In this episode, I’m joined by John Fitzpatrick, the CEO and Co-Founder of Force Marketing—a company that’s quietly reshaping how some of the largest auto groups in automotive think about marketing, customer lifetime value, and fixed ops growth.

But here’s the twist: This isn’t just a business episode.

John shares how Force Marketing got its start, how buying a 30+ year-old company (GSM) changed their trajectory, and what most dealers are still missing when it comes to retention, fixed ops, and lifetime customer value.

We talk about:

• How to use your DMS and CRM data more intelligently
• The problem with treating ad spend as an expense instead of an investment
• What kids' baseball and executive leadership actually have in common
• Why “being reactive” is costing dealerships more than they think
• And what John looks for when building teams — hint: it’s not about resumes

Whether you’re leading a dealership, building a business, or just trying to raise strong kids in today’s world, there’s a lot in here for you.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, I sit down with Joel Bassam, President of Easterns Automotive Group—a leader who doesn’t just “talk shop” but lives and breathes the used car business at scale.

If you’ve been feeling the squeeze—from inventory pressures to margin compression, rising recon costs, to the endless tariff noise—this episode will feel uncomfortably relevant.

Joel and I unpack what’s really happening behind the scenes in 2025. Why affordability has become the greatest roadblock to vehicle ownership. Why more consumers want cars but literally can’t get into them. And why, despite all the tech in the world, dealers are being forced back to one thing: discipline.

We talk:

• Why used car margins are getting thinner even as prices rise
• The death of the $9,000 “starter” car (and what that means for your lot)
• How chargebacks are quietly destroying dealer profitability
• Why the future of F&I compensation needs a serious overhaul
• And the uncomfortable truth about AI: it’s not your savior unless you own the data

Plus, Joel drops a hard truth that every used car operator needs to hear: "Front-end margin is a reflection of discipline, not luck."

If you’re in retail auto, especially used, you can’t afford to miss this one. Not if you care about staying relevant—and profitable—through the rest of this year and beyond.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, my guest is Jonathan Smoke, Chief Economist at Cox Automotive, someone I’ve wanted to have on the show for a long time. If you’re in the car business, you’ve probably read his reports, quoted his data, or heard his insights passed around. But in this conversation, we go deeper than the numbers.

We talk about how he actually ended up here—from a philosophy-loving econ major to building one of the most respected forecasting teams in automotive. You’ll hear how housing economics, the Great Recession, and a surprising DJ side hustle all played a role.

But then we roll up our sleeves and dig into what’s happening right now in the market:

• What the data says about consumer behavior and why demand isn't as simple as “pent up” or “pulled ahead”
• The impact of tariffs and whether EV sales could drop off a cliff in 2025
• Why affordability is still the elephant in the showroom—and what nobody’s really saying about it
• The case for used cars and fixed ops as the real growth engines for dealerships
• And yes, we even talk about whether Tesla’s already won the long game

Jonathan also shares some surprising perspectives on why curiosity matters more than credentials, why most economists never actually become economists, and how music plays into his forecasting work.

If you're trying to make smart decisions in a constantly shifting market, this episode will give you insight into what’s really driving the shifts—and how to stay ahead of them.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, I’m sitting down once again with Diana Lee, CEO and Co-founder of Constellation, and honestly, it probably won’t be the last time. Every time we talk, the conversation evolves. The insights deepen. The game changes.

We talk about why dealers must innovate now—not tomorrow, not next quarter—but right now. Diana unpacks why playing defense in this market is the fastest route to irrelevance, how AI is already separating the winners from the soon-to-be-forgotten, and why some dealers are unknowingly bleeding market share to more aggressive, data-savvy competitors.

We also talk about:

• Why "cutting marketing" is one of the most dangerous moves a dealer can make right now.
• The hidden market share wars happening in real-time that many dealers aren’t even aware of.
• How true innovation isn’t just technology—it’s a mindset that should run through your entire organization.
• Why most dealerships are missing critical data and how that’s costing them sales daily.

Diana also shares why Constellation is blowing up its own agency model (intentionally) and how AI agents are now doing in one second what used to take entire teams weeks.

This isn’t just another conversation about AI. This is about taking control of your future or watching it slip away to the dealers who do.

If you’ve ever wondered how to win in a soft market, how to stop playing small, or what real audacity looks like in action you need to hear this.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, my guest is Glenn Mercer, one of the most respected automotive researchers in the business. Glenn’s ability to break down complex industry trends into practical, real-world insights is second to none.

We talk about the surprising connection between SUVs, pickup trucks, and traffic congestion—something most people don’t even think about, but it’s quietly affecting your daily drive. Glenn also shares why the “chicken tariff,” a decades-old trade policy, is still shaping what we see on our roads today.

We dig into whether EV sales are really hitting a wall, why affordability might not be the crisis everyone says it is, and whether Chinese vehicles will ever find their way to U.S. dealerships.

What you’ll learn in this episode:

• How bigger vehicles are actually slowing down our roads (not just in theory, but backed by data)
• Why EV adoption may have already hit its ceiling in the U.S.
• How dealership profitability and consumer buying habits could shift in the next 5 to 10 years
• Whether AI will truly change how dealers operate—or if it will just be another tech buzz

There’s a lot to unpack here, but this conversation is about giving you a real, no-fluff look at where the auto industry might actually be heading. If you’re in the business—or just fascinated by how all these moving parts connect—you’ll want to stick around for this one.

Connect with David Spisak to Achieve Exponential Growth:

1. Linkedin: https://www.linkedin.com/in/davidspisak/
2. Website: https://www.davidspisak.com
3. Email: [email protected]
4. Phone: +1 (510) 604-0308
5. Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, my guest is Rob Ruth, Dealer Principal at Bob Ruth Ford in Dillsburg, Pennsylvania — a town of just under 3,000 people — and yet he’s moving over 350 used cars a month.

We talk about how that’s even possible. Not in theory. In practice. Rob breaks down how his team built a buying operation that rivals national players, why most dealers still miss the mark on used car growth, and what really creates long-term dealership success (hint: it’s not your inventory size or your showroom’s square footage).

You’ll learn:

• How Rob went from washing cars as a kid to leading one of the highest-performing used car operations in the country
• The behind-the-scenes of how they scaled from 50 to over 350 used sales per month
• The practical steps they took to build a buying center that actually works — without burning out the team
• Why small-market dealers have more opportunity than they think (if they’re willing to think differently)
• And what Rob looks for when hiring — especially how he identifies young talent that can outperform seasoned vets

We also touch on legacy, leadership, and what it really means to create opportunity — not just for yourself, but for the people around you.

If you’ve ever thought, “How do I grow used without a second rooftop?” or “How do I build a culture that attracts talent instead of chasing it?” — this is your episode.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, my guest is Senator Bernie Moreno from the great state of Ohio—a fellow car guy whose journey from the showroom floor to the U.S. Senate is nothing short of remarkable.

We dig into what he learned from years in the retail automotive business, and how those lessons are helping him shape national policy. You’ll hear stories about his time working with Herb Chambers, building one of the top-performing Mercedes-Benz stores in the country, and how that background is now fueling his work in the Senate.

We talk about the resilience of the car business, what most people get wrong about tariffs, and why now might be one of the best times in decades to be in automotive retail. Bernie also shares what inspired him to launch the Center for Sales Excellence at Cleveland State—and why sales, when taught right, can change lives.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, my guest is Joe Blanco the Assistant Used Car Director for Sheehy Auto Stores, a group that represents 30 franchises across the Mid-Atlantic region and delivers an impressive 23,000 used vehicle sales annually.

And here's the kicker: Joe started in this business delivering Papa John's pizzas at 18. Now, he’s helping steer one of the most data-driven, people-focused dealership groups in the country.

We talk about what actually moves the needle when it comes to used car acquisitions, why most dealerships are still struggling with buying off the street, and what separates stores that say they want to grow from those that actually do. 

Here’s a taste of what we explore:

• Why your acquisition process is either your biggest unlock—or your biggest liability
• How Sheehy sources hundreds of units monthly off the street
• The surprising ROI of humility in dealership leadership
• Why embracing tech like AccuTrade is no longer optional if you want to compete with the CarMaxes and Carvanas of the world
• The real stat that shows whether your used car department has a people problem—or a process one

If you lead a used car operation, are struggling to scale your acquisitions, or want to future-proof your store in a hyper-competitive space, this is the episode you need to hear.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this episode, I sit down with Joel Bassam, President of Easterns Automotive Group, and to say it was eye-opening would be an understatement. From the moment we met at NADA, I knew Joel had tapped into something most dealers are missing—and I had to find out what it was.

What you’re about to hear isn’t just about scaling a used car operation. It’s about rewiring how we think about leadership, processes, pricing, digital retailing, and building a business that wins without having the typical “advantages” most new car franchise dealers rely on.

We cover everything from:

• Why most dealers are losing money by treating reconditioning as a profit center
• How Joel’s team created a frictionless digital retailing experience that actually works
• The reason 300 employees share a single vision (and why that changes everything)
• And how Easterns built a 20-acre, 160,000 sq ft campus focused solely on used cars—yes, you read that right

Whether you’re running a single-point store or a 20-rooftop group, this episode is a masterclass in operational clarity, customer-first thinking, and bold decisions that most dealers only dream about.

If you’ve ever felt like there’s more you could be doing—but didn’t know where to start—this episode will give you the roadmap.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679

In this powerhouse episode, I’m joined by none other than Diana Lee, the unstoppable force behind Constellation. If you’ve ever wondered what real innovation sounds like—raw, relentless, and razor-sharp—you’re about to get a front-row seat.

This conversation is about so much more than business. It’s about redefining the rules, leveraging true AI (not the watered-down buzzword kind), and what it really takes to stay hungry after you’ve “made it.” Diana doesn’t just challenge the status quo—she obliterates it.

Here’s what we dig into:

• The shocking truth behind paid search—and why it may be quietly bleeding your dealership dry.
• Diana’s bold pivot from managed services to cutting-edge AI that delivers real-time market dominance strategies.
• How data—not gut feelings—will decide the winners and losers in the next 12 months.
• Why too many layers of leadership can kill innovation faster than bad strategy.
• The raw stories of grit, immigrant hustle, and the inner fire that can’t be bought or faked.

Oh—and we unpack how dealers can steal market share with precision, optimize inventory strategy in seconds, and why some of the biggest names in the game may be too big to actually innovate anymore. This one’s part masterclass, part mic drop.

If you care about staying relevant, competitive, and profitable in today’s hyper-evolving auto space—this episode isn’t optional. It’s mandatory.

Connect with David Spisak to Achieve Exponential Growth:

• Linkedin: https://www.linkedin.com/in/davidspisak/
• Website: https://www.davidspisak.com
• Email: [email protected]
• Phone: +1 (510) 604-0308
• Visit https://linktr.ee/spisakd for all our links

Like this show? Please leave us a rating and review where you're listening right now!

• 🎧 Subscribe on Apple: https://podcasts.apple.com/us/podcast/the-david-spisak-show/id1602552929
• 🔊 Subscribe on Spotify: https://open.spotify.com/show/6oPjFeHfnxNXPTHXxNwIsm?si=4fc3f546d07a4679