The Dealer Playbook
Michael Cirillo
Updated 1 day 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)
Marc Lavoie: Mastering The Follow Up
Car sales professionals are missing out on deals because of poor follow up. That's the mission Marc Lavoie, founder of the Autobahn Academy, is on. Mastering the follow-up process takes commitment and practice. Marc shares his best advice about what dealers can do today to improve their follow-up skills and win more residual business opportunities. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/marc-lavoie Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company: https://www.flexdealer.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
Jennifer Worsley: How This Audi Specialist Uses Instagram To Grow
There is a fixed belief in the retail car business that one must be active on all social platforms. In this episode, Audi Brand Specialist, Jennifer Worsley reveals why she chooses only to use Instagram, and how you can leverage the platform to grow your brand in car sales. Among some of her best advice, selecting the platform that most interests you is far more critical than aimlessly trying to be present on them all. Also, finding your audience and making it about them is vital for growth. Listen as Jennifer breaks down her best advice. Discover how simple and fun Instagram can be for growing your presence in the market. More importantly, be open to the ideas that come to your mind as you listen so that you can implement a strategy that works best for you. From there, just go for it! Have fun and dominate! Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/jennifer-worsley Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: Market Recovery in 2020 and Beyond w/ Bill Zadeits
During this rollercoaster of a year, car dealers have proven that they have what it takes to adapt and evolve. Bill Zadeits shares that people (dealership employees) are why the market can recover from the pandemic-induced lockdowns of 2020. That begs to ask an important question: What is your dealership doing today that will assist in the market recovery of buying and selling vehicles? What is one small change that will assist in explosive growth beyond this crushing year? Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/bill-zadeits Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Bill Zadeits: How Used Car Sales Can Stabilize The Market
2020 has undoubtedly been a year that the retail automobile industry will never forget. Our sector faced a lot of uncertainty early on in the year and demonstrated how quickly we could adapt when faced with pressure. This year serves as a testament to our resilience and perseverance as a whole. We've shown that we have what it takes to change. Bill Zadeits, President of Cherokee Media Group (the publisher of the popular Auto Remarketing magazine and conference), explains that used vehicle sales, in particular, have helped stabilize the industry. Retail prices for used vehicles have only deviated slightly from seasonal expectations, and many consumers are opting to purchase used cars over new. The demand appears to be quite stable amidst all of the instability we've faced due to the pandemic. As you listen to this episode of The Dealer Playbook, consider how your store can leverage your used vehicle sales to help guide your market to a full recovery. Think about ways in which you can help fulfill customer expectations while also developing a relationship by which they become loyal and raving advocates of you and your process. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/bill-zadeits Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro Sick of not know whether your marketing strategy is working or not? Learn more about Michael's creative dealership marketing company.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: Make Your Service Department More Flexible w/ Herbert Anderson
Customers aren't going to put up with a lot of friction, especially as they seek to navigate the impact of COVID-19. In this episode, Herbert Anderson shares his best advice about how dealers can make their service departments more flexible while addressing the demands of the market.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Herbert Anderson: Fixed Operations Growth Strategies
Herb R. Anderson, CEO of DT Vendor Management, sees a massive opportunity for dealers worldwide. While many have either scaled back their marketing for new and used vehicles, Herb explains that there is much more predictability within the fixed operations. Discover some creative ideas that you can implement to leverage the necessity of your fixed ops to generate recurring revenue for your store. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/dean-smith Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: How To Quantify Your Social Media Efforts w/ Jeff Hunter
Is it possible to get results from social media branding? In this week's minisode, Jeff Hunter shares what it takes to put in an honest effort and see results.- - -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 Hunter: Personal Branding Tips for Car Sales Pros
Jeff Hunter, aka, “General Motors Jeff” has been gaining a lot of momentum with his personal branding efforts. As an active car sales professional at Prouse Chevrolet, Jeff has fully embraced the power of social media and video creation to help skyrocket his personal brand within the community of Sault Ste. Marie, Canada, and beyond. In this episode, Jeff shares his experience and tips working with social media and video to build his personal brand and what you can do as well.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: The Dealership Advantage w/ Max Zanan
Consumers are more comfortable making big purchases online. It’s the next step toward an evolved and modern online car shopping experience. While many car dealers are focused on giants like Vroom and Carvana, others realize that they have an even greater capability to own the market. As a local business, dealers have an advantage in building relationships and providing after-sales service and support. Listen to the full episode: http://www.thedealerplaybook.com/max-zanan- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Max Zanan: Sell Cars the Way Consumers Want to Buy
When it comes to buying a car, consumers have specific expectations. It's important now, in a post COVID world that car dealers pay special attention to the ways in which consumers which to purchase vehicles. Max Zanan, founder of Max Zanan Dealer Services shares his wisdom about what dealers can do to sell cars the way consumers want to buy them. His vast experience in the retail auto industry as well as his work as a consultant and best selling author have contributed to a breadth of knowledge that retail dealerships can apply and thrive in a rapidly evolving marketplace.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: Is Digital Retailing Just Clickbait? w/ Andrew Lemoine
It's time to start building out the tech behind the lead submission forms. Up to this point, digital retailing has been a clickbait title for a very disconnected process. In this powerbomb, Andrew Lemoine shares why now is the time to adapt and evolve. Dealers need to innovate, and pay attention to car shopper wants and needs.- - -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 Lemoine: How To Climb The Car Business Ladder
Andrew Lemoine knows what it takes to climb the ladder in the retail car business. He's done it, and is proof that others can do it as well. He's worked as a sales professional, and worked his way to becoming a General Sales Manager, General Manager and now, Technology Founder. Case in point: If you're struggling to know what you can do to grow in your career in the retail auto industry, Andrew's story will highlight some things you can do to climb the ladder.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: The Answer Is Infront Of You w/ Sean Welsh
A big challenge in the retail auto industry is that we tend to look elsewhere for answers that are right in front of us. Sean Welsh explains how you can practicaly observe your current car buying process through the customer's eyes, in an effort to improve the experience they receive from digital to physical.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Sean Welsh: Do This Before Digital Retailing
The Digital Retail conversation is getting heavier and heavier. More dealers are wondering if they should jump on the bandwagon, or if the COVID pandemic has truly shifted us to a fully online model. In today's episode, Sean Welsh, founder of Carbiz Done Better, shares the most important elements of selling cars that ring even more true in today's modern car shopping experience than ever before. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/sean-welsh Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: How to Achieve Your Potential w/ Dean Smith
Are you struggling because you know you're meant to achieve more in life, but can't seem to break through? It's like you feel that fire in your belly because you know that you can do so much more, but are somehow feeling held back? Learn how Dean Smith recommends achieving your higher potential, and experiencing the satisfaction of living a fulfilled life and career!- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dean Smith: Live To Forgive
Hear the compelling story about how Dean Smith was able to forgive the man who murdered his mother. In this episode, Michael interviews Dean to learn about the importance of forgiveness and how it translates to your career in the retail auto industry. As it turns out, each of us is being held back because of scenarios, circumstances, people, and emotions that we can't let go. The retail auto industry isn't for the faint of heart, but you might be surprised at how much farther you can grow when you learn to let go of the people or things that have been hindering your potential. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/dean-smith Have questions, comments, or feedback? Drop us a line at [email protected]! Connect with Michael Cirillo on LinkedIn: https://www.linkedin.com/in/michaelcirillo Apply to the exclusive DPB PRO Facebook group where you'll get access to live mastermind calls, training, collaboration, and accountability that will take your career to the next level: https://www.facebook.com/groups/dpbpro- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: Why Dealers Need A BDC
There are still many dealerships throughout the world that do not have business development centers. In this week's powerbomb, Michael asks Shawn Armorer why that is, and what dealers should consider when implementing a BDC at their store.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Shawn Armorer: The Formula For Building The Perfect BDC
Shawn Armorer has committed his career's work to building BDC (business development) departments that function like a well-oiled machine. The result: a master at his craft - someone who knows exactly what it takes to make a BDC sing and generate millions of dollars in revenue. Since his process is well-documented and clearly defined, Shawn is able to replicate it and has proven it's possible by doing so for one of the largest dealer groups in Canada, as well as other large dealership operations. In this week's episode, Michael and Shawn discuss his process and what it takes to build a BDC that generates revenue and exceptional customer experiences.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: What You Can Do When the Economy Struggles w/ Dean Evans
Dean Evans shares his experience working through various phases of economic struggles, and shares what car dealers can do when that happens.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dean Evans: Bottom-Up Performance Marketing | Cars CMO Shares His Proven Recipe of Success Online
Dean Evans is the CMO of Cars and has an impressive resume filled with vast marketing experience. In particular, Dean shares his digital marketing success recipe, aka "bottom-up performance marketing," which includes 5 steps that car dealers can take in a post-COVID retail 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
Powerbomb: How to get comfortable being uncomfortable in business w/ David Kain
The retail automotive industry is adapting and evolving at an accelerated rate. What would have, perhaps, taken several years to theorize, implement, iterate, and polish, happened within a matter of months during the COVID-19 pandemic. Dealers have demonstrated that they have what it takes to adapt to the demands of the market by pursuing virtual alternatives to a traditional in-person process. Others have struggled to adapt. They struggle with the discomfort associated with trying something new and failing. In this powerbomb, David Kain and Michael Cirillo discuss the importance of getting started, and gaining clarity on the move, rather than waiting for the perfect climate to get started.- - -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 Kain: Car Dealers Should Be Remote Retailing | The Future of Retail Vehicle Sales
David Kain's experience in the retail automotive industry speaks for itself. As the co-founder of Forddirect.com, David has been both a general manager and managing partner of the Kain family, Jack Kain Ford. With the shift in business process post-COVID, David joins the show to share some creative ways that dealers can embrace remote retailing, and leverage existing technology to provide a seamless "touchless" vehicle retail experience.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Powerbomb: Can Your Past Help Define Your Future? w/ Scott Simons
Scott Simons, Dealer Principal at CMA Valley Dealerships has a contagious optimism that acts as the foundation for how his dealerships serve in the community. In this episode, listen to Scott's story, and how it has played a role in helping him develop who he is today. The big question from this episode has to do with exploring your past to identify the lessons that have helped or can help you become who you want to be in life, and in your career in the retail auto 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
Scott Simons: Fortifying Your Dealership Against Uncertainty | Making Lemonade Out Of Lemons
Dealer Principal, Scott Simons, shares his inspiring story and how car dealers can make the best of any circumstance. While the COVID-19 pandemic forced them to alter their operations dramatically, Scott and his team at CMA Valley's dealerships continued to innovate and discover new ways of serving the 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
Powerbomb: The Obsession With Money Is Skewing Your Definition of Success w/ Molly Pittman
If the obsession is always monetary, the fulfillment will never come. Why? When you're optimizing for something that, if not managed properly, can be a big stress and distraction, you won't get the feeling of fulfillment which serves as a larger measuring stick for success. We hear it time and again from industry leaders. We learn from their experience that when they finally achieved the number they thought would change their life, that their life hadn't really changed the way they thought. Don't misunderstand, money is not evil, and, as a business, there needs to be a healthy focus on it. If it's all your obsessed about, then you might find it becomes a hindrance to your overall organizational progress.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook