right Turn Auto Credit. As you listen to this episode, consider what you can apply to the context of your circumstances. Whether you're interested in starting a subprime department, or otherwise. How can you go above and beyond to create life-long customers for your dealership?Fortellis This episodee is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations. Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, faster, and better apps for the dealer community. Visit Fortellis.io to browse their marketplace of apps and integrations that will allow you to run your business, your way.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Nicole Atanasoaie: The Best Way to Setup a Subprime Department
There's no doubt that subprime financing is a great opportunity for both car shoppers that need it and dealers that can properly offer it.Nicole Atanasoaie, the founder of Right Turn Auto Credit, shares her amazing insights about how to setup a subprime or special finance department in a way that builds a deep relationship with the customer. It's one thing to like the idea of including special financing options. It's another to roll them out in a way that helps build the customer, makes them feel safe, and most importantly, builds a relationship of trust with them. Pay special attention as Nicole shares some out-of-the-box ideas about the best way to build a subprime department at your dealership.Noteworthy topics from this episode:3:31 - Where do we start when thinking through whether we should add a sub-prime department?6:39 - Why did you choose sub-prime as a business model?10:47 - What is it like being sort a counselor to customers as well?16:53 - Moving metal is a byproduct of helping people improve people’s lives.18:46 - You need to shift your mindset if you want to get into sub-prime.22:15 - Is it a business model that thrives in economic downturns?24:55 - All the tactics in the world won’t compensate for you being a jerk. The route to growing a business is being a good person.27:24 - Providing phenomenal customer experience by adding excitement and removing pressure. 33:21 - Generating your own leads via referral business. FortellisThis episode is proudly sponsored by our friends at Fortellis. No two dealers operate the same way which is why Fortellis provides the tools to create unique apps that help your dealership meet the needs of the market while catering to your operations.Not only has Fortellis created an amazing technology platform that’s designed to make life easier for dealers, but they are also pouring back into the community with events like their dealer dev day. It’s a 3-day event that empowers attendees to network with each other to create smarter, fast- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Do Car Shoppers Want Online Car Buying? w/ Lissette Gole
Over the last couple of years, end-to-end car buying increased by 10%. Considering the average 1 - 2% annual increase that is common, this represents a surge in interest from car shoppers who are willing to forego the dealership.According to Lissette Gole, Head of Automotive Retail at Google, that means 90% of dealerships are using some sort of hybrid car shopping model and should pay attention to the expectations of the customer moving into 2021 and beyond.Here's the question: Do you think online car shopping will increase even further in the next 5 years?For complete show notes and resources visit: https://www.thedealerplaybook.com/lissette-gole FlexDealerYou've tried so many different things with your marketing but the dots never align.Your current agency sends you a fancy report but you have no clue what it means...That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Lissette Gole: How to Manage Today's Digital Car-Buying Landscape
Wouldn't it be nice to know exactly how car shoppers move through the buying journey? In this episode, Lissette Gole, Head of Automotive Retail at Google joins the show to walk through key insights from Google's most recent car-buying research.Paying attention to the customer experience and journey is hands-down one of the most important things for car dealers to focus on in 2021 and beyond. If not, you're missing out on a massive opportunity to stand up and stand apart from the competition. Listen as Lissette shares her best advice based on the most recent Auto Dealer Guide. Noteworthy topics from this episode:4:18 - What is it like working for the biggest companies on the planet?6:19 - What does Google use to understand customer behavior?8:47 - Google isn’t a Goliath to be feared.10:07 - Consumer expectations grew by 10% towards online retailing.14:04 - What are some things you see that dealers should be considering today?17:50 - Understanding what actions people are and are not taking. Thesis-based testing.21:02 - Google’s guide is a great foundation to start tailoring those strategies to your specific dealership.25:39 - What were some of the biggest “Aha” moments you have experienced after reading the guide the first time?28:00 - What are some encouragements you have for dealers who would like to increase their presence on YouTube?31:01 - What can dealers do to leverage new buyers and segments entering the market?33:24 - Google Search is still the #1 tool people use to find the information about the cars they want to buy. For complete show notes and resources visit: https://www.thedealerplaybook.com/lissette-goleundefinedYour current agency sends you a f- - -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 We Got Wrong About Branding w/ Paul J. Daly
Branding is one of the best ways to scale your reputation, but we must decide what reputation we want. Are we the car salesperson who forces customers to hold up the "You should be here" sign because everyone else did it, or is our reputation built on something more authentic?The best we can do is be the best version of ourselves, something that many get wrong when they try to follow the crowd. "I would be a really crappy version of Glenn Lundy, or Michael Cirillo, or Brian Benstock. I'm not wired in the ways they are. I need to be a version of myself - to be myself."When we let go of what others do, and build a brand based on what we do well, the business opportunities grow.For complete show notes and resources visit: https://www.thedealerplaybook.com/paul-j-daly FlexDealerYou've tried so many different things with your marketing but the dots never align.Your current agency sends you a fancy report but you have no clue what it means...That's why more dealers are choosing to partner with FlexDealer. They're the creative marketing people behind some of the auto industry's most envied brands."Flex takes an approach unlike others I've ever experienced, and I can honestly say that I trust you guys. It's a strange and wonderful feeling! Being on a team with them and knowing they are in my corner jacks up my confidence and ups the fun factor of the car business. I'm so grateful! - Aaron Lange, Lange and Fetter MotorsFind your best opportunities to grow with FlexDealer's free, immediate website audit. Visit www.flexdealer.com/website-audit - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook