Car Dealership Guy Podcast

Today's show features:

- Dennis Gingrich, Platform / Group Executive at The Niello Company

- Cody Short, CRO at The Laundry Guy

- Travis Graddon, General Manager at Wilder Auto Center

This episode is brought to you by:

Carmax – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG

The Laundry Guy – The Laundry Guy – A cost-reduction partner for automotive groups, specializing in uniform, linen, and facility service contracts. Our team audits invoices and renegotiates agreements to drive 30–50% savings while improving contract terms. Send us your most recent invoice and we will do a free audit based on our industry data. https://thelaundryguy.com

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CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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CDG Recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://www.cdgrecruiting.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Joining host Matthew Haiken today is Michael Brown. Michael was running his father's Jaguar and Porsche store on Long Island when his dad sold it out from under him in 1998, a move that left him devastated and turned out to be the best thing that ever happened to him.

He walks through learning the business under Roger Penske and John Staluppi, the handshake deal where he signed over his house and every asset he had for a piece of the stores, and the $350,000 health insurance bill that nearly put him out of business two weeks into COVID.

Michael Brown is the Owner of Empire Automotive Group, a 1,300-person dealer group he built after leaving with six stores.

He started out washing cars and working in the parts department at his dad's store, ran four Penske stores in Connecticut and a 14-store auto mall in Rhode Island, then helped grow the Staluppi organization from 10 stores to 26 while working his way up to owning 30% of it.

Topics:

03:10 Bell To Bell Wasn't Ingrained.

06:20 Met Penske At Teterboro Airport.

13:45 Never Stop Worrying About Receivables.

16:50 Record Year In 2009.

27:35 Study Losses, Not Just Wins.

40:40 It's The People Business.

This episode is brought to you by:

1. Lotagent - Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ here.

2. Podium - If your AI isn’t driving real outcomes, it’s time to take a closer look @ here.

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For dealers:

CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Fix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Today's show features:

- Vaughn Triolo, Platform GM at Pedder Auto Group

- Peter Franco, Head of P&C Acquisition, Direct Markets at Zurich U.S.

- Mahima Raghav, AVP/Senior Consultant, Staff Legal, Judicial and Legislative Affairs at Zurich U.S.

- Chris Kennedy, Dealer Principal at Kennedy Auto Group

This episode is brought to you by:

Carmax – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG

Zurich U.S. – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory. By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/4i8Vptu

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Aaron Baldwin estimates that coordination between dealers, automakers, and vendors is maybe 10% effective today, and argues that a bad car buying experience doesn't start in the showroom, it starts with the very first ad a shopper sees.

Aaron Baldwin is the President of Mobility Global Sales Solutions, the division that brings Automotive Mastermind, MarketScan, and Polk under one roof.

He started out selling cars and working deals at Asbury Automotive Group in the mid-2000s, was the founding technical leader at CarNow in the early days of online car buying, and now oversees a data operation that draws on 100 years of vehicle registrations from all 50 states and roughly 7 billion payment calculations every month.

Topics:

00:55 OEM And Dealer Messages Collide.

03:25 OEM Doesn't Know Dealer Discounts.

07:00 Not Another Tool, Integrate The Data.

11:20 100 Years Of Registration Data.

16:00 Handoffs Are Not Happening.

23:40 Get Into Something Emotional Like A Car.

31:10 Fragmentation Is The Biggest Opportunity.

This episode is brought to you by:

1. Proton IT - Around-the-clock protection starts with around-the-clock support. Visit @ here for more information.

2. Uber for Business - Your customers ask for Uber by name. Why are you running your courtesy rides through anyone else? Register @ here.

3. Mobility Global - Mobility Global Sales Solutions is the industry’s most comprehensive sales intelligence, one trusted platform that turns market signals into actionable insight so you can confidently outperform competitors and drive lifetime value. Learn more about Mobility Global @ here.

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Today's show features:

- Andrew Reutsky, Business Student at Harvard

- Eric Frehsée, President at Tamaroff Group

- Spencer Webb, General Manager at Audi Salt Lake City

This episode is brought to you by:

Carmax – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG

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Today's show features:

- Richard Meneely, Fixed Operations Director at Norm Reeves Honda Superstore North Richland Hills

- Bill Egan, Vice President of Product at automotiveMastermind

- Matthew Whittenberger, Fixed Ops Director at Diehl Automotive

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

automotiveMastermind – Mobility Global Sales Solutions is the industry’s most comprehensive sales intelligence, one trusted platform that turns market signals into actionable insight so you can confidently outperform competitors and drive lifetime value. We power your sales growth, allowing you to target the right audience with the best offer, leverage the most accurate ownership insights, and measure your performance. Learn more about Mobility Global at https://www.mobilityglobal.com/en-us/sales-solutions

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Today Guest Host Matt Haiken is joined by Bill Solko, Dealer Principal at Automotive Avenues.

In 2009, Bill's accountant told him he had lost $1.2 million, and a few weeks later he drove past an empty dealership and decided to go retail.

Last month Automotive Avenues sold 1,025 used cars across two New Jersey stores, and it outsells Carvana in the New York market while making around $800 a car, compared with the $3,800 Bill says the big box players target.

Bill breaks down his "wholesale to the public" model, why he retails aging cars instead of dumping them at auction, and why he throws predatory lenders out of his office.

He also reveals, publicly for the first time, the private equity acquisition that timed out after a year in contract.

Topics:

02:45 Dropped Out Of High School In 10th Grade.

09:45 Wholesaling Was Commodities Trading.

13:25 Accountant Said He Lost $1.2 Million.

17:25 Auction Owner Said Buy, We'll Figure It Out.

26:40 Selling 1,000 Cars With $800 Margins.

34:30 Manufacturers Create Artificial Demand.

50:35 Rejects Predatory Lender Programs.

This episode is brought to you by:

1. Turn Automotive – Retail more vehicles. Buy cars right from customers’ driveways. Their in-store appraisal tools help sales staff overcome trade objections and free managers to focus on desking deals. Their guaranteed offers help dealers know their exit before they own the trade, especially vehicles that don’t fit their retail stocking plan. Off-Site Appraisal lets dealers appraise and buy vehicles directly from customers at home. Plus, every transaction includes their industry-leading warranty. Schedule your demo today @ here.

2. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ here.

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Today's show features:

- Cooper Wilburn, Sales Manager at Al Serra Autoplaza

- Dan Gaughan, General Manager at AutoHub

- Aaron Smith, Platform Director at Fred Beans Automotive Group

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

AutoHub – AutoHub is the smarter, all-in-one vehicle acquisition platform that empowers dealers to acquire more cars directly from their own customers on the showroom floor, online, and in the service drive. By automating appraisals, standardizing vehicle checklists, enabling customized pricing, and engaging customers directly via SMS/text message, AutoHub enables dealers to increase look-to-book, reduce reliance on costly auctions, and lower acquisition costs. Backed by data-driven market intelligence, the AutoHub Acquisition Engine (AAE) delivers a full acquisition ecosystem that drives consistency, predictability, and profitability at scale.

Learn More: https://www.autohub.io/vehicle-acquisition-engine/

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In this episode of the Industry Spotlight, joining host Sam D'Arc are Rick Vrablik, General Manager at Nielsen Automotive Group, and Babak Mofrad, President at AutoVision to discuss how an 11-store group that shares every used car across every rooftop sourced, appraised, and priced its way to a 400-unit record month just five months after switching appraisal tools.

Rick admits he fought the shared-inventory model at first, then explains why it forces managers to put the right money on every trade.

He walks through the phone plug-in check that exposed nine hidden problems on a trade-in he walked away from, and Babak explains why market day supply, the number dealers have trusted for 15 years, can push you into a bad decision on good data.

This episode of the Car Dealership Guy Podcast is brought to you by AutoVision.

02:50 Dealer Principle Forced Shared Inventory.

03:45 Sharing Inventory Forces Better Appraisals.

05:15 Best Cars Come From Trades.

07:10 Holding Cars Too Long Is The Sin.

07:35 Don't Trust The Computer Alone.

09:15 AI Buys Better, Not Sells More.

11:45 Old Tool Let Managers Hide Cars.

12:55 OBD Reader Changed Appraisals.

15:30 Gut Versus Avery, Who Wins.

19:00 Built Out Of Dealer Paranoia.

20:00 High Day Supply Isn't Bad.

29:15 Market Day Supply Is Overrated.

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Today's show features:

- Jeremy Mayoral, General Manager at Arlington Acura (Rohrman Auto Group)

- David Thomas, Director of Content Marketing at CDK Global

- Kareem Raposo, General Manager at Kia of Port Charlotte (Morgan Auto Group)

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

CDK Global – Dealership challenges are constantly evolving—your technology should too. The CDK Dealership Xperience Platform unifies your operations with AI driven tools built to grow with you. Learn more here: https://carguymedia.com/4z06keG

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