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)
Ali Reda: Is selling 100 cars a month still possible?
In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda and other dealers asking him questions.Is selling 100 cars a month still possible? In today's digital age, it can be easy to get caught up in the hype of lead generation and social media ads, but the truth is, selling cars is still very much a people business. Building relationships within your community and properly training your sales team are keys to success.In this episode, we explore the mindset and tactics needed to reach the milestone of selling 100 cars a month. As Ali mentions, many in the industry may think that 30 sales a month is the limit, but he himself has broken through that barrier and even reached a record of 209 sales in one month.One key aspect that he emphasizes is the importance of a good coach and mindset. He mentions Damian, his coach, who helped teach him the mindset needed to achieve success. The two even wrote a book together on the topic, entitled "How to Sell a Hundred Cars," (which can be found here), and is a quick, valuable read that focuses on getting back to the basics of patience, starting over, and relaxing to let things come to you.Another important aspect Ali talks about is the dealership process. As Ali points out, even if you have the best digital and social media marketing strategies in place, if you don't have a solid process for handling leads and giving customers a positive experience, you will not be able to reach the level of success you desire. This is where the longevity of a career in car sales comes in, as building relationships with customers is what leads to repeat business and long-term success.It's also important to remember that not every lead will turn into a sale, and it's crucial to have a plan for handling and retaining those leads that don't buy a car. Focusing on building relationships with customers in your community and providing excellent customer service will lead to word-of-mouth recommendations and repeat business.In short, selling 100 cars a month is still possible, but it requires a shift in mindset and a focus on building relationships and properly training your sales team. Focus on building each salesperson within their own community. With the right approach, you can achieve your sales goals and grow your dealership for the long term.During this interview, Ali shares his story and provides real-world, tangible advice about how to build a business within the business. Pay attention if you want to sell 100 cars or more per month!Listen to the full episode for insights and context from Ali Reda!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, Ali Reda!If you enjoyed this episode featuring Guest Name, support us by clicking the links!Connect with Ali Reda on LinkedInConnect with Michael CirilloConnect wi- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ted Lam: It's Non-Prime Time!
Ted Lam is the Founder and CEO of AITHR Automotive Intelligence. Ted has a wealth of experience in the industry, including a background in the non-prime market and a fascinating story about why he decided to build a software for dealers.In this episode we're taking a different angle on the topic of non-prime conversations. We're going to talk about how to create a prime experience for subprime customers in your dealership.It's important to remember that subprime customers are not archaic, and they deserve the same level of service as any other customer. One way to do this is to empower your sales team to educate themselves about credit and finance. This not only makes them better equipped to serve subprime customers, but it also makes them better salespeople overall.Ted shares his unique approach to making the car buying experience a success for all parties involved.He explains that his store had four different processes and four different ways to approach customers, based on their personality type. This allows the dealership to tailor the experience to the individual and make it as smooth as possible. He goes on to give the example of an engineer personality, who just wants to eat, lunch, and leave. By understanding and catering to this type of customer, the dealership can ensure a positive experience.Another key strategy is to train your sales team on how to be listeners. In the subprime market, the role of a salesperson is to be able to empathize with their customers and truly understand their needs. This requires not just knowledge of the product, but also the ability to actively listen and understand the customer's situation.One way to create a prime experience for subprime customers is to start the process early. Just as it's possible to get preapproval for a mortgage, it should also be possible for customers to get preapproval for a car loan. This allows them to shop within their budget and avoid the disappointment of being denied financing later on.It's important to remember that the culture of your dealership is key. If the sales team feels pressured to sell cars at any cost, they are less likely to provide a positive experience for subprime customers. Empowering your team and creating a culture of transparency and honesty is essential for success in this market.So if you're looking to improve your dealership's performance in the subprime market, consider investing in some sales training or using A I T H R to help your sales team succeed. Ted also touches on the current market conditions in Canada and the impact of government stimulus and inflation on the auto industry. He shares his outlook on the decline in wholesale values and used car vehicle values, and how it pertains to the industry.Listen to the full episode for insights and context from Ted Lam! ⭐️ 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, Ted Lam!If you enjoyed this episode featuring Guest Name, support us by clicking the links! Connect with Ted Lam on LinkedInConnect with Michael CirilloConnect with Michael on Lin- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Elise Kephart: Is A.I. Going To Take Over Car Sales Jobs?
Elise Kephart, founder of The Elise Kephart Experience, a leading training company in the automotive industry. Elise Kephart or maybe you know her as "The YouTube Diva" is a five-time guest on the show and master of BDC lead follow up.In today’s episode we discuss the buzz around artificial intelligence and its potential impact on the job market. Elise believes that AI should be seen as an enhancement rather than a replacement for human labor. She notes that while machines can perform certain tasks faster and more efficiently, they will never be able to replace the personal touch and emotional intelligence of a human being, particularly in sales transactions. Elise also points out that people should be aware of the importance of providing value to customers and being motivated in their work, as customers will be able to sense when a salesperson or BDC rep is not genuinely interested in helping them.In today's digital age, technology has transformed the way we analyze data and make decisions. In the past, teams of people were required to analyze data and make decisions, but now with the advancements in technology, it's possible for a computer to ingest all of the data and make decisions in a matter of seconds. But the power of technology doesn't stop there. In the world of customer service, technology can also be used to enhance and streamline conversations between customers and agents.By using pre-written responses, agents can engage customers in a more natural way, without the customer realizing that the responses are pre-written. This can save time and reduce the busy work that agents often have to do. However, it's important to note that technology should not be used to replace the need for human agents. Instead, it should be used to enhance their skills and make them more efficient at solving problems.As we've seen with some AI and chatbot systems, there are still kinks to work out in order for the conversations to feel more natural. At the end of the day, technology can be a superpower when used correctly. It can eliminate the grind of the job, and allow agents to focus on what they do best: solving problems. With the help of technology, it's possible to become the best, most skilled, trained, and exercised agent there is.Overall, Elise emphasizes the need to strike a balance between utilizing AI for its benefits while also valuing the contributions of human employees. It's important to embrace technology as a tool to enhance and streamline customer service, but not at the cost of losing the personal touch and emotional intelligence of human agents.Listen to the full episode for insights and context from Elise Kephart! 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, Elise Kephart!If you enjoyed this episode featuring Elise Kephart, support us by clicking the links! Connect with Elise Kephart on LinkedInConnect with Michael CirilloConnect with Michael on LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Emer Sanabria: Leadership Lessons from a 20-Year Marine
Emer Sanabria is an accomplished Marine Corps veteran and a highly-successful business leader. His experience both on and off the battlefield has made him a sought-after leadership consultant with a track record for turning stagnant businesses into growth machines. What we discuss in this episode:Key takeaway points from the episode:Involving the team in goal setting is important for strategic planning and ensuring the team is invested in achieving the goals.Encouraging team members to teach back their understanding of the goals and plans can help ensure they are committed to achieving them.Maintaining a focus on growth and continuous improvement, both individually and as an organization, is important in the goal-setting process.Anticipating challenges and having a standard operating procedure in place can help a team navigate difficult situations.Business leaders should set SMART goals (sustainable, measurable, achievable, relevant, and time-sensitive) with a focus on growth.In this episode, we discuss how to make wise decisions under pressure. Emer shares his thoughts on how business leaders should focus on the excitement of setting smart, sustainable, measurable, achievable, relevant, and time-sensitive goals with their organizations. He emphasizes the importance of being excited about growth, even if it may not be big, and of not letting nerves hold you back, but instead using them to guide you toward your goals. Emer also shares his experiences from military missions and how they apply to the business world. He talks about being able to make wise decisions under pressure and being able to adapt to new situations. He advises business leaders to be growth-minded and to see challenges as opportunities to get creative.Emer also discusses the concept of the "leader sets the thermostat," and how the mood and attitude of a leader can have a huge impact on the rest of the team. He confides that feeling nervous as a business leader is normal and that it's OK to have those feelings, but leaders can use them as a guide toward goals. He shares his thoughts on the importance of having a clear vision and being able to execute it, as well as the value of surrounding yourself with a team that you can trust and rely on.We discussed the importance of having a standard operating procedure (SOP) in place for unexpected events and how it can help an organization to be prepared and respond effectively. Emer expresses concern about how the past few years of stability in the market may have made people soft and worries that this may negatively impact their ability to adapt to the changing landscape in the cominTune in to this episode to get valuable insights and wisdom from Emer on how to navigate the unpredictable landscape of 2023 and beyond. Whether you're a business leader or just looking for some guidance on how to stay motivated and focused in these uncertain times, this episode is definitely worth a listen!Listen to the full episode for insights and context from Emer Sanabria! ⭐️ 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 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: Will 2023 Make Or Break The Car Industry?
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playAs we approach the end of 2022, it's important to reflect on the events of the past year and look towards the future. This year has certainly been a rollercoaster, with the ongoing pandemic, economic challenges, and various other obstacles. However, it's also been a year of resilience, innovation, and adaptability for many in the retail automotive industry.In this episode we'll be discussing the events of the past year and how they've impacted the automotive industry. We'll also be chatting with retail automotive professionals who have made key decisions that have allowed their operations to stand out in the crowded market. We will reflect on these individuals insights and experiences, providing valuable lessons and inspiration for others in the industry.What we discuss in this episode:Key takeaway points from the episode:The current market and challenges facing the automotive industry, including softening markets, rising interest rates, chip shortages, and compression in the marketDespite the challenges, there are opportunities for growth and success in the retail automotive industry.The importance of rallying together as a community and learning from others in the industry.The host's mindset on the future of the automotive industry and how to navigate challenges.Michael believes that those who are prepared, have implemented processes, and are willing to let their entrepreneurial spirit shine will see the greatest opportunity for growth in the next few years In addition to looking back at the past year, we'll also be exploring the current market and discussing how to navigate the challenges that come with it. As we all know, the automotive industry is constantly changing and evolving, and it's important to stay up-to-date on the latest trends and developments. We'll be discussing topics such as softening markets, rising interest rates, chip shortages, and other factors that may impact the industry in the coming year.Despite the challenges that may lie ahead, there's always room for optimism and growth. That's why we'll also be looking towards the future, discussing the opportunities that exist for those in the retail automotive industry. Whether it's embracing new technologies, finding new markets, or simply staying true to your values and mission, there are always ways to succeed and thrive in this exciting industry.As the year 2023 approaches, it's important for every individual and organizations in the automotive industry to have a guiding light to help them navigate through the challenges and opportunities ahead. One organization has taken the initiative to come up with a word that will serve as their guiding light for the year, while each individual within the organization also comes up with their own word. One individual has chosen the word "depth" to focus on developing deeper relationships, both personally and professionally. Another individual has chosen the word "grit" to represent their willingness to do whatever it takes to grow ethically, no matter the circumstances.As we move into the new year, it's also important to consider our own- - -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 Svoboda: How To Sell 30 Cars Daily
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playMike Svoboda is the GM of Buchanan Automotive and Buchanan Auto Park in Waynesboro, PA. In a town of just over 10,000 people, Mike has taken his dealerships from being average to being the best in their area and region in sales. Mike uses a combination of his marketing strategies and forward-thinking to keep his stores on the cutting edge. Pushing his team to continually strive for more, Mike has taken his insights from the automotive world and brought them to his stores. From his management style to how his team handles their sales, Mike has created a culture of success and excellence.In this episode, Mike discusses his success in selling large numbers of cars on a consistent basis, largely attributed to the strategic system he and his team have developed. The system includes a multi-point touch system that works in teams, as well as a focus on training and retaining top salespeople. Svoboda also touches on the importance of creating a positive work environment and the role that it plays in the success of dealerships. Overall, the interview provides insight into the strategies and tactics that Svoboda uses to drive sales at his dealership.Key takeaway points from the episode:How to create a successful dealership and thrive in the retail automotive industry.Mike Svoboda shares his strategies for consistently selling over 30 units per weekend.Systematic approach including team-based structure, multi-point touch system, and focusing on customer experience.Importance of training and development for sales staff and adapting to new technology and processes.Emphasis on reputation and customer satisfaction to drive business.The auto industry is the wildest in the world; every month brings fresh themes and incentives, and we only have a month to make the most of them. How do we get the word out to our current customers in a timely manner, and more importantly, how do we find new clients to sell cars to who aren't already in our database? Listen as Michael Svoboda delves into his marketing techniques, tactics, and secrets that will help your dealership break sales records, all while helping you sort the wheat from the chaff.Mike emphasizes the importance of continuous learning and growth in achieving success. He mentions the "law of the lid" from John Maxwell's 21 Irrefutable Laws of Leadership, which suggests that a leader's growth determines the growth of their team. Mike discusses their personal goal of attending 10 automotive seminars and reading 63 books in a year, and how he has incorporated learning into the culture of his team by encouraging them to attend seminars and making it a part of sales contests. He talks about the importance of surrounding oneself with successful people and emulating their actions, as well as the value of hiring individuals who are willing to learn and grow. Overall, the speaker highlights the role of discipline, focus, and consistent learning in driving success. He also highlights the need to adapt to changes in the market, such as during the COVID-19 pandemic and the recent inventory shortage. Overall, the importance of ongoing learning and growth is emphasized as a key compon- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Carol Marshall: Why the Human Touch is Still Vital to Dealership Success
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playCarol Marshall is the Chief Operations Officer at ActivEngage, Inc., an innovative leader with expertise in building teams and developing the very best collaborative environments. Carol has extensive experience in the automotive and contact centre environments, and her strategic vision and analytical skills have proven to drive results while creating trust and passionate team members in a culture of accountability.A great customer experience requires a human touch.Great discussions are memorable. You recall them fondly, and they frequently inspire future talks. They become part of our most treasured memories. Consumers are more demanding and have more options today, and dealerships must step up and cater to their customers and prospects with exceptional customer experiences. In this episode, Carol Marshall dives deep into the question of whether car shoppers want to even talk to car dealerships anymore.Answering the question, Carol says, "They never didn't want to talk to car dealers! It's vital that they talk to someone at the dealership, but their ability and their willingness to wait on that person to provide the information is shrinking."When shoppers click into a messenger-style chat box on your site, they're ready to do business. And they will tell you if their concern is a market adjustment or what their hot button is. So your staff needs to be trained. You need to make sure you have the right people who can handle those queries and address them. Be an active listener. Acknowledge what it is they're concerned about and address that concern.When people install a tool like Active Engage, the common misconception is that messaging is easier than being on the phone, but the truth is that it's more difficult because it's so stark. If you're dealing with a tricky consumer, even the smallest misstep can tick them off. So the first thing to think about is who is handling the conversations and making sure that they're ready for all objections, questions, and conversations.Active Engage has tools with the ability to track where the consumer entered your site, so you can get a sense of where that shopper has been and what they're thinking. Did they go to the new cars page, then to the search results page, and then to your used car inventory? Perhaps they didn't find what they were looking for. "It's a great question to bring up in the conversation and gives you leverage in already assuming what they might be looking for and where they are in the buyer journey."Car shoppers are predictable.Being predictable doesn't necessarily mean that the car shopper or customer is dumb. If they're asking the same questions or asking about similar things, then it is incumbent upon whoever is working with that customer to take that data, take that predictability, and for heaven's sake, find out the most efficient, personable, relationship-building way to answer those questions. Stop being robotic in your responses! Instead, think to yourself, "How can I show tender care and concern for them in a much more human approach?" And circling back to this whole concept of what's going to happen in the economy and t- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Colby Joyner: Are Your Dealership Processes Doomed?
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify 🔗 All our links: https://dpb.fm/playColby Joyner is Vice President of Sales at Konect.ai, a lead management system that is primarily housed and geared around artificial intelligence (AI) and a leader in automotive artificial intelligence. Their mission is to maximize conversion rates and profits for dealers with faster and more efficient AI engagement. It's all very cool!Colby Joyner has worked in the auto industry, the Air Force, as an air traffic controller, a massage therapist, and then as a dealer and partner in the auto industry. These experiences have enabled him to see things from a new perspective and assisted him in organizing and automating operations for the dealerships he works with. Colby is a certified solutionary, creating new routes in the land of solutions, and I'm so excited to dive into his world!He discusses the knowledge he has obtained via experiences, such as strategic thinking and organizing. Because he was not an exceptionally organized or structured individual before his experiences but managed to become one, he believes strongly that anything can be taught.There are two sides to each story in the automobile industry, especially given that we are currently entering a recession. Still, nobody in authority wants to accept it, and we all know that panic will ensue as soon as they do. Whenever this happens, we have a tendency of returning to the principles we have difficulty absorbing - dealership processes are a particular example. And the two narratives that exist are either that you embrace your processes or you are doomed.This brings us to the essential query: are we doomed?!Coby believes we will be doomed if the current condition of affairs persists:"In the automotive sector, there is a great deal of preaching about processes, but little execution on any of them.The method varies so greatly from store to store that if we continue on our current path, we are doomed. We must pivot; we must move; we must alter our trajectory. And not just in terms of the vendors we work with or who we employ for this or that. We need to get to the root of things. It is all elementary, and elementary concepts can be taught. Everything is something that can be taught."Colby believes that if we do the same thing within the car industry and say, "Look, we're here to teach you, but you have to go all in," then dealers will have no choice but to participate. As long as there is valid proof and we can demonstrate that the concept works, the entire industry is not doomed.The auto industry has been basking in the recent "golden days," but they can't last forever. We have to come together cohesively to say, "Okay, we need to make a slight adjustment." If you are a prosperous dealership or dealer group it's OK (and smart) to say, "Everything is operating smoothly. Great. But... we do need to tighten things up a bit."Processes need to be executed precisely. Bring in your managers, your GMs, your GSMs, your fixed operations directors, service directors, parts directors, and marketing and advertising directors. Bring everyone together and hold a forum: a venue for open dialogue and collaboration that ensures all issues are addressed by all connected depart- - -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 Pasch: Should Car Dealers Cut Or Reallocate Marketing Budgets?
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playGlenn Pasch is CEO of PCG Digital, an Inc 5000 agency that specializes in helping dealerships and businesses generate qualified shoppers. As a leader in digital marketing and leadership training, he’s been featured in CBT News, Dealer Marketing Magazine, Auto Success, and Automotive News.He is also the host of the “You’re in Charge – Conversations That Spark Change” podcast. Co-author of two books including Selling Cars in the Digital Age and The Power of Connected Marketing. As well, he is an adjunct professor at Northwood University and is also a relatable international speaker.In this Episode Glenn answers the question to if “dealers should really consider cutting their marketing budget?”When you look over the last two years when things were going wonderfully, dealers were locked into the inaction of taking things for granted.They didn't wanna look at their marketing and dive in as deeply because while we're making money, it must be working. But Now that we're coming into a time period where rates are going up, inventory levels are starting to come back in some way.Used car prices are coming down, dealers now are starting to ask themselves the question “was my marketing really working? Or is it just because I had the inventory or did I not really look because things were So well?” it's more about reallocating based on what you're trying to accomplish, based on your manufacturer, and your inventory levels and what you're really trying to sell.During economic downturns, corporations often curtail spending, particularly on marketing budgets. Right now, advertising agencies are struggling to stay afloat, and Google and Facebook are reporting substantially lower ad revenues as marketing spending dives with the business cycle (cyclical marketing). Yet, that is the modern-day analog of bleeding, a once-common treatment that now serves only to weaken patients' immune systems.Companies that have bounced back most strongly from previous recessions usually did not cut their marketing spend, and in many cases actually increased it. But they did change what they were spending their marketing budget on and when to reflect the new context in which they operated. As Glenn says it’s more about reallocation more than cutting.As an example, consider Reckitt Benckiser: The corporation started a campaign during the economic downturn that followed the 2008 stock market crisis to convince customers to keep buying its more expensive but higher-quality brands. Reckitt Benckiser increased their advertising spending by 25% as its competitors decreased theirs, resulting in 14% revenue growth and 8% profit growth, respectively, when most of its competitors reported 10% or greater profit declines. Rather than seeing advertising as a cost, they saw it as an investment.During economic downturns, commercials need to address the difficulties people are having in their daily lives. Shoppers in a rough economy value brands that stand together for them. Successful brand advertising amid a recession not only injects comedy and passion, but also provides consumers with a response to the question, "How can we help?"Typical marketing expenses might be quite substan- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Nathan Hays: Is Selling Cars Still Worth It in 2023?
Nathan Hays is a car sales professional who has risen to the game's highest level by building local community relationships. His popular hashtag, #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals.In this episode, Nathan shares his story of how he joined the auto industry as we also discuss if Selling Cars is Still Worth It in 2023.Nathan begins the episode by explaining how he stayed focused the last couple of years during the uncertain pandemic period "My thought process was, I have to sell cars now, but I also have to sell cars later. And so when you're coming to work, and you're telling people, I can't sell you a car, and they think that's crazy because it's a salesperson's telling them, I can't sell you a car. I was always trying to arm myself or give myself ammunition of how can I sell this person a car later or let them know that they could now buy this CRV or this Hyundai Tucson or Nissan Rogue or whatever else."Quoting his words, "if you know, like, and trust someone, everyone kind of knows and trusts people at their core. But you need to find the people that will like you." Continue to focus on people I know will like you, and then stay consistent on social media for top-of-the-mind awareness. And try to be consistent.Drawing an example from his experience of always wearing a name tag. Do I want to be flashy? Do I want to pass my business cards out everywhere? No. But if I want to be successful, I want to maintain the message And let my customers or future customers know that I'm going to be there for them. I have to put myself out there. And some people are highly introverted and don't want to do that. And I've seen a lot of people be unsuccessful because they're afraid to have a Facebook page. They're afraid to give customers their cell phone numbers. I work with people who don't have voicemails set up, which is crazy. I wouldn't say I like voicemail, but at least if someone calls me or I call them, they call me back. My voicemail tells them who I am and whether they want to talk to me.Creating an environment in which people will want to stay and can thrive should be the top priority for leadership.For leaders, so much work is about setting up your team members for success. This isn't about micromanaging and trying to control their every move. It's about giving them the tools and resources they need to succeed. One fundamental way for leaders to do this is by creating an environment where employees can thrive. When leaders intentionally cultivate a work culture and office life that helps their employees work at their best, it's an investment in the success of the team as a whole.The strength of having a good networkQuoting from a book called The Platinum Rule, which says Instead of Treating others the way you want to be treated, treat others the way they want to be treated. I've always told people, people come in, and they don't buy a car, and they apologize. They feel bad for wasting my time. And I say, if I take care of you, I know someday you'll take care of me. And it's how the law of Reciprocity works. And it's not that I like, I'm going to be nice to you that way, later on, you give me money or buy a car for me because it's the right thing to do. Because people don't know, you meet people that only bought two cars in their life, have no idea wh- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ben Hadley: Can digital and physical meet at the dealership?
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playBen is the CEO and founder of Autogenous, a community of high-growth dealership marketing specialists that identifies challenges and creates innovative technologies to solve them.Ben has worked at some of the most prominent firms in our industry, including Prodigy (now Upstart), Clarivoy, and Dealer Inspire.He has over a decade of experience in the automobile industry and has assisted thousands of dealerships in maximizing their sales efforts by streamlining the coordination between their marketing channels and in-store sales process. He is also an expert at making connections that others miss - what a skill!This episode delves into the history of vehicle dealerships and explores what's on the horizon for the industry overall—and perhaps most importantly—how car dealerships can prepare to meet shifting customer expectations.Compared to the earliest gas-powered automobiles produced in the 1880s, electric and hybrid vehicles of today (EVs) are almost unrecognizable. The same cannot be said about the actual procedure of purchasing a car, which has remained mostly the same over the years. While technological, cultural, and societal changes have affected the old dealership model, most car-selling procedures have remained the same. Where does that leave us?As more consumers seek the opportunity to buy cars online, auto dealership owners and general managers (GMs) must assess how the traditional car-buying cycle must change to suit customer expectations.Ben believes that technology does not replace humans but enhances them by making them smarter, faster, and better at connecting the dots. He continues by explaining his thought process: "The first places we created transparency weren't brand and culture. We began by evaluating pricing and the vehicles, both of which reduce our work to a commodity. It's okay if the customer negotiates if you only discuss the price. Because you basically told them already, is that all you possess? And that was all we did for a considerable amount of time."Consequently, when you commoditize your product, you also create a second-order impact of commoditizing the client, akin to the perfect storm of reducing customers to mere steel. And automobiles are essentially identical to repurposed steel; they are merely commodities.Then it will get easier and more accessible for technology to comprehend commodities, and you will have essentially laid the groundwork for technology to replace humans. Consequently, we need to double down on humanity and double focus on technology geared toward the end user rather than the customer.Another common thread among the various technological advancements and innovations of the past ten years or so is that nearly all of them were made with the car buyer in mind. They weren't made with the BDC worker, marketer, or GM in mind."Those guys were kind of the other option, and so I picture a future that we need to pivot towards, which is kind of like Ironman, where, you know, Jarvis actually makes Ironman great, but he is not as good on his own. Even with Tony Stark in there, it just isn't the same. You have to take action by pressing buttons, giving orders, etc."W- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Ilana Shabtay: Get More Customers To Buy Your Vehicles
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIlana Shabtay is an expert in digital marketing, AI, and the automotive industry; she is also an inventor and growth hacker. Skilled in Public Speaking, Customer Relationship Management, Social Media, and Search Engine Optimization (SEO). Excellent community and social services professional with a Barnard College BA in Psychology and Neuroscience.In this episode, Ilana shares her thoughts on what it takes to be a great marketing leader and the emotional triggers that go hand in hand with effective marketing tactics.Every decision we make is influenced by emotions, both conscious and unconscious. When creating effective marketing materials, an in-depth understanding of emotional triggers can go a long way. The majority of us share the same fundamental mental triggers that motivate action. Understanding these triggers and how to position them to achieve the appropriate response is crucial in marketing.Customer experience marketing is placing the consumer at the center of your company's marketing strategy and promoting the usage and acceptance of your products and services to meet customer needs. The concept is straightforward: customers will become your strongest advocates if they enjoy their interactions with your business throughout the whole customer journey. If your consumers are satisfied, they will refer you to their friends, family, and coworkers. These long-term benefits for your organization include increased brand loyalty, enhanced client retention, and increased net income.We tend to look at things throughout if we just stopped and realized that, We can leverage Technology, we can leverage in-store experience. We can leverage our people and empower ourselves and our people. If we started focusing on the right things, perhaps, just maybe. We won't be so worried about surviving through economic downturns, and we will actually thrive like those rare few who really do thrive during seasons, like what we're all going through with high inflation and interest rates and all those sorts of things.There have been concerns about employment losses due to the rising use of machinery/automation with dealers. With each new breakthrough, someone has faced the possibility of irreversible changes to their standard of living or way of life, and dealers were extremely scared that it would take over their jobs. "first of all, Technology's coming, whether dealers like it or not.So they might as well figure out a way to make it more efficient. Meaning anyone who's using Technology, it should just make their processes more efficient. Um, and I think that should be our, we should educate on that so that dealers have a more positive relationship, and I think we're getting there, but a positive relationship with innovation."Ilana talks about CDP and why dealers should use it - A customer data platform, often known as a CDP, provides a centralized data platform with a comprehensive view of the customer's behavior and insights. It lets you save your consumer data securely across several channels, mediums, and touchpoints. As automobile marketing enters a new era, dealers must utilize CDXP technology. In addition to consolidating dealership data, it improv- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Shaka Dyson: Effort vs. Time and Making the Most of Both
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playShaka Dyson is the Founder and CEO of Dealer F&I University, He was also a teenage father, a high school dropout, and somebody abandoned by his mom at two years old. Today's guest truly knows how hard life can be. Today, as an entrepreneur, a business expert, and a powerful speaker, he's managed to turn that pain into purpose and grow his business to massive levels!In this episode, Shaka shares the background story of how he got started in the car business leading all the way up to what he's doing for dealers today.Shaka encourages dealers to look beyond their challenges: "I tell dealers to remove themselves from staring at the challenge and start staring at the target, right? Hurdles, issues, mountains, walls, and challenges all come with pushback. It's always gonna be there. But if you keep your eyes on the prize, if you keep your eyes on the target, then you'll never worry about the challenge."Relying on or bragging about one's time in the business indicates that someone is stuck on what he used to do and where he's been rather than what he currently brings to the table and where he is going. The skillset you acquire for your next job is far more critical than tracked time. And if you're in the market for an employee, it's time to start looking beyond the résumé. "They used to hire based on a resume, but if you hire the right person with exemplary character, work ethic, integrity, honesty, and somebody who's goal-oriented - if you hire that person, you can teach them the skillset."In times of uncertainty, the key to long-term thinking is to remain committed to the goals, core values, and mission you are working towards each day. More importantly, ensure your team is aligned at all times and that everyone is rowing in the same direction. Alignment is greater than assignment, and the alignment will always keep the long-term vision in focus.What do you care about more: effort or time? You're familiar with the phrase, "in due time." But what if we flipped it to be, "in due effort." Time can tick by, and maybe things aren't due to you in time at all. But the effort, well, that's when you get your dues! Both time and effort are important. Not everything can be rushed, and sometimes things just take the time they take. But your efforts can certainly help speed things up!Listen to the full episode for insights and context from Shaka Dyson!⭐️ 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, Shaka Dyson!If you enjoyed this episode featuring Shaka Dyson, support us by clicking the links!Connect with Shaka Dyson on LinkedIn Connect with Michael CirilloConnect with Michael on LinkedIn More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance - - -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: Big Takeaways from the 800% Auto Club Retreat
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playThis episode of The Dealer Playbook Podcast is unique as Michael Cirillo is on location with Glenn Lundy and dozens of automotive industry professionals at the 800% Elite Automotive Club retreat in Atlanta. With loads of fascinating conversations happening surrounding technology, culture, sales, and so much more, Michael was there to capture the action and bring it to DPB listeners.In this episode, Michael questions several owner-operators in attendance to help inspire and motivate listeners with ideas about how we can successfully make it through this next phase of growth.Michael interviews some of the top names in the automotive industry. In a conversation with Damon Lester, soon to be the former president of the National Association of Minority Automobile Dealers (NAMAD), who also recently acquired a dealership despite the doom and gloom that's being shared throughout the industry, Damon says, "There's a massive opportunity if people pay attention to people. People still need transportation to get to and from work. People still need a vehicle to take to go on vacations with. And cars do matter, but people matter more. And so long as we bring back the value of why dealers exist, then we're fine."Damon also shares that there are crucial points about how employees in his dealership work differently from the rest. For example, they make the decisions right then and there - the sales team votes and fights for the price using their own experience, knowledge, and brain power. Each employee is empowered. They know what they need to do and have the authority to get it done in the dealership.In a chat with Aaron Lange from Lange & Fetter Motors in Ontario, Canada, Michael and Aaron talk about the need for action within a dealership: "We need to just start. Sometimes you can explain a vision to people, and then what I find works well is we'll do it together until we get good at it. And then everybody can play to their strengths and do their thing. Trust them to get it done."Michael also had an opportunity to tour Beaver Toyota in Atlanta, Georgia, which was an eye-opening experience. Beaver Toyota operates like no other dealership you've likely ever seen. It's an experience: a place where you go to enjoy the cool amenities as much as a place to buy a car. We know that new shoppers are aligning themselves in this way: with experiences, connections, and memories more than just "things." And here we have dealerships that are taking that notion and really running with it.There is so much more to digest in this episode - you don't want to miss it!If you want to watch the full video and put faces to the voices, check us out on our YouTube channel, Instagram, Facebook, and LinkedIn.We hope you enjoy this episode and thanks for continuing to support the Dealer Playbook Podcast.Listen to the full episode for insights and context from {guest name}!⭐️ 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 everyone for taking part in this episo- - -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: How Sales Pros Can Thrive In A Slow Economy
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIn this episode of The Dealer Playbook Podcast, Michael shares his thoughts and ideas on how sales pros can not only survive, but thrive in a slow economy. The world hasn't exactly stopped before; there may have been a few pauses along the way, but they only lasted as long as it took for someone to think outside the box and find a solution—to go on by taking the next logical steps forward.What Michael discusses in this episode:In business, especially in the automotive industry, the economic climate is always changing. For much of the time, the changes that take place are caused by outside factors we are powerless to control. In that case, do we need to fear or panic?No! We need to be prepared to take action and do whatever is ethically necessary in order to. Take the opportunity and seize the opportunity that is in front of us now.The key to Ali Reda's success as a top car sales professional is what we'll refer to as "relationship selling." Relationship selling is a method in which the salesperson puts their relationship with the customer ahead of everything else about the sale. They develop trust, usually by adding value and spending a lot of time with prospects before attempting to close.Compare and contrast Ali Rita’s interview with mine and think about what he's saying and how you can apply it to the context of your circumstances. You're not in the same city, you're not selling the same product, you're not in the same market or community or whatever it may be. There's going to be some nuance and subtle differences. So listen and say, "Okay, so what am I doing currently? What do I think I could be doing differently to strengthen these relationships? What's that one crazy idea that I've always had that I want to try to build a relationship with somebody that I haven't done it yet?It doesn't matter if you're selling super luxe cars or used Saturn ions. What matters is what kind of relationship you build with people, especially during this period of time that we're about to embark on - and that, frankly, we're already in, but nobody is willing to admit it yet. It's on us to stand out.We’ve been here before. Times have been tough. We’ve survived and learned valuable lessons along the way to make us better people, smarter salespeople and stronger business leaders. If you believe the depressing and negative news, you'll struggle through difficult times. But if you take a break from the news and concentrate on what's positive in the world and the principles we talked about in the episode, you'll soon come up with innovative solutions on how to thrive in such a slow economy.⭐️ 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 LinkedInMore Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Shari Levitin:The Power of Leveraging Video in Your Sales Process
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playShari Levitin is one of the top Keynote Speakers in #Sales and the best-selling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know. As the creator of the Shari Levitin Group, she has assisted businesses in more than 40 countries in generating an extra $1 billion in income.In this episode, Shari shares insights on how to use video to increase sales and exceed quotas.What we discuss in this episode:Find out why using videos to sell is one of the most effective marketing strategies in 2022, what kinds of sales videos to produce, how to use them, how to engage your team, and so much more.Making simple sales video messages will assist your sales team in connecting with existing clients and contacting new prospects, all while developing a virtual connection and brand trust. Using video for sales can reap the same benefit you have been getting from in-person communication — the authentic human connection — and help you crush your sales targets.Asynchronous video is nothing short of a sales secret weapon since it restores the mutual accountability and high-fidelity face-to-face connection that occurs with in-person interactions. Asynchronous video messages help vendors stand out from the competition by allowing customers a behind-the-scenes look at their personalities. Salespeople put their humanity on full display while explaining their offerings, advantages, business methods, etc.The sales process doesn't matter. What matters is the buying process.Daily sales emails are sent to potential consumers. With a sales video, you can stand out from the crowd of prospecting emails. Whereas it's simpler to make your views understood in a video than in a lengthy email or PDF.The better you convey the benefits of listening and watching your video, the more engagement you will get. The goal is to make them interested enough to reply. That's it. No more. No less.Listen to the full episode for insights and context from Shari Levitin!⭐️ 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, Shari Levitin!If you enjoyed this episode featuring Shari Levitin, support us by clicking the links!Connect with Shari Levitin 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
RC Hazzard: Can Car Dealers Create Their Own Warranty Company?
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playRC Hazzard, Servant Leader, Army Veteran, and Country Singer, is now among the top car dealers in the auto industry.Working with Protective as the Regional Sales Director, RC shares his background story of how he came about joining the auto industry after serving in the army for six good years while singing country music, his evolution, what changed, and how he found himself in the auto industry.What we discuss in this episode:In this episode, RC Hazzard expands on his role in helping automotive dealers around the United States review their current reinsurance positions and create the most effective reinsurance or DOWC (Dealer Owned Warranty Company) to assist their future growth.RC makes keen observations about the auto industry: "I had these single moms coming in or people that were from depressed areas and people would judge 'em when they saw 'em. They wouldn't ask 'em what they needed. They were just trying to sell them something. And very quickly, my managers realized I wasn't there to sell people anything. I was there to help people accommodate whatever they needed in their life."RC believes that helping others can dramatically benefit your business. Helping is the new economic currency that can revolutionize businesses in the auto industry.Dealers should not compare themselves against other dealers or get discouraged over where they're positioned versus where their competitors are. All that matters is what they can do within their context of circumstances and forget about what others are doing. "If you're a, you know, a 20-store dealer and your goal is to get to 40, you can't compare yourself against a, you know, a Dan Cummins that's trying to go from a thousand to 1,500."The car dealer, male, female, whoever they are, can always make as much as possible without negatively affecting anyone around them.RC aims to help every dealer understand what they have in their reinsurance position and then show them what they can do with what they currently have or what they can do if they take a different opportunity.Listen to the full episode for insights and context from RC Hazzard!⭐️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, RC Hazzard!If you enjoyed this episode featuring RC Hazzard, support us by clicking the links!Connect with RC Hazzard on LinkedIn Connect with Michael CirilloConnect with Michael on LinkedIn More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performancedealership marketing partner? Visithttps://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
Glenn Lundy: Save Your Dealership
🎧 Subscribe on Apple:https://dpb.fm/apple🔊 Subscribe on Spotify:https://dpb.fm/spotify🔗 All our links:https://dpb.fm/playGlen Lundy is the CEO of the 800% Elite Automotive Club and founder of Breakfast with Champions on Clubhouse. Lundy is an extremely successful automotive industry expert who has made it his mission to help other dealers across North America.Glenn grew a small dealership in a 9,600-person town by 800% in just 5 years, making it the second-largest used vehicle franchise dealership in the nation. Additionally, he has worked with hundreds of dealerships around the country, is a renowned author, a keynote speaker, and a two-time winner of the Chevy Dealer of the Year Award. He has also been featured in well-known automotive journals and prominent television outlets.How To Save Your DealershipBy growing a small used car shop in Lexington, Kentucky into the second-largest company of its kind in the US, Glenn began his ascent to success in the auto sales market. Under Lundy's direction, the dealership saw an 800% increase in sales, ranging from selling roughly 120 automobiles a month to over 800. In this episode, Lundy shares how he got started in the auto industry, his experiences along the way, and the creation of the 800% Club.What is the 800% Elite Automotive Club?Glenn shares his story of how he grew as an individual. He went from salesperson to general manager of an initially small dealership in a small town and grew that dealership by 800% in just under six years.We have many different vendors that serve various purposes for marketing, websites, and so many other things. We also have much different management, finance, and sales training programs. But the auto business is lacking one thing: nobody is training the owners and holding them accountable.Dealers require responsibility, plans, and a network - a group of people with whom they can grow with, address difficulties as they arise, and discuss topics that are not merely business-related, such as how to improve as a leader in one's job or how to improve their marriage when they're scaling and growing.There is always more to learn as a dealer, whether you have owned a dealership for a short time or many years. Both success and failure foster individual and professional development. But it's always a good idea to take a few cues from some of the best and most experienced auto car dealers.Listen 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!Thanks, Glenn!If you enjoyed this episode featuring Glenn Lundy, support us by clicking the links!Connect with Glenn Lundy on LinkedIn Connect with Michael CirilloConnect with Michael on LinkedIn More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-perf- - -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: Inventory Is The Nucleus
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playDan Collingridge is the chief technology officer at FlexDealer, and has been keen on technology from day one. But he had no clue that passion would lead him into a tech-driven career in the auto industry. In this episode, Dan talks about how he met Michael and the story of how they teamed up to work together after years of their childhood friendship taking many different paths.What we discuss in this episode:Managing inventory involves much more than simply tracking things. This crucial area of business cannot be ignored or compromised, and, for good reason, auto dealer inventory management demands the newest, most cutting-edge technology and creative solutions.In this episode, we go into detail about the value of inventory for auto dealers, how to make it even better, how Michael and Dan developed their inventory tools at FlexDealer, and where their latest inventory project is headed.Dan Collingridge shares his insights about the importance of a healthy workplace based on his experiences helping manage various teams at FlexDealer for over two decades.Dan and Micheal talk about how and why culture is hugely important to the success and overall health of your company, your people, and your customers, and why it's helpful to spend time considering why your company's culture is the way it is and why it must stay that way (or change).While culture is so influential, it's challenging to maintain the more extensive a business gets. Side-conversations form, resentment can grow, and you can lose control of the culture you've worked hard to build.Owning a business with a friend can be very challenging because doing so involves setting expectations and creating accountability that does not typically exist in a friendship alone. Michael and Dan reflect on how they made it possible to collaborate successfully despite (or because of!) being friends with a range of common and differing interests, goals, and priorities.Learn how FlexDealer transitioned from the dying magazine print model to a digital model that involved creating a website portal and inventory capabilities from the ground up, plus hosting all of their inventory and digital services in the newly created model.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 Dan Collingridge, support us by clicking the links!Connect with Dan Collingridge on LinkedIn Connect with Michael CirilloConnect with Michael on LinkedIn More Dealers Are Choosing To Partner with FlexDealerLooking for a reliable, high-performance - - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Fanie Scholtz & Peter Viljoen : Do Dealers Love The Agency Model?
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playIn this week's episode, we're joined by two talented leaders in the automotive industry - Fanie Scholtz, a Managing Director at FS Media, and Peter Viljoen, Managing Director at SydSen Uthintane (PTY) LTD.They share how they paired to work on a big project popularly known as Let's talk Automotive, a weekly automotive talk show, as we also discuss the big question as to if Dealers Love The Agency Model.What we discuss in this episode:How Fanie and Peter met and the story behind them joining hands and collaborating in making Let's Talk Automotive and what the project is about.Fanie and Peter share how important creating content is for growing a business, especially for the automotive industry, in a way that original, high-quality content demonstrates to your customers that you are reliable and knowledgeable. It's more important than ever to get content onto our social media platforms that add value, is interesting, and is funny and entertaining. In that way, we will build relationships of trust that will lead to that potential buyer on the other side of that device becoming a customer.Peter shares an observation he made about dealers who make content; he notes, "A mistake that the dealers start making when creating their content is they make that content around the vehicle itself. And they try and put specials out there. And it's not enjoyable for the consumer to watch that kind of content. So it's essential to make the exciting content stuff, even if it's not about the vehicles".We discuss the commonalities that exist within the automotive industry in different countries. Comparing South Africa to the rest of the world, where the commonalities reside in defining a business from a financial point of view in that South Africa has a competitively intense market, and they also have dealer operations that are very small compared to most parts of the world.Fanie and Peter dig deep into the positive and negative Impact of the pandemic on the dealership landscape and how the automotive industry pumped the brakes hard in the early months of the global COVID-19 pandemic. Sales had dropped, but the industry's engines never shut down. From the third quarter of 2020 to the first quarter of 2021, automakers worldwide saw rapid (and, in some cases, record) low production levels. As with multiple industries and geographic regions, the pandemic has accelerated the trends already forming along the mobility value chain.With plenty of dealers expressing different feelings about The Agency Model, debates are still ongoing about the move's potential benefits and impact on the automotive sector. With the Covid-19 pandemic still looming over the economy, it faces an uphill battle. The current economic situation has made it clear that original equipment manufacturers (OEMs) and dealerships must transition to a sustainable sales model. Although such a transition promises cost savings and price and customer data control, it also carries significant risks if not carried out with caution.Tune into this episode as we try to answer the most tricky question: Do Dealers Love The Agency Model?Listen to the full episode- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Scott Simons : Creating A Dealership Growth Environment
Scott Simons is a successful car dealer that is involved in multiple businesses across many industries. Scott’s main focus is in the auto industry. He is the Managing Partner and General Manager of five Carter Myers Automotive dealerships in West Virginia. He is a speaker, business consultant, astute investor, and purveyor of filling the cups of anyone who is willing to put in the effort.Scott shares specific tactical advice you can apply and how he continues to push himself by surrounding himself with those he can learn from .What we discuss in this episode:If you own or manage a dealership, you must be willing to explore new growth opportunities and embrace new ideas. Dealerships that embrace the future will maintain their profitability and relevance in the coming years. Those who do not will be squeezed out of a tightening landscape. In this week's episode of the Dealer Playbook, Scott Simons goes into great detail about Creating A Dealership Growth Environment. As a true leader and an excellent communicator, he ensures that each member of his team understands their role and works together to further the company's growth.While Building a Great Team. Investing in employee training, retention, and happiness is critical to growth and success for your dealership. A motivated, positive team is your greatest asset in building competitive advantage for your business over the long term.Customer service is easily the auto industry’s best salesperson. With customer emotions running so hot,it's crucial for your auto dealership to give every facet of customer service the finest polish imaginable. Due to the "virtuous circle" nature of the automotive industry, where strong customer service performance brings customers back later to the showroom floor—and the other way around—there is no doubt that this will pay off in amazing ways.How doing business with your own people make your climb to success is betterScott stocks his view on training employees “training is not it's not a knowing issue here, people know what to do. It's a motivation issue. And I need to help motivate them and get the best out of them. That's my job is to give them all the tools in order to be successful and give them an environment to thrive.”Chain of Command in Organizational Structure establishes accountability, it lays out a company’s lines of authority and decision-making power. A proper chain of command ensures that every task, job position and department has one person assuming responsibility for performance.To unify competing desires and perspectives, emphasize that choices be made in the best interest of the customer.How Scott pours back into his team weekly including monitoring their personal credit, managing expenses, and much more that’s lead to saving their livesGrowth and rewards have always been critical components of human resources and employee motivation. Furthermore, most people want to advance in their careers. To keep employees longer in your organization, you should provide them with a Personal Development Plan. You can use this plan to map out employee development. How does a Junior Developer advance to the level of Senior Developer? Or, how can a Manager improve in his or her position? Another advantage of employee development is that by promoting employees internally, you can easily fill senior positions within your organization. Furthermore, because you already know e- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Darren Doane: Opportunity Knocks
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playDarren Doane is an American filmmaker, actor, and music video director who has worked with artists like Christian Bale, Ken Daurio, and Blink 182. He also has a keen eye on the automotive industry and sees an endless supply of opportunities.What we discuss in this episode:Darren shares his perspective on the current customer experience at a dealership. His thoughts about the emergence of EVs are particularly interesting. In speaking about his daughter's perception, "Going to a gas station just seems stupid. She charges her phone and her laptop; it just makes sense that she should plug in her car."There is a segment of automotive customers that we haven't yet figured out how to appeal to. Where dealers historically keep trying to follow the model they are familiar with, that provides an opening for someone to consider how to flip things on their head.Darren riffs on some opportunities he sees for car dealers about how they could lift the customer experience and drive people into the store.Listen to the full episode for insights and context from {guest name}!⭐️ 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, Darren Doane!If you enjoyed this episode featuring Darren Doane, support us by clicking the links!Connect with Darren Doane on Instagram!Connect 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
Preparation Eliminates Fear
In this episode of the Dealer Playbook, Michael shares his thoughts about the next season of the retail automotive industry. The last two years have been unique. Dealers have been earning recording profits despite a chip shortage and inventory shortage. That begs to ask: what's next?What will the next two years bring, especially as the reality of a recession looms? With reports that used car sales are beginning to soften and that consumers are slowing down their purchase decisions, are we headed for the survival of the fittest?Michael encourages the industry to take inventory and assess what's within its control. The time to prepare for the next round of unforeseen circumstances is right now. Preparation mitigates fear.⭐️ 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!🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playConnect 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
Steve Roessler: Modern Dealership CRM Best Practices
Steve Roessler is the Chief Evangelist at DriveCentric, a modern take on an automotive CRM that features unified customer communications in an easy-to-digest interface. Steve shares his vantage point about why engagement is the key metric that dealerships need to track and how that's helping his client partners realize greater sales success.What we discuss in this episode:Steve came to the automotive industry from the medical industry and shares some of the biggest differences between the two industries. When first getting started in automotive, he thought it was funny that salespeople needed reminders to follow up with prospects. That was unheard of in the medical field.Steve explains that the KPI for dealerships inside of a CRM should be engagement. "That's what most CRMs lack — a focus on engagement rather than keeping a database of information. You're shooting yourself in the foot if you aren't tracking engagement."When engagement is the focus, response times go down because every interaction is treated almost like a text message. It's like an ongoing chat rather than a template-heavy interaction.Listen to the full episode for insights and context from Steve Roessler!⭐️ 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, Steve Roessler!If you enjoyed this episode featuring Steve Roessler, support us by clicking the links!Connect with Steve Roessler 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.🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/play- - -Leave a Review:If you're enjoying the podcast, we'd love an honest review here. - - -Socials:Follow on LinkedInFollow on YouTubeFollow on Facebook
Bart Nollenberger: The Next Generation of Automotive Leaders
🎧 Subscribe on Apple: https://dpb.fm/apple🔊 Subscribe on Spotify: https://dpb.fm/spotify🔗 All our links: https://dpb.fm/playBart Nollenberger is an Executive Director with the John Maxwell Team, automotive trainer, and author. In this episode, Bart shares his compelling story of recovery and sobriety and the four steps to help shape the next generation of automotive professionals.What we discuss in this episode:Bart shares his recovery story. He went from selling cars and snorting coke in the bathroom to deciding to turn his life around. After 37 years of sobriety, Bart reflects on the lessons learned and breaks down the four steps that can help anyone experience accelerated growth in their life and career.Step 1: Admission. Be willing to admit that you need help — that you don't know everything, that there is more room to grow. The automotive industry can be ego-driven, but Bart suggests that is getting in the way of real potential.Step 2: Come to believe. Believe that there are forces bigger and more powerful than you. Maybe that's God, or Budhha, or the Universe. When we believe in something bigger than us, we can more effectively surrender to it and have it elevate us beyond measure.Step 3: Make a decision. Are you ready to go from selling six cars to 12? Are you ready to own your mistakes and learn from them? Our potential is fully unlocked when we decide to take action.Step 4: Take a personal inventory. Bart encourages a DISC assessment to understand more about who you are and how you operate. You can leverage the information to understand the pitfalls to avoid or where you may be able to align passion with action.Change doesn't just happen. It requires real, authentic, vulnerable work.Listen to the full episode for insights and context from Bart Nollenberger!⭐️ 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, Bart Nollenberger!If you enjoyed this episode featuring Guest Name, support us by clicking the links!Connect with Bart Nollenberger 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