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.

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.

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.

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?

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.

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.

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.

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.

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?

90% of people still want a human to deliver the message that moves them. So why are most dealers handing that job to an algorithm? Joey Zanetis, EVP at iHeart Media Automotive, reveals the concept that changes everything — and the customer hiding in your market who will never submit a lead but is already ready to buy from you.

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.

Matt Lasher of Streamline Auto joins Michael Cirillo to unpack the "great train wreck" of automotive retail — the affordability crisis, the gap between lenders and dealers, and why empathy for every buyer might be the most underrated competitive advantage in the business.

Marketing isn’t the problem. Ashley Cavazos breaks down why dealership performance improves when marketing, sales, and leadership align early.

What if your worst salesperson could perform like your best? Discover the system Jay Ku says can transform dealership sales performance.

In this episode, Subi Ghosh shares a powerful perspective on why dealership ad budgets may be underperforming, not because of effort or bad partners, but because of structural dilution inside today’s complex advertising ecosystem.

Jeff Swickard shares why they spent two and a half years building a centralized data foundation, how they use AI to support hospitality, and what real leadership looks like when you have to pivot fast.

Most car dealers are chasing new marketing tactics instead of building long-term consistency.
In this episode of The Dealer Playbook, Michael Cirillo sits down with Charles Cannon, General Manager at BMW West Houston, to break down the habits, mindset, and personal branding strategies that actually drive sustainable success in the automotive industry.

Rob Ruth (Bob Ruth Ford) proves you don’t need a massive metro market or a “Taj Mahal” store, to win big in used cars. From Dillsburg, PA (population ~2,900), Rob’s team sold 300+ used cars in a month and bought 240 vehicles off the street by building a disciplined acquisition engine, a buying-center approach, and a startup mindset inside a franchise dealership. This episode breaks down the exact thinking, processes, and leadership moves behind a high-volume pre-owned operation.

In this episode of The Dealer Playbook, I sit down with Matt Birkhead, Dealer Principal at Sir Walter Chevrolet in Raleigh, North Carolina, a nearly 100-year-old, single-point store that’s grown by leaning into transparency, simplified pricing, community involvement, and people-first leadership.

In this episode of The Dealer Playbook, we sit down with Josh Keough, Licensed Architect and Studio Director at Gensler, to unpack how dealership architecture, layout, and environment design directly impact sales efficiency, fixed ops performance, employee retention, and guest experience.