In this episode, I sit down with Steve Whitlock, the president of Innovation Financial Services, to explore the fascinating journey of automotive entrepreneurship. We dive into Steve's unique background, starting from his days as a firefighter to his eventual transition into the car business. ...

Glenn Pasch, an industry veteran with a penchant for data-driven insights and a logical approach to marketing, brings decades of expertise in digital marketing and dealership strategies. As the brains behind PCG Digital, Glenn has empowered countless dealerships to optimize their marketing efforts...

Matas Buzelis is the Head of Communications at carVertical.com Matas Buzelis brings a wealth of knowledge and expertise to the table, shedding light on the intricacies of the global car market. What We Discuss In This Episode: Ever wondered about the global impact of automotive fraud...

It all began with automotive inventory management software. I never imagined I'd end up in the automotive industry. Back in the day, my childhood buddy Dan Collingridge and I had this grand plan of starting a record label and radio station dedicated to alternative rock music, the dream we calle...

Rahim 'Cherry' Bhimani is the General Manager at Motorvation Trucks in Georgia. He started his career in the car business as a detailer and worked his way up to his current position. Rahim is known for his passion for solving problems and providing exceptional customer service. What ...

Glenn Lundy is the only person in the world that grew a dealership 800% in 5 years, from 120 cars a month to 1000, in a small town of only 9600 people. He is also the founder of the 800 Percent Club. Known for his innovative and resilient mindset, Glenn shares insights on weathering storm...

This year has brought some health concerns to yours truly, and as a result I decided it was high time to pay closer attention to my health and wellness. Yes, I've lost weight and gained muscle, but most importantly I've gained a level of mental clarity I am not sure would have happened other...

Kiera Fogg is the Vice President of Customer Experience and co-founder, and Alva Senow is the Vice President of Sales and Finance at Ribit. Together, they've brought a revolutionary solution to the automotive industry with Ribit AI - "Reinvention Initiative Between Industry and Technology.&...

Jesse Cole is the founder of Fans First Entertainment, which owns and operates the Savannah Bananas and the Party Animals. The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and ...

In this episode Michael Cirillo engages in a dynamic conversation with Dan Collingridge, the CTO & Co-Founder of FlexDealer. Together, they delve into the realm of automotive inventory and unveil the pivotal role it plays in shaping the success of dealerships. The episode kicks off with a hum...

Danny Zaslavsky is a successful business and community leader within the Greater Kansas City area. Not only is he a partner at VinCue, but he's also the General Manager/Dealer Principal at Country Hill Motors, one of the region's most successful independent auto dealerships, and invests...

Shawn Armorer is the founder and owner of BDC Alchemy Consulting. He is a 20-year seasoned automotive BDC growth expert with career revenues exceeding 40 million dollars. He joins Michael in this episode to discuss the transformative power of the human element in the face of increasing reliance on ...

Jeremy Beck is the Vice President of Dealer Development and Industry Insights at the National Independent Automobile Dealers Association (N.I.A.D.A) and an automotive executive with 25 years of industry experience In this episode, we explore the profound impact of the automotive industry ...

In a rapidly changing automotive industry, dealerships are facing a critical crossroad: rising costs that threaten their profitability. As capital demands increase and employee expenses surge, how can dealerships find the perfect balance between expenses and revenue? Is there a way to unlock hidden ...

Lou Ramirez is the CEO of Solutions at The Certified Solutionaries and co-host of the Car Guy Coffee podcast. Discover the layers of their inspiring conversation as they explore the importance of encouraging individuals within the automotive business and eradicating negative stigmas assoc...

Eric Barbosa is the newly appointed Vice President of Variable Operations at Cavender Auto Group. Eric has over two decades of experience in the Auto Industry. Starting as a teenage car detailer, Eric climbed the ranks to become one of the youngest GMs and Operating Partners in the industry. His pas...

David Kain is the President of KainAutomotive.com. His life is fuelled by two great passions: helping good people become exceptional salespeople and conquering challenging trails on his mountain bike. Born into a family that believed in the power of the automotive industry, David is one of nine sib...

Is your business as successful as it could be? Do you have goals of improving revenue, growth, and long-term scaleability?  Aaron Sheeks is the co-founder of Auto Miner and President of Pure Cars. In this episode, Aaron joins us to discuss the journey of building a successful business in the a...

Is Your Dealership's Marketing Strategy Failing? Tune in as Stream Companies EVP Reveals the Key to Thriving in a Challenging Market. Subi Ghosh is the Executive Vice President of Strategic Partnerships and Marketing at Stream Companies.  In this episode Ghosh shares her insights on the...

In this episode, Michael takes us on a journey through the recent NADA 2023 event that took place in his hometown, Dallas. Michael reflects on the unique energy of the event and how attendees were more focused and open to conversations compared to previous NADA conferences. 2023 is off to a roaring ...

Ted Lam is the Founder and CEO of AITHR Automotive Intelligence. Ted has a wealth of experience in the industry, including a background in the non-prime market  and a fascinating story about why he decided to build a software for dealers. Ted's journey in the industry began as a car salesp...

As we approach the end of 2022, it's important to reflect on the events of the past year and look toward the future. This year has certainly been a rollercoaster, with the ongoing pandemic, economic challenges, and various other obstacles. However, it's also been a year of resilience, innova...

Colby Joyner is Vice President of Sales at Konect.ai, a lead management system that is primarily housed and geared around artificial intelligence (AI) and a leader in automotive artificial intelligence. Their mission is to maximize conversion rates and profits for dealers with faster and more effici...

This episode of The Dealer Playbook Podcast is unique as Michael Cirillo is on location with Glenn Lundy and dozens of automotive industry professionals at the 800% Elite Automotive Club retreat in Atlanta. With loads of fascinating conversations happening surrounding technology, culture, sales, and...

RC Hazzard, Servant Leader, Army Veteran, and Country Singer, is now among the top car dealers in the auto industry.  Working with Protective as the Regional Sales Director, RC shares his background story of how he came about joining the auto industry after serving in the army for six good yea...

In this week's episode, we're joined by two talented leaders in the automotive industry - Fanie Scholtz, a Managing Director at FS Media, and Peter Viljoen, Managing Director at SydSen Uthintane (PTY) LTD. They share how they paired to work on a big project popularly known as Let's talk...

Darren Doane is an American filmmaker, actor, and music video director who has worked with artists like Christian Bale, Ken Daurio, and Blink 182. He also has a keen eye on the automotive industry and sees an endless supply of opportunities.   What we discuss in this episode: Darren shares...

In this episode of the Dealer Playbook, Michael shares his thoughts about the next season of the retail automotive industry. The last two years have been unique. Dealers have been earning recording profits despite a chip shortage and inventory shortage. That begs to ask: what's next?   ...

Paul de Vries is the founder of DCDW (Digital Car Dealer Network), ambassador for Marktplaats (Holland), and a brand new owner of a Ligier franchise dealership in Holland. He is an expert at lead handling and works with several OEMs in Europe to improve their lead handling and appointment show perce...

Amberly Allen is the CEO of Dealer Merchant Services, a firm that is helping car dealers save up to 75% on their credit card processing fees. In this episode of the Dealer Playbook, Michael and Amberly explore how dealers can save thousands of dollars per month by reframing the way they handle credi...

Glenn Pasch is the CEO of PCG Digital, author, speaker, and one of the most reputable voices in the retail automotive industry when it comes to marketing management, leadership, and growth. In light of the recent Carvana announcements, there have been two narratives throughout the industry. Either y...

Dan Moore is the President of Vistadash, an automotive analytics company that helps dealers understand what metrics are contributing to actual growth. Dan is also a best-selling author and Ted-X speaker who has a unique set of skills that can help any organization understand and deploy strategies th...

Kyle Mountsier is a partner at ASOTU, the first dealer-owned media outlet in the history of the car business. He is also the founder of Contagious Auto, a firm that helps dealers create and build innovative marketing teams.  What we discuss in this episode: When Kyle worked at Nelson Mazd...

Car shoppers are looking for more ways to research and purchase vehicles, but that doesn't mean they want to do the entire process online (yet.) The car business is a people business, which means that in this day in age, it's more important than ever to understand people.    Napole...

Liza Borches is the CEO of the Carter Myers Auto Group and is a shining light in the retail auto industry when it comes to culture, leadership, and thought-leadership. With several rooftops (and expanding) and hundreds of employees, Liza has proven that a healthy work environment can, in fact, drive...

Marcus Sheridan is the bestselling author of "They Ask, You Answer," and is known for his creative approach to marketing and sales. By leveraging the power of content marketing, Marcus took his local pool installation company from obscurity to a leading national pool and spa company. Altho...

Mike Colleran is the corporate vice president at Nissan Motor Company, a role he was appointed to in June 2020. Previously, he was the chairman of INFINITI Motor Company and was responsible for managing the brand, business operations, and all marketing/sales for INFINITI globally.  What we dis...

Tom Kline is the founder of Better Vantage Point; a dealership dispute, compliance, and risk mitigation company. With over 30 years of experience, and a history co-owning his family dealership, Tom is on a mission to help dealers mitigate the risk which costs them millions per year. What we discuss...

Jasen Rice is the founder of LotPop.com, the wildly successful firm that helps dealers improve gross and volume. He’s an expert at all things vehicle sales and merchandising, and joins the podcast to share his wisdom about how car dealers can improve their used vehicle sales process. What we ...

Laurie Foster is the founder of Foster Strategies and works with car dealerships and vendors to help create more profitable business relationships. What we discuss with Laurie Foster: Over the years the automotive industry has accepted lackluster relationships as the norm, but there are many cha...

Chris Martinez is the Executive Director of Sales and Marketing at Jackie Cooper Imports of Tulsa and automotive best-selling author. What we discuss with Chris Martinez: Chris explains how he helped a single-point Toyota store increase their sales to 1,000 per month and $400 million in revenue....

Brian Kramer is the general manager of Germain Toyota of Naples and is the pioneer of the 100% paperless car sales transaction. His work has forged the path in assisting his dealership and others with the digital evolution. What we discuss with Brian Kramer: Brian explains how to galvanize your ...

Human beings process visual information 60,000 times faster than the written word. Amy Balliet is an expert on visual communication and provides tips and insights about how dealerships can engage any audience and speed up the consumer purchase journey with high-quality visuals. Now, I know what s...

Dealership operations are complex and contain a lot of moving pieces to grow. Matt Lasher, Marketing Director at the West Herr Auto Group, shares a crucial element to remaining focused and moving the ball forward.  "It's about process and self-awareness. Each dealer has different pr...

Keeping projects and tasks organized is a key to moving the ball forward. It's also an easy way to recognize an immediate boost in productivity. Car dealers today have staff who rarely communicate effectively on all the work that needs completing.  With a simple software like Asana (or s...

There is a lot of conversation about the technology and services that help car dealers sell more cars, but what about software that can help streamline productivity within the dealership?  There are many reasons why a dealership owner or manager should consider improving productivity, includ...

Peter Leto, former Director of Automotive at Google in the United States joins the show to share valuable insights and tips that will help dealers get better control of their digital marketing efforts.  His unique vantage point spans the entire US automotive industry, and has helped him unde...

When it comes to disruption, retail dealers worry that Carvana's business model will continue to capture market share.  While it has proven to show signs of viability, recording over 200,000 units sold in 2019, there are many things car dealers can do to provide fantastic service and dis...

Automation can be both a blessing and a curse in the business environment without proper implementation. Car dealers that rely heavily upon automation lack the human element of communication. Those that don't find themselves buried in manual work.  In this week's powerbomb episode, M...

Car sales professionals are missing out on deals because of poor follow up. That's the mission Marc Lavoie, founder of the Autobahn Academy, is on.  Mastering the follow-up process takes commitment and practice. Marc shares his best advice about what dealers can do today to improve their...

During this rollercoaster of a year, car dealers have proven that they have what it takes to adapt and evolve. Bill Zadeits shares that people (dealership employees) are why the market can recover from the pandemic-induced lockdowns of 2020.  That begs to ask an important question: What is ...

Customers aren't going to put up with a lot of friction, especially as they seek to navigate the impact of COVID-19. In this episode, Herbert Anderson shares his best advice about how dealers can make their service departments more flexible while addressing the demands of the market....

Herb R. Anderson, CEO of DT Vendor Management, sees a massive opportunity for dealers worldwide. While many have either scaled back their marketing for new and used vehicles, Herb explains that there is much more predictability within the fixed operations.  Discover some creative ideas that ...

Consumers are more comfortable making big purchases online. It’s the next step toward an evolved and modern online car shopping experience.  While many car dealers are focused on giants like Vroom and Carvana, others realize that they have an even greater capability to own the market. ...

The Digital Retail conversation is getting heavier and heavier.  More dealers are wondering if they should jump on the bandwagon, or if the COVID pandemic has truly shifted us to a fully online model.  In today's episode, Sean Welsh, founder of Carbiz Done Better, shares the most i...

There are still many dealerships throughout the world that do not have business development centers. In this week's powerbomb, Michael asks Shawn Armorer why that is, and what dealers should consider when implementing a BDC at their store....

Shawn Armorer has committed his career's work to building BDC (business development) departments that function like a well-oiled machine. The result: a master at his craft - someone who knows exactly what it takes to make a BDC sing and generate millions of dollars in revenue.  Since his...

Dean Evans shares his experience working through various phases of economic struggles, and shares what car dealers can do when that happens....

Dealer Principal, Scott Simons, shares his inspiring story and how car dealers can make the best of any circumstance. While the COVID-19 pandemic forced them to alter their operations dramatically, Scott and his team at CMA Valley's dealerships continued to innovate and discover new ways of se...

  When it comes to creating, optimizing, and managing Facebook ads, Molly Pittman is at the top of the game. In fact, many of the world's top ad buyers and strategists have likely learned from her. But today's episode of The Dealer Playbook is not what you'd expect. It's not ...

You've heard the old saying about the few things that are certain in life, taxes being one of them. In this episode, Michael is joined by Juan Pena from MBAF who shares a load of dealership accounting best practices.  Got a question for Michael? Call our voicemail: (780) 306-2021 for a c...

Certified pre-owned vehicles can solve a lot of problems in the retail auto industry post COVID-19. While OEMs have released many enticing new vehicle programs, CPO vehicles can help with the supply and demand issues the OEMs face with production delays or closed facilities for new vehicles. Jasen...

Maybe you're new to the car business or are just looking for new ways to grow in your position within the dealership. In today's episode, Michael breaks down a concept that will help you grow your car sales like crazy while also building relationships of trust. When it comes to perpetual g...

 The retail auto industry has no shortage of opinions, gurus and anti-gurus; all with competing opinions. The news is blasting out doom and gloom messaging 24/7, and social media is like a truck stop bathroom stall. Many dealers are struggling to know how to manage the information overload, a...

What should dealers be doing to build relationships with their customers even when things have slowed down? In this week's powerbomb, Andrew Rains from AutomotiveMastermind shares his perspective about some of the best ways to continue moving forward even during a global pandemic....

 The most important thing you can do is control your thinking, your mindset, and where you focus your attention. During these unprecedented times, it's more vital than ever to control your response. Will you adapt and evolve or will you get stuck spinning your wheels? Luckily, there are s...

Jeff Bounds, Director of Automotive at Grant Cardone, shares timely and relevant insights about what your dealership should do during a market contraction. There are many unknowns when it comes to COVID-19, however, Jeff explains that there are specific actions that must be on your radar if you wa...

The car buying process can be simple, friendly, and enjoyable. Author, Tim Kintz shares his best advice about how to close and negotiate car deals in a way that is better for your customer....

The retail auto industry loves a good "buzz" topic in which to sink our teeth. That's why today's episode is all about the next BIG thing that will help you keep the attention of your target audience and dominate in 2020. You're going to be shocked at how INFRONT of your face...

An unfortunate illness led Ari Meisel down a path of finding efficiencies in every day life. As a Best-selling author and executive coach, Ari teaches corporations how to spend more time doing less. Listen and take notes during this compelling and extremely practical episode of The Dealer Playbook P...

 Adrian Shepherd, founder of the revolutionary one-bite time management and productivity system shares his wisdom about how car dealers can get more accomplished throughout the day. Praised for it's refreshing approach to time management by the likes of Brian Tracy, Adrian's advice is...

Sometimes you need to take a triage approach with your digital marketing to get it back to a place that's healthy and producing results. Triage doesn't mean overhauling everything, it means carefully assessing needs and prioritizing actions in a strategic way. In this powerbomb, Alexi Venn...

There is so much opportunity for car dealers to drive more attention and traffic to the service department online, which begs to ask: Do you feel like you need a dedicated service website? Owen Moon, CEO of Fixed-Ops Digital, has the answer....

Dealership's with full service departments have a unique opportunity to maximize on customer retention, loyalty, and sales with a few tweaks to their process.   In episode 180, Owen Moon, Founder of Fixed-Ops Digital shares some common sense ways you can get more from your service d...

Ryan Cote shares how something as simple as a morning routine can help your business grow to levels you never imagined were possible.  The real question is this: How many more thought leaders who share the power of their morning routine will it take for you to implement a solid morning routi...

Chris Voss is the bestselling author of "Never Split The Difference: Negotiating As If Your Life Depended On It."  As a former International FBI Hostage Negotiator, Chris shares proven negotiation techniques that allow you to build trust, while advancing the sale.   His ...

Don't let the facts hurt your feelings. In this power bomb, Michael asks Dan Collingridge (a Leader in Utah's tech scene), why most of the technology solutions out there in automotive still suck.   The answer may or may not surprise you.     Subscribe to The Dea...

There is a difference between having phone skills and managing a phone process. In this powerbomb, Mike Haeg briefly explains the difference between the two and why both must work hand in hand to garner the best results for dealers.  Three ways to show support for The Dealer Playbook:  ...

Jason Harris shares his perspective about what he's looking for in an automotive sales professional. The brand equity of your dealership could already be a lot higher than you think. Now it's time to leverage that fact....

Business Development centers(res) are popping up in dealerships across the world with the sole purpose of booking more appointments and selling more products and services. Anthony Alagona shares his best advice about how to develop more business by understanding that business development is not a ...

Elise Kephart Adame is back and shares her latest wisdom about phone and video. This showdown of sorts will help you determine what skillset is higher priority between phone and video, and simple ways you can leverage them both to book more appointments and sell more vehicles....

Have you ever considered what more you could do to improve the performance and growth of your dealership or career in retail automotive? Brandin Wilkinson is the author of Rethink Selling, and dealer at Woodworth Dodge-Chrysler-Jeep-RAM. From experience, Brandin shares some of his best advice abou...

Mark Irvine, the senior data scientist at Wordstream shares with Michael his advice about how dealers can get the most out of their Google Ads and Facebook advertising. Having access to thousands of different ad accounts, Mark has the unique privilege of being able to observe and recognize PPC bes...

In the digital age, it's common understanding that digital advertising is much more cost effective than traditional - at least, that's what the common perception is.  Today I'm joined by Aimee and Daniel Webb of Autoking 360. They share some creative ways to use digital signage (...

Kris and Michael jam on what you can do to create an extraordinary workplace culture. Kris Boesch is the founder of Choose People and the author of "Culture Works: How to Create Happiness in the Workplace."  You've heard it before and it's time to do somethin...

Oli Gardner is the founder of Unbounce and is the master of landing page conversions. He's seen more landing pages than anyone on the planet. In this episode, you're going to learn how to see an immediate boost in conversions with some simple website tweaks.   In episode&nb...

Making his DPB Debut, Bill Playford brings the right balance of humor, and extreme intelligence to this episode of the show.  Bill is a partner at Dealer Knows Consulting. In episode 108, we're talking about how to disrupt the automotive industry and bring about massive positive change.&...

Amy Bannor (aka #JustAGirlSellingCars) cut her teeth providing an exceptional customer experience as a sales consultant at David's Bridal, one of the largest bridal dress chains in the world.  When she transitioned to the automotive industry over 7 years ago, she realized that many of th...

The digital age has brought about significant shifts in how consumers research and purchase vehicles. But that's where most of the focus has been about the sales process.  According to our guest, Jim De Luca, Vice President of The Digital Road to a Sale, the sales, and finance processes ...

Marketing is not about dumping more money into advertising so that you can get more clicks to your website. It's not about buying a full page ad in the local newspaper or airtime on the radio.  Though there are dozens of outlets to broadcast your business, many dealers are struggling to ...

Subi Ghosh, Vice President of Marketing and OEM Relations at Stream Companies, is a veteran when it comes to developing eCommerce strategies for dealerships.   "Just because things have always been done a certain way, doesn't mean we have to continue doing things that way." -...