In today’s episode, Kaylee Felio is joined by auto industry leaders Joel Gray and Sheila Pogue for a deep dive into what it takes to build, scale, and energize one of the nation’s most successful wholesale parts operations. Joel shares the story behind managing $9.3M in Ford parts inventory across three locations and a dynamic team of nearly 100 employees. Discover how integrity, creative marketing, and empowering your people can transform a parts department from the inside out.

From battling manufacturer pushback and rethinking inventory management to leveraging digital marketing and creating a culture that employees love, Joel unpacks the leadership lessons and operational strategies that set his dealership apart. Sheila jumps in on what it takes to build meaningful digital presence for wholesale and spotlights how human connection – inside and outside your operation – drives business forward.

If you want to reimagine your department, empower your team, and tap into new growth, this episode is packed with actionable insights, laughter, and some four-legged support along the way.

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This show is powered by PartsEdge: Your go-to solution for transforming dealership parts inventory into a powerhouse of profitability. Our strategies are proven to amp up parts sales by a whopping 20%, all while cutting down on idle inventory. If you're looking to optimize your parts management, visit 🔗 www.partsedge.com

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Takeaways

1. Lead With Integrity

2. Empower and Equip Your People

3. Invest in Marketing and Relationships

   
   

Chapters

00:00 "Honest Operations Foster Respect"

03:13 33-Year Automotive Career Journey

06:36 Insurance-Driven Auto Collision Changes

10:08 Positive Reinforcement Boosts Performance

13:23 Team Leadership and Connection Strategies

18:01 Open-Door Training Approach

21:26 "Enjoying Workplace Connections"

24:33 Custom Software Enhances Store Operations

29:11 Dedicated On-Road Sales Team

30:35 Personal Touch Boosts Customer Relations

34:16 Employee Retention Strategies

37:25 "Importance of Preparedness and Inquiry"

40:18 Incremental Business Expansion

44:56 Learning Ford's Ordering System Quirks

46:13 Embracing Change and Learning

Kaylee Felio

LinkedIn: https://www.linkedin.com/in/gotopartsgirl

Website: https://www.partsedge.com