By Michael Cirillo
The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insi
... more
4.9
127127 ratings
The podcast currently has 636 episodes available.
What does it really take to turn a struggling dealership into a thriving success? Is it strategy? Leadership? Or something deeper, like belief systems?
In this episode, Louie Herron, a seasoned dealership operator and trainer, breaks down the Success Wheel—a leadership framework that shifts mindsets, inspires teams, and creates measurable growth. Louie shares transformative insights into building sustainable success while addressing the industry's toughest challenges.
Louie isn’t just a dealership veteran; he’s a transformational leader who has turned struggling stores into thriving operations. He’s walked the walk—from owning and operating dealerships to consulting leaders on how to drive real, sustainable results.
“If your team doesn’t believe in the vision, no amount of process or strategy is going to save you.” – Louie HerronThis isn’t just a conversation; it’s a playbook for anyone who’s ready to break out of “business as usual” and start seeing results.
Thanks, Louie Herron!
If you enjoyed this episode featuring Louie Herron, support us by clicking the links!
Listen to the full episode for insights and context from Louie Herron!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
Get Your Vehicles Moving Faster
Alright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.
Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.
Have you ever looked in the mirror and thought, “Am I the problem?” Or perhaps you've felt that inner urge to redefine what success means for you, but didn’t know where to start.
In this episode of The Dealer Playbook, I sit down with Adam Marburger—CEO at Ascent Dealer Services-Co founder at Dental Protection Group-Best Selling Author-Brazilian Jiu Jitsu Black Belt. He’s here to talk about something we all face but rarely admit: sometimes, we’re our own worst enemy. Adam’s journey from self-destruction to success is nothing short of a playbook for breaking through your own barriers.
In this episode, Adam pulls back the curtain on what it took for him to stare in the mirror and say, “You’re the effing problem.” And trust me, it’s not the kind of conversation that ends there. This is about taking radical ownership, redefining success, and letting go of the toxic voices in our lives.
This one’s raw, unfiltered, and straight from the heart. If you’re feeling stuck or just need a reminder that setbacks don’t define you, this is your episode.
Thanks, Adam Marburger!
If you enjoyed this episode featuring Adam Marburger, support us by clicking the links!
Listen to the full episode for insights and context from Adam Marburger!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
After over 600 episodes, we’re finally diving into the powerhouse of dealership success: fixed operations. This week, I sit down with Ed Pizzigati, Parts and Service Director at Johnson Automotive Group, to unpack why fixed ops often takes a backseat to sales—and why that could be costing dealerships big time.
Ed reveals the hidden potential of fixed ops, from boosting profits to increasing customer retention. We explore:
If you’re ready to make fixed ops your dealership’s secret weapon, this episode is a must-listen!
Thanks, Edward Pizzigati!
If you enjoyed this episode featuring Edward Pizzigati, support us by clicking the links!
Listen to the full episode for insights and context from Edward Pizzigati
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Hey, DPB gang – buckle up for a spooky one because this episode is about to blow your mind. Ever felt like tech was moving so fast it was downright freaky? Well, I just stumbled onto something that left me feeling like my grandpa the first time he saw a cell phone. I’m talking about Google’s Notebook LM, an AI tool that’s honestly one step away from holding full-blown conversations like your favorite talk show hosts. Yeah, I threw my Don't Wait, Dominate book into this thing and hit play...and what came out? Pure gold. It was like listening to two people banter back and forth about my own words with humor, depth, and all the personality in the world.
In this episode, I’m pulling back the curtain on AI and its jaw-dropping capabilities for dealerships, marketers, and pretty much anyone ready to dominate in a digital world. Imagine a tool that doesn’t just spit back information but can generate full-on conversations based on the sources you give it. It’s spooky cool—especially if you’re an early tech adopter like me.
But here’s the real kicker: the more we dig into AI, the more we see how critical it is to stay human in our approach. Think of it this way: while AI might be the powerful tool we need to cut through today’s noise, it’s still you that customers want to trust. So, if you’re worried about where this all leaves us as humans in the car biz, don’t be. There’s a way forward that lets us own the tech without losing the soul.
Hit play for my deep dive into Notebook LM, wild stories about customer connection, and a few secrets on how to start creating lasting value in today’s world—using tech that’s anything but boring. Happy (AI) Halloween, my friends!
Thanks, For tuning in!
If you enjoyed this episode, support us by clicking the links!
Connect with Michael Cirillo
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Hey DPB gang, buckle up because this episode is packed with insights that every dealer, GM, and car industry pro needs to hear. I’m sitting down with the one and only Todd Caputo—President of Todd Caputo Consulting and a guy who’s been in the trenches of this industry for decades.
We dive deep into the state of the wholesale and retail markets, touching on everything from global politics to the looming used car shortage (spoiler alert: it’s coming, and you’ll want to be ready). Todd shares his no-nonsense take on what’s affecting our industry right now—like skyrocketing gas prices, the impact of natural disasters, and the financial squeeze on consumers.
But this episode isn’t just about market analysis. We also get real about something that doesn’t get talked about enough: complacency. Todd breaks down how post-COVID, many dealerships have fallen back into lazy habits—and how that’s costing them big time. We talk about the importance of emotional intelligence, hustle, and why listening to your customers might just be your secret weapon in an AI-driven world.
Here’s the thing, folks—if you’re not thinking about where your business is vulnerable, you’re already behind. Todd drops some serious knowledge bombs on how to run a lean, mean operation and why leadership starts with holding yourself accountable before you can lead anyone else.
You won’t want to miss Todd’s perspective on where the industry is headed and how to stay one step ahead. This is an episode full of wisdom, humor, and some hard-hitting truths that will leave you thinking long after it’s over.
Thanks, Todd Caputo!
If you enjoyed this episode featuring Todd Caputo, support us by clicking the links!
Listen to the full episode for insights and context from Todd Caputo
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
What does it truly mean to build a legacy, and how do you balance that legacy with modern-day leadership challenges? Can tradition and innovation coexist in a way that fuels success? In this episode of The Dealer Playbook, I sit down with Ryan Rohrman, CEO of Rohrman Automotive Group, a third generation leader to unpack the strategies behind leading one of the most successful family-owned automotive groups in the country.
What We Discuss in This Episode:
Here’s the thing: Ryan didn’t just inherit his leadership role—he earned it by working his way up from the ground floor. Now, he’s running a 177,000 square-foot Honda store that’s breaking records. In our conversation, we dive into what it really takes to combine the power of legacy with a modern approach to leadership, hiring, and team culture.
Curious about how to create a team that’s not only loyal but also highly motivated to grow your business? Ryan shares insights that will completely shift the way you think about your people and how to unlock their potential. You’ll learn how Ryan transitioned from being hands-on in every aspect of the business to empowering 1,500 employees to operate at their best. And trust me, it’s not about micromanaging—it’s about leading by example, with purpose and authenticity.
Oh, and you’ll hear the incredible story of how Ryan finished a project his grandfather started—a massive Honda dealership that’s now the largest in the world. It's a lesson in vision, perseverance, and how to honor the past while building the future.
Thanks, Ryan Rohrman!
If you enjoyed this episode featuring Ryan Rohrman, support us by clicking the links!
Listen to the full episode for insights and context from Ryan Rohrman!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
Sell Smarter, Not Harder
AutoFi helps progressive dealers like you sell smarter, not harder—on your dealership website and, now, in your showroom, too.
AutoFi solves the everyday problems dealers actually face: like bottlenecks at the sales desk, customer distrust, and decision overload. And their all-new showroom solution includes deal estimation, desking, lender routing, and an F&I menu – all in one powerful platform that bridges the gap between the CRM and DMS.
Go to AutoFi.com/dealerplaybook to learn more. And start selling smarter, today.
What’s the real secret to crushing it in F&I? Spoiler alert—it’s not about memorizing word tracks or spitting out product features. It’s about people. I sat down with my new friend, Dave Perriton, Regional Vice President at RoadVantage, to dive deep into one of the most misunderstood parts of the car-buying experience—F&I (Finance & Insurance). Now, I know, the moment customers hit the finance office, things can get a little... disconnected. But what if I told you there’s a way to turn that final step into the most seamless, trust-building moment of the entire process?
Here’s what you’ll learn:
This isn’t just theory—these are real, actionable strategies that can make your F&I office the most powerful tool in your dealership’s arsenal. And trust me, you won’t find this stuff in textbooks.
So if you’re looking to level up your dealership’s F&I game and turn your finance department into a customer magnet, this one’s for you. Buckle up, because we’re not just talking business—we’re talking about transforming the way you connect with your customers.
Thanks, Dave Perriton!
If you enjoyed this episode featuring Dave Perriton, support us by clicking the links!
Listen to the full episode for insights and context from Dave Perriton
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Hey, dpb gang! In this episode, I’m discussing a topic that’s rarely on the surface of our minds but impacts every single part of the car business—vehicle logistics. I had the chance to sit down with Royce Neubauer, the brilliant founder of Auto Hauler Exchange, to uncover some real truths about how the logistics world operates (or, in many cases, doesn’t).
Here’s the deal: What if the very thing you thought was helping your business was actually the one thing holding it back? Yep, Royce admits that brokers—like him—have often been the ones blocking progress. But instead of accepting that as the norm, he did something radical: he set out to eliminate the broker.
"The problem in vehicle logistics is the broker—we're the ones blocking collaboration."
We’re talking about the Amazon effect, how dealers can expand beyond state lines with ease, and why now—more than ever—the car business needs to rethink how we ship vehicles. You’ll hear how Royce’s platform is helping dealers save 15-20% on logistics costs while allowing carriers to fill up their trucks and boost their revenue.
This episode is packed with insights you won’t hear anywhere else. If you’ve ever waited weeks for a car to be delivered or felt frustrated by the inefficiencies of moving vehicles around the country, this conversation is going to open your eyes.
"We need to eliminate ourselves from the equation so that dealers and carriers can collaborate directly. That’s the only way forward."
The best part? Royce is building a system that doesn’t just fix today’s problems—it’s preparing dealers and carriers for the future of logistics. Think of this as a behind-the-scenes look at how the vehicles we buy and sell actually get to their destination.
If you want to know how you can save big, move faster, and work smarter, this is the episode for you.
Thanks, Royce Neubauer!
If you enjoyed this episode featuring Royce Neubauer, support us by clicking the links!
Listen to the full episode for insights and context from Royce Neubauer!
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
Get Your Vehicles Moving Faster
Alright, let me ask you this—how much time and money are you losing on vehicle shipping? If that stings a bit, it’s time for Auto Hauler Exchange. They’re cutting out the middleman, connecting you straight with carriers. Faster shipments, no hidden fees, and over 5,000 vetted carriers ready to roll. It’s a no-brainer.
Plus it’s simple, transparent, and totally free to list. Want faster, smarter shipping? Head over to Autohaulerexchange.com to learn more and get your vehicles moving.
You know those stories that start with, "I never thought in a million years I'd end up here?" That’s exactly how my conversation with Vinnie Moya kicks off, or as the world knows him—Vinnie the Car Guru. Now, let me tell you, this guy's story is wild. We’re talking about a guy who went from trucking to top-performing automotive sales pro in a matter of years, and he’s dropping knowledge bombs left, right, and center.
Vinnie’s got this knack for spotting opportunity where others see roadblocks, and honestly, his journey is packed with lessons for anyone looking to build a personal brand that stands out in today’s automotive landscape. We get real about everything from creating a no-pressure sales environment to the power of embracing new trends (spoiler: he’s a big believer in EVs).
If you've ever wondered how to genuinely connect with customers, turn social media into a powerhouse for sales, or leverage your strengths to carve out your unique space in a crowded industry, this episode is your guidebook.
But what really stood out to me—and I think you’ll appreciate this—is how Vinnie talks about creating a no-pressure environment for his clients. In an industry that’s often stereotyped as pushy, his approach is a breath of fresh air. His approach to sales isn’t about pressure—it’s about providing an experience that makes people feel good about their decisions. And trust me, there are gems in this episode that you’ll be able to apply the next time you’re on the lot or connecting with a customer.
Thanks, Vinnie Moya!
If you enjoyed this episode featuring Vinnie Moya, support us by clicking the links!
Listen to the full episode for insights and context from Vinnie Moya
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
Connect with Michael Cirillo
CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
Hey gang, welcome to another episode of MC on the MIC—and trust me, this one’s gonna blow the lid off your sales and service game. We’re diving into a strategy that’s so simple, you’re going to wonder why you haven’t been doing it all along. No fluff, just straight talk.
Look, we’ve all been there. Overcomplicating things, chasing the next shiny object, wondering how much more we need to throw at ads just to stay in the game. But here’s the truth: the competitive advantage you’ve been looking for is already in your backyard. Literally. In this episode, I’m breaking down how you can leverage something as simple as Facebook groups (yes, Facebook) to build real, meaningful connections with people in your community—without ever coming across like that pushy salesperson.
And guess what? Your competitors aren’t doing this, which makes it all the more powerful. It’s hand-to-hand combat, human-to-human interaction, and I’m walking you through every step. By the end of this, you’ll see how this ridiculously easy strategy can position you as the go-to person in your market.
So grab a coffee, tune in, and let’s crush it together.
Thanks, For tuning in!
If you enjoyed this episode, support us by clicking the links!
Connect with Michael Cirillo
⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
CLICK HERE to learn more about The Dealer Playbook!
More Dealers Are Choosing To Partner with FlexDealer
Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.
The podcast currently has 636 episodes available.
478 Listeners
3,900 Listeners
16,648 Listeners
32,322 Listeners
15 Listeners
13,780 Listeners
2,112 Listeners
2,271 Listeners
95 Listeners
2,576 Listeners
376 Listeners
126 Listeners
352 Listeners
148 Listeners
603 Listeners