The Dealer Playbook

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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Is your dealership encouraging team members to "go viral?" You might be seeing the spike in clicks, but are you seeing the real cost? In an age where everyone's a content creator, maintaining brand integrity and a consistent message is harder than ever.

In this episode, you’ll discover:

• Why relying on individual salespeople to create "viral" content can undermine your dealership's long-term reputation.
• How to communicate brand guidelines to your team so they become brand ambassadors, not brand liabilities.
• The critical difference between short-term engagement and sustainable dealer growth through consistent brand messaging.
• How to evaluate marketing partnerships to ensure they align with your dealership's values and community standing.

Don Moss, Executive Director of Marketing at Murgado Automotive Group, shares his expertise on brand safety and the hidden implications of content strategy in "automotive retail".

Timestamps

00:00 Intro

00:44 Why Brand Safety Matters

01:39 Social Video Risks

04:19 Setting Content Guardrails

06:50 Personal Accounts vs Brand

08:27 Influencers and Scandal Risk

10:51 Who Owns the Standards

14:13 Simplify for Growth

15:30 Connect and Wrap Up

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Is your dealership struggling to convert online leads into showroom appointments? You’re not alone. Many automotive professionals focus on getting leads, but miss the critical step of engaging them effectively to drive sales.

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

• Implement Paul de Vries’ 6-step lead-handling process to increase appointments.**
• Understand the crucial role of speed and human connection in online lead conversion.**
• Learn how to best integrate AI to support, not replace, human sales efforts.**
• Discover how to build a team that excels at lead follow-up and customer engagement.**

Paul de Vries, founder of the Digital Car Dealer Workshop and BDC co-owner, shares his proven methodology for dramatically improving lead response times and, most importantly, turning those leads into sales.

Timestamps

00:00 Intro

03:27 AI vs Human Connection

06:22 Six Steps to Better Calls

09:49 Speed to Contact Results

11:05 Hiring and Coaching BDC Teams

12:36 EVs and Chinese Brands in Europe

15:03 Wrap Up

The AI hype is real, and every vendor at NADA claims to have the next big thing for your car dealership. But as you consider integrating new tools, are you truly solving problems or just inviting new ones? The promise of AI in automotive retail is vast, yet without a strategic approach and "human in the loop," the technology can quickly become a costly distraction.

In this episode, you’ll discover:

• Why generic AI solutions often fail to deliver real ROI in a dealership setting.
• How to identify and choose AI tools that provide actionable data instead of just affirming biases.
• The critical role of "organic intelligence" in leveraging AI to move more metal and improve fixed ops.
• Strategies for avoiding common technological pitfalls that lead to change management nightmares.

Mackenzie Wiltrout, VP of Innovation at Stream Companies, shares her expert perspective on finding impactful AI that genuinely drives dealer growth.

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Timestamps:

00:00 Intro

01:11 AI Hype Versus Impact

03:14 Proof And ROI Data

05:59 Humans In The Loop

07:57 Bias And Obliging Chatbots

11:03 Stream Vision Orange OS

13:25 Data Vacuum Dangers

16:17 Outro

AI is rapidly changing the automotive retail landscape. The question isn't whether it will impact your car dealership, but how to leverage it without alienating your customers. Are you ready to integrate AI in a way that amplifies, rather than diminishes, human connection and trust?

In this episode, you will learn:

• Why 90% of consumers still prefer human interaction even while using AI.
• How to use AI to drive "auto un-intenders" – high-value customers who aren't actively shopping – to your store.
• The critical role of brand health in retaining loyal customers and avoiding the "race to the bottom" on pricing.
• Practical strategies to make your dealership more accessible to your target audience using audio channels.

Joey Zanetis, Executive Vice President at iHeart Media Automotive, shares insights from extensive consumer studies on bridging the gap between cutting-edge AI and the timeless need for human connection in sales.

Timestamps

00:00 Intro

00:53 Guaranteed Human Explained

04:00 Redefining Smart in AI

06:48 Human vs Machine Trust

08:00 Influencers and Honest Reviews

11:01 Brand Health and Trust

15:32 Cross Platform Audio Strategy

20:18 Auto Unintenders and Profit

22:36 Podcast Outro

Is your dealership losing customers you thought were gone for good? Every automotive professional knows the sting of a "lost" sale, but what if those defections weren't permanent goodbyes, but instead, opportunities for powerful comebacks through fixed operations?

In this episode, Kristine Lentz, Product Operations Manager at Urban Science, reveals how using precise data can transform your view of customer defection from a failure to a strategic advantage.

What you will get from this episode:

• Understand why traditional "defection" metrics might be leading you astray.
• Discover how leveraging sales data can pinpoint exactly why and when customers leave.
• Learn how to use fixed ops as a potent reactivation tool for "lost" customers.
• Redefine your follow-up strategies to recapture customers and build lasting relationships.
• Strategically deploy AI in your sales process to close crucial gaps.

Kristine Lentz is the Product Operations Manager at Urban Science, bringing years of expertise in leveraging data to drive actionable insights and improve dealer performance.

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Timestamps

00:00 Intro

00:42 Defection Defined

02:43 Finding the Leak

04:35 Days to Sale Insights

05:32 AI as a Partner

07:26 Empathy Still Matters

08:57 Facing the Fear

10:26 Stop Chasing Sold Leads

10:59 Service Reactivation Play

12:31 Data Plus Human Response

13:55 Outro