The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry.
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Hey, gang! You’re in for a real treat today. I’m sitting down with my good friend and COO of Ziegler Auto Group, Sam D’Arc, and trust me when I say this is not your typical conversation about selling cars. In fact, we’re not talking about selling cars at all. Sam and I dive deep into what really makes a dealership thrive—and spoiler alert—it’s not …
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Hey DPB gang, in today's episode I’ve got something special lined up for you. I’m sitting down with Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. Now, if you’ve been with me on this journey for a while, you know I love diving into the stories of folks who’ve turned what some might ca…
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In this episode of The Dealer Playbook, I’m sitting down with automotive industry veteran Charles Cannon to unpack the strategies that have kept him at the top of his game for over a decade. Charles is the kind of guy who’s not just in the car business; he’s mastered the art of it. We’re talking about how to truly dominate your local market, not wi…
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Hey DPB gang! This week's episode is one of those conversations that gets you thinking on a deeper level about your business and where it’s headed. I had the pleasure of sitting down with my good friend Tim Hayden, the CEO of Braintrust Partners, and let me tell you, this is one you don’t want to miss. You know how we always talk about growth and p…
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Hey there, DPB gang! Welcome to episode 2 of MCEEEE on the MIC! Today, I’m peeling back the curtain on a tool that’s been right under our noses, totally free, and shockingly underutilized—Google Business Profile. If you’ve been with me for a while, you know I'm all about cutting through the noise to bring you tactics that are not just buzzworthy, b…
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There’s a good reason that many companies have SEO experts on their teams and spend resources and money on using the tactic in marketing activities. Well, in this episode Greg Gifford is here to help us understand why that is and why we should too. Greg Gifford is not just a name in the SEO world; he’s a force to be reckoned with. As the COO of Sea…
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Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales. In this special rewind episode, we revisit a timeless conversation with Ryan Stewman. Ryan walks through the best way to navigate negotiating and closing a car dea…
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Hey gang, welcome to this episode! Today, we’re not just in any studio – we’re recording right from inside the new 800% Elite Auto dealership with none other than Glenn Lundy himself. Glenn Lundy is a trailblazer in the automotive industry with a refreshingly unconventional approach to running dealerships. As the founder of 800% Elite Auto, he has …
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So a month and a half ago, Glenn Lundy, President of 800% Elite Automotive Club, called me. He said "Michael, I have the opportunity to build a dealership from the ground up, but I want it to be different. I want it to be a leadership training company that just so happens to sell cars." A few days later, he calls me back. He says. "It's happening, …
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Are you ready to revolutionize your approach to Business Development Centers (BDC) and transform your dealership's operations? In this episode I sit down with Anthony Alagona, the founder of Appointments That Show and a true BDC master. Anthony's innovative strategies and relentless discipline have made him a leading expert in the industry, and he'…
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Jonathan Sewell, affectionately known as "Jonathan Sewell Sells," has spent two decades in the car industry, transforming from a sales rookie to a YouTube sensation. His deep understanding of automotive sales and his innovative approach to digital marketing have made him a standout figure at Mitchell Mazda and beyond. With a knack for creating enga…
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In today's episode, I sit down with my good friend Colby Joyner, a renowned expert in the automotive industry, to discuss "Three Ways to Increase Operational Efficiency Using Your Existing CRM." With years of experience in dealer groups and a keen understanding of CRM optimization, Colby helps dealerships streamline operations and maximize efficien…
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Evan Walters is a powerhouse in the automotive finance industry. With a career that started at the age of 17, detailing cars, Evan quickly rose through the ranks, mastering sales, management, and finance. He has now contracted over 8,000 deals in less than five years, averaging $3,000 per car. As the Finance Director at 800% Elite Automotive Club, …
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Welcome to this special solo episode, as I celebrate ten years of unforgettable moments; I can't thank you enough for always being here with me every Thursday. Ten years ago, I took a leap of faith and launched the Dealer Playbook Podcast. From the nerve-wracking moment of hitting "publish" to the surreal experience of seeing our show hit "New and …
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Hank Ebeling is the Owner and Lead Coach at H4 Training. With a background in the fitness industry and a deep understanding of hospitality, Hank has honed his skills in delivering exceptional customer experiences. His expertise has helped numerous small businesses differentiate themselves through superior service, making him a sought-after consulta…
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Tustin Ulrich is the General Sales Manager at Roper Kia. In this episode, we discuss his inspiring journey of self-improvement, leadership, and maintaining balance in a demanding industry. Tustin’s personal journey is equally compelling—he has successfully managed a significant weight loss, focused on personal growth, and developed a mindset that p…
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We're in a fascinating time for the automotive industry. Electric vehicles are on the rise, consumer expectations are evolving, and dealerships need to adapt to stay ahead of the curve. Today, I'm thrilled to be joined by James Ricci, President of Roy Foss Automotive Group, a leading dealership group consistently recognized for its innovation and c…
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Joe St. John, a dynamic innovator in the automotive space, brings a wealth of experience to the table. With a keen eye for identifying industry challenges and a passion for crafting innovative solutions, Joe's journey from disenchantment to reimagining the digital retail landscape is nothing short of inspiring. What We Discuss In This Episode: Joe …
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After losing his leg in 2018, firefighter Gary Weiland did the impossible and went back to work. He didn’t stop there, and used this opportunity to be an inspiration. Since his surgery Gary has become a motivational speaker, author, American Ninja Warrior, entrepreneur, and a member of multiple USA Para teams, including the 2023 U.S. Para Bobsled P…
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In this episode I sit down with Steven Posner, the CEO of Putnam Leasing Company, to dive into the intricacies of the exotic car market. Our conversation covers a wide range of topics, starting with the resilience of the exotic car market amidst volatile economic conditions. Steven shares his insights into how the demand for luxury vehicles surged …
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Katie Mares is an author, speaker, and consultant who empowers businesses to design experiences that resonate with female consumers. She is a bestselling author and her book, "CustomHer Experience" is a guide for businesses to close the gender gap in sales. What We Discuss In This Episode Katie shares her personal journey from a disastrous car-buyi…
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Gabrielle (Gabi) Abinion is the General Manager at Fox Valley Volkswagen of St. Charles. With a rich family history in the automotive business, Gabi brings a unique perspective to her role, blending tradition with innovation to drive success. Her dedication to empowering her team and fostering a culture of growth has been instrumental in the dealer…
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Run Into the Fire: How to Move from Management to Ownership in the Car Industry with Steve Whitlock
19:46
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. Steve shares insights into how his diverse experiences s…
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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 and unlock hidden sales potential. What We Discuss …
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Alex Lawrence is the CEO and co-founder of Ev Auto, a pioneering dealership specializing in electric vehicles. With a background in franchising and tech, Alex brings a wealth of experience to the table, along with a passion for creating exceptional customer experiences. His dedication to honesty, integrity, and innovation has propelled Ev Auto to s…
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Are you leaving a massive chunk of the market untapped? Welcome back to another insightful episode of the Dealer Playbook podcast. Today, we're delving deep into the world of marketing segmentation, focusing specifically on the Hispanic marketplace. Joining me today is Ally Pinon, the Digital Marketing Director for Chastang Ford, as we uncover the …
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When Adrian Gibbs, Marketing Director of Nimnicht Family of Dealerships, stepped into the world of automotive marketing, she brought with her the competitive edge of the plastic surgery industry and a knack for nurturing customer relationships. Our exchange is as insightful as it is humorous, revealing the unexpected connections between such divers…
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How TikTok Is Shaping the Next Wave of Digital Marketing for Young Consumers with Paul de Vries
24:36
Paul De Vries is the Founder of #DCDW, Spokesperson for Marktplaats Automotive, and Co-Owner of Carmen BDC. With an impressive track record in dealership ownership, BDC management, and online car sales, Paul is recognized as a trailblazer in the automotive space, revolutionizing marketing tactics and driving unprecedented success. What We Discuss I…
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Rand Fishkin is cofounder and CEO of SparkToro, makers of fine audience research software, and indie game developer Snackbar Studio. He’s dedicated his professional life to helping people do better marketing through his writing, videos, speaking, and his book, Lost and Founder. What We Discuss In This Episode: Get ready to challenge everything you …
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Personal Growth Fuelling Leadership Excellence, Cultivating Organizational Culture, The Essence of Soft Skills | Scott Greenberg
30:39
Have you ever wondered how a personal crisis might just be the catalyst for a profound transformation in how you lead your team? That's the story Scott Greenberg, author of "Stop the Shift Show," brings to our table as we unravel the potential of culture within organizations. What We Discuss In This Episode: Scott's journey from budding film studen…
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The Electric Shift, Securing the Auto Trade, and Tackling Fraud with Expert Insights from Matas Buzelis
30:52
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? Matas sheds light on the mission of the Association of Automotiv…
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Redefining Dealer Ad Strategies, Surviving Google Support Changes, The Importance of Human Insight | Dave Spannhake
26:28
Dave Spannhake is the Founder and CEO of Reunion Marketing, one of the fastest growing marketing companies in the country that specializes in using data and consumer behavior to create highly effective marketing strategies. What We Discuss In This Episode: Dave sheds light on the challenges businesses face when Google, once a reliable partner, unde…
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Driving into a Cookie-less Future, The Rise of First-Party Data, Embracing Change in Automotive Marketing | Subi Ghosh - Part 2
32:56
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies. What We Discuss In This Episode: We delve into the importance of first-party data and how it can be leveraged to create personalized marketing experiences. Subi emphasizes the need for dealerships to have a plan for post-cookie tracking and retarge…
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Driving into a Cookie-less Future, The Rise of First-Party Data, Embracing Change in Automotive Marketing | Subi Ghosh - Part 1
25:13
Subi Ghosh is the Executive Vice President of Strategic Partnerships & Marketing at Stream Companies. What We Discuss In This Episode: We delve into the importance of first-party data and how it can be leveraged to create personalized marketing experiences. Subi emphasizes the need for dealerships to have a plan for post-cookie tracking and retarge…
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In this power-packed episode, I sit down with the brilliant mind behind Automotive Wealth, Rob Bacharach. Rob is the president and founder of Automotive Wealth, a seasoned financial planner specializing in empowering automotive professionals to secure their financial future. With a wealth of experience in the industry, Rob brings a unique perspecti…
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From Clicks to Handshakes in Modern Car Sales, Allowing Your Customer to Take the Lead, Mastering Customer Engagement | Kirk Preiser
25:39
Ever wondered how the digital revolution has transformed the car buying process? Join us as we sit down with Kirk Preiser, Senior Vice President of Sales and Marketing at LeadVantage. Formerly the Director of Retail Buying Experience at Audi of America, Kirk shares an insider's look at how the industry is syncing the online and in-store experience.…
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The Importance of Customer Experience in the Automotive Industry, The CX Mindset, GET OUT of the Customer's Way, for crying out loud! | Gary Graves
28:42
Gary Graves co-founded InteractiveTel, now TotalCX, in 2008 and presently serves as CEO. Previously, he served as the company's first Chief Technology Officer. He developed the communications platform on which the company's proprietary products are based and has been instrumental in the company's dynamic growth trajectory. What We Discuss In This E…
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The Power Of Inventory In Your Dealership, Starting a Business With a Friend, The Future of Auto Retail | Dan Collingridge
25:14
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 called 1500 am THE PITT. I went to school to chase my sound …
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Ever get caught in the hustle, only to realize Christmas is knocking on the door? Yeah, I've been there, too, and what a year. I recently took to LinkedIn and Facebook to satisfy my curiosity about people's thoughts and predictions about what's coming in 2024 for us in the retail automotive realm. I will be straight up with you.—it's a fascinating …
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30 seconds to sell a car, The 4 E’s of social media growth, How she grew her Instagram to 445k and why it’s not hard | Kelly Stumpe aka @the_car_mom
26:34
Kelly Stumpe, also known as The Car Mom, is a social media influencer, car enthusiast, and advocate for local independent dealerships. She has over 473,000 followers on Instagram and is known for her engaging and informative content about cars from a mom's perspective. What We Discuss In This Episode: The Birth of The Car Mom Brand: Uncover the ori…
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Erin Richmond is the Chief Revenue Officer of sMedia, a digital advertising and marketing agency in the automotive industry. With years of experience in the industry, Erin has worked her way up from a customer success manager to overseeing the agency's customer-facing teams. With a knack for connecting the dots and driving results, Erin joins us to…
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Ashley Cavasos is the Marketing Director at Demontrond Auto Group in Houston. What We Discuss In This Episode: As the marketing director for Demontrond Auto Group in Houston, her journey from a temporary receptionist to a marketing powerhouse is a testament to the upward mobility available in the auto industry. With an innate understanding of the d…
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Mike Draper, the former SWAT police officer and Air Force vet is making waves as a viral content creator and social strategy expert. His MBA mind, coupled with experience in real estate and mortgages, has enabled him to decode the secrets of social media success. Building a social channel with over 1.3 million organic followers, Mike’s unique appro…
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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 We Discuss In This Episode: Rahim Bhimani, General Manager at Moto…
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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 storms in the auto industry, drawing inspiration from his vast exp…
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Todd Hauser is the Executive Vice President, Strategic Partnerships at fullthrottle.ai. Todd has been actively involved in the automotive industry for over three decades. He has witnessed how the industry has evolved from the age of traditional advertising to digital marketing and, now, the era of generative AI. What We Discuss in This Episode: Bac…
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International Keynote Speaker, Best Selling Author, Award -Winning Sales Strategist, and Former Automotive Dealer Principle. In this episode, I sit down with my dear friend, Lisa Copeland, after a decade-long hiatus from our last conversation. We delve into Lisa's journey from the automotive industry to the world of real estate and beyond. Discover…
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We all want more customers right? In this highly competitive world of auto - industry, turning prospects into loyal customers is a crucial skill for success. But It's always crucial to nurture prospects from the start so they become clients. Well in this episode, I want to share an exciting and innovative strategy with you that will revolutionize t…
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Today's episode I had the pleasure of sitting down with Crissy Burton. Crissy also known as the “The Car Fairy” Burton is based out of Indianapolis, Indiana working at one of the top 10 dealer groups in the United States and has surpassed many of her colleagues in just a span of five short years. In one month alone in 2021, Crissy was proud to have…
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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 otherwise. It got me thinking about the widespread outcomes of …
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