The Dealer Playbook
Michael Cirillo
Updated about 17 hours agoThe Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one.
Are you the creator? Get your badge · Claim this podcast
Episodes (716)
Andrew Myers: How To Win Customers with Video Content
Andrew Myers is the owner of Parachute Video Ads. Andrew began in sales and marketing from as young as the age of 16 years old, selling toys door to door which eventually led him to stumble into the world of selling cars at staffed event sales all over the country. This led to the founding of a renowned video studio in Seattle, What's Next Media, which focused on automotive sales videos, eventually acquired by an automotive advertising firm.His next venture revolutionized video advertising. Instead of one-off ads, Andrew crafted a system of interconnected videos that mirrored natural sales conversations, benefiting small businesses. Andrew's dedication to training and simplifying video content creation removed barriers for businesses and individuals.What We Discuss In This Episode:The Power of Good Content: Andrew emphasizes the importance of being the arbitrator of good content. Discover how AI can assist in content creation but why it's your subjective judgment that ultimately defines success. Learn why quality content will always shine through. Overcoming Sales Challenges: Uncover the secrets of effective personal branding in automotive sales. Andrew shares strategies that help salespeople connect with their audience, build trust, and inspire action. Learn why it's not about being 'too ugly for video,' but about delivering value to your customers.The Process Matters: We stress the significance of having a streamlined process in place for video creation. Learn practical techniques for creating engaging videos, including the 45-second testimonial that hits multiple targets with one shot.The Humility Effect: Understand the power of humility in today's digital landscape. Discover how sharing customer stories and allowing customers to participate in the conversation can boost your personal brand and dealership's reputation.Sales Through Service: Explore the idea of selling through service. Andrew shares how adopting a service-oriented approach and putting the customer's needs first can drive sales and lead to long-term success.Keeping the Connection: We discuss the importance of maintaining a connection with your customers over time. Learn how to leverage video to keep your dealership top of mind and build lasting relationships.The Power of a Personal Brand: Explore the profound impact of personal branding, as exemplified by Robert Weissman, and why it's crucial in the automotive industry.With a personal brand, there are so many ways to increase your income, find a position within a dealership and increase profitability to the store, which creates a win-win situation for everyone.Listen to the full episode for insights and context from Andrew Myers! ⭐️ 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! Thanks, Andrew Myers!If you enjoyed this episode featuring Andrew Myers, support us by clicking the links! Connect with Andrew Myers on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
SPECIAL ANNOUNCEMENT: Don't Miss This!
Imagine an automotive conference that is as much educational as it is fun. Imagine not only getting to learn from the speakers but also networking with them! I'm talking about speakers like Jesse Cole, the owner of the Savannah Bananas baseball team, and Dr. Nicole Lipkin; a renowned Psychologist and leadership consultant. I'm also talking about industry juggernauts like Patrick Abad, Liza Borches, and dozens more. ASOTUCON is a one-of-a-kind automotive conference, and for a limited time, DPB listeners get access to 50% off! Visit https://www.asotucon.com and use code: thedpb to claim 50% off now. It's a no-brainer, gang. Will I get to see you there?- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Janae Andrews: How To Sell More Cars At Your Dealership
Janae Andrews is the Sales Leader at Andy Mohr Chrysler Dodge Jeep Ram. In this episode, we dive into Janae's journey, uncovering the secrets behind her remarkable success and her unique approach to car sales.In less than 3 years, Janae Andrews went from selling appliances at a local electronics shop to becoming one of the country’s top automotive salespeople. This Hyundai seller works on the floor and averages upwards of 50 deals per month, including monster months like June of 2020, which saw Janae put more than 70 vehicles on the road. Just as impressive as her skills is that her sales are achieved without the help of assistants.Although she is a car-selling superstar now, her automotive career didn’t get off to a great start. Janae said that, at first, she hated the car business. This could be because she didn’t quite grasp the process of selling cars. In her previous line of work - selling appliances - customers tended to do business on the same day. Often, car shoppers require more nurturing. It was a whole new experience. In order to build her own customer base, Janae began to market herself within her local community. Ensuring that the people she comes in touch with know she sells cars is a cornerstone of her marketing plan.“Every contact is a potential contract.”Her personal touch marketing didn’t stop there. Other forms of creative advertising - sponsoring birthday parties, for example - help spread her reach within the community. She also uses social media as a promotional platform.Once these new shoppers come to the dealership, they are introduced to a personalized, yet speedy, sales process. Janae is usually able to turn these shoppers into buyers in under 90 minutes. This rapid turn-around is a win-win: Making deals quickly allows Janae to sell multiple cars in a single day. Customers likely appreciate the fast sale, as time spent in a dealership is usually called out as a buyer pain point.Thanks to a creative marketing plan, a dynamic personality, and sales skill that are off the charts, it should come as no surprise that Janae Andrews is now part of an incredible elite group of top performing sales people in the country.Tune in to discover what it takes to be driven, determined, and destined for greatness in your career.Listen to the full episode for insights and context from Janae Andrews! ⭐️ 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! Thanks, Janae Andrews!If you enjoyed this episode featuring Janae Andrews, support us by clicking the links! Connect with Janae Andrews on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore 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
Jesse Cole: The Car Buying Experience Should Be Longer!
Jesse Cole is the founder of Fans First Entertainment, which owns and operates the Savannah Bananas and the Party Animals. The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and at ballparks all over the country on their Banana Ball Tour. The Bananas have been featured on MSNBC, CBS Sunday Morning, Access Hollywood, HBO Real Sports, CNN, and ESPN.In this special edition, thanks to the Auto Collabs Podcast Me, Paul J. Daly and Kyle Mountsier engage in a thought-provoking conversation with the remarkable Jesse Cole, the genius behind the Savannah Bananas baseball team. If you think buying a car should be a chore, think again!We delve deep into the mind of Jesse Cole and uncover the secrets behind the remarkable success story of the Savannah Bananas. Discover how they transformed the traditional baseball experience into a two-hour extravaganza of non-stop entertainment, creating fans instead of customers.What We Discuss In This Episode:Redefining Customer Experience: We dive into the world of Jesse Cole, where customer experience isn't just about buying a product; it's about creating unforgettable memories. Creating Fans, Not Customers: Explore the concept of transforming customers into fans. Uncover how a remarkable experience can make your customers want to stay longer, engage more, and become advocates for your brand. Find out how Jesse's approach can revolutionize the automotive industry's perception.Eliminating Friction: Join the conversation on the importance of eliminating friction points in the car buying process. Understand how simplifying paperwork, streamlining processes, and providing convenience can lead to a car-buying journey that customers never want to end. Jesse shares his behind-the-scenes insights into the Bananas' journey, revealing their journey of eliminating friction points and frustrations in the customer experience. Attracting, Not Recruiting: Discover the power of attracting the right people who resonate with your vision. Jesse shares how being clear about your brand and values can magnetize individuals who resonate with your vision. Creating Unforgettable Moments: Unveil the magic behind creating unforgettable moments in your customer journey. Find out how Jesse's "Kiss Goodnight" can inspire you to add the perfect encore to your business interactions, leaving customers wanting more.Join us as we uncover the magic behind the Savannah Bananas' success and explore how their principles can revolutionize your business. Get ready to be inspired, entertained, and motivated to redefine customer experience.Want to hear more from Jesse? Catch him live at ASOTUCON. Grab your tickets here 👉 https://www.asotucon.com/ticketsListen to the full episode for insights and context from Jesse Cole! ⭐️ 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! Thanks, Jesse Cole!If you enjoyed this episode featuring Jesse Cole, support us by clicking the links! - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Stay Ahead of the Curve: Why Dealers Can't Afford to Miss ASOTUCON
In this episode we dive into the world of ASOTUCON joined by two industry heavyweights, Paul Daly and Kyle Mountsier. In this episode we kick things off with a question that's been buzzing in the minds of industry professionals: Why should ASOTUCON be on your radar? What sets it apart from the multitude of automotive conferences out there?ASOTUCON isn't just about workshops and panels; it's an experience. Live music, top-notch food, and a welcome reception at a dealership that boasts a state-of-the-art service department—now, that's something you won't find at your average conference.What to Expect at ASOTUCONA Hub for PractitionersASOTUCON draws inspiration from events like South by Southwest. It's not just about a single topic; it's where practitioners from different corners of the automotive industry converge. Here, you'll meet people who are deeply invested in their work, ready to share ideas and tackle industry challenges head-on.Fostering CollaborationThe keyword here is collaboration. ASOTUCON is where you connect with people who can help you find solutions to roadblocks and discover new approaches. It's about building relationships that last far beyond the event itself. It's not about collecting a stack of business cards; it's about forging lasting relationships with like-minded professionals.A Paradigm-Shifting Experience ASOTUCON isn't just another run-of-the-mill automotive conference. It's a game-changer. Imagine an event where industry professionals come together not only to share insights but to actively collaborate and create solutions. It's a place where you're encouraged to think differently, challenge the status quo, and explore innovative approaches to common industry challenges.Unique Learning Spaces ASOTUCON offers a diverse range of learning spaces. Whether you prefer keynote-style presentations in Studio One or lively panel discussions in Studios Two and Three, there's something to suit your learning style. These sessions cover a wide array of topics, ensuring you leave with a wealth of knowledge.ASOTUCON isn't just another conference—it's a movement. And if you want to be part of the future of the automotive industry, mark your calendars, get your tickets, and prepare for an unforgettable experience from September 25th to 27th. Don't miss ASOTUCON!Stay ahead of the curve, challenge the status quo, and join us at ASOTUCON. We'll see you there!Listen to the full episode for insights and context from Paul Daly & Kyle Mountsier! ⭐️ 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! Thanks, Paul Daly & Kyle Mountsier!If you enjoyed this episode featuring Paul Daly & Kyle Mountsier, support us by clicking the links! Connect with Paul Daly on LinkedInConnect with Kyle Mountsier on LinkedInGet Tickets: ASOTU CONConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Charles Cannon: How to Accelerate Growth In Your Automotive Career
Charles Cannon is the General Manager at Lexus of Serramonte. Charles Cannon developed a passion for the car business during his career of over 20 years. Along with Rules to the Game, he has also written a book called The 10 Things to Look for in a Professional Salesperson. Charles has been a high-producing salesperson, sales manager, and General Sales Manager throughout his career in the automotive industry.What We Discuss In The Episode:In this episode we explore Charles's journey from a serendipitous entry into the automotive world to becoming a prolific leader in the industry.Episode Highlights:From Sales to Leadership: The TransitionCharles reflects on the pivotal moment when he embraced the challenges and responsibilities of leadership. His insights into the transition from being a top salesperson to a manager shed light on the distinct skill sets required for both roles.Rafting a Personal Brand and Embracing Digital EvolutionCharles delves into his approach to personal branding and marketing, which sets him apart in the industry. His willingness to adopt new technologies and embrace social media early on highlights the importance of innovation and adapting to the evolving landscape.The Power of Transparent and Effective LeadershipCharles emphasizes the value of humility and transparency as cornerstones of effective leadership. He shares personal stories and lessons from his journey that underscore the significance of building trust, providing feedback, and genuinely caring for the well-being of team members.In a world where leadership lessons can often seem vague and distant, this episode brings you face-to-face with the riveting journey of Charles Cannon. From accidental beginnings to deliberate leadership, Charles's candid storytelling and poignant insights create an immersive experience that resonates deeply. Key TakeawaysThe importance of personal branding and innovation in the ever-evolving digital landscape.The distinction between being a top salesperson and an effective leader.The power of humility, transparency, and genuine care in leadership.Balancing personal well-being with professional success for optimal leadership performance.The value of embracing challenges, growth, and learning on the path to success.Listen to the full episode for insights and context from Charles Cannon! ⭐️ 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! Thanks, Charles Cannon!If you enjoyed this episode featuring Charles Cannon, support us by clicking the links! Connect with Charles Cannon on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Mathew Growden: Are Google Vehicle Ads Worth It?
Mathew Growden is the Head of Auto Retail Team and Answerer of Automotive Retail related questions at Google Canada.In this episode we dive deep into the world of Google Vehicle Ads. We explore the intricacies of this powerful marketing tool and uncover hidden insights that can reshape your dealership's strategies. Episode Highlights:In an era of shifting dealer practices and evolving consumer expectations, the automotive landscape has witnessed significant transformations. In this episode we delve into these changes and their implications for vehicle advertising. Understanding the Dynamics: How and Why Vehicle Ads WorkThe more precise the question and the answer, the more cost-effective the campaign becomes. This relevance leads to lower costs per click, more economical leads, and better business outcomes—a formula that spells success for dealerships.Cracking the Code: Unveiling the Benefits of Vehicle AdsThese ads not only offer cost advantages but also provide valuable data insights into consumer behavior through the sales funnel. Mathew explains how running vehicle ads compels dealerships to refine their data accuracy and merchandising strategies. It's not just about selling—it's about embracing data-driven operations and capitalizing on unexpected insights.The Journey of Value: How to Optimize Conversion ValuesMathew shares valuable insights on how dealerships can determine the worth of their conversions and align them with their business objectives. By assigning appropriate values to different conversion points, dealerships can ensure that their campaigns optimize for the right outcomes, delivering tangible results and avoiding the pitfalls of inadequate optimization.Why You Should Tune In:Are You Maximizing Vehicle Ads' Potential?Discover how Google Vehicle Ads aren't just about advertising; they're about data refinement and operational excellence. This episode uncovers how embracing the tool's features can enhance your dealership's entire online presence.Unlocking Strategic Insights:Unearth the subtle yet impactful nuances of vehicle ads, from naming conventions to data enrichment. Learn how paying attention to the finer details can be the key to unlocking strategic insights and driving greater consumer engagement.Beyond the Surface:Explore beyond the surface of Google Vehicle Ads and uncover how they're reshaping the automotive marketing landscape. From operational efficiency to shopper satisfaction, this episode reveals the hidden depths of this transformative tool.Listen to the full episode for insights and context from Mathew Growden! ⭐️ 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! Thanks, Mathew Growden!If you enjoyed this episode featuring Mathew Growden, support us by clicking the links! Connect with Mathew Growden on LinkedInConnect with Michael CirilloConnect with Michael- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Kyler Kropf: What It Takes To Build a Successful Business
Kyler Kropf is the founder of SaddleBrooke Life , a business specializing in building beautiful and spacious tiny homes. In this episode we delve into Kyler's incredible journey from growing up Amish to becoming a successful entrepreneur in the real estate industry and the essential elements required to build a thriving businessWhat We Discuss In This Episode:The Power of the Gift of WorkThe episode begins by discussing Kyler's upbringing in an Amish community, where technology was non-existent. Despite these limitations, Kyler's father instilled a strong work ethic in him and his siblings, teaching them the value of hard work, investment, and resilience. They reflect on how this foundation of work ethics laid the groundwork for Kyler's entrepreneurial journey and how the gift of work became a driving force in shaping his character.Overcoming Failure and Learning from ItKyler opens up about his early failed business ventures, from farming and commercial roofing to attempting other startups. Through these experiences, he shares the lessons he learned and how his father's unwavering support and belief in him during these times of failure pushed him forward. Michael and Kyler emphasize that failure is a natural part of the journey and that it's the willingness to get back up and keep going that defines true entrepreneurs.The Power of Discipline and Cultivating PartnershipAs Kyler's business gained traction, he emphasizes the importance of discipline and having the right people in place. Building a successful business requires more than just a great product; it's about creating a culture of discipline, passion, and alignment with the company's vision. Kyler shares how he built a team of partners, not just employees, who are fully committed to the mission and play an integral role in the company's growth.The Role of Willingness to Learn and Take ActionMichael and Kyler discuss the role of willingness to learn and take action in achieving success. They challenge the notion of instant gratification and emphasize the importance of putting in the work, learning from experiences, and staying disciplined in the face of challenges. Discover the secrets to his success, from embracing failures to building a thriving tiny home business. This episode is a powerful reminder that finding a purpose bigger than yourself is an essential trait for any aspiring entrepreneur. Prepare to be inspired by Kyler's tenacity, as he takes you on a captivating journey through his life and business endeavors. Listen to the full episode for insights and context from Kyler Kropf! ⭐️ 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! Thanks, Kyler Kropf!If you enjoyed this episode featuring Kyler Kropf, support us by clicking the links! Connect with Kyler Kropf on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Cho- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dylan Vanas: Modern Marketing - Is It All Hype Or Is It Real?
Dylan Vanas is the CEO and founder of AgencyBox and Mindful Agency, a whitelabel platform that has helped more than 3,500 agencies run profitable businesses, and co-founder of Monopolize, an agency that works with some of the top personalities and brands in the world, helping them dominate their online presence.In this episode we dive into the fascinating world of AI and its potential impact on marketing. Discover how you can adapt to and leverage AI in your marketing efforts while staying true to your brand's message and value. Dylan shares valuable insights on harnessing AI tools, staying on top of trends, and continuously adding value to the marketplace.What We Discuss In This Episode:The Power of Personal BrandingMichael and Dylan discuss the power of personal branding on Instagram and its potential for car sales professionals to be a business within a business. Dylan shares his insights on growing his own Instagram presence, offering valuable tips on increasing social proof, engaging with audiences, and establishing authority in the marketplace. Discover how car sales professionals can leverage personal branding to become a business within a business, attracting more customers and enhancing their reputation in the industry.The Impact of AI and the Future of MarketingDylan and Michael discuss the impact of AI on the marketing landscape, debunking fears and misconceptions, while revealing its potential benefits for businesses and personal brands. Dylan shares his perspective on the ever-evolving landscape of AI and its potential impact on businesses. He provides actionable advice for staying ahead of the game and embracing AI to enhance marketing strategies.Practical Strategies for Social Media SuccessLearn actionable methods to create content that resonates with audiences and gain insights from the successes of industry leaders. Understand the importance of staying adaptable and evolving your strategies as social media platforms change.Data-Driven Decision MakingDylan shares valuable tips on utilizing data to understand your audience better, surveying customers for feedback, and observing what content works to refine your marketing approach.Why You Should Listen?As we explore the potential impact of AI on marketing, you'll gain valuable knowledge to stay ahead of the curve and succeed in the ever-changing automotive industry. Whether you're a car dealership owner, marketer, or automotive enthusiast, this episode promises to deliver valuable takeaways and a fresh perspective on the future of marketing.Tune in to discover the strategies and insights that can help you create a thriving dealership and succeed in the retail automotive industry.Listen to the full episode for insights and context from Dylan Vanas! ⭐️ 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! Thanks, Dylan Vanas!If you enjoyed this episode featuring Dylan Vanas, support us by clicking the links! Connect with Dylan Vanas on InstagramConnect with Michael CirilloConnect with Micha- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ed Roberts: Breaking The Status Quo As A Car Dealer
Ed Roberts is the Chief Operating Officer at Bozard Ford Lincoln and is breaking the conventional way of running a car dealership by constantly seeking to push beyond the status quo.In this episode, Ed shares his journey in the auto industry, starting from being homeless to becoming a successful leader. Ed shares how his experiences shaped his leadership style and how he focuses on developing people and challenging the status quo.In this episode, you'll gain valuable insights into:The evolution of Ed Roberts' impressions of the auto industry and how they shaped his careerThe importance of putting family first and how it influences leadership decisionsBreaking free from the traditional alpha and f&i approach to create a customer-centric experienceThe ongoing journey of implementing a single point of contact model and its benefitsEmpowering employees to contribute ideas and challenge the status quo for continuous improvementIf you've ever wondered what it takes to overcome adversity, build a successful career, and lead with purpose, this episode is for you. Discover the transformative power of embracing change, connecting with your team, and challenging traditional industry norms.The Power of Purpose and Work-Life IntegrationWe explore the importance of connecting with people and understanding their true purpose beyond their job roles. We discuss the significance of work-life integration and how aligning employees' passions with their work can lead to exceptional performance.Challenging Status Quo: The Journey to Single Point of ContactEd reveals the strategic decision to implement the Single Point of Contact model at Bozard Ford Lincoln. He shares the challenges faced during the transition, emphasizing the significance of pushing beyond traditional methods and adapting to customers' preferences.The Power of Continuous Learning and People DevelopmentMichael and Ed discuss the role of continuous learning in leadership and how investing in people development can elevate a team's performance. Ed shares insights into his journey from fixed operations to COO and the crucial lessons learned along the way.Empowering Employees and Embracing ChangeEd emphasize the importance of empowering employees to make decisions and contribute to the organization's growth. We discuss the impact of embracing change and how it positions businesses for future success.Prepare to be inspired by stories of resilience, determination, and the transformative power of human connection.Listen to the full episode for insights and context from Ed Roberts! ⭐️ 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! Thanks, Ed Roberts!If you enjoyed this episode featuring Ed Roberts, support us by clicking the links! Connect with Ed Roberts on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choo- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Allie Peters: The Power of Servant Leadership in Fixed Operations
In this episode Michael Cirillo sits down with Allie Peters, the newly appointed Vice President of Service Operations at Cavender Auto Group. Join Michael and Allie as they delve into the surprising twists and turns of her career in the automotive industry. Discover how Allie's ambition led her from a service advisor to her current role, defying traditional career expectations. You'll be intrigued by her initial aspiration to become a general manager, her detour into sales, and her ultimate realization that her true passion lay in service operations.Throughout the episode, Michael and Allie discuss the importance of upward mobility and breaking free from an employee mindset. Allie's story exemplifies the power of taking ownership and exceeding expectations, showcasing the remarkable opportunities available within the automotive industry. Her success serves as an inspiration for those looking to differentiate themselves and pursue growth in their careers.You will also gain valuable insights into the dynamics of the automotive industry. Allie shares how her experience working with service advisors, technicians, and other departments within the dealership shaped her perspective. You'll be fascinated by her genuine passion for service and the multitude of opportunities that exist within this field.As Allie takes on her new role overseeing multiple rooftops, she discusses her approach to leadership and empowering her team. She reveals her dedication to building relationships and removing obstacles to enable her team members' success. Despite the challenges of managing multiple locations, Allie's unwavering commitment to coaching and supporting her service managers shines through.Don't miss this episode of The Dealer Playbook, where Allie Peters' remarkable journey from service advisor to VP of Service Operations unfolds. Gain insights into the automotive industry, discover the keys to personal growth and professional success, and witness firsthand the transformative power of embracing new opportunities. Prepare to be inspired and motivated to unleash your own potential.Listen to the full episode to uncover Allie's secrets to success, learn how to break free from an employee mindset, and explore the vast possibilities within the automotive industry. This episode will captivate you with its genuine storytelling and provide valuable lessons applicable to any career path.Listen to the full episode for insights and context from Allie Peters! ⭐️ 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! Thanks, Allie Peters!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Allie Peters on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.c- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Dan Collingridge: Unveiling the Power of Inventory In The Auto Industry
In this episode of the Dealer Playbook podcast, host Michael Cirillo engages in a dynamic conversation with Dan Collingridge, the CTO & Co-Founder of FlexDealer. Together, they delve into the realm of automotive inventory and unveil the pivotal role it plays in shaping the success of dealerships.The episode kicks off with a humorous trip down memory lane, where Michael and Dan reminisce about their teenage years and their unique approach to a memorable date that involved a car filled with automotive magazines and a driving billboard. The anecdote sets the stage for an exploration of their enduring friendship and their journey as business partners.As the conversation unfolds, Michael and Dan share the story of how FlexDealer came into existence. From the challenges of transitioning from print to digital in the automotive industry to the role of family businesses and the intersection of technology and common sense, they provide a captivating account of their early days.However, what truly captivates the audience is the realization of the immense value and power of inventory management. Michael and Dan discuss the importance of a robust database, the integration of various systems, and the need for speed in today's fast-paced market. They highlight how FlexDealer's platform enables dealers to efficiently manage their inventory and gain a competitive edge.But the episode goes beyond inventory management. Michael and Dan touch on the evolving complexities of the industry, the significance of speed to market, and the increasing demand for streamlined solutions. They emphasize the role of FlexDealer's platform in enabling dealers to centralize their data and seamlessly distribute it wherever needed.So, why should you listen to this episode? If you've ever wondered about the behind-the-scenes challenges of the automotive industry, the power of inventory management, and the need for efficient data integration, this conversation provides valuable insights. If you're eager to understand how technology and common sense intersect to drive innovation, this episode will satisfy your curiosity.Join Michael and Dan as they uncover the intricacies of inventory management, the impact it has on dealerships, and the remarkable solutions FlexDealer offers. Experience the wit, wisdom, and camaraderie that make this episode engaging and thought-provoking. Get ready to revolutionize your perception of automotive inventory and gain a deeper understanding of its critical role in driving success.Tune in now to expand your knowledge, challenge your assumptions, and discover the transformative potential of inventory management in the automotive industry.Listen to the full episode for insights and context from Dan Collingridge! ⭐️ 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! Thanks, Dan Collingridge!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Dan Collingridge on LinkedInConnect with Michael Cirillo- - -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 Zaslavsky: Innovation, Partnerships, and Breaking the Mold
Danny Zaslavsky is a successful business and community leader within the Greater Kansas City area. As General Manager/Dealer Partner at Country Hill Motors, he has helped grow and evolve his family's business into one of the region's most successful independent auto dealerships – while also investing heavily in the community as the President of the Mid-America LGBT Chamber of Commerce.In this exciting episode Michael Cirillo and guest Danny Zaslavsky from VinCue dive into the past, present, and future of VBCs, shedding light on how technology and innovation are shaping the automotive industry at the FlexDealer booth during NIADA. Danny provides a sneak peek into the panel discussion he participated in, which focused on the evolution of VBCs and the role of technology. With a diverse group of experts sharing their insights, the panel delved into topics ranging from outsourcing VBCs to the Philippines to leveraging artificial intelligence (AI) at the top of the sales funnel.They touched on the importance of training in the ever-changing landscape of VBCs. Wendy Reeves, one of the panelists, highlighted the potential of outsourcing and how it can transform operations. Michael and Danny emphasize the significance of fostering interaction and feedback, drawing parallels to stand-up comedians who thrive on live audience responses. They discuss how creating a culture of acquisition, where everyone is aligned with the dealership's goals, can lead to remarkable results.As the conversation evolves, Danny shares his unique perspective as a tech company owner and dealer. He reveals the disparity between independent and franchise dealers in terms of innovation and flexibility. Independents are recognized for their ability to forge partnerships, execute their vision, and think outside the box. In contrast, franchise dealers often focus on consolidation and uniformity.The episode takes an inspiring turn as Danny narrates his experience of aligning with renowned financial expert Dave Ramsey to create credibility for his independent dealership. By hosting financial education classes at his dealership, he challenged the notion of car dealerships as debt creators. This innovative approach garnered attention and strengthened the dealership's brand.The conversation between Michael and Danny beautifully encapsulates the essence of family businesses and the importance of legacy. Danny shares his journey of breaking free from a scarcity mindset, emphasizing the power of shared values and partnerships. The two underline the transformative potential of collaboration, erasing the artificial barriers between dealers and vendors.Tune in to explore new horizons and discover how embracing change can lead to unprecedented success.Listen to the full episode for insights and context from Danny Zaslavsky! ⭐️ 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! Thanks, Danny Zaslavsky!If you enjoyed this episode featuring Danny Zaslavsky, support us by clicking the links! Connect with Danny Zaslavsky on LinkedInConnect with Michael CirilloConnect with - - -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 Power of Human Connection in a World of AI (NIADA)
Shawn Armorer is the founder and owner of BDC Alchemy consulting. He is 20 year seasoned automotive BDC growth expert with career revenues exceeding 40 million dollars.In this episode he joins Michael to discuss the transformative power of the human element in the face of increasing reliance on artificial intelligence (AI) in the automotive industry. Shawn shares his insights on the importance of staying true to oneself, embracing emotional intelligence, and cultivating meaningful relationships to thrive in a world driven by technology.Discover why the guest experience and employee well-being should take precedence over AI implementation, and explore the potential pitfalls of blindly adopting AI without considering its long-term consequences. Get ready to challenge conventional thinking and gain a fresh perspective on the future of human-centric business practices. What We Discuss In This Episode:Discover why staying true to oneself and speaking your truth are paramount in today's industry.Understand the limitations of AI and how it may hinder genuine connections with customers.Uncover the potential risks of relying too heavily on AI without considering the impact on employee experience.Learn practical strategies for nurturing emotional intelligence and adapting communication styles to different personalities.Explore the importance of setting employees up for success through transparent culture and purposeful onboarding.Gain insights into the shift from traditional management to empowering leadership within dealership environments.Michael Cirillo and Shawn Armorer delve into a topic that impacts us all: the rise of AI and its implications for the automotive industry. By focusing on the human element, they challenge the prevailing narrative surrounding AI adoption. Through personal anecdotes, expert insights, and thought-provoking questions, they illuminate the power of authenticity, emotional intelligence, and genuine connections in a world often dominated by technology. Prepare to be captivated as they shed light on the crucial role of people in a rapidly evolving landscape, encouraging listeners to question the status quo and embrace the true essence of human interaction.Join Michael and Shawn on this captivating episode as they navigate the intersection of technology and humanity, reminding us of the timeless value of human connection and the need to strike a balance between innovation and authenticity. Don't miss out on this compelling conversation that challenges conventional wisdom and offers a fresh perspective on the future of the automotive industry.Listen to the full episode for insights and context from Shawn Armorer! ⭐️ 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! Thanks, Shawn Armorer!If you enjoyed this episode featuring Shawn Armorer, support us by clicking the links! Connect with Shawn Armorer on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Jeremy Beck: How To Achieve Dealership Success
Jeremy Beck is the Vice President of Dealer Development and Industry Insights at the National Independent Automobile Dealers Association (N.I.A.D.A) and an automotive executive with 25 years of industry experienceIn this episode, we explore the profound impact of the automotive industry and the resilience it fosters in its participants. We discover how dealers navigate challenges, uncover opportunities, and continually emerge stronger amidst adversity. Jeremy reveals the association's mission to empower dealers, promote growth, and facilitate discussions that drive success.Episode Highlights:Gain a deep understanding of the profound impact of the automotive industry and how it shapes our country.Uncover the resilience and thick skin that dealers develop to weather storms and seize opportunities.Discover the stages of knowledge acquisition and learn how to progress from subconscious incompetence to subconscious competence.Find out how NIADA conventions and 20 groups can expose you to new insights and help you overcome challenges.Experience the power of learning from experienced dealers who have walked in your shoes.Explore NIADA's fresh approach to conventions, putting dealers on stage to discuss practical strategies and real-world experiences.Through thought-provoking analogies, Michael illustrates the stages of knowledge acquisition, from subconscious incompetence to subconscious competence, emphasizing the importance of continuous learning. Learn how attending events like NIADA's conventions and the 20 Group can expand your horizons, exposing you to what you didn't know you didn't know, propelling you toward conscious competence and, ultimately, mastery.Jeremy also shares the association's fresh approach to conventions, where dealers themselves take the stage to discuss best practices, challenges, and successes. Gone are the days of generic advice from those who haven't walked in dealers' shoes. Instead, gain insights from experienced dealers who understand the struggles and triumphs you face firsthand. Their authentic stories and practical strategies promise to captivate and inspire you.Register for NIADA's upcoming convention from June 19th to 22nd at the prestigious Wynn Resort in Las Vegas - https://niada.com/convention/. Experience an event tailored to empower dealers, packed with exhibitors, training tracks, educational sessions, and inspiring keynotes.Connect with Jeremy Beck via email at [email protected] to the full episode for insights and context from Jeremy Beck! ⭐️ 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! Thanks, Jeremy Beck!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Jeremy Beck on LinkedInOr Email him at [email protected] with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Importance of Knowing Your Numbers
In a rapidly changing automotive industry, dealerships are facing a critical crossroad: rising costs that threaten their profitability. As capital demands increase and employee expenses surge, how can dealerships find the perfect balance between expenses and revenue? Is there a way to unlock hidden efficiency and growth opportunities amidst these challenges? Join Michael as he dives deep into a thought-provoking conversation with industry experts Jeff Baker and Mark Jones.Get ready to uncover the secrets that will empower your dealership to not only survive but also be able to navigate the post-pandemic economic factors and learn how can they embrace the unknown and find opportunities amidst the uncertainties This is an episode you don't want to miss!Jeff emphasizes the need for confidence and understanding your core business to embrace opportunities and navigate risks. Mark highlights the three-headed monster dealers have faced—inventory acquisition, capital issues, and rising employee costs—and emphasizes the significance of knowing every aspect of your business to capitalize on opportunities.Michael prompts a thought-provoking question about getting comfortable with discomfort and encourages listeners to embrace the unknown. Jeff emphasizes the importance of confidence and being prepared to course-correct if necessary, while Mark stresses the need for dealers to thoroughly understand their business and the various variables that impact success.One of the core themes explored in this episode is the crucial role of leadership and employee management in driving success. Jeff and Mark underline the significance of providing clear expectations, measuring performance, and fostering a positive work culture to ensure high productivity and job satisfaction. They highlight the importance of effective communication and commitment from leaders in supporting employees to deliver the desired outcomes.How will this episode captivate you?• Gain exclusive insights into the exciting changes and hyper-relevant topics at the NIADA convention.• Discover how experienced industry professionals navigate paradigm shifts and turn challenges into opportunities.• Learn about the crucial importance of knowing your numbers and understanding the variables impacting your business.• Uncover valuable strategies to adapt to changing market dynamics and thrive in the automotive industry.This episode serves as a gateway to understanding the multifaceted nature of the automotive industry and how dealerships can unlock their full potential. By examining the strategies and approaches discussed, listeners can gain a deeper understanding of the dynamics at play and discover actionable insights to improve their own operationsListen to the full episode for insights and context from Jeff Baker and Mark Jones! ⭐️ 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! Thanks, Jeff Baker and Mark Jones!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Jeff Baker and Mark Jones on LinkedInConnect with Michael Cirillo- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Michael Cirillo, Keynote Speaker at NIADA
In this episode, host Lou Ramirez and co-host Fred Lennartz, of the popular Car Guy Coffee Podcast, interview special guest Michael Cirillo. It's a big ol' switcheroo!Michael, who is the CEO of FlexDealer, an automotive marketing and technology company, will be a featured Keynote Speaker at the 2023 NIADA Accelerate Convention & Expo at the Wynn Resort in Las Vegas on June 22nd at 4:00 pm. If there's one thing Michael has learned throughout his many years of experience in the auto industry and hundreds of Dealer Playbook podcast episodes, it's that putting people first is an absolute key to long-term growth and success.What We Discuss In This Episode:The Power Of Building Relationships Of TrustThe conversation takes a deep dive into the concept of building relationships of trust. Michael shares how putting people first and prioritizing customer satisfaction can be the key to long-term growth and profitability. By focusing on creating partnerships and fostering trust, dealerships can enhance customer loyalty and attract new business.Michael Cirillo: Keynote Speaker At NIADA 2023In his address 'The Power of Building Relationships of Trust,' Cirillo will be sharing anecdotes from his visits with dealers and employees in the car business and the lessons he’s picked up along the way. Over the years, Cirillo has witnessed a shift in the industry past the focus of moving metal to growing people, which ultimately leads to desired results."We’re thinking more about people and it’s contributing to profits,” says Cirillo. “But it’s not just 'people;' it's the focus on happy people that is making the biggest difference.”Check out the full NIADA feature article here! Visit The FlexDealer Team At NIADA In Las VegasThe FlexDealer team will be joining Michael Cirillo at this year's NIADA conference to meet with attendees and discuss today's hottest automotive issues and topics. We'll be there to answer your questions, offer insights and advice, and show off our Flex Tech, not to mention we'll have exclusive offers for NIADA attendees that you won't want to miss—including meet-and-greet opportunities with Michael, live interviews for the Dealer Playbook, and more.You'll be able to find us at the NIADA Expo at the Wynn Resort from June 19th to 22nd, 2023. You can register for the conference here to secure your best pricing ahead of this exciting event!Listen to the full episode for insights and context from Michael Cirillo! ⭐️ 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! Thanks, Michael Cirillo!Connect with Michael CirilloConnect with- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
WB Cavender: Enhancing The Car Shopping Experience
In this episode Michael Cirillo sits down with WB Cavender, the fourth-generation owner of Cavender Auto Group, at their headquarters. WB shares the story of how he entered the automotive industry and the core values that have driven their family-owned business for over 80 years. They delve into the core principles that drive success in the automotive industry, emphasizing the significance of customer satisfaction and cultural alignment within the organization.What We Discuss In The Episode?Uncover the personal journey of WB Cavender and the Cavender Auto Group's legacy, engaging listeners with a captivating family business story.Gain insight into the operational focus of a successful dealership, showcasing the drive for continuous improvement and customer-centricity.Explore how Cavender Auto Group goes beyond selling cars, focusing on providing exceptional service and support to customers.Discover the value of thinking like an owner and empowering every team member, regardless of their position, to make a difference.Be inspired by the impact of Cavender Cares, the dealership's philanthropic arm, and their commitment to giving back to the community.Discover how Cavender Auto Group's commitment to helping people sets them apart in the industry. WB shares heartwarming anecdotes of going above and beyond to assist customers, even in challenging situations. From empowering every team member to think like an owner to fostering a culture of giving back through Cavender Cares, their philanthropic arm, WB sheds light on their deep-rooted dedication to their community.The episode dives on the value of metrics and data in understanding customer behavior and optimizing sales processes. WB Cavender highlights the importance of training and being knowledgeable about key metrics, but he emphasizes that the ultimate goal is to foster enduring relationships with customers. By prioritizing transparency, understanding customer needs, and ensuring a seamless experience, the numbers naturally fall into place.Michael Cirillo and WB Cavender provide invaluable insights into building successful customer relationships and fostering a strong organizational culture. By exploring the interplay between metrics, transparency, cultural alignment, and customer satisfaction, listeners gain a profound understanding of the key factors that drive profitability and business growth. Tune in to this episode of The Dealer Playbook podcast to be inspired by the Cavender Auto Group's dedication to customer care, community impact, and building a lasting legacy in the automotive industry.Listen to the full episode for insights and context from WB Cavender! ⭐️ 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! Thanks, WB Cavender!If you enjoyed this episode featuring WB Cavender, support us by clicking the links! Connect with WB Cavender on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-pe- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Lou Ramirez: Creating a Unified Auto Industry
Lou Ramirez is the CEO of Solutions at The Certified Solutionaries and co-host of the Car Guy Coffee podcast.Discover the layers of their inspiring conversation as they explore the importance of encouraging individuals within the automotive business and eradicating negative stigmas associated with the industry. Lou shares his personal transformation, from a once angry and unapproachable street kid to a beacon of hope and joy.This episode offers a captivating exploration of Lou's journey and his inspiring vision for the automotive industry.Uniting the Auto Industry and Empowering the CommunityLou explains how his goal is to unify the auto industry and become a voice of hope and upliftment for the community. He highlights the importance of recognizing the essential role that every automotive business and dealership plays within their respective communities. The conversation explores the significance of fostering a sense of camaraderie, shared values, and positive morale within the industry.From Anger to Hope - A Personal TransformationLou shares a deeply personal journey of transformation, revealing that he used to be an angry and confrontational individual. However, he experienced a profound change when he encountered faith and embraced forgiveness. He attributes his newfound hope and joy to the transformative power of the cross. Lou explains how this pivotal moment shaped his desire to encourage and uplift others, especially within the automotive industry.Balancing Family and MinistryMichael and Lou touch upon the challenges of maintaining a healthy work-life balance, particularly when involved in ministry and leadership roles. Lou emphasizes the importance of prioritizing family and shares how he learned this lesson firsthand. He reflects on the need for leaders to excel not only in their professional lives but also in their roles as spouses and parents. The conversation highlights the significance of being a positive influence within the family unit and the broader community.Sharing the GoodnessMichael and Lou engage in a thought-provoking discussion about the natural inclination to share the good things in life. They draw parallels between sharing a great cup of coffee or recommending a favorite restaurant and the desire to spread faith and hope. Lou explains how, as believers, the goodness and transformation they experience inspire them to share it with others genuinely.Don't miss this captivating episode that uncovers the profound impact of unity, hope, and faith in the auto industry and beyond. Tune in now to experience the transformative power of embracing one's true self and inspiring positive change.Listen to the full episode for insights and context from Lou Ramirez! ⭐️ 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! Thanks, Lou Ramirez!If you enjoyed this episode featuring Lou Ramirez, support us by clicking the links! Connect with Lou Ramirez on LinkedInConnect with Michael CirilloConnect with Michael on LinkedI- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Matt Jones: How Putting People First Can Drive Long-Term Dealership Growth
Matt Jones is the Director of Corporate Communications for TrueCar, Inc. In this episode, Michael Cirillo sits down with Matt Jones to discuss his deep connection with people in the automotive industry.Growing up in the San Fernando Valley, Jones saw the stark differences between the "haves" and "have nots." He noticed that people who had wealth seemed to have it all, while those who did not were often stuck in poverty. This belief was challenged when he entered the car industry and saw regular people without advanced degrees making a living and learning skills they may not have learned at home.Jones shares his belief that people are the center of the universe and should always come before anything else. He attributes his strong connection to people in the automotive industry to his experience witnessing firsthand what the industry can do for people who may not have had the same opportunities elsewhere.Michael and Matt discuss the importance of human connection in the industry and how it can make all the difference in a sale. Michael believes that people buy from people they like and trust, so building rapport and relationships is crucial. They also discuss the importance of building connections in the automotive industry and how it can lead to success. Jones shares his tips on how to approach networking, including the importance of being genuine and building relationships over time. They also talk about the importance of listening to others and understanding their needs, rather than just pushing your own agenda.Matt reminds listeners that building connections is not just about gaining something for yourself, but about creating a community and supporting each other. He believes that the automotive industry is filled with passionate people who want to see others succeed, and that by working together and building connections, everyone can achieve their goals.Matt believes that the automotive industry, specifically in the retail arm, is the embodiment of the American Dream. It rewards those who put in their work, effort, and dedication to their craft. It is a true meritocracy, where salespeople are rewarded for their efforts. Jones emphasizes that the automotive industry is not just for those with a background in automotive, but also for those who have no experience in the field.If you want to learn more about building connections in the automotive industry and how to succeed, this episode is a must-listen. Matt shares his wealth of experience and knowledge, and listeners will come away with actionable tips and insights they can apply in their own careers. So tune in and start building connections today!Listen to the full episode for insights and context from Matt Jones! ⭐️ 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! Thanks, Matt Jones!If you enjoyed this episode featuring Matt Jones, support us by clicking the links! Connect with Matt Jones on LinkedInConnect with Michael CirilloConnect with Michael on LinkedIn- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
How To Make Your Marketing Sticky
In today's fast-paced digital world, it can be challenging for brands to stand out and be memorable. Whitney Norrad is the Director of Demand Gen at Flexdealer.com. In this episode she joins Michael to discuss marketing stickiness and how to make brands more memorable to customers. Here are some of the key takeaways from their insightful conversation.The Power of Exposure and UniquenessMichael began the conversation by sharing an example of a jingle from a Ford dealership that comedian Bob Odenkirk remembered from 30 years ago. Whit suggested that exposure and uniqueness are key factors in making a brand stick in a customer's mind. He also shared his personal experience of remembering a jingle from a car dealership in his hometown, despite never buying a car from them.Frequency and Simplicity Are KeyMichael wondered if a good ad is necessary for stickiness. Whit agreed that a good ad is not a prerequisite for stickiness. However, frequency and simplicity play a significant role in making an ad memorable. They also talked about the importance of creating unique and interesting ads that stand out from the rest.Measuring Effectiveness of Marketing CampaignsThe conversation then turned to the importance of measuring the effectiveness of marketing campaigns. Whit emphasized the need to have clear goals and metrics in place to track success. He also suggested testing different messaging and channels to see what works best for a particular audience.Creating Emotional Connections with CustomersMichael and Whit discussed how creating an emotional connection with the audience is essential for businesses. They mentioned how different audiences relate to different stories and how emotional connections can be created in various ways, such as the way cars are merchandised and described in vehicle descriptions.Whit shared that it's not just about the product, price, or picture, but about the emotional connection that businesses can create with their audience. Michael added that people will remember how they are treated more than the brand itself. Creating a Memorable BrandThe episode emphasizes the importance of creating a memorable brand and messaging that resonates with customers. Michael and Whit emphasize the need to focus on a specific audience, craft a unique message, and measure the effectiveness of marketing campaigns. By following these insights, businesses can create a brand that sticks in customers' minds and stands out in today's competitive marketplace.Check Out Flexdealer.com for more insights!Listen to the full episode for insights and context from Whitney Norrad! ⭐️ 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! Thanks, Whitney Norrad!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Whitney Norrad on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ann-Marie Johnson: The Power of Moments of Truth
Ann-Marie Johnson is the Director of partner relationship at ASOTU. In this episode, We discussed her journey in the automotive industry, the concept of "moments of truth," and how it applies to both personal and professional interactions. By recognizing the importance of these moments, Ann-Marie believes that individuals and businesses alike can elevate the overall perception of retail automotive.The concept of moments of truth extends beyond personal experiences, affecting businesses in every industry. Ann-Marie explains how these moments can occur at any stage of the customer journey, from sales and onboarding to retention and beyond.One crucial point Ann-Marie raises is that these moments can be either positive or negative, and it's up to the individual or business to determine the outcome. By being proactive, detail-oriented, and empathetic, businesses can create positive moments of truth that build trust and credibility with their customers.We also discussed the challenges of changing perceptions within an industry, such as automotive, where negative moments of truth have accumulated over time. Ann-Marie suggests that understanding the importance of moments of truth and actively working to improve them is key to changing the narrative.The Power of Compounding Moments of Truth:Michael Cirillo highlights the idea of compounding moments of truth. The outcomes of one's life and the situations they find themselves in are often the result of a ripple effect of choices made during various moments of truth. The key is to understand the importance of these moments and to make conscious decisions that positively impact oneself and others.Winning or Losing Moments of Truth:Michael notes that moments of truth can be won or lost, and it's essential to strive to win as many as possible. They discuss how problems and opportunities are the same thing, with the choice of winning or losing these moments lying in the hands of the individual or company.Changing the Perception of Retail Automotive:Ann-Marie relates the concept of moments of truth to the automotive industry, stating that the overall perception of retail automotive has been established through decades of negative moments of truth. By seeking out and promoting positive moments of truth delivered by dealers, the industry can work towards changing its perception and humanizing retail automotive.The idea of moments of truth is a powerful tool for transforming both personal and business relationships. By understanding the impact of these moments and striving for a positive legacy, individuals and businesses can foster lasting relationships built on trust, credibility, and respect.Listen to the full episode for insights and context from Ann-Marie Johnson! ⭐️ 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! Thanks, Ann-Marie Johnson!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Ann-Marie Johnson on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dea- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Love People More Than You Love Cars
Paul Daly and Kyle Mountsier (ASOTU) join the pod to talk about their perspectives on the importance of human connection in the auto industry. They emphasized the power of belonging, fulfillment, and the role of the industry in fostering these values.The trio discussed the importance of creating a sense of community within the industry, giving people a place where they feel like they belong and can grow together. They agreed that the industry is not just about sales and marketing, but rather about the meaningful relationships that form within it.Paul and Kyle reflect on their motivations behind founding the automotive event series and their desire to create a sense of belonging for those in the industry. They hope to challenge misconceptions about dealerships and foster an environment where people can find fulfillment, meaning, and purpose in their work. By offering a variety of entertainment and connection opportunities, the hosts aim to create an inclusive and supportive community for those involved in the automotive industry.One of the goals of their work is to show people how to appreciate the auto industry, much like appreciating jazz music. They believe that when people truly understand and appreciate the depth and richness of the industry, they will feel more connected and fulfilled.Fun fact from this episode: One in every four jobs in America is tied to the auto industry. This led to a realization that there are many people who may not even realize that they're a part of this powerful industry.Paul and Kyle also shared a powerful story about doing the impossible. They spoke with an executive at a dealership who jokingly suggested that they were attempting to achieve the impossible. However, they took it as a challenge, believing that they can change perceptions and create a more positive image of the industry. Just as the four-minute mile was once considered impossible, they believe that the auto industry can break through barriers and become a place where people find fulfillment and purpose.Drawing inspiration from the story of the four-minute mile, once believed to be impossible. They highlight how breaking barriers can inspire others to follow suit and eventually become the norm.This episode highlights the importance of relationships and connections in the automotive industry. Paul and Kyle emphasized the need for people to take pride in being part of this juggernaut industry and to love and support each other like family. By focusing on that they believe that the industry can continue to grow and provide meaningful careers for those who call it home.Listen to the full episode for insights and context from Paul Daly and Kyle Mountsier! ⭐️ 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! Thanks, Paul Daly and Kyle Mountsier!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Paul Daly on LinkedInConnect with Kyle Mountsier on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMor- - -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: Is The Auto Industry Doomed?
David Kain is the President, KainAutomotive.com. David Kain's life is fueled by two great passions: helping good people become exceptional salespeople and conquering challenging trails on his mountain bike. Born into a family that believed in the power of the automotive industry, David is one of nine siblings who grew up with the mantra that a car life is a good life. Today, he is not only a partner at Jack Kain Ford, but also a trailblazer in internet sales.Drawing from his 40 years of experience, David shared valuable insights on adapting to change, prioritizing customer-centricity, and staying true to one's principles. In this episode, we delve into the core ideas discussed and reveal how these principles can drive success in the ever-evolving automotive industry.The Power of Helping Others and Building TrustDavid Kain emphasized the importance of focusing on helping others achieve their goals, which translates to fostering transparency and long-lasting relationships with clients in the automotive business. By offering reliable services, expertise, and guidance, businesses can gain customer trust and loyalty, paving the way for continued growth and success.The Importance of Customer-CentricityDavid Kain's philosophy centers on customer-centricity. By truly understanding customers' needs and desires, businesses can provide tailored solutions that positively impact their lives. In the automotive industry, this means offering exceptional after-sales support and ensuring every interaction with the brand is memorable and satisfying.Collaboration and SynergyCollaboration is crucial to growth and success. Taking a page from David Kain's approach, working closely with OEMs, dealers, and other stakeholders in the industry creates synergies that benefit everyone involved. Sharing knowledge, expertise, and resources allows businesses to develop better products and services for customers, contributing to overall success.Cultivating a Winning MindsetDavid highlighted the importance of having a clear understanding of one's beliefs, convictions, and values in achieving success in the automotive industry. By staying true to these principles, professionals can accelerate their growth and have a lasting impact on the lives of those they interact with in the business.While the automotive industry faces various challenges and uncertainties, the insights shared by Michael and David show that there is still room for success and growth for those companies that prioritize their values, ethics, and long-term sustainability. By focusing on the right business model and providing exceptional service to all customers, both small and large automotive businesses can thrive in an ever-changing landscape. Listen to the full episode for insights and context from David Kain! ⭐️ 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! Thanks, David Kain!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with David Kain on LinkedInConnect with Michael CirilloConnect with Michael on Linke- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Joshua Negron: Why We Need To Focus On Mental Health At Work
Joshua Negron is a seasoned Director of Business Development with a wealth of experience in the automotive industry. Over the years, he has honed his skills in business development, advertising, lead generation, personnel management, leadership, customer service, sales, and business software. In this episode, Joshua talks about the importance of mental health and its impact on the car dealership industry.Joshua emphasizes that every child has had a tough experience in life, and it is essential to empathize and understand that people are broken. He shares that he has a unique personality where people feel they can open up to him, and he has taken this as a gift to connect with his employees. The conversation transitions to Dr. Caroline Leaf's book on mental health, which Joshua is currently reading. He explains that every thought has emotions and memories attached to it, and it is crucial to examine it through a different lens.The automotive industry is a people business, and mental health is an essential aspect that needs attention. Understanding that people are broken and empathizing with them is vital to building a positive work environment. It is crucial to examine our thoughts and emotions and use that knowledge to work better with our colleagues. The car dealership industry can benefit from incorporating mental health and empathy into its business model.Joshua also talks about the impact of structured versus ambiguous management styles on employee culture, anxiety, and accountability. He reflects on how the structured approach created a culture of anxiety, where employees were constantly being measured and disciplined every month. To address this issue, Joshua took all the structure away and made the expectations more ambiguous, letting employees know the themes that they were looking for - effort, output, and attitude.Joshua emphasizes the importance of leadership and self-accountability. Good behaviour is essential to being a good leader, and vulnerability and openness are necessary for having meaningful conversations about moving the industry forward. Joshua also shares their personal experience of dealing with the loss of employees and the importance of seeking therapy to address the impact of these experiences.In conclusion, mental health and empathy are essential to the car dealership industry's success. Incorporating these values into your business model can help create a positive work environment, improve employee culture, reduce anxiety, and increase accountability. Joshua Negron's insights provide a valuable perspective on how the industry can move forward by prioritizing mental health, empathy, and good behaviour.Listen to the full episode for insights and context from Joshua Negron! ⭐️ 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! Thanks, Joshua Negron!If you enjoyed this episode featuring Joshua Negron, support us by clicking the links! Connect with Joshua Negron on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook