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Carol Marshall unpacks how culture, trust, and hospitality can supercharge your dealership.

In this episode, Paul, Kyle, and Michael sit down once again with the ever-insightful Carol Marshall, COO of ActivEngage, to talk about the power of intentional hiring and world-class hospitality. Carol shares the secret sauce behind her company’s team-building approach—spoiler alert: it involves “hiring for attitude,” a heat-packed conference room, and a pair of brown shorts. Drawing inspiration from industry classics like Be Amazing or Go Home and The Speed of Trust, she dives deep into how great workplace culture and thoughtful recruiting aren’t just HR buzzwords—they’re how you build a business with staying power.

From making ASOTU CON attendees feel like VIPs to setting up dealers for lead-gen success, Carol and her team aren’t just talking the talk—they’re walking it (in comfy shoes, ready to help). The trio reflects on what it means to really show up for your industry, how customer experience starts well before the sale, and why “fit” can trump even the best qualifications. This one’s got real takeaways for leaders, operators, and anyone who’s ever tried to build a team worth trusting.

Books Referenced In The Interview

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:41 Carol Marshall joins to talk growth at ActivEngage and what makes team expansion exciting—and tough

4:58 Why hiring for attitude beats hiring for skill, and how Carol’s team smells out drama before it starts

10:52 Behind-the-scenes of how ActivEngage owned hospitality at ASOTU CON with cross-functional team support

13:48 Productizing service: from sticky website chats to flip-to-text, ActivEngage is all about real customer connection

17:18 A fresh client wins big: 8 appointments, 8 sales—how quality conversations can drive real ROI for dealers

Learn more about Carol Marshall:

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F&I veteran Rudy Graff brings decades of grit, grind, and gut checks into a conversation that reveals the high-stakes game behind the deal jacket.

Rudy Graff—aka “Rudy Boss”—joins the crew to unload decades of wild, real-world experience from the F&I trenches. From his early days dodging lemon law landmines and printing contracts with a daisy wheel, to leading compliance initiatives at one of the country’s largest dealerships, Rudy’s journey through automotive finance is anything but boring. He shares how a recession pivot turned into a career, why he operated under an alias in the Wild West days of F&I, and how working the phones and fighting for a spot gave him a front-row seat to the evolving auto landscape.

Now with ComplyAuto, Rudy breaks down the modern compliance tightrope, the hidden costs of a single digit typo, and how AI is changing the game—one autofilled form at a time. He peels back the curtain on how even tiny address mismatches can snowball into repo-level disasters and explains why today’s F&I professionals need more than sales chops; they need tools, process, and precision. If you’ve ever wondered what F&I actually does or why compliance is everyone’s business, Rudy makes it clear: protect the store, protect the customer, and never underestimate the power of automation.

Timestamped Takeaways:

[0:00] Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

[3:02] Enter “Rudy Boss”: Rudy shares how his F&I alter ego was born out of early dealership antics and the need to fly a little under the radar.

[5:47] From Phones to Frontline: His improbable entry into auto, starting with cold calls and ending in battle-tested F&I leadership.

[10:47] First Rule of F&I—Protect the Store: Rudy emphasizes that compliance isn't optional—it's mission-critical.

[15:12] Real-Life AI Impact: How AI is catching human errors—like address mismatches—that can trigger costly customer blowback.

[19:22] Why Your Next Repo Might Be a Data Entry Problem: The ripple effects of a single mistake and why AI is essential to clean deals.

[23:37] Looking Ahead—AI, Blockchain, and Bulletproof Compliance: Rudy and the team envision the future of document validation and regulatory tech.

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Monik Pamecha is turning chaos into clarity with AI that actually understands what customers need.

In this episode, the Auto Collabs crew welcomes Monik Pamecha, co-founder of Toma, for a deep-dive into the noisy, often-overlooked world of dealership phone calls. With a background in engineering and a journey that spans from health tech to nipple covers on Amazon (yes, really), Monik shares how he and his team stumbled into the auto industry and found their niche by transforming chaotic call data into actionable AI. Through humor and honesty, he recounts the growing pains of early development—including one rogue cowboy-themed AI voice—and explains why dealerships were the perfect testing ground thanks to their willingness to embrace fast-paced innovation.

The conversation shifts gears into the philosophy of building with AI, where Monik emphasizes separating what should be automated from what needs a human touch. Having listened to over 4,000 calls (often at 3x speed), he reveals just how much of dealership communication is repetitive and ripe for automation. From reducing friction in service booking to futureproofing voice AI with better data integration and customer intent understanding, Monik paints a vision of a dealership experience that’s faster, smarter, and still deeply human where it counts.

Timestamped Takeaways:

[0:00] Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

[4:08] Cowboy AI Goes Rogue: Monik shares a hilarious early bug where a forgotten prompt turned the AI into a Western character—proving even bad builds can lead to great stories.

[5:32] Why Dealers Move Faster Than Banks: Monik explains why dealerships were quicker to test voice AI compared to risk-averse industries like healthcare and banking.

[14:30] The Real First Step to AI in the Dealership: He outlines a simple rule: if a task doesn't need creativity, it's a candidate for automation.

[19:41] Beyond Voice—The Real Work of AI: Monik emphasizes that voice is just a channel; the real innovation lies in what the AI does after the call starts.

[23:24] Plumbers of the AI Age: As AI capabilities explode, Monik likens his team to plumbers—connecting tools, data, and insights to create seamless customer experiences.

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David Steinberg returns with the data-driven truth bomb that 88% of your leads might be telling you something you're ignoring—and it's costing you more than sales.

David Steinberg is back—and he’s not holding back. From his childhood days as a SAG card-carrying actor to founding FourEyes, David brings a mix of storytelling charm and ruthless data clarity to this episode. He dives deep into why dealers are drowning in leads but still missing sales, how bad CRMs are sabotaging great salespeople, and why marketing might be the most over-served segment in auto retail.

The conversation unpacks the dangerous comfort of “cherry-picking” leads, the myth that more traffic solves sales slumps, and the growing power of consumers in a reputation-driven market. With smart takes on AI, CRM failures, and why your sales process matters more than your ad budget, David makes it clear: the water’s rising in automotive retail, and it’s time to fix the foundation.

0:00 - Intro with Paul J Daly

6:01 – David’s unusual journey from software developer to lumber entrepreneur and how it birthed the idea for FourEyes.

8:48 – The sales process is the hardest—and most neglected—pillar of dealership success.

10:08 – Why flooding the pipeline with more leads almost never fixes a slow sales month.

12:59 – Only 2.3% of leads close after day 4; the industry’s cherry-picking model is a long-term liability.

15:08 – AI can supercharge your sales follow-up—if your CRM isn't a garbage fire.

20:42 – Customers have more power than ever, and ignoring the 88% creates ripple effects that cripple your future.

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Unpack how robots, data, and AI are quietly transforming the dealership—from the parts department to the showroom floor.

Greg Uland is back on the mic with Paul, Kyle, and Michael, and he’s bringing high-tech vibes straight from the Reynolds and Reynolds innovation lab. This time, they’re talking about RELO—a robot that delivers parts right to the service bay without breaking stride. It’s more than a novelty; it’s a tactical answer to the question every dealer should be asking: “How much money am I losing every time a technician leaves the bay?”

But that’s just the start. The crew dives into the real conversation: why dealership tech stacks are often bloated and broken, and how Reynolds is solving that through acquisitions and a focus on clean, connected data. Greg explains how unique identifiers, unified systems, and thoughtful AI deployment can actually drive efficiency instead of creating digital noise. It’s a look behind the curtain at how fixed ops and front-end retail are converging in the era of smarter software—and smarter strategy.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

4:30 RELO the Robot: Reynolds’ parts delivery robot automates the journey from parts counter to service bay, letting techs stay put and keep turning hours.

7:00 Minutes as Inventory: Greg reframes technician time as a sellable unit, emphasizing how reclaiming just 20 minutes a day can significantly impact dealership profitability.

8:30 The Productivity Slide: Tech productivity has actually declined over the last decade—Greg and the crew discuss why, and what’s needed to reverse the trend.

14:00 Unified Data Strategy: Reynolds is stitching together its software ecosystem (CRM, DMS, rentals, and more) into a single source of truth to eliminate duplicated work and bad data.

18:00 Smarter AI Needs Smarter Data: Greg explains that AI isn’t magical—it only works when it’s built on accurate, integrated dealership data. Otherwise, it just makes the wrong decisions faster.

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Eric Flow is building a dealership legacy rooted in promises, not just profits—and his take on vendor partnerships and culture is anything but ordinary.

Eric Flow of Flow Automotive joins the crew for a conversation that reaches deep into the DNA of one of the most intentional dealer groups in the country. With roots tracing back to a post-WWII used car lot and a family legacy that includes working for Douglas MacArthur and Henry Ford II, Eric doesn’t just represent the third generation of dealers—he’s pushing the business forward with a distinct blend of care and challenge. His use of the word “covenant” isn’t marketing fluff; it’s a framework for how Flow engages both customers and employees with a sense of sacred responsibility.

The episode also dives into how Flow Automotive integrates tech like CarCutter to maintain quality merchandising across 50 rooftops. Eric explains why vendor flexibility, API access, and store-level execution matter more than just off-the-shelf functionality. He’s not chasing shiny objects—he’s looking for tools that align with their culture and empower their people. From evolving customer touchpoints to developing a scalable LMS, this conversation is a deep-dive into how values-driven leadership meets the realities of modern auto retail.

Timestamped Takeaways:

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Cindy Allen brings the soul of a musician and the mind of a technologist to one of the auto industry's most quietly transformative companies.

On this episode of Auto Collabs, the crew chops it up with Cindy Allen, CEO of StoneEagle, whose journey through auto, tech, and travel is anything but ordinary. From launching one of the industry's first web-based rating engines to leading a data-driven mission rooted in human connection, Cindy proves that growth and soul can coexist—if you focus on the "and." With infectious energy and a jazz-like approach to business, she shares how her early musical training, a stint in the travel industry, and front-line dealership experience shaped her leadership philosophy.

Whether it's bringing floppy disks to early adopter dealers, decoding data myths, or navigating the complexities of family business dynamics, Cindy keeps it real with insight and humor. The conversation dives deep into the resilience of dealers, the real story told by performance metrics, and the need for curiosity-fueled innovation in today’s fast-moving industry. This one’s got strategy, soul, and a little Italian opera on the side.

Timestamps:

0:00 – Intro

The crew riffs on the name “StoneEagle” and sets the tone for the episode.

3:02 – From Front Desk to the C-Suite

Cindy talks about how answering phones turned into building a tech-first F&I company.

6:33 – Teaching Dealers the Internet

Floppy disks, AOL, and convincing early adopters—it was the wild west of dealership tech.

10:21 – Falling in Love with the Industry

How resilient people, mentors, and agency culture pulled Cindy in for the long haul.

15:28 – The Power of “And”

Cindy explains how StoneEagle balances scale with soul—and why you have to be intentional about it.

18:43 – What the Data Really Says

Forget the headlines. Cindy unpacks key insights from industry-wide F&I data trends.

22:28 – Travel Secrets and Amex Lore

The hosts push for insider perks from Cindy’s time at American Express. She doesn’t crack.

25:46 – Closing Thoughts

Musicianship, leadership, and why staying curious will always be in style.

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Setting big goals sounds great — but what happens when the hard part hits? Nick Askew shows us how perseverance, creativity, and curiosity can bridge the gap between ambition and reality.

In this vibey and inspiring episode, the crew hangs out with Nick Askew of Space Auto — a man who seems to effortlessly blend tech, music, and entrepreneurial grit. After poking some fun at Nick’s musician-worthy name, the conversation quickly gets real. Nick opens up about a personal challenge he set for himself: recording a song every single day for a month. He reflects on the physical and emotional hurdles he faced and how that endurance translates to running a startup in today’s hyper-accelerated tech landscape. Nick’s insights about perseverance, adaptivity, and commitment make it clear: doing the hard things conditions you to thrive when the stakes are high.

The conversation takes a sharp, fascinating turn into the world of AI and its evolving role in automotive retail. Nick breaks down how we're living in the "baby stages" of AI, what practical steps dealers need to take today, and why curiosity beats waiting for a polished, plug-and-play solution. The team also riffs on how creative minds might have a unique edge when adapting to rapid technological changes. If you’re wondering how to stay relevant — or just stay standing — in the fast-moving future of retail and tech, this episode's your jam.

Timestamped Takeaways:

0:00 — Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

3:50 — Nick shares lessons from committing to record a new song daily for 30 days, emphasizing perseverance and adaptability

6:40 — Why doing hard things daily trains entrepreneurs to survive the inevitable grind of building anything new

10:00 — The real state of AI today: baby steps, not magic wands, and how breaking tasks into small agents creates real progress

14:54 — Practical advice for dealers: get curious, experiment with AI tools now, and learn how to be your own “data brain”

23:42 — Why automotive retail is uniquely positioned to lead in AI application — and how to think of your operations as a series of AI-powered agents

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For Erroll Bomar III, selling cars is just the surface—his real drive is inspiring lasting change, one relationship at a time.

In this episode of Auto Collabs, we’re joined by the magnetic Erroll Bomar III—Ford product specialist, NADA Live Stage veteran, and founder of The Change 365. Known for his presence at auto shows and his encyclopedic knowledge of vehicles, Erroll unpacks his journey from early car sales to national events, sharing how relationship-driven selling laid the foundation for his career. His automotive chops are impressive, but what really shines through is his genuine care for people and his belief that emotional connection beats transactional business every time.

The conversation shifts gears to something even deeper: the difference between motivation and inspiration. Erroll drops wisdom about helping people change not just their minds, but their lives—one day at a time. His nonprofit work with The Change365 shows how he's using that ethos to impact men’s physical and mental health. From subtle Ford hacks (hello, nine-volt battery trick) to the reality of loneliness in our digital age, this episode is part car talk, part soul talk—and fully inspiring. Yes, part two is already in the works.

0:00 - Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

6:08 -Relationship-Driven Roots: Erroll details his start in automotive, selling cars commission-only and learning the power of customer relationships before social media changed the game.

10:25 - From Spokesmodel to Specialist: He walks through the evolution of auto show roles and why deep product knowledge has become non-negotiable for today’s consumers.

11:18 - The 9-Volt Hack: Learn the little-known Ford feature that could unlock your vehicle in a pinch—and why these niche facts matter to brand loyalty.

18:21 - The Change365 and the Power of Inspiration: Erroll explains why he champions inspiration over motivation and how his nonprofit helps men take control of their wellness year-round.

26:33 - It's All About Connection: Whether at an auto show or a dealership, Erroll's mission is to ensure people feel seen, heard, and cared for—because that’s what makes the biggest impact.

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Dave Karasick proves that data and flavor both require the right ingredients to succeed.

In this episode of Auto Collabs, the crew catches up with Dave Karasick, Dealer Business Development Manager at Urban Science, and a former chef who knows a thing or two about recipes—both in the kitchen and on the sales floor. Dave shares his unique journey from crafting homemade dishes to crafting dealership processes, highlighting the parallels between culinary quality control and retail auto data strategies. With humor, insight, and just the right amount of sass, he unpacks why understanding customer behavior is more important than just flooding inboxes with cookie-cutter follow-ups.

The real meat of the conversation lies in how dealers can use real-time data to refine their approach, identify high-funnel vs. low-funnel shoppers, and—most importantly—boost engagement without overwhelming their teams. From discussing the top causes of CRM defection to emphasizing the human connection still essential in car buying, Dave blends storytelling with strategy. This episode is a must-listen for anyone trying to move from “checking boxes” to actually moving metal.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

03:26 – Dave’s unexpected career pivot from culinary arts to car sales sets the stage for a unique perspective on process and feedback.

07:47 – Dave discusses how data has become the modern dealership’s “test kitchen,” allowing dealers to identify what’s working and what isn’t.

11:11 – Dealers often overlook their own backyard: Dave emphasizes the power of hyper-local targeting and why conquesting may not always be the answer.

14:36 – Behavioral insights are key: using data to personalize customer engagement rather than relying on generic follow-up strategies.

20:40 – The 8–21 day CRM follow-up window is where dealerships lose the most leads—Dave shares how to transform those moments into conversions.

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