By David Spisak
What happens when you get access to uncommon conversations with people who achieved the highest levels of success? Join David Spisak as he brings you inside the room where success stories are told
... more
5
2525 ratings
The podcast currently has 172 episodes available.
We’ve all heard it—tech this, AI that—but let me ask you this: If technology has advanced so much in our industry, why are we still stuck selling the same number of cars we did 20 years ago? What’s really holding us back? In this episode, I sit down with Jarrod Kilway, VP of Digital Operations at Casa Automotive Group, to uncover the real reasons dealerships haven’t fully tapped into the potential of today’s tech—and how we can turn it around.
Jarrod is one of those rare leaders who sees beyond just the shiny new tools and asks the critical question: How do we future-proof the dealership? We dive into everything from the overwhelming tech stacks dealers are trying to navigate to the missed opportunities in training and marketing that could be the key to doubling performance.
Together, we’ll explore:
Trust me, you don’t want to miss this one. Jarrod drops some serious knowledge bombs that will have you rethinking how you run your dealership and where we’re heading as an industry.
If you're ready to future-proof your dealership and stay ahead of the curve, this episode is for you. Let’s get into it!
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
"Ever felt like you’re stuck in a never-ending cycle of ‘best practices’ that never seem to move the needle? In this episode, I’m thrilled to introduce you to someone who’s been breaking the mold in the automotive world – Darrell Steed, founder and president of Smart Wolf Consulting.
Darrell isn’t just another industry voice; he’s the guy who’s out there solving real problems for dealers just like you and me. We dive deep into what it really takes to win in the used car game, from dismantling outdated processes to building strategies that actually work. You’ll hear why most dealerships are their own worst enemies when it comes to used car acquisition, and why it’s time to stop relying on so-called ‘best practices’ that are more about hype than results.
What I loved about this conversation is how Darrell doesn’t pull any punches. He’s been in the trenches, knows what works, and isn’t afraid to call out what doesn’t. He shares the story behind his nickname, ‘The Wolf,’ and how he became the go-to guy when dealerships were facing insurmountable challenges. We tackle everything – from finding the right used car manager to creating a culture that fosters accountability and growth.
If you’re ready to stop playing it safe and start making real, transformative changes in your used car department, this is the episode for you. Listen in as Darrell and I unpack the hard truths and the proven strategies that will take your dealership from struggling to soaring.
“The truth hurts only when it should.” – This line hit me hard, and I think it’ll resonate with you, too.
Grab a coffee, get comfortable, and let’s dive into the kind of conversation that’s going to make a difference in how you approach your business.
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
In this episode I'm diving into a topic that has been a thorn in the side of dealerships for as long as I can remember – the used car department.
You’re probably wondering, “What do happiness and the used car department have in common?” Well, in more ways than one, both seem to slip out of reach just when you think you’ve got them figured out. But here’s the kicker: just like happiness, a successful used car department is achievable—if you know the six critical areas to master. From inventory challenges to sourcing strategies, and the all-too-familiar pain points of auctions and reconditioning, I’m laying it all out in this episode.
What We Discuss In This Episode:
We’ll cover some big questions: Why do disruptors like CarMax and Carvana seem to be thriving while others struggle to keep up? How do you make acquisitions your secret weapon instead of a financial sinkhole? And most importantly, how can you turn your used car department into a powerhouse of profitability—consistently?
After decades in the industry, I’ve seen it all. I’m going to break down the six critical areas every dealership needs to master to not just survive but thrive. And let me tell you, these aren’t theories—they’re proven, battle-tested strategies used by top dealers across the country.
So if you’ve ever felt like your used car department is more like a ticking time bomb than a money-making machine, this episode is for you. Together, we’ll explore how to finally crack the code on used car success and build something sustainable for the future.
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
Alright, friends, buckle up because this episode is going to completely reshape how you think about the used car game. If you've been in the industry as long as I have (and that's 45 years, but who's counting?), you know the used car department can either make or break a dealership. But why is it still such a puzzle for so many? What is it about used cars that makes even the most seasoned dealers scratch their heads?
Today, I’m sitting down with none other than Jasen Rice, the guy who’s been quietly revolutionizing how dealerships handle inventory with his company, Lot Pop. Jasen isn’t about the fluff—he’s walked through thousands of dealerships and has been in the trenches, just like you and me. Over the next hour, we’re digging deep into the strategies that ACTUALLY work, like his game-changing "First 30" strategy that helps dealerships move 60-70% of their inventory in the first 30 days. And let me tell you, there’s a reason that’s the sweet spot for profits.
We’re also getting real about the concept of appraisal velocity (yeah, it's a thing). Jasen drops some serious knowledge on why you need to be appraising EVERY car that crosses your lot if you want to stay ahead of the Carvanas and CarMaxes of the world. Trust me, it’s eye-opening, and once you hear it, you’ll never think about appraisals the same way again.
So, whether you’re looking to fine-tune your dealership’s inventory management, boost your profitability, or just get some practical tips to implement tomorrow, this conversation is a goldmine. Grab your notepad, hit play, and let’s get into it!
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
In today’s rapidly evolving automotive industry, one thing is clear—used car acquisition is no longer just a piece of the puzzle; it is the puzzle. In this episode, I sit down with Frank Knox, Vice President of Unique Auto Sourcing, to explore the vital role of acquisition in the future of dealerships. Frank draws from his 23 years of experience, including 18 years with CarMax, to share invaluable insights on how dealerships can pivot their strategies to compete with industry giants like CarMax, Carvana, and AutoNation.
For years, dealers have been stuck in the same old loop when it comes to used car acquisition, and it’s no secret that it’s the one thing that can make or break your business. But what if I told you that the way you’ve been going about it is actually holding you back? Frank, who spent nearly two decades at CarMax (yes, the same CarMax that went from $42 million in revenue in 2014 to $12 billion today), is dropping some serious knowledge on what needs to change if you want to stay in the game.
We dive into everything from why appraising every single car is non-negotiable, to how CarMax and Carvana mastered acquisition in ways that many dealers are still refusing to adopt. Trust me, this is one of those conversations that could completely shift your thinking—and your results.
Frank’s message is clear: If you're not focused on procuring the right cars, your dealership is already falling behind. From appraising every car that enters your lot to leveraging data-driven tools like AccuTrade, this conversation dives deep into actionable strategies that any dealership can adopt.
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
Hey, it’s David here. I’m going solo on this one, and I’ve got something on my mind that I just couldn’t wait to share with you. Let’s talk about something that might make a few people uncomfortable, but it’s too important to ignore—your used car department.
For years, we’ve all been conditioned to believe that the new car department is the beating heart of our dealerships. But here’s the thing: times have changed. The real secret to future-proofing your dealership’s profitability lies in your used car department. Yep, you heard that right.
In this solo episode, I'm going to share why the new car department, as we know it, will never be the same again and why your dealership's future lies in mastering used cars. We'll talk about the data, the processes, and the mindset shifts that can transform your used car operation from an occasional win to a consistent, profit-driving machine.
If you're ready to rethink how you approach your dealership's success, this episode is for you.
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
In this week's episode I’ve got something truly special for you in this episode. I sit down with Napo Rumteen, a veteran in the automotive industry and the innovative mind behind Interactive EQ. Together, we explore the often-overlooked yet crucial element of emotional intelligence (EQ) in hiring and team building. Napo shares his journey from working with industry giants to founding a company that’s set to revolutionize how we assess and develop talent.
But what’s really going to blow your mind is the way Napo is rethinking how we approach hiring and team building. We’ve all been there—hiring someone who looks great on paper but doesn’t quite mesh with the team, or wondering why that one person who seems to have it all just isn’t cutting it. Napo’s got the answers, and it’s all about emotional intelligence. Yep, that elusive "X-factor" we don’t talk about nearly enough.
Key Takeaways:
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
What if the very thing holding you back could become your greatest asset? How do fear and anxiety influence your success—both personally and professionally? In this episode, we explore these questions and more as we delve into the dynamics of fear with Stephen Dietrich.
Stephen Dietrich is a partner at Holland & Knight, where he specializes in dealership law, including mergers and acquisitions (M&A). Beyond his legal expertise, Stephen is an author who has dedicated himself to understanding and harnessing the power of fear and anxiety. His recent book, Fear Dynamics, provides a roadmap for leveraging these often misunderstood emotions to achieve both personal growth and professional success. Stephen’s journey is not just about overcoming obstacles but about transforming them into powerful tools for improvement.
What We Discuss in This Episode:
Throughout our conversation, Stephen emphasizes that fear and anxiety are not enemies to be vanquished but powerful forces to be understood and harnessed. He challenges the conventional wisdom that suggests these emotions should be eradicated and instead offers a new perspective: by learning to manage and leverage fear, we can unlock higher levels of performance and satisfaction in both our personal and professional lives.
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
Welcome to the David Spisak Show! I'm thrilled to have you here for an enlightening conversation with Robert Hollenshead, a true legend in the retail automotive industry. If you've been in the business over the last few decades, you undoubtedly know Robert. For those who don't, Robert is a pioneer in the wholesale automotive market with over 40 years of experience, developing transformative tools like AccuTrade and Headstart DMS. Today, we dive deep into the evolution of the industry and explore how data and technology can revolutionize the way we appraise and sell used cars.
What We Discuss In This Episode:
What if the secret to boosting your used car sales wasn't in marketing or inventory, but in something as simple as improving appraisals? How does leveraging technology and data transform the traditional approach to used car sales?
Robert passionately discusses the importance of accurate appraisals, revealing how they can significantly boost sales and profitability. It's not about increasing inventory or marketing spend; it's about using data to understand and meet customer needs. Throughout the episode, we explore real-world examples of dealerships that have transformed their operations by embracing Robert's innovative tools.
To learn more about Robert Hollenshead and his groundbreaking work in the industry, visit davidspisak.com.
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
In this insightful episode, Justin Shanken, CEO of Black Breach, returns for a deeper dive into the critical issue of cybersecurity in the automotive industry. Our conversation begins by revisiting the massive cyber attack on CDK, exploring its far-reaching implications, and understanding what lessons dealerships can draw from it. Justin's expertise sheds light on how the industry can better protect itself against similar threats in the future.
What We Discuss In This Episode:
We delve into the types of cyber attacks that are becoming increasingly sophisticated, such as phishing, spear-phishing, and whaling. Justin explains these terms in a way that's easy to grasp, emphasizing the importance of recognizing and understanding these threats. He also highlights the role of a Chief Information Security Officer (CISO) in large organizations and how even smaller dealerships can adopt similar strategies to enhance their security posture.
One of the standout moments is when Justin shares a real-world example from a recent conversation with a dealer facing targeted phishing attacks. This underscores the necessity of recognizing anomalies and responding promptly to prevent further breaches. Justin's advice is clear: educating oneself and the team about cybersecurity is crucial. He stresses the difference between cybersecurity and IT security and the importance of continuous training and monitoring.
This episode is a must-listen for anyone in the automotive industry looking to understand the complexities of cybersecurity and how to protect their business from evolving threats. Justin Shanken's expertise provides invaluable insights into the steps you can take today to safeguard your dealership and ensure that you're not the next victim of a cyber attack.
Connect with David Spisak to Achieve Exponential Growth:
Like this show? Please leave us a rating and review where you're listening right now!
The podcast currently has 172 episodes available.
1,457 Listeners
20,876 Listeners
131 Listeners
522 Listeners
96 Listeners
27 Listeners
27 Listeners
27 Listeners
9 Listeners
349 Listeners