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 ...

In this episode of The Dealer Playbook, host Michael welcomes Ali Reda, the world's top-performing car sales professional. Yes, you read that right! Instead of a traditional interview format, Michael presents exclusive audio from a monthly office hours call for clients only, featuring Ali Reda a...

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...

Elise Kephart, founder of The Elise Kephart Experience, a leading training company in the automotive industry. Elise Kephart or maybe you know her as "The YouTube Diva" is a five-time guest on the show and master of BDC lead follow up. In today’s episode we discuss the buzz around...

Emer Sanabria is an accomplished Marine Corps veteran and a highly-successful business leader. His experience both on and off the battlefield has made him a sought-after leadership consultant with a track record for turning stagnant businesses into growth machines.  What we discuss in this e...

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...

Mike Svoboda is the GM of Buchanan Automotive and Buchanan Auto Park in Waynesboro, PA. In a town of just over 10,000 people, Mike has taken his dealerships from being average to being the best in their area and region in sales. Mike uses a combination of his marketing strategies and forward-thinkin...

Carol Marshall is the Chief Operations Officer at ActivEngage, Inc., an innovative leader with expertise in building teams and developing the very best collaborative environments. Carol has extensive experience in the automotive and contact centre environments, and her strategic vision and analytica...

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...

Glenn Pasch is CEO of PCG Digital, an Inc 5000 agency that specializes in helping dealerships and businesses generate qualified shoppers. As a leader in digital marketing and leadership training, he’s been featured in CBT News, Dealer Marketing Magazine, Auto Success, and Automotive News. ...

Nathan Hays is a car sales professional who has risen to the game's highest level by building local community relationships. His popular hashtag, #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals. In this episode, ...

Ben is the CEO and founder of Autogenous, a community of high-growth dealership marketing specialists that identifies challenges and creates innovative technologies to solve them. Ben has worked at some of the most prominent firms in our industry, including Prodigy (now Upstart), Clarivoy, and Deal...

Ilana Shabtay is an expert in digital marketing, AI, and the automotive industry; she is also an inventor and growth hacker. Skilled in Public Speaking, Customer Relationship Management, Social Media, and Search Engine Optimization (SEO). She is an excellent community and social services professiona...

Shaka Dyson is the Founder and CEO of Dealer F&I University, He was also a teenage father, a high school dropout, and somebody abandoned by his mom at two years old. Today's guest truly knows how hard life can be. Today, as an entrepreneur, a business expert, and a powerful speaker, he's...

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...

In this episode of The Dealer Playbook Podcast, Michael shares his thoughts and ideas on how sales pros can not only survive, but thrive in a slow economy. The world hasn't exactly stopped before; there may have been a few pauses along the way, but they only lasted as long as it took for someone...

Shari Levitin is one of the top Keynote Speakers in #Sales and the best-selling author of Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know. As the creator of the Shari Levitin Group, she has assisted businesses in more than 40 countries in generating an extra $1 billion in income....

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...

Glen Lundy is the CEO of the 800% Elite Automotive Club and founder of Breakfast with Champions on Clubhouse. Lundy is an extremely successful automotive industry expert who has made it his mission to help other dealers across North America. Glenn grew a small dealership in a 9,600-person town by 8...

Dan Collingridge is the chief technology officer at flexdealer.com. Dan Collingridge has always been focused on technology from day one. But he had no clue that that passion would lead him into a career in the auto industry.  In this episode, Dan talks about how he met Michael again later in l...

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...

For those of us who have been in retail automotive for a while, ASOTU CON just reshaped how we think about and experience an automotive conference. For newcomers to the industry, you might have a hard time attending other events because, in short, they’re not like this.  Don’t misu...

Scott Simons is a  successful car dealer that is involved in multiple businesses across many industries. Scott’s main focus is in the auto industry. He is the Managing Partner and General Manager of five Carter Myers Automotive dealerships in West Virginia. He is a speaker, business consu...

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?   ...

Steve Roessler is the Chief Evangelist at DriveCentric, a modern take on an automotive CRM that features unified customer communications in an easy-to-digest interface. Steve shares his vantage point about why engagement is the key metric that dealerships need to track and how that's helping his...

Bart Nollenberger is an Executive Director with the John Maxwell Team, automotive trainer, and author. In this episode, Bart shares his compelling story of recovery and sobriety and the four steps to help shape the next generation of automotive professionals.    What we discuss in t...

Today's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted wit...

Josh Little is the founder and CEO of a compelling startup called Volley, an app that aims to make communication more efficient across organizations and peers. His unique perspective about communication and the mission of Volley provides an interesting use case for how to improve communication with ...

  Hosts Michael Cirillo, Kyle Mountsier, and Paul J Daly tell the story of how they came to create this podcast and why they believe it is critical for there to be more collaboration in the Retail Auto community between not only Dealers and Industry Partners but also OEM’s and Consum...

Paul Daly and Kyle Mountsier (ASOTU) join the pod to talk about some really exciting projects they have in the works, one of which is an exciting new podcast called Auto Collabs hosted by Paul, Kyle, and Michael Cirillo. They are on an adventure to bring the rebirth of the automotive conference comi...

Kaylee Felio is the Sales and Marketing Manager for PartsEdge, the power tool for helping your parts department generate higher profits. It's no secret that hanging onto aging auto parts inventory can cause many problems for retail auto dealers. The most obvious challenge is that if the parts be...

Brooke Furniss is the President/Founder of BZ Consultants Group and host of the Facts Not Feelings automotive podcast. In this episode of the show, aside from talking about her obsession with Nike sneakers, we explore the attributes of successful leaders within the retail car business.  Key ...

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...

Brian Pasch is the founder of PCG Companies, which is comprised of Brian Pasch Enterprises, PCG Digital, Localiente, and PCG Research. He's an author, keynote speaker, marketing contrarian, and a beacon of light within the retail auto industry as someone who has always been an advocate for the d...

Mike Welch is the president and CEO of tirebuyer.com which merged with tirescanner.com, a US-based tire retail marketplace, in 2019. In this episode, Mike shares how we went from working at dealerships and small independent repair shops in the UK to founding and operating one of the most successful ...

David Oates is a crisis PR expert with 25 years of experience in the field. He helps organizations repair their brand's reputation in the press and online. With the emergence of web3.0 and a rapidly evolving digital landscape, there are sure to be brand pivots and crises and with David's pro...

In this episode of The Dealer Playbook Podcast, Michael reflects on an experience he had while attending the Digital Marketing Strategies Conference in Napa Valley and why that's inspired him to talk about the 4 levels of competency.  There is so much to learn about the retail automotive i...

Brian Kramer is the General Manager of Germain Toyota of Naples and joins the podcast to share how his store successfully completed the first metaverse car sale. Long-time listeners of the show know that Brian is a pioneer when it comes to technology adoption within the retail auto industry. He'...

    The global dealership community has gathered in Napa Valley for a three-day deep-dive on dealership digital operations.   From marketing and automation to EVs and emerging tech, Brian Pasch has assembled an all-star lineup of presenters and panelists with real-world expertise....

Glenn Pach, CEO of PCGDigital.com leads a panel of marketing technologists to explore the world of marketing automation within the retail auto industry.  It’s clear that the industry at large has a somewhat skewed perception of what marketing automation is, and what the capabilities actu...

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...

Kevin Frye is the Head Marketing Coach at Jeff Wyler Automotive Family, an industry veteran, and subject matter expert when it comes to innovating within the retail automobile industry. In this episode of the show, Kevin walks through the process that led one of their stores to the first cryptocurre...

Vasilios Lambos is the Chief Marketing Officer at CognitionDigital.io, an ad-tech company that helps auto dealers utilize Amazon's various advertising channels. In this episode of the Dealer Playbook, you'll learn about how Amazon advertising can help expand your paid media effectiveness and...

Kerri Wise, Chief Marketing Officer at AutoFi, took the stage at David Kain's Digital Success Workshop to share how car dealers can merge their website and showroom experience.  Starting her presentation with real-world examples of companies that have deployed successful digital retail sol...

This is my first time attending the favored Kain Automotive Digital Success Workshop in Lexington Kentucky — David Kain’s 17th, and first in-person event in nearly two years.  Amidst the standing-room-only space, the positive energy is palpable. Car dealers and vendors alike are he...

Automotive industry veteran, Chip Perry (A2Z Sync) shared very enlighting research from surveys conducted by YouGov National Automotive Consumer Trends at the Kain Auto Digital Workshop in Lexington.  Among very specific information shared, it was interesting to observe that today's car sh...

"Gen Z is not as loyal to specific brands as other generations were."  Erin Lomax, Vice President, Operations Leader, Consumer Marketplace, and Autotrader shares how important it is to focus on customer experience before, during, and after the car sale. In particular, there was an em...

Damian Boudreaux is an internationally-recognized speaker, consultant, and teacher in the automotive industry. His 30+ years of experience selling, training, and connecting with auto professionals across the US and Canada is the perfect recipe for those who are hungry to improve every area of their ...

I’ve said it once and I will say it again: The best tools won’t work unless we do.  This year at NADA in Las Vegas, there was a lot of emphasis on the importance of finding and retaining great people. There is a collective and growing understanding that great people are made; craft...

Every NADA event comes with its buzz topics. Years ago it was SEO, then big data. Fast forward to this year’s NADA event and first-party data is the craze and for good reason.  Having the ability to collect and leverage your own data is vital to deploying more strategic marketing in 2022...

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...

Stacey Hanke is the author of "Influence Redefined... Be the Leader You Were Meant to Be," and is on a mission to equip leaders within organizations to communicate with confidence, presence, and authenticity. She is a world-renowned keynote speaker and has been featured in Forbes, The New ...

Prior to attending the Automotive News Retail Forum in Las Vegas, I was sitting in the breezeway outside of the ballrooms checking and responding to emails.  To the right of me, is the conference center. To the left, an energetic, happy, laughing group of women with an energy I couldn’t ...

Paul J. Daly is the founder of ASOTU.com, the first-ever dealer-owned publication in the automotive industry. Michael and Paul recently joined up to collaborate at NADA with live streams, social media posting, and video production. What we discuss in this episode: Perfection is the enemy of &q...

A rising tide lifts all boats.  In an industry that has historically preferred silos over cooperation, it was refreshing and fun to collaborate with ASOTU; the first dealer-owned publication in the automotive industry.  They came in heavy with a full film crew, live streams, and social m...

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...

This year’s National Automobile Dealer Association conference and expo didn’t look much different from past events. The format was the same as we would expect, there were conference workshops, MainStage keynotes, and the hustle-and-bustle-filled exhibit halls.  But it felt differen...

Originally Posted on FlexDealer.com There’s a lot of talk about Web 3.0 and the metaverse in the car business, but what does that really mean for your dealership in 2022 and beyond?  Google lists content as one of its top three ranking factors, which means that dealers who create and sh...

Together with   Bill Parlaman is the CMO at FullThrottle.ai, a company that generates and transforms 1st party household data for agencies, media, and brands. His experience from both within and out of automotive has granted him unique insights into how dealerships can be self-reliant in ...

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...

There's one time of year that we actually look forward to commercials, and that time of year is Super Bowl Sunday. It's a time when advertisers pull out all the stops and put forward their best effort to create a 30 second spot that captures attention, makes viewers feel something, and hope ...

Chris Potgieter is the Product Marketing Manager at automotiveMastermind and joins the show to express the importance of dealers being proactive in creating loyal customers. The pandemic has demonstrated our ability to react to unforeseen circumstances, but similar to automakers, it's time to be...

Marija Cvetkovska is a seasoned dealer group BDC Director and paid campaign manager, and joined the show to share valuable wisdom about how retail car dealers can learn how to listen and hear their customer and respond to them with the information they are seeking regardless of their BDC, Internet T...

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...

Andrew and Doug MacIver are the stars of hit reality show, Bargain Brothers, which provides a irreverent but honest look at a day in the life of used car dealers. Through creativity, humor, and authenticity, The Brothers of Bargain have been able to carve out a niche in the Canadian car buying marke...

Dave Farrow is a two-time Canadian Guinness World Record holder for most decks of playing cards memorized in a single sighting. His trademarked "Farrow Method" is helping business teams perform at turbo-charged levels and was even the subject of a double-blind study at McGill University. ...

Durran Cage has spent over 19 years in the retail automotive industry serving in various capacities, including OEM District Sales Manager, High-Performance Internet Director and GSM, and Digital Retail Consultant. Today he's focused on helping dealers improve their online customer experience th...

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...

Chris Voss is an internationally-acclaimed negotiation expert, masterclass instructor, best-selling author, and former FBI hostage negotiator. In this episode replay, Chris shares valuable insights about how anyone can learn to negotiate and create win/win scenarios in business and life. What we di...

Glenn Pasch is the CEO of PCG Digital, an automo tive and RV marketing agency that helps dealers grow their online business.  This episode was originally recorded in 2015 and we're bringing it back from the vault because the principles Glenn teaches still hold up today, many are still as v...

Nathan Hays is a car sales professional who has risen to the highest level of the game by building local community relationships. His popular hashtag #AskForNate has become a staple among his clients and has helped generate new car sales opportunities through repeat and referrals. What we discus...

George Nenni is the founder of Generations Digital and is a highly-sought after expert when it comes to helping dealers eliminate advertising waste and maximize their marketing dollars. In this episode, George reveals practical tips for dealers to fully utilize Google My Business listings to win mor...

Shaahin Cheyene is considered one of the leading global minds on what's next in e-commerce, Amazon and the internet. He is described as the "Willy Wonka of Generation X" by the London Observer and Newsweek and is one of the most forward thinkingers in business. Shaahin joins the s...

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...

Scott Flansburg a.k.a. The Human Calculator holds the Guinness World Record for fastest mental calculation and is on a mission to help people learn math.  What we discuss in this episode: Math is a universal language and should be taught as such. When we tap into the appropriate part of our...

Ali Reda is best known among his colleagues in the retail automotive industry as the highest-performing car sales professional in the world. To his customers, he’s Ali, the guy who has devoted his career to being a good person, neighbor, and community member. What we discuss with Ali Reda: I...

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 ...

Judi Fox has mastered the ability to grow and monetize brands on LinkedIn. She’s the founder of The LinkedIn Accelerator, a brand and video marketing strategist, and a public speaker. What we discuss with Judi Fox: How car sales professionals and car dealers can leverage LinkedIn to grow t...

Frederick Lennartz (a.k.a The Subprime Hero), is the host of the Car Guy Coffee Podcast and has nearly 20 years of automotive retail under his belt. Fred’s mission is to help the automotive retail community be the very best it can be, and he’s doing that by helping shift the way car deal...

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....

Erikka Tiffani is a co-founder of the Women of Color Automotive Network (WOCAN) which was founded to attract, support, connect and empower women of color in the automotive industry. What we discuss with Erikka Tiffani: How to stand up and stand out in the retail automotive industry. Erikka share...

Jaylissa Lea has a background in clinical psychology, neuro-linguistic programming, and hypnotherapy and utilizes those disciplines to help her clients create powerful brands. What we discuss with Jaylissa Lea: Jaylissa explains how to create a personal brand within the car dealership so that yo...

Mark McGovern is an online educator who recently purchased a vehicle from end-to-end online with Carvana.  What we discuss with Mark McGovern: Car Dealers around the world have been keeping a close eye on emerging tech companies like Carvana for quite some time. Their direct-to-consumer car...

Today’s car shoppers are more savvy and educated than ever before. That means they require fewer vehicle features and price information (which is easy to find), and more value messaging. They need to know why they should choose your dealership rather than your competitors. In this episode, Mi...

David J. Long is the Executive General Manager for Hansel Auto Group in California and has helped thousands of individuals throughout his career reach new heights through the power of a positive mindset. What we discuss with David Long: The real change-makers in the retail auto industry all have...

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 ...

Carla Wade, Senior Director of Sales Development at automotiveMastermind Inc., joins to share her vantage point, and the experience she gained while working as the Business Development Manager at Mercedes-Benz Manhattan. What we discuss with Carla Wade: BDC reps play an integral role in the onli...

Mike “C-Roc” Ciorrocco is the CEO of People Building Inc., and the powerhouse behind the “What Are You Made Of?” movement. He joins the show to share his compelling story of setbacks and how you can turn your setbacks into rocket fuel. What we discuss with Mike C-ROC: Mik...

Laurie Halter, the founder of Charisma Communications, joins the show to explain how dealers can create a deeper layer of inspiration and authenticity at the dealership that will create more sustainable growth in people and in profits. What we discuss with Laurie Halter: Modern car shoppers dese...

Alex Flores is the dealer principal and GM of Capitol Chevrolet, Seguin Chevrolet, and has led both stores to unprecedented growth. Prior to Alex Flores’s tenure, Capitol was selling 216 cars per month, but once he stepped in, that number rose to a whopping 762 cars per month. What we discuss...

Coach Isaac Brown, a former NFL, and CFL athlete is the strength and conditioning coach for the Hamilton Tiger-Cats. He helps his players perform at peak levels both on and off the field by developing healthy habits and routines. What we discuss with Coach Isaac Brown: Success leaves clues What...

David Spisak has 27 years of retail automotive experience during which he owned and operated single-point stores and large groups. He was the operator of Smythe European, a Mercedes-Benz dealership that generated a whopping $23.7 million in NET profit. What we discuss with David Spisak: David re...

Brian Miller, the Platform Evangelist at Fortellis.io, shares some simple ways to improve the customer experience with technology while also fulfilling the operational needs of the dealership. What we discuss with Brian Miller: The car industry is a customer service industry. We should be borrow...

Bob Lanham is the Head of Automotive Retail at Facebook and shares his best advice about creating a full-funnel, omnichannel marketing strategy for your dealership. What we discuss with Bob Lanham: It’s not about running a few Facebook ads or Google ads with a dash of Tik-Tok – Bob s...

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...

Dan Collingridge is a leader in the Utah tech scene with a deep knowledge of marketing technology and its applications for business. As the CTO of several tech startups, Dan utilizes the skills acquired from when he managed global teams for a multi-billion dollar tech company.   In this...