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)
Ep. 640 - How AI and Google Are Shaping Dealership Success With Dave Spannhake
Welcome back to The Dealer Playbook Podcast! Today, we’re diving into a conversation that’s been setting the internet on fire: Is AI spelling the end of Google as we know it?I’ve brought in my friend and digital marketing expert, Dave Spannhake from Reunion Marketing, to help us cut through the noise, separate fact from fiction, and give you a clear picture of what’s really happening in the world of search, AI, and dealership marketing strategies.We’ve all seen the headlines, heard the hype, and maybe even felt a little panic creeping in. But here’s the thing: amidst all the noise, there are real, practical insights that can help your dealership not just survive—but thrive—in this evolving landscape.Dave brings his signature mix of data-driven insights, relatable stories, and no-nonsense advice to break down how dealerships might unknowingly be overspending on ads, where the real opportunities in SEO lie, and why the human touch still matters in an AI-powered world.- - - This Episode's SponsorFlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 639 - Stop Selling Cars, Start Creating Experiences, With Bob Welby, INFINITI USA
In this episode, I’m sitting down with Bob Welby, Senior Director of Operations at INFINITI USA, to break down how small, thoughtful touches can make a massive impact. (Spoiler: It’s not about throwing money at the problem—it’s about paying attention.)Let’s be real: Customer experience gets tossed around at every conference like it’s some big, shiny secret. But what does it actually mean to deliver an experience that turns a one-time buyer into a lifelong fan?Here’s what we dive into:Why dealerships spend way too much trying to overcompensate for operational inefficiencies—and how to fix it.INFINITI’s new My INFINITI Expert initiative—sending someone to your house after purchase to walk you through the car again.The magic of thoughtful hospitality: Why anticipating your customer’s unspoken needs can set you apart—and no, it doesn’t require a “big” budget.- - -This Episode's SponsorAutoFi is Heading to NADA 2025! That’s right—AutoFi will be at NADA 2025 in New Orleans, and you don’t want to miss it! Swing by booth #4219 to see how their all-in-one showroom solution can help you sell smarter, not harder. From payment calculations to F&I, they’ve got everything you need to close deals faster and protect your profits. Want to skip the wait? Pre-schedule a meeting at autofi.com/nada2025 and get ready to level up your dealership game! - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 638 - Leads Aren’t the Problem—Your Process Is, with Paul de Vries
In this episode my guest is Paul de Vries—who’s basically the Netherlands’ MVP of automotive processes—joins me to talk about how he’s using AI, automation, and a whole lot of common sense to transform the customer journey. Now let me ask you: What’s the point of having the flashiest marketing if your in-store processes are crumbling like a stale cookie? That’s exactly what we’re tackling in this episode with my buddy Paul de Vries. Now, Paul isn’t just some random dude; he’s basically the king of lead handling in the Netherlands (think fewer wooden shoes, more cutting-edge processes). And trust me, you’re gonna want to hear what he has to say.We cover how dealerships can tighten up their processes, reduce wasted time, and actually connect with customers in meaningful ways. And when I say meaningful, I’m talking response times of under three minutes. Yep, you read that right—three minutes. Let that sink in.Oh, and it’s not just tech talk. We also get into the softer stuff, like building a personal brand on LinkedIn, why staying authentic is non-negotiable, and how a 99-year-old buying a microcar for “the future” left us both questioning our life goals.- - -This Episode's SponsorSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 637 - The ROI of Creativity in Dealership Marketing With Nathaniel Greklek
Let me ask you this: have you ever seen The Office and thought, “Man, I wish someone made this...but for car dealerships”? Well, buckle up because that’s exactly what my buddy Nathanael Greklek and his team at Mohawk Auto Group did. They’ve created a mockumentary series that’s hilarious, relatable, and—get this—even features General Motors’ CEO, Mary Barra. Yup, that Mary Barra.In this episode, we go deep into the behind-the-scenes madness of bringing their dealership sitcom to life. Spoiler alert: it involves ducks, lots of laughs, and some of the most creative storytelling you’ll ever see in the auto industry. But this isn’t just about having fun (though there’s plenty of that). Nathanael drops absolute gold on how dealerships can use content to build trust, showcase culture, and make people actually want to do business with them.- - - This Episode's SponsorGet Your Vehicles Moving Faster with Auto Hauler ExchangeAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.- - -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 Gratitude Taught Me About Life, Business, and Big Wins
Hey hey, what’s up, DPB Gang? It’s Thanksgiving Day, and I’ve got a little something special for you. First of all, happy Thanksgiving! Can you believe we’ve been on this Dealer Playbook ride together for almost 11 years now? Eleven years! That’s wild. And I just wanna say—I’m so grateful for you. Whether you’ve been here since episode one or you’re jumping in today, you mean the world to me.Now, let me tell you why you this episode is special to me. This isn’t your typical “here’s what I’m thankful for” chat. Nope. Today, I’m unpacking something that’s become a game-changer for me: gratitude. But wait—don’t roll your eyes yet, okay? I’m not talking about fluffy, feel-good platitudes. I’m talking about how practicing gratitude every day has made me more efficient, more focused, and way more clear on what actually matters.So grab a coffee, a turkey leg, or whatever you’re doing today, and let’s hang out for a bit.Thanks, For tuning in!If you enjoyed this episode, support us by clicking the links!Connect with Michael CirilloConnect with Michael on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 636 - Dealership Growth Hacks: Beyond ‘Sell More Cars’ With Louie Herron
What does it really take to turn a struggling dealership into a thriving success? Is it strategy? Leadership? Or something deeper, like belief systems?In this episode, Louie Herron, a seasoned dealership operator and trainer, breaks down the Success Wheel—a leadership framework that shifts mindsets, inspires teams, and creates measurable growth. Louie shares transformative insights into building sustainable success while addressing the industry's toughest challenges.Louie isn’t just a dealership veteran; he’s a transformational leader who has turned struggling stores into thriving operations. He’s walked the walk—from owning and operating dealerships to consulting leaders on how to drive real, sustainable results.“If your team doesn’t believe in the vision, no amount of process or strategy is going to save you.” – Louie HerronThis isn’t just a conversation; it’s a playbook for anyone who’s ready to break out of “business as usual” and start seeing results.- - - This Episode's SponsorGet Your Vehicles Moving FasterAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 635 - Turn Setbacks into Success With Adam Marburger
Have you ever looked in the mirror and thought, “Am I the problem?” Or perhaps you've felt that inner urge to redefine what success means for you, but didn’t know where to start.In this episode of The Dealer Playbook, I sit down with Adam Marburger—CEO at Ascent Dealer Services-Co founder at Dental Protection Group-Best Selling Author-Brazilian Jiu Jitsu Black Belt. He’s here to talk about something we all face but rarely admit: sometimes, we’re our own worst enemy. Adam’s journey from self-destruction to success is nothing short of a playbook for breaking through your own barriers.In this episode, Adam pulls back the curtain on what it took for him to stare in the mirror and say, “You’re the effing problem.” And trust me, it’s not the kind of conversation that ends there. This is about taking radical ownership, redefining success, and letting go of the toxic voices in our lives.This one’s raw, unfiltered, and straight from the heart. If you’re feeling stuck or just need a reminder that setbacks don’t define you, this is your episode.- - -This Episode's SponsorSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 634 - Fixed Ops Is The Key to Higher Dealership Profits With Ed Pizzigati
This week, I sit down with Ed Pizzigati, Parts and Service Director at Johnson Automotive Group, to unpack why fixed ops often takes a backseat to sales—and why that could be costing dealerships big time.Ed reveals the hidden potential of fixed ops, from boosting profits to increasing customer retention. We explore:Why fixed ops can be a dealership’s goldmineThe cost of disconnect between sales and serviceStrategies to align service teams with a shared visionBuilding loyalty through real connections in the service laneIf you’re ready to make fixed ops your dealership’s secret weapon, this episode is a must-listen!- - -This Episode's SponsorFlexDealer Need Better Quality Leads? FLX helps car dealers get better quality leads through localized organic search and highly-targeted digital ads that convert. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
When A.I. Gets Scary Good
Hey, DPB gang – buckle up for a spooky one because this episode is about to blow your mind. Ever felt like tech was moving so fast it was downright freaky? Well, I just stumbled onto something that left me feeling like my grandpa the first time he saw a cell phone. I’m talking about Google’s Notebook LM, an AI tool that’s honestly one step away from holding full-blown conversations like your favorite talk show hosts. Yeah, I threw my Don't Wait, Dominate book into this thing and hit play...and what came out? Pure gold. It was like listening to two people banter back and forth about my own words with humor, depth, and all the personality in the world.In this episode, I’m pulling back the curtain on AI and its jaw-dropping capabilities for dealerships, marketers, and pretty much anyone ready to dominate in a digital world. Imagine a tool that doesn’t just spit back information but can generate full-on conversations based on the sources you give it. It’s spooky cool—especially if you’re an early tech adopter like me.But here’s the real kicker: the more we dig into AI, the more we see how critical it is to stay human in our approach. Think of it this way: while AI might be the powerful tool we need to cut through today’s noise, it’s still you that customers want to trust. So, if you’re worried about where this all leaves us as humans in the car biz, don’t be. There’s a way forward that lets us own the tech without losing the soul.Hit play for my deep dive into Notebook LM, wild stories about customer connection, and a few secrets on how to start creating lasting value in today’s world—using tech that’s anything but boring. Happy (AI) Halloween, my friends!Thanks, For tuning in!If you enjoyed this episode, support us by clicking the links!Connect with Michael CirilloConnect with Michael on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 633 - Complacency is Killing Dealerships, With Todd Caputo
In this episode my guest is Todd Caputo—President of Todd Caputo Consulting and a guy who’s been in the trenches of this industry for decades.We dive deep into the state of the wholesale and retail markets, touching on everything from global politics to the looming used car shortage (spoiler alert: it’s coming, and you’ll want to be ready). Todd shares his no-nonsense take on what’s affecting our industry right now—like skyrocketing gas prices, the impact of natural disasters, and the financial squeeze on consumers.But this episode isn’t just about market analysis. We also get real about something that doesn’t get talked about enough: complacency. Todd breaks down how post-COVID, many dealerships have fallen back into lazy habits—and how that’s costing them big time. We talk about the importance of emotional intelligence, hustle, and why listening to your customers might just be your secret weapon in an AI-driven world.Here’s the thing, folks—if you’re not thinking about where your business is vulnerable, you’re already behind. Todd drops some serious knowledge bombs on how to run a lean, mean operation and why leadership starts with holding yourself accountable before you can lead anyone else.You won’t want to miss Todd’s perspective on where the industry is headed and how to stay one step ahead. This is an episode full of wisdom, humor, and some hard-hitting truths that will leave you thinking long after it’s over.- - -This Episode's SponsorMore Dealers Are Choosing To Partner with FlexDealerThey help car dealers get better quality leads through localized organic search and highly-targeted ads that convert.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 632 - How to Cultivate a High-Performing Dealership Team, With Ryan Rohrman
What does it truly mean to build a legacy, and how do you balance that legacy with modern-day leadership challenges? Can tradition and innovation coexist in a way that fuels success? In this episode of The Dealer Playbook, I sit down with Ryan Rohrman, CEO of Rohrman Automotive Group, a third generation leader to unpack the strategies behind leading one of the most successful family-owned automotive groups in the country.What We Discuss in This Episode:Here’s the thing: Ryan didn’t just inherit his leadership role—he earned it by working his way up from the ground floor. Now, he’s running a 177,000 square-foot Honda store that’s breaking records. In our conversation, we dive into what it really takes to combine the power of legacy with a modern approach to leadership, hiring, and team culture.Curious about how to create a team that’s not only loyal but also highly motivated to grow your business? Ryan shares insights that will completely shift the way you think about your people and how to unlock their potential. You’ll learn how Ryan transitioned from being hands-on in every aspect of the business to empowering 1,500 employees to operate at their best. And trust me, it’s not about micromanaging—it’s about leading by example, with purpose and authenticity.Oh, and you’ll hear the incredible story of how Ryan finished a project his grandfather started—a massive Honda dealership that’s now the largest in the world. It's a lesson in vision, perseverance, and how to honor the past while building the future.- - - This Episode's Sponsor is AutoFISell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 631 - How to Turn Your F&I Department Into a Profit Powerhouse, With Dave Perriton
In this episode, my guest is Dave Perriton, Regional Vice President at RoadVantage, to dive deep into one of the most misunderstood parts of the car-buying experience—F&I (Finance & Insurance). Now, I know, the moment customers hit the finance office, things can get a little... disconnected. But what if I told you there’s a way to turn that final step into the most seamless, trust-building moment of the entire process?Here’s what you’ll learn:Why 95% of dealerships are making F&I harder than it needs to be (and how you can flip the script).The hidden mistakes that make customers feel disconnected right when you’re supposed to be closing the deal.How a simple shift in focus—from products to people—can explode your F&I revenue.This isn’t just theory—these are real, actionable strategies that can make your F&I office the most powerful tool in your dealership’s arsenal. And trust me, you won’t find this stuff in textbooks.So if you’re looking to level up your dealership’s F&I game and turn your finance department into a customer magnet, this one’s for you. Buckle up, because we’re not just talking business—we’re talking about transforming the way you connect with your customers.- - - This Episode's Sponsor is FlexDealerFlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 630 - The Truth About Vehicle Logistics, With Royce Neubauer
In this episode, I’m discussing a topic that’s rarely on the surface of our minds but impacts every single part of the car business—vehicle logistics. I had the chance to sit down with Royce Neubauer, the brilliant founder of Auto Hauler Exchange, to uncover some real truths about how the logistics world operates (or, in many cases, doesn’t).Here’s the deal: What if the very thing you thought was helping your business was actually the one thing holding it back? Yep, Royce admits that brokers—like him—have often been the ones blocking progress. But instead of accepting that as the norm, he did something radical: he set out to eliminate the broker."The problem in vehicle logistics is the broker—we're the ones blocking collaboration."We’re talking about the Amazon effect, how dealers can expand beyond state lines with ease, and why now—more than ever—the car business needs to rethink how we ship vehicles. You’ll hear how Royce’s platform is helping dealers save 15-20% on logistics costs while allowing carriers to fill up their trucks and boost their revenue.This episode is packed with insights you won’t hear anywhere else. If you’ve ever waited weeks for a car to be delivered or felt frustrated by the inefficiencies of moving vehicles around the country, this conversation is going to open your eyes."We need to eliminate ourselves from the equation so that dealers and carriers can collaborate directly. That’s the only way forward."The best part? Royce is building a system that doesn’t just fix today’s problems—it’s preparing dealers and carriers for the future of logistics. Think of this as a behind-the-scenes look at how the vehicles we buy and sell actually get to their destination.If you want to know how you can save big, move faster, and work smarter, this is the episode for you.- - - This Episode's SponsorGet Your Vehicles Moving FasterAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 629 - How to Sell More Cars Without the Pressure, With Vinnie Moya
You know those stories that start with, "I never thought in a million years I'd end up here?" That’s exactly how my conversation with Vinnie Moya kicks off, or as the world knows him—Vinnie the Car Guru. Now, let me tell you, this guy's story is wild. We’re talking about a guy who went from trucking to top-performing automotive sales pro in a matter of years, and he’s dropping knowledge bombs left, right, and center.Vinnie’s got this knack for spotting opportunity where others see roadblocks, and honestly, his journey is packed with lessons for anyone looking to build a personal brand that stands out in today’s automotive landscape. We get real about everything from creating a no-pressure sales environment to the power of embracing new trends (spoiler: he’s a big believer in EVs).If you've ever wondered how to genuinely connect with customers, turn social media into a powerhouse for sales, or leverage your strengths to carve out your unique space in a crowded industry, this episode is your guidebook.But what really stood out to me—and I think you’ll appreciate this—is how Vinnie talks about creating a no-pressure environment for his clients. In an industry that’s often stereotyped as pushy, his approach is a breath of fresh air. His approach to sales isn’t about pressure—it’s about providing an experience that makes people feel good about their decisions. And trust me, there are gems in this episode that you’ll be able to apply the next time you’re on the lot or connecting with a customer.- - -This Episode’s SponsorFlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - -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 Car Sales Strategy Your Competitors Don't Know About
Hey gang, welcome to another episode of MC on the MIC—and trust me, this one’s gonna blow the lid off your sales and service game. We’re diving into a strategy that’s so simple, you’re going to wonder why you haven’t been doing it all along. No fluff, just straight talk.Look, we’ve all been there. Overcomplicating things, chasing the next shiny object, wondering how much more we need to throw at ads just to stay in the game. But here’s the truth: the competitive advantage you’ve been looking for is already in your backyard. Literally. In this episode, I’m breaking down how you can leverage something as simple as Facebook groups (yes, Facebook) to build real, meaningful connections with people in your community—without ever coming across like that pushy salesperson.And guess what? Your competitors aren’t doing this, which makes it all the more powerful. It’s hand-to-hand combat, human-to-human interaction, and I’m walking you through every step. By the end of this, you’ll see how this ridiculously easy strategy can position you as the go-to person in your market.- - - This Episode's SponsorFlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 628 - How Car Dealers Create Unreasonable Hospitality, With Michael L. Wood
In this episode my guest is, Michael L. Wood, General Manager at Checkered Flag Jaguar Land Rover VW, to unpack something that I think everybody in business should be paying attention to: unreasonable hospitality.What does that even mean, right? Well, think about it this way: How often do you leave a place (whether it’s a restaurant, a store, or even a dealership) feeling like they actually cared about you, like they went beyond the sale to make your experience truly unforgettable? Probably not often enough. But Michael’s figured it out, and let me tell you, it’s changing the game in the auto industry.In this episode, Michael shares how he’s using small, thoughtful actions to create a lasting impression on his customers—and how it’s leading to loyalty and referrals like you wouldn’t believe. We talk about everything from using social media to better understand clients before they even walk through the door, to the importance of leadership that empowers your team to think for themselves.- - - This Episode's SponsorGet Your Vehicles Moving FasterAlright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 627 - Promote Your Dealership Employees From Within, With Sam D’Arc.
In this episode, my guest is the COO of Ziegler Auto Group, Sam D’Arc, and trust me when I say this is not your typical conversation about selling cars. In fact, we’re not talking about selling cars at all. Sam and I dive deep into what really makes a dealership thrive—and spoiler alert—it’s not just about inventory or car payments. But here’s the deal: Sam and I go beyond the sales floor and get into what really makes an auto group thrive. We’re talking culture, passion, and what it means to create a lifelong love affair with your people. Imagine walking into a dealership where the focus is on celebrating employees living their best lives, not just pushing numbers. We dig into how Ziegler is making that happen across 41 rooftops and what it means to foster an environment where people can grow, evolve, and find their calling—whether it’s turning a wrench or syncing someone’s Bluetooth. But more than that, this episode is about breaking the mold—how treating your employees right leads to treating your customers right, and why chasing a journey with no end might just be the key to lasting success. You’ll walk away from this one inspired, with a fresh perspective on leadership, culture, and the power of doing business differently. Plus, I threw in a couple of listener questions, including one about Sam’s favorite failure that will hit home for anyone who's ever faced a setback.- - -This Episode's SponsorSell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 626 - How To Sell More EV's In 2024, With Moose Pohyar
In this episode my guest is Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. Now, if you’ve been with me on this journey for a while, you know I love diving into the stories of folks who’ve turned what some might call just a job into a fulfilling career. Moose is one of those people.What I love about this conversation is how Moose doesn’t shy away from the real challenges dealers face today, especially when it comes to selling EVs in rural markets. We’re talking about a guy who’s increased his EV sales by 300% in just over a year—no small feat, especially when you consider the skepticism that still exists around electric vehicles. Moose shares the exact strategies he used to get there, from dealership staging to heavy-duty product knowledge training, and even how he’s been able to flip the narrative on EVs in an area where gasoline and diesel have been king for decades. Moose also shares his thoughts on the future of the automotive industry, and let’s just say, if you’re wondering what the next big thing in car sales is, this episode is for you. Plus, we get into some real talk about what it takes to stay ahead in this business, especially when the landscape is changing faster than ever.- - -This Episode's SponsorFlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 625 - Every Car Dealer Needs This One Marketing Strategy, With Charles Cannon
In this episode my guest is Charles Cannon, General Manager of BMW of West Houston, to unpack the strategies that have kept him at the top of his game for over a decade. Charles is the kind of guy who’s not just in the car business; he’s mastered the art of it. We’re talking about how to truly dominate your local market, not with the latest fads, but with tried-and-true strategies that have stood the test of time.Charles shares his journey from seeing car sales as just a job to embracing it as a lifelong career, offering insights that are as relevant today as ever. We also discuss how to overcome the fear of video marketing, the importance of treating customers like guests, and how to navigate the current economic challenges with integrity and professionalism.Key Takeaways:The critical role of consistency in long-term success.How to build meaningful customer relationships in a digital world.Practical tips for overcoming the fear of video marketing.Navigating economic challenges with a positive mindset.- - -This Episode's SponsorFlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth. - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ep. 624 - Your Dealership’s Success Desperately Depends On Business DNA, With Tim Hayden
This week's episode is one of those conversations that gets you thinking on a deeper level about your business and where it’s headed. I had the pleasure of sitting down with my good friend Tim Hayden, the CEO of Braintrust Partners, and let me tell you, this is one you don’t want to miss.You know how we always talk about growth and pushing the boundaries? Well, Tim takes that to a whole new level by diving into what he calls your business’s DNA. We’re not talking about generic best practices here—this is about understanding the unique factors that make your dealership tick. Think of it like getting under the hood of your business and fine-tuning it for maximum performance.Tim’s got some serious chops in the world of data and AI, and he’s all about using that to help businesses like yours transform and thrive. We dig into the nuts and bolts of how to leverage your data, not just to survive, but to absolutely crush it in today’s market. And trust me, if you’ve ever felt that initial sticker shock when thinking about investing in new technology, Tim’s got some solid advice on how to get past that and see the bigger picture.- - - This Episode's SponsorMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Top Tip For Getting More Attention Than Your Competitors
Hey there, DPB gang! Welcome to episode 2 of MCEEEE on the MIC! Today, I’m peeling back the curtain on a tool that’s been right under our noses, totally free, and shockingly underutilized—Google Business Profile.If you’ve been with me for a while, you know I'm all about cutting through the noise to bring you tactics that are not just buzzworthy, but actually deliver. And let me tell you, today’s episode is a real treasure trove. We’re diving deep into how to harness the full potential of Google Business Profile to skyrocket your local marketing—without spending a single dime.“Being half Italian, half Portuguese, there’s an inner battle happening all the time. The Italian in me wants the best money can buy; the Portuguese in me wants it for free.”Join me as I break down why this isn't just another tech tip but a major game changer for boosting your local visibility. I’ll be sharing some personal stories about how simple strategies turned into big wins and why I think you’re going to love experimenting with these tactics just as much as I have.What you’ll learn:How to effectively use your Google Business Profile to enhance local SEO.Simple tweaks to your profile that can make a massive difference in visibility.Creative ways to engage with your community and build a memorable brand presence.And hey, because I value our time together, I promise to keep it snappy, practical, and as always, full of the energy you’ve come to expect. Grab your coffee, and let’s make some magic happen.Thanks, For tuning in!If you enjoyed this episode, support us by clicking the links! Connect with Michael CirilloConnect with Michael on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! CLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Greg Gifford: Why Your SEO Strategy is Failing
There’s a good reason that many companies have SEO experts on their teams and spend resources and money on using the tactic in marketing activities. Well, in this episode Greg Gifford is here to help us understand why that is and why we should too.Greg Gifford is not just a name in the SEO world; he’s a force to be reckoned with. As the COO of Search Lab Digital, Greg has shared his expertise globally, helping businesses enhance their online presence. Known for his engaging and practical approach to local SEO, Greg is the go-to guy for anyone serious about mastering the art of search engine optimization.What We Discuss In This Episode:In this episode, Greg Gifford and I dive into the ever-changing world of SEO. We kick things off by talking about the evolution of SEO and how it's been as unpredictable as the Marvel Universe, emphasizing the importance of staying agile and innovative to keep up with Google's algorithm updates.While there's a lot of buzz about AI's impact on SEO. Greg demystifies these claims, explaining why AI tools are not the ultimate game-changers some believe them to be. "AI isn't the magic bullet for SEO. It's a tool that needs careful handling and human oversight to ensure quality."Content is king, but context is the emperor. Greg stresses the necessity of creating valuable, relevant content that answers your customers' questions. "Anticipating customer questions and providing those answers is crucial," he says. We explore beyond keyword stuffing to a more holistic approach, aiming to help your business stand out and foster deeper engagement with your audience.Thanks, Greg Gifford!If you enjoyed this episode featuring Greg Gifford, support us by clicking the links! Connect with Greg Gifford on LinkedInListen to the full episode for insights and context from Greg Gifford! ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ryan Stewman: How to Negotiate and Close a Car Deal
Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales. In this special rewind episode, we revisit a timeless conversation with Ryan Stewman. Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces. What We Discuss in This Episode: We start by digging into what really sets a closer apart from just a salesperson. Trust me, there's a big difference. Ryan shares why being a closer is about more than just making the sale—it's about sealing the deal and getting paid.Ryan doesn’t pull any punches when it comes to the stereotypes that plague our industry. He talks about how to rise above the negative perceptions and build genuine trust with your customers. His approach is all about honesty and transparency—being real with people so they can be real with you.One of the standout moments in our chat is when Ryan breaks down the art of persistence. He shares some killer examples of how sticking to your guns can turn a no into a yes. This is about mastering those tough conversations and never shying away from asking for the business.Play the game Not only is it vital to know the game you're playing, but you need to be willing to play it. It's crazy how many car pros complain about the negotiation process when working a car deal, but that's just part of the game. If you take the time needed to know how to navigate the game, your chances of winning increase exponentially. Thanks, Ryan Stewman!If you enjoyed this episode featuring Ryan Stewman, support us by clicking the links! Connect with Ryan Stewman on LinkedinListen to the full episode for insights and context from Ryan Stewman⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Glenn Lundy’s Blueprint for Dealership Success
Hey gang, welcome to this episode! Today, we’re not just in any studio – we’re recording right from inside the new 800% Elite Auto dealership with none other than Glenn Lundy himself.Glenn Lundy is a trailblazer in the automotive industry with a refreshingly unconventional approach to running dealerships. As the founder of 800% Elite Auto, he has pioneered a unique integration of leadership development and media into his business model. Glenn’s mission is clear: to transform the car buying experience and dealership culture by putting people first. What We Discuss In This Episode: In this episode, we discuss Glenn Lundy’s transformative vision for 800% Elite Auto. Glenn shares that his dealership would be a leadership development academy first, a media company second, and a car seller last. This revolutionary approach shifts the focus from just moving vehicles off the lot to nurturing and empowering leaders, ensuring that the dealership’s success is built on a foundation of strong, capable individuals.We also discuss why the podcast studio was the first priority in the dealership, while also discussing the key habits that help him recognize and seize opportunities, the importance of a morning routine, acting with urgency, and assessing opportunities quickly. One of the most intriguing aspects of Glenn’s method is his no-schedule policy. He explains how this policy fosters a culture of responsibility and high performance. By treating team members as adults, this approach challenges traditional workplace structures, emphasizing trust and empowerment over micromanagement. Thanks, Glenn Lundy!If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links! Connect with Glenn Lundy on LinkedinListen to the full episode for insights and context from Glenn Lundy⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! Connect with Michael CirilloConnect with Michael on LinkedInCLICK HERE to learn more about The Dealer Playbook! More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
We're Building a New Dealership from the Ground Up!
So a month and a half ago, Glenn Lundy, President of 800% Elite Automotive Club, called me. He said "Michael, I have the opportunity to build a dealership from the ground up, but I want it to be different. I want it to be a leadership training company that just so happens to sell cars." A few days later, he calls me back. He says. "It's happening, Do you want to be involved?" My immediate response? Heck yes! There I said it, we're building a dealership from scratch!For those who may not know, Glenn was the general manager of the highest-volume Chevy store in America. He grew that store's sales by 800% in just five years, selling thousands of vehicles per month in a small town. When Glenn left the dealership, he founded the 800% Elite Automotive Club, teaching others how to achieve similar success.This episode is packed with insights on how we're transforming the dealership model.We're rethinking everything about how a dealership operates. We’re embracing the mess, finding innovative solutions, and redefining what a dealership can and should be. This episode will give you a sneak peek into our thought process, challenges, and the exciting journey ahead. If you’re in the automotive industry or just love a good underdog story, this is a must-listen.Thanks, For tuning in!If you enjoyed this episode, support us by clicking the links! Connect with Michael CirilloConnect with Michael on LinkedIn⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! CLICK HERE to learn more about The Dealer Playbook! Sell Smarter, Not HarderAutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook