There's a moment in this conversation where Charlie Spradlin says something most GMs would never admit out loud, and it's the reason his multi-rooftop dealer group keeps adapting faster than everyone else around him. He's not running things the way you'd expect for someone breaking records the way he is. This episode gets into how he actually leads his team through constant market shifts, what's really going on with his pay plan, and the one thing he had to let go of to get his store to where it is now.

What you'll get from this episode:

• The mindset shift that changed how fast Charlie's team responds to a changing market
• What's actually behind his pay plan, and why it's not what most dealers expect
• The one thing Charlie had to give up to grow past where he was stuck
• A different take on what real trust looks like between a GM and their team

Charlie Spradlin is GM at Art Moehn Chevrolet Honda, where he's grown a multi-rooftop dealer group while protecting net profit through constant market shifts.

Follow The Dealer Playbook so you never miss an episode.(00:00) What's Coming

(00:51) Sponsor Message FlexDealer

(02:22) Origin Story Into Auto

(05:37) Climbing To General Manager

(06:38) Mentors And Proximity

(08:38) Discomfort And Humility

(12:34) Post COVID Challenges

(14:19) Vulnerable Leadership

(17:32) Big Picture Perspective

(25:50) Pay Plans And Culture

(29:22) Running Into Storms

(31:59) Used Car Inventory Fix

(34:53) Architect Not Operator

(40:52) Closing And Connect

(41:51) Final Outro

Is your dealership struggling to move used EVs while your competitors are banking big? It's time to stop letting inventory sit and start capitalizing on the massive opportunity in the pre-owned electric vehicle market.

In this episode with Lyteflo Co-Founder and CEO Ryan Osten, you'll discover:

• Why used EVs are consistently delivering up to $5,000 in total gross profit per unit.
• The critical operational changes needed to stop inventory from aging out.
• How to leverage battery health reports to build trust, boost sales, and drive fixed ops revenue.
• The specific questions modern EV buyers are asking and how to equip your team to answer them confidently.
• Actionable strategies to gain a significant competitive edge in automotive retail for the next 12-24 months.

Ryan Osten, Co-Founder and CEO of Lyteflo, provides EV sales and merchandising tools to help car dealerships confidently sell more electric vehicles.

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Timestamps

00:00 Used EV Gross Opportunity

03:05 EVs Sitting on Lots Costs

05:01 Why Dealers Struggle With EVs

07:28 EV Test Drive Done Right

09:58 Battery Health and Buyer Questions

14:02 Service Retention Without Oil Changes

17:15 How Battery Checks Work OBD

19:39 Used EV Market Boom and Margins

23:05 Connect With Ryan and Wrap Up

23:36 Podcast Outro and Subscribe

Are the "AI zealots" and "AI doomsayers" clouding your judgment about what artificial intelligence actually means for your automotive retail business? It’s time to move beyond the hype and fear and discover the practical, actionable ways AI can elevate your dealership and refocus your team on what truly matters: human connection.

What you will get from this episode:

- Understand how AI can free up time from monotonous tasks, allowing your team to focus on meaningful customer interactions.

- Learn how top performers are using AI to analyze CRM data, identify customer trends, and enhance sales strategies.

- Discover practical applications for departmental leaders to transition from "operator" to "architect," empowering their teams.

- Gain clarity on how to utilize AI to build a more effective, human-centric dealership culture.

Join Michael Cirillo, Host of The Dealer Playbook, as he shares tangible examples and strategies from his own experience and from leading automotive professionals on leveraging AI to scale the human element in your business.

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Timestamps

00:00 Intro

02:10 Hype vs Zealots

02:51 Internet Disruption Story

10:32 Finding the Middle Ground

13:03 Watching Claude Ad

15:05 Ad Breakdown and Narrative

20:35 AI Scales the Human

24:25 Dealer AI Morning Brief

28:43 CRM Data Sales Insights

31:44 GM Delegation with AI

32:56 Three Practical Use Cases

34:24 Final Takeaways and Outro

Are you still relying on outdated inventory practices that drain your profits and time? Many general managers and dealer principals dismiss inventory operations as "not super exciting problems," yet these foundational issues are costing your dealership hundreds of thousands in wasted ad spend and lost sales opportunities. It's time to stop the bleed and optimize where it matters most.

Here's what you'll get from this episode:

• Understand why focusing on "unsexy" inventory problems is critical for dealer growth and profitability.
• Learn how clean, accurate data flows directly impact your advertising effectiveness and bottom line.
• Discover how modern tools, including AI, integrate with, rather than replace, the human element in automotive retail.
• Identify how to verify and merchandise your inventory more efficiently to sell more cars.

Dan Collingridge, CTO at FlexDealer and LiftKit, brings decades of experience developing technology solutions to optimize inventory management in automotive sales.

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Timestamps

00:00 Intro

00:40 CTO Take on AI

02:51 AI Plateau Outlook

05:28 Discernment and Youth

06:54 Inventory as Catalyst

08:14 Solving Dealer Data Flow

08:47 Why Inventory Matters

10:22 AI for Inventory Analysis

12:12 Wrap Up and Subscribe

In this episode, automotive F&I expert Adam Marburger reveals how leveraging data and accountability is generating a nearly $400 lift in F&I PDR per transaction for dealerships. Discover how top-performing dealers aren't chasing the next shiny object, but instead focusing on human capital and systematic processes to protect and grow their bottom line.

What you will get from this episode:

• Understand why F&I is now a retention *and* profit center for your dealership.
• Learn how to identify and fix overlooked process gaps in your F&I department.
• Discover how AI isn't just hype—it's a powerful tool for F&I accountability and coaching.
• Strategies for investing in your team to drive consistent F&I performance and dealer growth.
• Why accountability, even when it "stings," is the key to unlocking hidden revenue.

Adam Marburger, CEO at Ascent Dealer Services, brings years of experience in automotive retail and F&I training to help dealers optimize their profit centers.

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Timestamps

00:00 Intro

01:08 Why F&I Matters Now

02:21 Retention Through Relationships

03:13 Scripts vs Real Connection

04:28 Process and Accountability

05:36 Why Accountability Hurts

07:53 Growth Mindset Over Time

11:27 Avoiding Work With Shiny Tools

11:54 AI That Enforces Process

13:42 One Shift Protect Margins

15:29 Connect and Wrap Up

15:45 Podcast Outro

In today's rapidly changing automotive retail landscape, are you positioning your dealership for unprecedented growth or an inevitable decline? Many long-standing car dealerships are facing a market that’s poised to create a “bloodbath for many,” while simultaneously launching others to unprecedented success. The question isn't 'if' the market will change, but whether you're ready to be the catalyst.

Here’s what you’ll get from this episode:

• Rethink your time: Understand the critical difference between 'spending' and 'investing' time in your dealership operations and personal life to drive higher returns.
• Embrace the catalyst mindset: Discover why you are the biggest factor in your dealership's success or failure, regardless of external circumstances.
• Navigate the coming shift: Get a direct, unvarnished prediction of the market forces that will separate the thriving from the struggling in the next 12-24 months.
• Future-proof your dealership: Learn what foundational shifts are necessary to compete against major players and maintain relevance in a consolidated market.

Glenn Lundy, President and Founder of the 800% Elite Automotive Club, shares his hard-won insights on the foundational principles that truly move the needle in dealership leadership.

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Timestamps

00:00 Intro

01:24 Invest Time Mindset

02:51 Dealership ROI Meetings

04:16 You Are the Catalyst

05:31 Morning Routines and Control

07:48 Why Stories Before Strategies

09:54 Industry Bloodbath Ahead

12:12 Carvana Franchise Strategy

14:17 Fighting for Opportunity

15:47 Connect and Closing

17:09 Podcast Outro

Are you leaving money on the table in a flat market? While some see limited growth, others are leveraging technology to find profitability others miss. The key isn't working harder, it's working smarter.

In this episode, Greg Uland, VP of Marketing at The Reynolds and Reynolds, reveals how unified data and AI can transform your dealership's operational efficiency. He breaks down how AI goes far beyond chatbots, tapping into every data point to maximize profit on every single vehicle and service interaction.

What you will get from this episode:

• Understand how robust AI provides a competitive edge in today's no-growth automotive retail climate.
• Discover how unified data is the non-negotiable foundation for effective AI strategies that impact your bottom line.
• Learn how to identify hidden profit opportunities in your inventory, F&I, and fixed ops departments.
• Gain insights into reconciling new AI possibilities with the "people, process, technology" mantra of dealership leadership.
• Anticipate future cybersecurity watch-outs and infrastructure considerations for AI adoption without fear.

Greg Uland is the VP of Marketing at The Reynolds and Reynolds Company, bringing a wealth of knowledge on automotive technology and data integration.

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Timestamps

00:00 Dealers and AI Reality

00:18 Unified Data Foundation

02:18 AI Beyond Chatbots

05:01 Flat Market Efficiency Play

08:41 Dynamic Pricing and Inventory

12:50 AI Flywheel Use Cases

19:33 Cloud vs On Prem Future

22:01 AI in Marketing Workflows

24:36 Connect and Closing

Is your dealership spending more on ads but selling fewer cars?

Many automotive retail leaders pour massive budgets into marketing, hoping to generate more traffic, only to find their ROI shrinking. What if the answer isn't "more" but "smarter" – starting with your own backyard?

From this episode, you’ll discover:

• Why "owning your backyard" is the most profitable, yet overlooked, growth strategy in automotive sales.
• How to audit your current lead processes to find and plug the leaks in your sales funnel *before* you increase ad spend.
• The three non-negotiable accountabilities that drive success, and how to identify where your team is falling short.
• Why returning to foundational sales principles, not chasing shiny new tech, is the key to sustainable dealer growth.

Troy Spring, CEO and Founder of Dealer World and Co-founder of Dealer Funnel, shares decades of expertise on optimizing dealership operations and marketing for maximum ROI.

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Timestamps

00:00 Meet Troy Spring

00:35 Why Basics Still Win

03:41 Sales Is an Art

04:26 AI Hype vs Process

04:59 Traffic Is Not the Fix

06:55 Audit the CRM Funnel

14:51 Own the Backyard

17:07 Mail Your Database

19:02 Built on Fundamentals

20:03 Connect and Wrap Up

20:47 Podcast Outro

Are you tired of hearing the same old talk about how "hard" automotive retail is? Everyone acknowledges the challenges, but few are willing to roll up their sleeves and actually do the hard work that creates real, sustainable dealer growth. This isn't about avoiding difficulty; it's about making deliberate choices that set your dealership apart.

Here's what you'll get from this episode:

• Reframe how you view challenges in automotive retail, understanding they are opportunities for real differentiation.
• Discover why investing in people and fostering internal talent development isn't just "nice to have," but essential for dealer growth.
• Learn why embracing "unreasonable hospitality" can elevate your car dealership above the competition.
• Identify immediate, actionable steps to transition your team from just "talking the talk" to "walking the walk" on internal development.
• Understand why the inevitable changes, like new regulations, are ultimately beneficial for high-integrity car dealers.

David Spisak, automotive consultant and keynote speaker, brings decades of experience leading top-performing dealerships and developing industry talent.

Timestamps

00:00 Keynote Skepticism Setup

02:08 ASOTUCON Keynote Preview

05:18 Circuit City to COO Story

09:03 Bill Walsh Coaching Tree

11:23 Dealers Resilience Through Change

21:14 Develop Talent Like Techs

26:17 Unreasonable Hospitality Standard

28:17 FTC Rules and Choosing Hard

38:44 Year of the Human Close

43:18 Final Thanks and Outro

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Is your dealership marketing feeling hollow? Are you chasing digital trends only to find your message falls flat? Many in automotive retail are struggling to cut through the noise, constantly investing in strategies that fail to build genuine connection or long-term loyalty.

This isn't just about selling cars; it's about building a brand that resonates deeply with your community and stands the test of time.

In this episode, you’ll learn:

• How to build an authentic brand that attracts customers who *choose* your dealership.
• The difference between fleeting "hype" and lasting, trustworthy dealership leadership.
• Why a targeted approach to automotive sales content creates a powerful inbound lead engine.
• How even a small audience can translate into massive dealer growth and business opportunities.
• The essential truth about connecting with customers: people buy stories, not just products.

Paul J. Daly, Founder and CEO of ASOTU and host of Automotive State of The Union, shares his insights on why authentic connection is the ultimate marketing advantage in today's landscape.

Timestamps

00:00 Controversial Brand Question

00:36 Intro

05:10 Your Podcast Town

07:15 See What Happens

09:03 Big Guests Build Credibility

10:36 Inbound Sales Engine

14:30 Does Podcasting Still Work

15:50 Niche Down Till It Hurts

17:31 Dealerships Are Unique

18:37 Wearing The Story

19:40 Stradivarius Story Effect

22:31 Real Vs Fake Content

28:15 Known To Trusted

33:49 Contact And Wrap Up

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