Driving Performance

This special Shifting Gears episode marks the season finale of “Driving Performance.” Tiago Castro, Vice President of INFINITI Americas, joins Jamie Farley and Paul Kechnie to discuss the brand's bold new direction, its renewed dealer momentum, and what's ahead for luxury retail. Tiago shares the behind-the-scenes story of his decision to lead INFINITI's transformation, revealing how he secured global commitment before accepting his role.

Key Takeaways:

00:00 Introduction.

02:14 Executive decisions require clear corporate commitment assurance.

05:11 Premium brands are essential for parent company strength.

09:29 Product launches can successfully ignite brand renaissance momentum.

11:57 Strategic model previews generate anticipation for launches.

17:27 Dealer programs should pass three critical effectiveness tests.

19:30 C-suite attendance demonstrates unprecedented organizational commitment levels.

22:42 High-performance manual transmissions still drive enthusiast appeal.

24:09 A hospitality mindset transforms traditional automotive customer experience.

28:09 Dealer confidence translates directly into franchise expansion interest.

32:24 Long-term investment commitments reassure retail network partners.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Tiago Castro | LinkedIn

https://www.linkedin.com/in/tiago-castro-983a104

INFINITI Americas | LinkedIn 

https://www.linkedin.com/company/infinitimotor/

INFINITI Motor Company| Website

https://www.infiniti.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Mark J. Payne, President of Total Dealer Solutions. Mark is one of the foremost experts in dealership parts operations, with decades of experience helping dealers prepare for transactions, protect their value, and maximize performance. This is a must-listen for anyone planning to buy or sell a dealership.

Mark’s journey from growing up in dealerships to leading Total Dealer Solutions highlights why parts management is critical to dealership success. He shares practical strategies dealers can implement immediately to ensure smoother transactions, stronger valuations, and long-term profitability.

Key Takeaways:

00:00 Introduction.

02:28 Early lessons from working in his father’s dealership.

06:41 Parts and service form the backbone of the business.

13:44 How dealership sales can be derailed by inventory problems.

19:54 Cycle counting is essential to keep inventory on track.

23:42 Daily downloads keep dealerships running during DMS outages.

28:36 Why “12 months no sale” isn’t always accurate.

32:18 Day supply clauses protect buyers from excess inventory.

37:36 Smarter ways to identify value in obsolete parts.

42:09 Training parts managers requires ongoing, store-specific support.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Mark Payne | LinkedIn

https://www.linkedin.com/in/markjpaynetds/

Total Dealer Solutions | LinkedIn

https://www.linkedin.com/company/total-dealer-solutions/

Total Dealer Solutions | Website

http://totaldealersolutionsinc.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Sue Finneron, Faculty of the Canadian Dealer Academy and former owner of one of Canada’s most successful Hyundai dealerships. Widely known in the industry as “Super Sue,” she built a powerhouse dealership in British Columbia with a brand and culture that made her a force in automotive retail.



Sue shares candid insights on what it’s like to sell a dealership, protect your team, and step into life after ownership. She opens up about leadership lessons, financial realities, and how to approach one of the biggest transitions of a dealer’s career. For anyone considering a sale, Sue’s journey is filled with wisdom and real-world takeaways that will resonate deeply.

Key Takeaways:

00:00 Introduction.

02:33 Early beginnings in the dealership business and developing a vision for leadership.

04:58 “Super Sue” branding turned the dealership into a household community name.

07:43 The pivotal moment it became clear it was time to sell.

09:20 Facing the fear of life after running a dealership.

10:23 How handling environmental issues early smoothed the sales process.

12:51 The emotional impact of closing day and walking away for the last time.

13:43 Post-sale realities: years of legal, accounting, and company wind-downs.

20:01 Lessons on working on the business instead of just in it.

23:48 Financial and emotional preparation for life without a steady dealership paycheck.

27:13 The four big things you need when you’re ready to sell.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Sue Finneron | LinkedIn

https://www.linkedin.com/in/sue-finneron-16704b23/?originalSubdomain=ca

Automotive Business School of Canada | LinkedIn

https://www.linkedin.com/school/automotive-business-school-of-canada/

Automotive Business School of Canada | Website

https://www.georgiancollege.ca/academics/academic-areas/automotive-business/automotive-business-school-of-canada/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Jimmy Robinson, Chairman of the AICPA Committee, and Partner at Performance Brokerage Services in the Southeast Office. In this episode we sit down with Jimmy to explore his unique perspective as both an industry CFO and leader of one of the most influential organizations shaping dealership accounting, financial practices, and professional development.

Listeners will hear why AICPA matters not only to CPAs but also to dealers, how the organization helps the industry stay ahead of changes in tax law, accounting standards, and valuations, and why its annual dealership conference has become a must-attend event for financial leaders and dealers alike. Jimmy also reflects on the value of peer networks, the changing landscape of goodwill in valuations, and how dealers can better collaborate with their CPAs to strengthen their businesses.

AICPA Dealership Conference is scheduled for October 20-October 21, 2025 at the JW Marriott in Indianapolis, IN.

Link to register:

https://www.aicpa-cima.com/cpe-learning/conference/aicpa-dealership-conference

Key Takeaways:

00:00 Introduction.

02:55 The AICPA dealership conference was established in 1994 for automotive financial professionals.

06:30 How the first industry CFO chairman entered the automotive industry.

09:21 Peer groups are essential when dealership CFOs have nobody else.

12:45 Private equity retail automotive panel addresses new industry trends.

15:15 Post-COVID goodwill valuation focuses on return on investment.

18:12 Buy/sell market session emphasizes average dealer actionable tools.

21:00 Easy involvement through CFO panels sharing day-to-day experiences.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Jimmy Robinson | LinkedIn

https://www.linkedin.com/in/jimmy-robinson-304512103/ 

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

When it comes to dealership growth, succession, and legacy preservation, few voices bring the depth of insight and experience found here. Tim Batchelor, Co-Founder and Managing Director of Open Road Capital, reveals innovative strategies that give dealers more options than ever before. From unlocking capital without losing control to turning real estate challenges into multimillion-dollar opportunities, this episode delivers strategies, stories, and solutions that every dealer should hear.

Key Takeaways:

00:00 Introduction.

02:41 Partnerships can be customized to meet unique dealer and family needs.

06:17 Early resistance from manufacturers and private equity shaped a better model.

09:52 Partial liquidity with rollover equity can increase returns and diversification.

13:19 Strategic partnerships can expand operations without additional personal investment. 

17:04 Honesty, ethics, and operational excellence are essential in strong partnerships.

21:35 Many dealers remain unaware of flexible capital partnership opportunities.

23:23 Succession planning should go beyond the binary choice to sell or keep.

28:23 Creative real estate strategies can turn costly projects into major value gains.

31:35 Outdated three-year average formulas can cause dealers to overpay for acquisitions.

37:44 Backing top operators can strengthen dealership networks and manufacturer relationships.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Tim Batchelor | LinkedIn

https://www.linkedin.com/in/tim-batchelor-9610853/

Open Road Capital | LinkedIn 

https://www.linkedin.com/company/open-road-capital/

Open Road Capital | Website

https://openroadcapital.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

We’re joined by Travis Horton, Partner at HHM CPAs, a top 100 CPA and advisory firm. Travis leads the firm’s dealership services group, helping dealers prepare for transitions with financial clarity and proactive planning. In this conversation, he shares his perspective on estate planning, lending challenges, and how dealerships can prepare their financials to maximize value during a transaction.

Key Takeaways:

(00:00) Introduction.

(03:13) Dealers benefit from the estate planning extension allowing $15 million per taxpayer.

(05:50) Manufacturers are increasingly flexible in approving future ownership plans.

(08:57) Dealers should have plans in place now to protect families from sudden changes.

(13:07) Lower valuations present a timely opportunity for gifting and succession planning.

(18:38) Clean financial statements are critical to secure bank financing for buyers.

(24:05) Lending challenges are reshaping how buyers approach financing today.

(26:00) Strong lender relationships and proactive communication are key to success.

(30:20) Buyers should focus on recent performance and build realistic pro formas.

(34:37) Real estate costs are now significantly influencing dealership valuations.

(41:46) A proactive legal and accounting team helps dealers stay ahead.

Resources Mentioned:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Travis Horton | LinkedIn

https://www.linkedin.com/in/travis-horton-cpa-mba-73726b31/

HHM CPAs | LinkedIn

https://www.linkedin.com/company/hhmcpas/

HHM CPAs | Website

https://www.hhmcpas.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Ted Smith, President of the Florida Automobile Dealers Association, joins us for a candid conversation about what it really takes to protect the franchise system in today’s landscape. From OEM overreach to policy threats, Ted breaks down how FADA is proactively fighting for dealers through legislation, litigation, and constant advocacy.

We discuss why dealer engagement at the state level is more critical than ever, how direct-to-consumer models and tariffs could impact dealership value, and why the franchise system remains essential to a competitive, consumer-friendly market. Whether you’re looking to grow, sell, or simply protect what you’ve built — this episode is packed with insights you won’t want to miss.

Key Takeaways:

(03:38) Associations play a critical role in dealer advocacy and communication.

(06:45) The direct-to-consumer model poses real risks to the franchise system.

(08:33) Factory-owned trade-ins show the pitfalls of bypassing local dealers.

(09:43) Legislators recognize the long-term investments dealers make in their markets.

(12:27) A pro-business regulatory environment supports franchise growth and stability.

(15:02) Tariffs create unpredictable pricing pressures across OEMs and dealerships.

(17:40) Franchise dealers show resilience through economic and operational disruptions.

(21:02) Diverse leadership brings stronger community engagement and new perspectives.

(25:57) Franchise law enforcement remains a critical gap at the state level.

(30:56) Strategic involvement often surprises new board members during their first year.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Ted Smith | LinkedIn

https://www.linkedin.com/in/ted-smith-9ab26632/

Florida Automobile Dealers Association | LinkedIn

https://www.linkedin.com/company/florida-automobile-dealers-association/

Florida Automobile Dealers Association | Website

https://www.flada.org/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

As an expert who’s been valuing dealership properties for more than 30 years, Stephen Kay of Cushman & Wakefield understands the often-overlooked impact of real estate on deal structure and business value. In this conversation, he outlines the most common missteps dealers make when preparing for a sale and shares strategies for mitigating risk, protecting cash flow, and maximizing value.

Key Takeaways:

(05:25) The biggest mistake dealers make is negotiating business and real estate separately.

(06:58) Real estate should be evaluated first to model rent and business cash flow accurately.

(09:39) Image compliance can require major investment — even if the building is new.

(11:52) Holding real estate post-sale? Plan for a minimum 10-year lease term.

(14:34) As leases mature, tenants gain leverage and may push landlords into unfavorable terms.

(17:16) A phase 1 environmental assessment can prevent delays and failed closings.

(21:20) Overvalued expectations for non-compliant facilities can derail a deal late in the process.

(23:47) Dealers often don’t realize how much of their wealth is tied to a single real estate asset.

(32:34) Explore land use changes that could increase property value beyond dealership operations.

Resources Mentioned:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Stephen Kay | LinkedIn

https://www.linkedin.com/in/stephen-kay-mai-4a389b7/

Cushman & Wakefield | LinkedIn

https://www.linkedin.com/company/cushman-&-wakefield/

Cushman & Wakefield | Website

https://www.cushmanwakefield.com

Thanks for listening to Driving Performance. If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Reinsurance is one of the most powerful — and misunderstood — tools in a dealer’s toolbox. Jeff Alpert, Partner at Composition Wealth, breaks down what reinsurance really is, how it works, and how smart dealers are using it to build wealth, improve cash flow, and even fund acquisitions. Whether you're new to reinsurance or already in a program, this episode will help you understand it on a whole new level and spot opportunities you might be missing.

Key Takeaways:

(04:03) Many dealers miss out on reinsurance profits due to a lack of education and industry complexity.

(06:06)  Dealers invest premiums and earn returns before claims are paid.

(07:45) Understanding reinsurance math is crucial, yet many dealers lack the knowledge.

(11:03) Reviewing reports and claims data helps spot risks and improve programs.

(13:02) Mistrust and negative experiences keep some dealers from reinsurance benefits.

(19:14) Top dealers leverage expert advisors and incentivize staff for better results.

(22:05) Reinsurance can be used for estate planning and generational wealth transfer.

(25:44) Dealers deserve partners who prioritize guidance, not just asset management.

(28:59) Loss ratios often spike post-sale as buyers maximize existing warranties.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Jeff Alpert | LinkedIn

https://www.linkedin.com/in/jeffalpert/

Composition Wealth | LinkedIn

https://www.linkedin.com/company/composition-wealth-1/

Composition Wealth | Website

https://composition.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Perry Watson IV, President of the National Association of Minority Automobile Dealers (NAMAD), joins us to discuss the state of minority dealership ownership, the power of partnerships, and the future of inclusion in automotive. Perry shares the legacy of NAMAD’s founders and how the organization is empowering the next generation of dealers through training, advocacy, and innovation.

Key Takeaways:

(04:03) Industry training aims to produce top-performing dealership operators.

(07:05) High blue-sky costs require creative financing solutions.

(10:28) Showcasing real-world benefits of inclusive economics.

(12:23) Inclusive events turn dealerships into trusted spaces.

(15:31) Training moves participants from siloed to strategic thinkers.

(19:42) Long-term partnerships often start at industry events.

(21:12) The right candidates deserve access, not capital roadblocks.

(25:11) AI continues to drive strong industry interest.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Perry Watson | LinkedIn

https://www.linkedin.com/in/perry-watson-iv-0b045112/

NAMAD | LinkedIn

https://www.linkedin.com/company/national-association-of-minority-automobile-dealers-namad-/

NAMAD | Website

https://namad.org/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry