The Dealer Playbook

Let’s just be real.

The ground has shifted—and it’s not just a ripple. It’s a full-blown seismic shift under every industry, every role, every business model. In this episode, I’m unpacking what that actually means for those of us in the retail auto world and beyond as we navigate artificial intelligence.

You’ve seen the AI overviews show up before Google search results. You’ve heard the noise "AI is coming for your job." But here’s the kicker: whether you believe it will or won’t, you’re probably right.

What we explore in this episode is the why behind that statement, and more importantly, what you can do about it.

If you’re someone who’s wondering how to adapt, how to lead, how to stay relevant—or heck, even how to start thinking about AI in a way that serves you and your team—this one’s for you. 

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth.

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We’re throwing it back to one of the most practical and actionable episodes of MC on the Mic—and for good reason. This strategy is so simple, it almost feels too good to be true. But it's exactly the kind of innovative (not inventive) move that the top 1% in sales and service swear by.

In this solo episode, I break down a three-step framework that anyone—yes, even if you're not in sales—can use to stand out, build trust, and dominate your market. No budget increase, no fancy tools, no permission slips needed. Just your brain, your phone, and about 10 minutes a day.

Here’s what we cover:

• Why innovation isn’t about inventing something new, and what that really means for your career
• A Facebook groups strategy so human and so obvious, your competitors will never think to use it
• The step-by-step for becoming the go-to person in your community, even if you’ve never posted online before
• How to create real-world value in an industry that often gets stuck in the "sell, sell, sell" loop

And hey, I get it. Everyone wants the secret sauce. We want the next big hack. But sometimes, the most powerful move isn’t in a webinar or paid ad—it’s in showing up where people already are and being genuinely helpful.

So, if you’ve ever found yourself saying, “How do I get more leads without throwing more money at ads?”—this episode is your answer.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth.

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If you're enjoying the podcast, we'd love an honest review here.

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In this episode, my guest is Gary Graves,  the kind of guy who can build a SaaS platform by day and grade a dirt road by night. One foot in the tech world, the other in the real one. Equal parts futurist and hands-on problem solver, he's spent years collecting and analyzing the conversations dealerships have with their customers—and the insights he’s uncovered are eye-opening. 

We first aired this episode a while back, but honestly, it’s been aging so well we figured more people needed to hear it. The insights are still sharp, the stories still hit, and the timing feels just right.

Gary and I talk about what really happens on the other end of a dealership’s phone line—and what those conversations reveal about how we treat customers. You’ll hear why most CRMs still misunderstand the role of a phone call, how IVRs might be silently costing you business, and what dealers can do today to build actual loyalty—not just repeat transactions.

One of the things I love about this conversation is how practical it is. Gary doesn’t talk in circles. He breaks down what the data shows, what dealerships keep missing, and what it actually looks like to build a culture where customers want to come back.

If you’ve ever wondered why your customers don’t call back, or why some reviews sting more than others, this episode is worth your time.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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In this episode, my guest is David Pulla, President of Dynamic Tire, one of Canada’s largest tire distributors. We dive into a part of the business that most dealers overlook—tires—and explore how they’re not just rubber on a rim, but one of the most practical tools for increasing retention, profitability, and service traffic.

We talk about how dealers can rethink their parts and service strategy, use data to move inventory smarter, and turn something as simple as a tire rotation into a reason customers come back again and again. David also shares what the rise of EVs means for the tire industry and the surprising ways innovation is showing up in a category that most of us don’t give a second thought to.

If you’ve ever said “tires aren’t my thing” or “it’s not worth the time,” this episode might just change your mind.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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In this episode I’m joined by Arthur J. Madjarian, a guy who’s been neck-deep in retail automotive, pivoted into mergers & acquisitions, and now helps dealer groups grow, exit, and scale smart. If you’ve ever wondered how M&A works in the auto industry, or whether dealership ownership is still worth chasing in 2025, this is your episode.

Arthur talks about real-life strategy, timing, red flags to avoid, and why culture and “friendly money” might just be the most underrated forces in any deal.

We also dive into:

• The real reasons why some people are leaning into dealership ownership right now (despite the noise)
• Why smart buyers are more selective than ever—and what they’re actually looking for
• The risks of skipping estate planning before a sale
• What it takes to become a minority partner in a store, and how to prepare
• The future of real estate in automotive retail and how it could change everything
• Why culture fit isn’t just fluffy talk—it’s tied to profit and survival

If you’re thinking about expanding, selling, or even just getting into the business, Arthur gives the kind of candid insight that only comes from living it. 

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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If you're enjoying the podcast, we'd love an honest review here.

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In this episode, my guest is Colin Carrasquillo, Digital Marketing Manager at Nielsen Auto Group.

We’re diving into some of the real challenges and solutions that most dealers are thinking about but rarely talk about out loud.

We talk about what it actually looks like to get your vendor partners working together instead of pulling in different directions. Colin shares how he’s doing this at scale across 14 rooftops and why it’s changing the game for their group.

We also get into why most dealers are still chasing the wrong SEO strategy in 2025 and what really matters now if you want to show up where your customers are actually searching.

You’ll learn:

• A practical way to hold your vendors accountable (without blowing up the relationship)
• Why internal communication might be the thing holding your dealership back
• How thinking beyond low-funnel keywords will give you a serious edge in your market
• Why building better human connections inside your store leads to better marketing outside of it

This conversation is packed with useful ideas you can take back to your store, and it’ll definitely make you rethink how you approach your partnerships and marketing.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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In this episode, my guest is Sam Maimone from Activix, and we’re diving into a part of the car business that most people think they’ve figured out—but really haven’t: CRM.

We talk about why most CRM setups are missing the mark and why buying more leads won’t solve the real problem. Sam shares what he’s seeing inside hundreds of dealerships and the small shifts that can completely change how your CRM performs. We also explore why skipping proper discovery can cost you, and what a good CRM process actually looks like when the people, the process, and the tech finally click.

Sam’s story is packed with hard-earned lessons—from DJ booths to dealership desks to the corporate world and back. This is a real conversation about what works, what doesn't, and how to spot the difference.

If you’ve ever wondered:

• Why your CRM feels like a to-do list instead of a growth tool
• What it actually takes to get your team to buy in
• Why speed matters in lead handling more than ever

...you’re going to want to lean in for this one.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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In this episode, my guest is Nicole Dolphin, Retail Development Manager at Groupe Touchette, and we’re digging into the part of the dealership that doesn’t always get its fair share of attention—Fixed Ops.

Nicole shares how the service department isn’t just about oil changes and tires. It’s a relationship hub. It’s where trust is built (or lost). It’s often the reason someone decides to buy their next vehicle from you—or not.

We talk about how dealerships can better introduce customers to the service side before problems happen, what most teams get wrong about customer handoffs, and how to make your fixed department feel less intimidating for first-time visitors. Nicole also shares her journey from receptionist to parts manager in luxury stores and what she learned about emotional intelligence, leadership, and navigating a male-dominated industry.

If you’re trying to figure out:

• How to actually retain customers long-term
• What emotional intelligence has to do with customer loyalty
• How to develop your people without micromanaging them
• Why knowing where to park can make or break a customer’s trust...

...you’ll want to hear this one all the way through.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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In this episode, my guest is Jill Schulman, USMC veteran, leadership coach, and author of The Bravery Effect.

We dig into the surprising role that bravery plays in building high-performing cultures—not just in the military, but in dealerships, teams, and even our personal lives.

Jill shares the science behind why playing it safe actually leads to burnout, anxiety, and unhappiness, and how the most fulfilled, successful people have something in common: they’ve learned how to build bravery like a muscle.

We talk about:

• What holds people back from going after what they really want
• Why “positive vibes only” doesn’t actually lead to happiness
• How to teach your team to want accountability, not run from it
• What it takes to lead yourself before you try to lead others
• And how leaders can create an environment where performance and wellbeing grow together

You’ll also hear practical tools—backed by real research—that Jill uses with Fortune 500 companies to help people take bold action, stay mentally strong, and avoid what she calls the “comfort trap.”

If you’ve ever felt like you were capable of more but couldn’t get past the fear, or if you're in leadership and want to help your team do hard things without burning out, this episode’s going to give you some serious perspective.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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In this episode, my guest is Alan Dickie, President - www.AlanDickie.com and a returning DPB alum.

Alan’s one of those guys who doesn’t just talk about success—he breaks it down to the bone. In this conversation, we explore what he calls the “laws” that make success predictable in life and business.

We talk about why most salespeople stay stuck selling 8–12 cars a month while a few are pulling in 30+. It’s not about personality. It’s not about luck. It’s about understanding how human behavior works and knowing what laws to follow to create momentum.

You’ll also hear:

• How to break out of the “employee mindset” that’s holding you back
• What selfishness has to do with better service and more sales
• Why ignorance always feels like anxiety (and how to fix that)
• What Dollarama can teach you about value-based selling
• And how success really is just about following the right laws—every time

If you’ve ever found yourself thinking “I’m doing the work but not seeing the results,” this episode will shift how you think about performance, money, and personal growth.

This isn’t about motivation. It’s about awareness. And Alan doesn’t hold back.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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Leave a Review:

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