Today's show features:

- Jason Hartman, Founder at JXCE

- Scott Pharr, CEO at Pharr Motor Group

- Charlie Spradlin, General Manager at Art Moehn Auto Group

This episode is brought to you by:

Carmax – CarMax Auctions 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 carmaxauctions.com/CDG.

First up, Jason Hartman, Founder of JXCE. Jason's built a reputation for turning conventional dealer wisdom on its head — and he's bringing a take today that'll have some of you nodding and others reaching for the mute button. You'll want to hear which side you land on.

Then we've got Scott Pharr, Dealer Principal at Pharr Nissan of Chesterton. Here's the kicker — Scott literally just acquired this store days ago. So what's the very first move you make when you walk into a brand-new dealership? Scott's going to tell us what happens in those crucial opening weeks.

And finally, Charlie Spradlin, General Manager at Art Moehn Auto Group — Digital Dealer speaker and a member of the 800% club. Yeah, you read that right. Eight hundred percent. Charlie's going to unpack how you get numbers like that, and whether it's something any store can pull off — or lightning in a bottle.

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In this episode of the Industry Spotlight, joining host Sam D'Arc are Travis Siebert, SVP at DealerPay, and Kris Towle, Chief Accounting Officer at Niello Company to discuss why one of the auto industry's oldest processes, collecting cash and checks from parts and service customers, still costs dealerships money, time, and trust.

They speak candidly about the safety risk of sending drivers out with cash, why most dealerships never question an outdated process until something goes wrong, and why live phone support, not just software, is what keeps a group this size from ever looking at another vendor. They explain:

◼ Why parts delivery drivers ended up doing accounting work they were never trained for

◼ How a single bounced check could cost a full week of chasing down payment

◼ Why missing cash on a delivery route became an uncomfortable question nobody wanted to ask

◼ Why the switch to mobile payments meant money was in the bank the very next morning

◼ Why Niello Company has never looked at another payments partner since making the switch

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

Topics:

02:50 Fixed Ops Causes More Accounting Headaches.

04:30 Drivers Make Terrible Accountants.

05:50 Cash In Trucks Is A Theft Problem.

06:45 Selling Nationwide Hurts Local Retention.

09:50 Dealerships Are Slow To Adopt Digital Payments.

12:15 Onsite Training Eliminates Employee Pushback.

13:10 One-Person Payment Eliminates Customer Confusion.

14:20 Digital Reporting Shows Exactly Who Took Money.

17:05 Answering The Phone Beats AI Every Time.

18:50 Showing Up Matters More Than Technology.

22:50 Accounting Touches Every Part Of The Business.

23:50 Dennis Pushes Harder Than Tully Does.

DealerPay - Dealer Pay is the payment platform built exclusively for car dealerships, connecting fixed ops, variable ops, and back office with sub-10-second, card-present transactions and automated reconciliation, whether it's at the counter, the service drive, or a mobile delivery. Visit @ here to see how it works for your dealership.

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Today's show features:

- Wes Lloyd, Service Director at Stuckey Auto

- Spencer Nicholson, Fixed Operations Director at Stuckey Automotive

- Ryan Maher, CEO at BizzyCar

- Galal Hamdy, Strategic Relationship Leader at Zurich U.S. – Direct Markets

This episode is brought to you by:

Zurich – 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. Check it out at https://carguymedia.com/46ibHtn

BizzyCar – BizzyCar uses AI to automate recall outreach for dealerships, transforming missed opportunities into booked appointments, higher revenue, and safer vehicles. Book a demo today at: https://info.bizzycar.com/cdg

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Laddie Stern is the Founder of Stern Auto Group, a 20-store empire he has built over 65 years in the car business.

He started as a wholesaler for his uncle before buying and scaling the Skyline and Hatfield auctions into the country's largest privately held auction company, then returned to grow a new car group alongside his son Jonathan.

He speaks candidly about the 2008 downturn that changed how he manages cash for good, the mistakes he made prioritizing the business over his family, and what he looks for before letting the next generation, including his own grandchildren, into the business.

Topics:

02:55 Air Conditioning Was Once Unsellable.

This episode is brought to you by:

1. Kenect - Kenect helps dealership GMs automate customer outreach by turning days of manual calling into seconds.

Go to @ here to see how top rooftops are scaling retention today.

2. CDG Circles - Connect with verified dealers all inside the CDG Platform. Learn more @ ⁠⁠⁠⁠here⁠⁠⁠⁠.

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Today's show features:

- Tustin Ulrich, General Manager at Roper Kia

- Mike Yates, General Manager at BMW of Bridgewater

- Mike McVeigh, Sales Manager at Jeff D'Ambrosio Auto Group

This episode is brought to you by:

Zurich – 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. Check it out at https://carguymedia.com/46ibHtn

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Kielan Whitner made more in his first 90 days selling cars than he made in an entire year working as a certified public accountant at a Big Four firm, and he says that gap is exactly why automotive struggles to attract the talent it needs.

A fourth-generation dealer, he built his foundation on the fixed side of the business, service advisor to service manager, before stepping into the general manager role, and now leans on a network of industry mentors and organizations like NAMAD to keep leveling up.

Topics:

04:20 90 Days Beat CPA Salary.

16:00 Viral Video Beats Paid Ads.

17:00 Organic Beats Car Pitches.

20:05 Used Car Inventory Is Art.

22:15 Negativity Gets Sent Home.

24:10 Eighth To First In 20 Months.

This episode is brought to you by:

1. Experian Automotive - Experian's Fraud Protect solution helps dealers identify potential fraud risks earlier in the sales process by leveraging advanced data, analytics, and identity verification tools. Visit @ here for more info.

2. CarMax - Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. Register now for free @ here.

3. CDG Circles - Connect with verified dealers all inside the CDG Platform. Learn more @ ⁠⁠⁠here⁠⁠⁠.

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Today's show features:

- Nathan Shaver, Managing Partner at Shaver Auto Group

- Christopher Schrementi, Managing Director at Gallagher

- Chris Singleton, Managing Partner at Mike Terry Auto Group

This episode is brought to you by:

Zurich – 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. Check it out at https://carguymedia.com/46ibHtn

Gallagher – Dealerships face a dynamic risk landscape—rising litigation, weather-related losses, workforce pressures and technology-driven exposures—and Gallagher delivers tailored insurance and risk management solutions built for today's dealership operations. Connect with Chris and the Gallagher team for a one-on-one conversation—visit https://www.ajg.com/industries/dealership-insurance/ and click "Get Started."

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In this episode of the Industry Spotlight, joining host Sam D'Arc are John Keohane, VP of Operations and Partner at Temecula Valley Buick GMC, and Liam Golightly, SVP of Customer Success at Podium to discuss how AI operator agents are giving dealership leaders a way to run their entire operation without being in every conversation themselves.

John built his own AI agent, which he nicknamed Emily, to scrape telematics data, run weekly revival campaigns on stale leads, and even coach his sales team by timing how fast they respond before Emily steps in.

The results are hard to ignore: Emily replaced his old bulk texting tool, helped uncover a customer-pay revenue drop in six seconds instead of weeks, and pushed his service department's customer-pay repair orders up 12 to 13 percent this year.

For a single-point dealer competing against much larger groups, John says the technology has become a genuine equalizer.

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

Topics:

04:15 CPA Brain Overwhelmed By Reports.

06:10 Low-Hanging Tech Is Ripe.

07:25 Telematics Data Was Untouched.

09:25 Cold BDC Texts Feel Impersonal.

10:45 Operator Is AI For GMs.

13:00 Emily Texts Revival Campaigns Daily.

14:25 AI Revives Dead Leads Warmly.

16:15 Emily Surfaces Near-Miss Sales.

18:45 Salespeople Race To Beat Emily.

19:55 Employees Use AI To Beat AI.

23:30 Podium Sieves All Outreach.

33:50 AI Levels The Playing Field.

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 @ here.

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Today's show features:

- Diana Lee, CEO and Founder at Constellation

- Felicia Barr, Service Director at Bertera Auto Group

- Bobby Perkins, Fixed Operations Director at Lexus Montgomery & Toyota of Montgomery

This episode is brought to you by:

Digital Dealer – Lost opportunities and slow processes are quietly draining your dealership's bottom line — Digital Dealer fixes that with real sessions, hands-on labs, and live demos covering sales, service, marketing, and AI, so you walk away with strategies you can use the second you're back on the lot. Join us September 22–23 in Detroit and bring your whole team.

Register at digitaldealer.com — use code CDG25OFF for a team discount. Check it out at https://digitaldealer.com/

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Alan Haig is the President and founder of Haig Partners, the leading merger and acquisition advisory firm for auto dealerships, where he has guided some of the industry's largest deals.

He tracks buy-sell trends and franchise values across every major brand, and he's watched Infiniti collapse further than any other name in the business while Toyota and Lexus keep climbing.

He speaks candidly about which franchises are worth buying today, which ones aren't, and what a wave of new competition from China could do to dealership values.

Topics:

03:30 Scarcity Creates A Virtuous Cycle.

09:05 Toyota Store Is A Bond.

11:15 Ford And Chevy Are Half Price.

15:05 Honda Beats Toyota As A Buy.

23:50 Chinese EVs Threaten Values.

42:00 Clean Up Before Exit.

This episode is brought to you by:

1. Kenect - Kenect helps dealership GMs automate customer outreach by turning days of manual calling into seconds.

Go to @ here today.

2. CDG Circles - Connect with verified dealers all inside the CDG Platform. Learn more @ ⁠⁠here⁠⁠.

3. Haig Partners - The Haig Report® sets the standard for dealership M&A data and trends in auto retail. Read it @ here.

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