This episode is brought to you by:

Stream Companies – How much revenue is slipping through the cracks at your dealership? Stream Companies’ Missed Opportunities Report analyzes your strategy and highlights where you can drive more sales, faster. Request your free report today at https://www.streamcompanies.com/MissedOpportunitiesReport/

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Today Sam D'Arc is joined by Randy Parker, CEO of Hyundai and Genesis Motor North America.

Randy breaks down how Hyundai is navigating a market that's down 5% in early 2026, absorbing the cost of 15–25% tariffs, managing dealer profitability and inventory pressure, and making tens of billions in U.S. infrastructure bets designed to secure the brand's next 50 years.

This episode is brought to you by:

1. Reynolds & Reynolds - Reduce your cycle time with ReconVision, an automated reconditioning workflow that tracks vehicles from start to finish and helps maximize used vehicle profits. ReconVision doesn’t just help you track your reconditioning, it helps you fix it. Visit @ here for more information.

2. Lotlinx - Meet LotGPT, your AI Inventory Strategist built exclusively for car dealers. It reveals competitive insights, shopper behavior, and pricing dynamics, and even identifies underperforming VDPs with merchandising recommendations to boost conversion without cutting price. Put LotGPT to work for your dealership today, totally free, @ here.

3. Nomad Content Studio - Most dealers still fumble social—posting dry inventory pics or handing it off without a plan. That’s where Nomad Content Studio comes in. We train your own videographer, direct what to shoot, and handle strategy, to posting, to feedback. Want in with the team behind George Saliba, EV Auto, and top auto groups? Book a call @ here.

Check out Car Dealership Guy’s stuff:

For dealers:

CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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

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Topics:

05:35 The Hidden Cost of 25% Tariffs on Automakers

08:45 The 2 Things That Decide Whether an OEM Wins or Loses

10:15 Why Hyundai Is Doubling Down on EVs While Others Pull Back

11:10 The Strategy Behind Hyundai’s “Seat for Every Purse” Lineup

15:30 The #1 Problem Keeping Hyundai’s CEO Up at Night

17:30 The Real Way Dealers Make Money

27:25 What’s Actually Happening With Amazon Car Buying

29:30 The Old-School Dealer Strategy That Still Wins in 2026

36:25 “Nothing Happens Until We Sell a Car”

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Today's show features:

- Hicks Layton, Finance/Sales Manager at Hicks Automotive Group

- Michael Dunne, CEO of Dunne Insights LLC

- RussFlipsWhips, RFW Training

This episode is brought to you by:

Stream Companies – How much revenue is slipping through the cracks at your dealership? Stream Companies’ Missed Opportunities Report analyzes your strategy and highlights where you can drive more sales, faster. Request your free report today at https://www.streamcompanies.com/MissedOpportunitiesReport/

Check out Car Dealership Guy’s stuff:

CDG Circles ➤ ⁠https://cdgcircles.com/⁠

CDG News ➤ ⁠https://news.dealershipguy.com/⁠

CDG Jobs ➤ ⁠https://jobs.dealershipguy.com/⁠

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Today's show features:

- Zac Kinch, General Manager of Rohrman Toyota

- Dave Spannhake, Founder & CEO of Reunion Marketing

- Jason Mahoney, Sr. Director of Marketing at Carter Myers Automotive

This episode is brought to you by:

Experian Automotive – Nearly 90% of dealers are concerned about rising fraud, with 75% reporting a measurable impact on their operations. In the past year, 85% have suspected or confirmed fraud cases. The fix? Experian Automotive's Fraud Protect. Trust Experian to help protect your dealership. Learn more at https://www.experian.com/automotive/fraud-protect

Reunion Marketing – Reunion Marketing was founded by a team that built their digital strategy inside a large dealership group, giving them firsthand insight into what dealers actually need from their marketing partners. Ten years later, Reunion has helped thousands of dealerships grow through industry leading SEO, Generative Engine Optimization, and paid search strategies built specifically for automotive. Learn more at http://reunionmarketing.com/

Check out Car Dealership Guy’s stuff:

CDG Circles ➤ ⁠https://cdgcircles.com/⁠

CDG News ➤ ⁠https://news.dealershipguy.com/⁠

CDG Jobs ➤ ⁠https://jobs.dealershipguy.com/⁠

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

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Today I'm joined by Mo Zahabi, AVP of Product Consulting at Cox Automotive.

Most dealers think the race begins when the lead arrives. But by that point, the customer has often been in-market for five or six weeks already.

Mo breaks down how first-party data inside the Cox Automotive ecosystem can reveal buying signals before a lead ever exists, why fragmented dealership tech stacks create wasted effort and employee turnover, and how dealers can modernize customer engagement by focusing on real behavior instead of outdated tactics.

This episode is brought to you by:

1. Podium - The AI platform trusted by one in three dealerships. Podium helps dealers consolidate sales, service, messaging, and voice into one connected system that actually runs the work. If your AI isn’t driving real outcomes, it’s time to take a closer look @ https://www.podium.com/car-dealership-guy.

2. BizzyCar - BizzyCar helps dealerships identify vehicles with open recalls and automatically schedule service appointments using AI and the industry’s most accurate recall data. The result: more customers returning to your service lane and more recall revenue captured. See how it works at https://info.bizzycar.com/cdg

3. Cox Automotive - Discover what’s driving improved customer experiences—and dealership results. Download the Drivers of Shopper Satisfaction ebook from Cox Automotive today @ https://carguymedia.com/464vOfw

Check out Car Dealership Guy’s stuff:

For dealers:

CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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

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

Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For industry vendors:

Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Topics:

08:05 The Real Problem at Dealerships Isn’t Margin Compression

09:55 “5 Minute Lead Response?” — You’re Already 5 Weeks Late

10:20 Why Dealers Should Stop Waiting for Leads

11:00 The Customer Data Mistake Costing Dealers Millions

13:40 The CRM Change That Instantly Deleted 850,000 Tasks

19:00 The Difference Between a Smart CRM and a Dumb CRM

21:15 “Playing Poker With the Customer’s Cards Face Up”

26:40 Why F&I Bottlenecks Are Killing Dealership Efficiency

34:20 Dirty Data Is Like Putting Diesel in a Gas Engine

Car Dealership Guy Socials:

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Today's show features:

- Mike Minerva, General Manager/Partner of Capital Motor Cars

- Kim Saylor, Sr. Director of Product Marketing, Fixed Operations at CDK Global

- Ben Saxon, General Manager of Inver Grove Ford

This episode is brought to you by:

Experian Automotive – Nearly 90% of dealers are concerned about rising fraud, with 75% reporting a measurable impact on their operations. In the past year, 85% have suspected or confirmed fraud cases. The fix? Experian Automotive's Fraud Protect. Trust Experian to help protect your dealership. Learn more at https://www.experian.com/automotive/fraud-protect

CDK Global – CDK Global empowers dealers with the tools and technology they need to build deeper relationships with customers and sell and service more cars. Visit https://www.cdkglobal.com

Check out Car Dealership Guy’s stuff:

CDG Circles ➤ ⁠https://cdgcircles.com/⁠

CDG News ➤ ⁠https://news.dealershipguy.com/⁠

CDG Jobs ➤ ⁠https://jobs.dealershipguy.com/⁠

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

My Socials:

X ➤ ⁠https://www.twitter.com/GuyDealership⁠

Instagram ➤ ⁠https://www.instagram.com/cardealershipguy/⁠

TikTok ➤ ⁠https://www.tiktok.com/@guydealership⁠

LinkedIn ➤⁠ https://www.linkedin.com/company/cardealershipguy/⁠

Threads ➤ ⁠https://www.threads.net/@cardealershipguy⁠

Facebook ➤⁠ https://www.facebook.com/profile.php?id=100077402857683⁠

Today I'm joined by John Hiester, Dealer Principal at John Hiester Automotive Group.

In this conversation, we discuss how video and AI are transforming sales and F&I coaching, why Hiester moved toward salaried “product specialists,” and how diversification—from parts distribution to real estate—creates new stability beyond vehicle sales.

This episode is brought to you by:

1. Lotlinx - Meet LotGPT, your AI Inventory Strategist built exclusively for car dealers. Fluent in your market, your dealership, and your inventory, LotGPT analyzes live inventory, real-time market supply, and shopper demand to surface risk and opportunity VIN by VIN. It reveals competitive insights, shopper behavior, and pricing dynamics, and even identifies underperforming VDPs with merchandising recommendations to boost conversion without cutting price. Put LotGPT to work for your dealership today, totally free, @ here.

2. Openlane - The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. If you’ve never used OPENLANE before, or it’s been a while since you have, you’re eligible to earn up to $2,500 in buy or sale fee credits. Learn more @ here.

3. CDG Recruiting - Hire top dealership talent, fast. From sales managers to GMs and C-suite execs, we’ve placed over 1,000 roles across auto retail. Ready to scale without the hassle? Visit @ https://www.cdgrecruiting.com/ to get started.

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

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Topics:

04:20 Videoing F&I added $600 per deal instantly.

08:20 Videotaping transactions unlocked $600 more per deal.

11:50 "You get what you settle for".

16:45 Carvana buying dealerships is just competition.

19:15 Beating big metro stores from a tiny town.

24:10 Daily red-yellow-green sheets drive accountability.

27:30 Taking cars to customers instead of waiting.

29:20 Stealing college grads from Apple with a program.

44:50 The employee who almost quit and stayed.

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Today's show features:

- Charlie Spradlin, Sales Director, Art Moehn Auto Group


- Yogesh Darji, Founder & CEO of AgentDynamics

- Michael Speigl, Dealer Principal of We Auto

This episode is brought to you by:

Experian Automotive – Nearly 90% of dealers are concerned about rising fraud, with 75% reporting a measurable impact on their operations. In the past year, 85% have suspected or confirmed fraud cases. The fix? Experian Automotive's Fraud Protect. Trust Experian to help protect your dealership. Learn more at https://www.experian.com/automotive/fraud-protect

AgentDynamics – The AI-powered BDC platform helping dealerships win on speed-to-lead and long-term customer engagement. With full CRM and DMS integrations, it handles voice, SMS, and email communication in under 60 seconds. Visit http://agentdynamics.ai/cdg and use code CDGPOD to start your 30-day pilot.

Check out Car Dealership Guy’s stuff:

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CDG Jobs ➤ ⁠https://jobs.dealershipguy.com/⁠

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

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Everything else ➤ ⁠dealershipguy.com

Today's show features:

- Garry Keyser, President of L. B. Smith Lincoln


- Matt Norris, Fixed Ops Director at Bozard Ford


- Kevin Proctor, Service and Parts Director at Classic Chevrolet

This episode is brought to you by:

Great America – Planning a new service lane, collision center, or showroom refresh? GreatAmerica finances dealership build‑outs and remodels—including service equipment, collision & repair, body & paint, EVSE, car wash, signage, and software. Our fast credit decisions keep projects on schedule, while flexible financing structures are designed to support growth, efficiency, and long‑term ROI—without tying up cash needed for inventory, staffing, or daily operations. Visit https://carguymedia.com/4l4uK13 to learn more!

Check out Car Dealership Guy’s stuff:

CDG Circles ➤ ⁠https://cdgcircles.com/⁠

CDG News ➤ ⁠https://news.dealershipguy.com/⁠

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Everything else ➤ ⁠dealershipguy.com

Today I'm joined by Paul Nadjarian, Chief Product Officer at Carfax.

We break down why the smartest dealers are shifting from one-time gross to lifetime value, how vehicle history data closes the trust gap with consumers, and why “homegrown” inventory is becoming the most profitable used-car strategy.

Paul also explains how automation and consumer signals are quietly driving higher service retention and better acquisition decisions without adding dealer workload.

This episode is brought to you by:

1. Lotlinx - Meet LotGPT, your AI Inventory Strategist built exclusively for car dealers. Fluent in your market, your dealership, and your inventory, LotGPT analyzes live inventory, real-time market supply, and shopper demand to surface risk and opportunity VIN by VIN. It reveals competitive insights, shopper behavior, and pricing dynamics, and even identifies underperforming VDPs with merchandising recommendations to boost conversion without cutting price. Put LotGPT to work for your dealership today, totally free, @ https://lotlinx.com/LotGPT/.

2. Podium - Podium, the AI platform trusted by one in three dealerships. Podium helps dealers consolidate sales, service, messaging, and voice into one connected system that actually runs the work. If your AI isn’t driving real outcomes, it’s time to take a closer look @ https://www.podium.com/car-dealership-guy.

3. Carfax - Drive long-term customer loyalty with CARFAX. Visit @ https://carfax.com/CDG to learn more.

Check out Car Dealership Guy’s stuff:

For dealers:

CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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

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

Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

For industry vendors:

Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Topics:

07:30 Why Gross Per Deal Is the Wrong Metric

10:25 The Inventory That Sells Faster and Makes More

12:40 The 19-Point Service Retention Gap

13:00 Miss Year One… Lose the Customer

28:00 The 20% Lift from Trust-Based Messaging

28:15 The 30% Lift from Coordinated Messaging

31:30 The Goldmine Most Service Lanes Ignore

33:20 The Used Car Section That Outsold the Rest

38:36 Without Loyalty, Dealer Economics Collapse

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