The Dealer Playbook
Michael Cirillo
Updated 4 days agoThe Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one.
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Episodes (709)
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
Friday Fire: What Elon Musk Said
One of the most influential minds of our time, Elon Musk is responsible for much of the technology, software, and companies that are at the forefront of evolution. It's with that perspective that Elon has garnered the wisdom that leads us to today's Friday Fire episode of the show. Michael shares a quote by Elon Musk that, when applied to the context of your situation, will help you get to the next level in your career. Think about what's in your control, and what you can do to take bigger, bolder, and more calculated actions as you fight to achieve your definition of success. Whatever you do, be the actor - not acted upon.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Molly Pittman: Focus On Your Dealership's Mission, Money Will Follow
When it comes to creating, optimizing, and managing Facebook ads, Molly Pittman is at the top of the game. In fact, many of the world's top ad buyers and strategists have likely learned from her. But today's episode of The Dealer Playbook is not what you'd expect. It's not about Facebook ads for car dealers at all. Rather, it's an enriching conversation that explores the importance of focusing on your mission. Each dealership on the planet is unique. No two are alike, not even if you're in the same dealer group. There is a real pulse (or lack of one) that runs deep in a dealership and that determines how scalable, and how impactful the business can be. Why do some dealerships make more money? Why are some able to whether uncertainty better than others? All of these topics and more are discussed in this conversation with Molly Pittman, the CEO of Smart Marketer. Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes 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
Wednesday Word: Attraction
When it comes to the word "attraction" and business, many immediately think of the famous "law of attraction." In today's episode of the show, Michael Cirillo and David Bradley investigate how you can grasp the deeper meaning of the word attraction, and how you can apply it to 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
Don't Wait, DOMINATE!
There's a lot of talk about how dealerships will evolve in a post COVID world. As economies are slowly opening, and consumers return to purchase vehicles, there are many struggling to figure out what path they should take in order to really dominate. Michael shares advice written in his #1 best-selling book, "Don't Wait, DOMINATE!" which are as relevant (if not more) today as when the book was first published. If your dealership wants to stand out rather than get lost in the mix, it's important to make sure you evolve with the demands of the market, not necessarily other competing dealerships.- - -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's The True Cost?
Is your profit and loss statement telling you the whole story about the true costs of running your dealership? Often when dealerships struggle to track profit, they forget about ancilliary expenses that add up and stifle growth. In today's powerbomb episode, Michael and Juan explore what expenses should be tracked in order to get a clearer picture about profitability and expenses.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Friday Fire: What William Clement Stone Said
How many times have you written off a deal because it was too easy to blame the deal going south on a grumpy customer? What about a "tire kicker", "know-it-all", or the miscellany of nicknames we assign those that don't see very interested in working a deal? What if there was a way to switch things around so that you had the control you needed in order to build a relationship and determine the legit possibility of doing business? American businessman and philanthropist, William Clement Stone knew a thing or two about sales but also about the power of having a positive mental attitude. He co-authored a book with Napoleon Hill titled, "Success Through A Positive Mental Attitude," so the quote Michael Cirillo shares today should come as no suprise. "Sales are contingent upon the attitude of the sales[person], not the attitude of the prospect." Access the full show notes, timestamps, resources and more at http://www.thedealerplaybook.com/episodes 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
Juan Pena: Dealership Accounting Best Practices
You've heard the old saying about the few things that are certain in life, taxes being one of them. In this episode, Michael is joined by Juan Pena from MBAF who shares a load of dealership accounting best practices. Got a question for Michael? Call our voicemail: (780) 306-2021 for a chance to be featured on the show. Enjoying the podcast? Be sure to click that subscribe button and leave an honest review! Want even more free tools and resources, head over to http://www.thedealerplaybook.com/ and sign up for our newsletter to get Michael's latest free tools and resources.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook