The Dealer Playbook
Michael Cirillo
Updated 5 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)
Hunter Swift: How To Drive More Car Sales With Your CRM w/Hunter Swift
"Most dealers are using their CRM to manage customers and leads, while the more progressive dealers are using it to manage the relationship" Hunter Swift Are you and your dealership unlocking the true power of your CRM software? A CRM is so much more then a tool to enter customer information or remind a sales person to make a follow up call. Your CRM has the potential to be a marketing monster for your dealerships sales and fixed ops departments. In this session of "The Dealer Playbook" we sit down with our friend and industry thought leader Hunter Swift. Hunter is not just a expert on auto dealer CRM best practices, he is the Director of Sales Development at DealerSocket. In case you do not know who DealerSocket is, they are one of the auto industries leading CRM providers. Hunter dives right in with some easy no cost strategies and tactics dealers can execute to drive more sales and keep your service techs turning wrenches. He also discusses in detail the email campaigns that his company's clients are getting the best results from plus some other creative yet easy ways you can pump a lot of business out of your current CRM. You have to check this out because Hunter knows his stuff!!! The information in this episode will sell you more cars! In this episode you will learn more about: -Successful email campaigns -Shifting sales peoples mindsets when it comes to your CRM -How to use your CRM for branding -How to use your CRM to build relationships -Freshening up email templates -Creating automated campaigns that convert -Mining for customers in your CRM All that plus more that will help you not just get more out of your CRM tool but sell more cars, make more gross, get great CSI and build long lasting relationships with your customers. Links and Resources mentioned in this episode: Follow Hunter Swift on Twitter for more great content to help you unlock the power of your CRM toolhttps://twitter.com/HunterSwift Hunter's powerful article from Driving Sales Innovation Guide:http://drivingsalesinnovationguide.com/2014/04/crm-and-your-brand/ Great video from Hunter on database mining discussed in the episode:https://www.youtube.com/watch?v=5-nK8jO0Wa4 We had a great time with Hunter Swift on this episode and hope you did as well. Now it is your turn, leave us some feedback and let us know your thoughts or if Hunter missed anything. Thank you again for dialing into the DPB podcast and we will see you next time! - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Troy Spring: Dominating Traditional Media In A Digital World
“When it comes to traditional offline advertising, enough reach, enough frequency and a strong compelling message, it will produce results/ROI immediately.”- Troy “Turbo” SpringDifferent marketing and advertising tactics work better than others. Period.In the automotive space, when you go to workshops or webinars about marketing, they typically lean towards digital strategies.With so much focus on the internet, and automotive dealers trying to figure out exactly how that works, the good old traditional media, or offline marketing outlets, tend to take a back seat. With the right recipe in today’s market, dealers can and are reporting solid ROI from lets call it “offline media.” That is exactly the reason why when it came to the topic of Dominating traditional media in a digital world, we knew that Troy “Turbo” Spring was just the expert to teach us.The best selling author of “Turbo Charge Your Life” as well as the co-founder (with Tracy Myers) of the “Unfair Advantage Automotive Mastermind,” Troy “Turbo” Spring has a unique position in the automotive industry. Troy is the owner and founder of Dealer World Advertising – a full service advertising company for auto dealers.Troy is also the manager of a Lehighton Ford in Lehighton, PA – a Ford dealership minutes from his home. Here’s where he gets even more unique. Troy manages this dealership…are you ready for it?… PART TIME! Yup, you heard it right. Part time. According to Troy, he not only loves being on both the vendor and dealer sides, but it gives him two different ends of the spectrum.The specific topics we cover in this session address how dealers can tap into & really maximize what’s now (in most cases) inexpensive traditional offline media resources. These topics not only will require some work but also creativity. Lucky for us, Troy lays out some step-by-step strategies that will allow you to start seeing ROI with traditional advertising.We want you to sell more cars!More Specifically, You’ll Learn About:- How to audit and break down your advertising budget- How to determine which advertising outlets to focus on- - -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 Moffett: Turn Customers Into Raving Fans Of Your Dealership
Your greatest asset are the people you just sold. People like to do business with an "expert", and will pay more to do so. 20 year automotive vet, International Sales Expert and host of nationally syndicated radio show " The Sean Moffett Show" Sean Moffett himself sits down with Robert and Michael to chat it up about " Turning Your Current Customers Into Raving Fans"! Advocates of your dealership and your brand. Even in today's advanced market there is nothing stronger than the relationship with your store and its customers. Past, Present and future. In this awesome new episode, Sean talks about how just in how the way a sales person greets a customer, that customer knows if they are dealing with a professional expert or not. '"The best place to close your deal, is with the first impression". Sean is going to show us exactly how to do just that in this session. Sean Moffett gives a few easy word tracks sales people can use to sound like a expert. A professional. Check them out and practice with your team or whoever is down. Why not pick up something new that is without a doubt different than what the sales team is currently doing. What if just something that simple as how the customer is being greeted is what is holding back sales explosion in a dealership? This is session is packing some powerful information!!! Sean is a professional broadcaster and great speaker so nobody minded that " The Dealer Playbook" turned into "The Sean Moffett Show". Starting with authentically greeting someone with a caring disposition, to how to finesse and keep the " wow factor" rolling after they make it purchase. It is all in this session! You in this session you will learn more about - How to greet the customer like a professional expert - Focusing on the customer’s experience genuinely - Is management in need of leadership training (it is more than penciling deals) - Being an expert on your product - Communicating with customers & allowing them to shop with you - Finding training material you can relate with (so much online for free) - Different markets require different tactics - Watching out for listening to the wrong "guru's" information. All that plus so much more! Here are the links mentioned in this episode Sean's Website: http://www.themoffettcompany.com/ Facebook:https://www.facebook.com/profile.php?id=100001592899984&fref=ts Twitter:https://twitter.com/TheSeanMoffett Sean Moffett's " Wow Factor Sales Success Training":https://www.udemy.com/wow-factor-sales-success-training/?sl=E0Ibc1tTQxMALBoeCRAcKBM%3D&dtcode=qqmla8hp Sean's killer YouTube Channel Lots of good stuff:https://www.youtube.com/channel/UC1XW7Dmi_6v6hr-RA1gGC8g Sean's syndicated radio show on iTuneshttps://itunes.apple.com/us/podcast/the-sean-moffett-show/id631875767?mt=2 Get his free audio book email here:[email protected] (put "The Dealer Playbook" in the subject) The Dealer Playbook - http://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
Danny Benites: How To Get The Most Out Of Car Dealer Conferences
When it comes to running and or owning a automotive dealership, monitoring your ROI is crucial to a successful operation. When you are buying more internet leads, doing a direct mail campaign, or switching website providers ROI always comes up in the conversation. Ever notice that? Where you do not hear a lot of “ROI” talk though is when you hear about the workshops, 20 Groups, seminars, trade shows etc. In this episode of The Dealer Playbook the boys sit down with funny man and 30 year plus automotive industry veteren, Danny Benites. Danny is the General Manager of Greg Lair Buick GMC of Amarillo Texas, and he has created some resources and techniques to get the most out of the automotive workshops, seminars, etc. You know, track an ROI? A dealer will spend 2-5 thousand on attending or sending a team member to a automotive conference. Do you ever track the ROI of that investment, because it is not cheap. Combine the money for travel, hotel, tickets to the workshop, food, etc. plus the time away from the dealership to attend, you end up with a lot of “skin in the game” to much in fact to not have a plan. In this episode you will learn more about: How to choose the right team member to attend educational eventsChoosing the right automotive event to attendNarrowing in on what parts of your operation your looking to bring home “nuggets for”How to retain the “ideas” you get at the workshop, and how to structure your idea lists/notesHow to take your ideas back to the dealership and get buy in whether your the top dog decision maker and you need to get your team on board or a sales manager, GM, etc and need to get your dealer to buy inThat and much more Danny talks about that will get you and your the team the most out automotive educational events. This guy knows what he is talking about. Here are the links for the work sheets Danny refers to that lay out the plan for you: Danny's Worksheets - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dr. Willie Jolley: Turning Setbacks Into Setups
While I was attending the Internet Sales 20 Group in Atlantic City a few weeks ago, I had the incredible privilege of listening to, and eventually interviewing Dr. Willie Jolley. While I do admit to not knowing who he was previous to the conference, I was completely blown away by his message; something that resonated deep within me. He spoke about how to do more, be more and achieve more. After his keynote address at the conference, I had to go and shake his hand and express appreciation for the message he shared. It was refreshing and motivating; something that I think we need to hear more of in the auto industry. I asked him if he’d be willing to join me for an interview and without hesitation, he agreed. If you still haven’t “Googled” him, here is a brief introduction: Dr. Willie Jolley is an international motivational speaker who has been named as one of the top 5 outstanding speakers in the world, alongside heavyweights like Margaret Thatcher and Nelson Mandela. He has written 4 best-selling books which I think you should definitely check out: A Setback is a Setup for a ComebackAn Attitude of ExcellenceIt Only Takes A Minute to Change Your LifeTurn Setbacks into GreenbacksIn addition to his outstanding books, Dr. Willie Jolley is credited as the reason that the Ford Motor Company never accepted a government bailout. After reading his book, “A Setback is a Setup for a Comeback”, Alan Mulally, Ford CEO, hired Dr. Jolley to come and help them scale the business, refine process and help Ford’s employees build their dreams. In this episode you’ll learn more about: How doing something ridiculous may just be what’s needed to advance and conquerHow to get started when setting out on your success journeyHow to look at your current situation differently and capitalize on the assets and opportunities available to you right nowWe have a connection to Dr. Willie Jolley now and we know he’d love hearing your feedback and questions. Hit us up in the comments below and as always, thank you for listening to The Dealer Playbook.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Jarrod Glandt: Dominate Your Market With Team Training
“In order for training to work properly inside of the dealership, there need to be two things. Consistency and volume.” - Jarrod GlandtBuilding a successful business (or business inside of a business) doesn’t happen overnight. It takes following a strategic recipe in order to get the desired end result. Whether you’re just starting in the automotive industry, or consider yourself a veteran, a best practice in being successful is to always be learning and then apply the things that you learn. That’s why when it came to the topic of automotive training, we couldn’t think of anyone better to teach us than Jarrod Glandt. Jarrod is currently the Vice President of Sales at Cardone Training.Jarrod has a pretty fascinating story about starting out in the car business. After much struggling and sacrifice, he decided that there was more to having a career than what he was experiencing at the time. By taking a risk, Jarrod took a job with Grant Cardone, barely making ends meet. During his early days with Grant Cardone, Jarrod learned how crucial a role effective training plays in achieving success and look at him now! He’s made it to the top and he’s confident you can too.The specific topics that we cover in this episode address how to implement consistent training so that automotive sales professionals can be more and do more. These topics all require work, and that’s likely why many people give up on them and never reach their potential in the car business.We want you to achieve more!More Specifically, You’ll Hear About:How to properly do training inside the dealership How to hold your team accountableWhy turnover can be a good thingWhy most people won’t achieve their definition of success inside the car businessHow to achieve your goals and dreamsHow to increas- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Tracy Myers: Giving a Wow Experience To Your Employees
The Dealer Playbook Episode 3 In the dealership business, your team’s attitude is crucial. Today's automotive consumers are smart. They know when you’re being sincere, and they know when you’re feeding them a line of bull. Dive into this episode with one of the automotive industry’s top experts, Tracy Myers from Frank Myers Auto Maxx in Winston Salem, North Carolina. In this dose of the Dealer Playbook, learn some of Tracy’s key rituals and tips that propel his dealership toward constantly creating a positive work environment for his employees, resulting in a phenomenal experience for his customers. Tracy gives the play by play on how to build a thriving, positive dealership culture. Keeping your service teams motivated not only creates a better dealership environment, but it sells more cars and repeat services. When you amp up your dealership culture so your staff is genuinely excited about your products, that energy is contagious. Before long, you’ve gained long-term customers who are pumped to be doing business with you. Tracy is an undeniable expert when it comes to creating a ‘Disney World’ kind of experience for every single person standing within his dealership property, but he’s quick to admit it’s a huge waste of time if your staff isn’t completely on board and proud to be a part of the team efforts.. As a dealer principal or any level of manager, you have the power to directly affect your employee’s work experiences and job satisfaction. Making changes as simple as showing interest in their personal lives and getting to know your team members can have an amazing affect on their attitude and commitment. If your team doesn’t support your dealership’s message and objectives, all the sales training and product education in the world is worthless.Tracy Myers Facebook:https://www.facebook.com/frankmyersauto?fref=ts Tracy Myers Twitter:https://twitter.com/RealTracyMyers - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Craig Lockerd: Recruiting Tips for Automotive Dealerships
The Dealer Playbook Episode 2 If you want to pack your dealership with elite professionals, there’s no way to cut corners on building a disciplined recruitment strategy. Hiring someone who doesn’t fit your dealership culture or who isn’t qualified hurts your team. You’re only as strong as your weakest player. Craig Lockerd is a top expert when it comes to automotive recruiting. His professional recruiting company, Automax Recruiting, is the industry's number one source for finding and hiring quality people to add to your dealership team. In this dose of the Dealer Playbook, recruiting expert Craig Lockerd reveals some key recruiting strategies. Craig discusses every step of the recruiting process, from the interview, right down to actionable tips on how to sift out the good applicants from the bad ones. In Craig’s 15+ years of recruiting experience, he’s seen way too many auto dealers tailoring the interview process around their applicants, instead of creating a rigid interview process that’s right for their dealership and sticking to it. But before the interview can happen, you need to know how to get qualified resumes in your hand. Craig discusses some universal “super strategies” that any dealership could start implementing to increase ROI on their recruiting efforts, including shaping your initial ‘help wanted’ ad to bring in more motivated individuals. For more on how to turn up the volume on your hiring efforts, check out Craig’s Automax Recruiting website. Check Out Automax Recruiting on Facebookhttp://www.facebook.com/automaxtrainingandrecruiting Craig's Personal Facebookhttp://www.facebook.com/craiglockered Craig's Cell Phone609-571-1152 Automax Recruiting and Training 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
Building A Team Culture In Your Dealership
Dealer Playbook Episode 1 It’s no secret that in today's automotive market, providing a "Wow Experience" for shoppers is an absolute must. Car dealers all over the world invest tons of money and time in making sure customers are taken care of and are getting a top-notch shopping experience. We try so hard to provide the ultimate shopping experience for our customers, but let’s switch our thought process. What are we doing to create an incredible dealership culture that inspires and energizes our internal team? Keeping your people motivated, engaged and happy all ties back to the dealership’s internal culture. Every dealership has a culture - it’s the way your employees feel when they come to work, good, bad or indifferent. What is your dealership’s culture like? If you don’t know, it’s probably not a good. It’s a simple, yet powerful, concept - if your team is happy and each member feels a sense of satisfaction in their individual roles, they’ll perform better. Yet so many employers, especially in the automotive industry, aren’t putting energy and resources into into creating that ideal positive, motivating environment. Keys to building a dynamic dealer culturePersonnel, from top to bottom, shares the same goal. There is team “buy in” and everyone supports the underlying message and objectives. A recruitment strategy that targets premium, dynamic team members Education. Empower your team with resources and knowledge. Ongoing education is an important part of any career growth and individual development. Collaborate with your entire team. Encourage creativity and idea sharing. Create an environment where your team feels comfortable and safe sharing their thoughts and opinions. Buy in is key. From the dealer principal to the clean up crew, everyone has to be onboard with your message and goals. Without buy in, employees will never become brand evangelists, sharing the message and inspiring others. Once you have the workplace culture ‘recipe’ complete, your team will be the greatest form of marketing you have. They will proudly, with no hesitation, spread the message of your dealership’s greatness. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook