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