The Dealer Playbook

Episoder

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  "Absolutely Cancerous" - The Biggest Problem In Retail Auto and How To Solve It | Michael Cirillo, CEO at FlexDealer 18.08.2026 30min

  Most people assume the biggest problem in retail auto is inventory, rates, or competition.But every time I walk into a dealership, I see something else at the core of the struggle. It isn’t obvious on the surface, but you can feel it in the turnover, the burnout, the “busy but not fulfilled” pace that too many teams are stuck in.In this week’s solo episode, I share what I believe is the biggest problem holding retail auto back, and how you can solve it. It’s the same framework my team and I use in my companies, and it’s made all the difference in how we lead, how we serve, and even how I show up at home with my family.I think you’ll find it both challenging and hopeful.Timestamps(00:00) Ethical Fading Warning(00:35) Episode Sponsor: FlexDealer(02:05) Legacy Matters(06:46) Why Teams Feel Stuck(10:25) Defining Ethical Fading(13:14) Reset With Values(16:30) Guiding Principles Exercise(19:50) Six Genius Types Explained(24:18) Action Steps And ROI(27:18) Using GPT As Chief Of Staff(30:24) Final Thanks And Subscribe
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  “What’s the Next Move” — How Top Car Sales People Stay Ahead of the Market | Andrea Anderson, Cadillac Sales Consultant 11.08.2026 35min

  This week Michael talks with a Cadillac Sales Consultant at Andrews Cadillac in Brentwood, Tennessee, who spent years ranked in the top 100 nationally before ever posting online, and then built 150,000 followers in a single year without her numbers dropping.She walks through the moment she realized being good at her job wasn't enough to stay on top. She needed more people to know it. That's the shift that started everything, from her first clumsy videos to a system that now brings buyers in already trusting her. She also talks candidly about a cancer diagnosis during pregnancy, why she stopped tying her worth to whether she sold a car that day, and how she holds firm boundaries (home by 5, no Saturdays) while still outselling reps working six days a week.You can find her as AndreaSellsCadillac across platforms, or reach her directly through Andrews Cadillac in Brentwood.Michael's takeaway: the top of your market isn't a finish line, it's the point where you have to ask what got you here won't keep you here, so what's next.Timestamps(00:00) Rapid Growth Setup(00:49) Sponsor Message(04:05) Early Sales Lessons(06:55) Fitness To Dealership(08:31) Abundance Mindset Origins(11:20) Cancer Perspective Shift(16:25) Why Social Media Started(19:59) Hooking Viewers Fast(22:46) Reps And Authenticity(26:22) Cost Of Top Performer(29:23) Why Customers Choose Her(31:36) Boundaries And Balance(34:36) Connect And Wrap Up
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  "1.8% Of Clicks Are Paid" - The Traffic Every Dealer Is Leaving On The Table | Matt Copley, Co-Founder & CRO of Hrizn 04.08.2026 35min

  Most dealers are fighting over a sliver of traffic while the majority goes unclaimed. Matt Copley, Co-Founder, Chairman, and Chief Revenue Officer of Hrizn, joins Michael to unpack it. With over 25 years across media, adtech, and martech, including a decade working inside retail automotive itself, Matt's built a career watching how dealers show up online, and now builds the platform to fix it.They dig into a number pulled from SparkToro, Datos, and Semrush: paid clicks only account for 1.8 to 4.9% of all clicks after a search. The rest is organic, and it's where the real opportunity sits. They get into why chasing hundreds of keywords through an outside SEO vendor is a losing fight, how a simple wearable AI note taker can capture a service writer's or product specialist's knowledge with zero extra work, and a mistake already live on plenty of dealer sites right now: unchecked AI-generated vehicle descriptions.Connect with Matt Copley on LinkedIn, or head to Hrizn.io for their resource library on content and search, open to anyone whether they're a customer or not.Michael's takeaway: stop fighting for the 2%. The 98% is already there, and it's free.Timestamps(00:00) Stop Chasing Keywords(01:13) Sponsor Message FlexDealer(02:38) Content Lives In Store(03:30) Outsourced Content Problem(07:12) Capture Expertise With AI(09:10) Search Everywhere Strategy(14:48) Paid Vs Organic Flip(20:08) Social As Infrastructure(23:09) People Over Brands(28:54) Fight AI Content Slop(35:38) Podcast Outro
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  “Ten Cars Does Not Work” - The Habits Behind Higher Car Sales | Raul Tomsa, Client Advisor at Motor Werks 28.07.2026 56min

  Average production has a cost, and it usually shows up long before someone notices it in their paycheck.After 18 years in automotive retail, Raul stepped away from the general sales manager position and returned to the showroom floor as a client advisor. He wanted to reconnect with the customer experience and find out what separates someone selling ten cars a month from someone consistently producing 20 or more.Raul explains why average producers often wait for perfect deals, avoid low-gross opportunities, and talk themselves out of transactions before the customer ever does. High performers keep stacking deals, serve every customer well, and understand that one additional sale can unlock thousands of dollars in volume bonuses.He also shares why personal presentation matters, how helping coworkers strengthens the entire store, and why operating like an owner can make you more valuable regardless of your title.The conversation moves into social media, where Raul breaks down how educational content creates real business. One video about the G-Wagon market led to a factory order, an interim lease, and a referral who purchased another vehicle.Raul is a client advisor with 18 years of dealership experience and the creator behind Vincierge. Connect with him on Instagram, TikTok, and Facebook at @vinciergeMichael’s takeaway: Average is expensive. Stop waiting for better opportunities and become better at serving the opportunities already in front of you.Timestamps00:00 Intro00:48 Dealer Playbook Support02:10 Why He Returned08:41 Can Connection Be Taught15:37 Play by the Rules19:39 Leadership Advantage26:52 Money Versus Meaning29:03 From 10 to 40 Cars35:00 Service First Selling40:56 Social Media Reality42:06 Content That Sells49:29 Authenticity Over AI51:48 Right People Not Viral55:25 Wrap Up and Connect
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  "We Solved a Huge Problem" — How This 17-Store Group Decides What to Fix First | Gary LaDue, Marketing Dir. Modern Auto 21.07.2026 44min

  Every operator has felt it: too many fires, no clear order of attack, and the creeping sense that whatever you fix first is a guess.This episode centers on a simple decision-making framework: plot every project against how easy it is to achieve and how big the return would be, then go after the highest-value, lowest-effort work first. It's borrowed straight from corporate America, and it works because it's simple.The conversation walks through how that framework actually shapes daily decisions, why testing to optimize beats constantly chasing the next new tool or vendor, and how to know which problem in front of you actually deserves your attention first.The takeaway: you don't need more tools to fix operational overwhelm. You need a filter for what's actually worth solving first.Timestamps(00:00) Intro(00:31) Show Support and Free Book(01:58) From Paper Brands to Career(07:19) Digital Tools vs Efficiency(10:49) Practical AI Across 17 Stores(12:47) Scaling Social Video with AI(20:18) Optimize Vendors and People(23:47) Value Still Wins(24:24) Defining Good Human(24:54) Respect And Listening(30:41) Longevity Through Uncertainty(33:29) Consent And FTC Compliance(36:14) AI Adoption And Fatigue(37:28) Responsible AI Guardrails(42:08) Connect With Gary(44:05) Final Thanks And Outro
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  “39 Cars To 62” - How A Store Fixed A Decade-long Sales Plateau In 60 Days | Jonathan Dawson, Dealer Principal at Cherokee Mitsubishi 14.07.2026 42min

  Jonathan Dawson has spent over 20 years training dealerships as the president and founder of Sellcology and co-founder of the Pinnacle Society. A year ago, he became an owner and operator himself at Cherokee Mitsubishi.This episode centers on one story: a 10 year veteran salesperson who'd been chasing 40 cars a month for a decade, topping out at 39, and told Jonathan flatly that the only way to get there was to fire five coworkers and add more staff and inventory. Jonathan walked him through a simple math exercise instead, built entirely off the salesperson's own best single day. Two months later, he sold 62 cars. No new hires, no new inventory.Jonathan also gets specific about the moment he had to write up his own top performer twice in two days, why he didn't let it slide even though it stung more than he expected, and the principle he now runs his store by: you either raise your people to your standard, or you eventually lower your standard to your people.Michael's takeaway: the ceiling most salespeople hit isn't a real ceiling, it's a number they made peace with a long time ago, and the fastest way to break it is math, not motivation.(00:00) Standards Dilemma(00:45) Show Support And Free Book(02:11) TikTok Prodigy And Stewardship(04:08) Stewardship Defined With Examples(08:24) Self Accountability And Value(11:56) Building Owners In Business(14:50) Dealer Principal Hard Lessons(19:01) Non Negotiables And Accountability(21:58) Vision And Personal Branding(30:45) Unlocking Bigger Potential(36:12) Motivation And Kingdom Impact(39:25) Connect And Closing Remarks
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  "175 to 400 Cars a Month" — The Used Car Reframe That Changed Every Department | Rob Dell, VP at Bob Ruth Ford 07.07.2026 43min

  Rob Dell runs a Ford store in a town of just 2,700 people, boxed in by a competing Ford dealer every seven miles. Instead of fighting for new car volume he could never win, he rebuilt his store around used cars, taking monthly volume from around 175 to close to 400.Rob Dell is the Vice President at Bob Ruth Ford, and he's spent almost 30 years figuring out what actually makes a dealership work. In this episode, Rob breaks down the shift in thinking that made that growth possible. He explains why he stopped chasing a flat front-end profit number on every deal and started valuing every trade at a baseline of $3,500 once service, parts, and finance are factored in. He also gets into the historical data his buyers use to price a used car before it ever hits the lot, the five-thousand-dollar rule that keeps his team taking smart risks, and the six-person pod structure that keeps every manager focused without being stretched too thin.You can connect with Rob on LinkedIn, where he posts regularly about the real numbers at his store, wins and losses included.Michael's takeaway: the number that matters isn't how many cars you sell. It's understanding what one deal is actually worth once every department gets its share.Follow The Dealer Playbook so you never miss an episode.(00:00) Championship Mindset(00:53) Sponsor Message FlexDealer(02:19) Accidental Start In Cars(03:58) Choosing The Right Mentors(06:49) Building Teams In Pods(12:21) Leadership View And AI(14:56) Quality Service Wins(19:31) Used Cars Strategy Shift(22:24) Buying Used Cars With Data(25:49) Variable Vs Fixed Alignment(33:38) No Excuses Who Said(37:30) Learning From Mistakes(40:47) Bison Mentality Closing(41:57) Connect And Wrap Up
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  “My Team Will Adapt at the Drop of a Dime” — The GM Playbook for Leading When You Don’t Have All the Answers | Charlie Spradlin, GM Art Moehn Auto Group 30.06.2026 42min

  There's a moment in this conversation where Charlie Spradlin says something most GMs would never admit out loud, and it's the reason his multi-rooftop dealer group keeps adapting faster than everyone else around him. He's not running things the way you'd expect for someone breaking records the way he is. This episode gets into how he actually leads his team through constant market shifts, what's really going on with his pay plan, and the one thing he had to let go of to get his store to where it is now.What you'll get from this episode:The mindset shift that changed how fast Charlie's team responds to a changing marketWhat's actually behind his pay plan, and why it's not what most dealers expectThe one thing Charlie had to give up to grow past where he was stuckA different take on what real trust looks like between a GM and their teamCharlie Spradlin is GM at Art Moehn Chevrolet Honda, where he's grown a multi-rooftop dealer group while protecting net profit through constant market shifts.Follow The Dealer Playbook so you never miss an episode.(00:00) What's Coming(00:51) Sponsor Message FlexDealer(02:22) Origin Story Into Auto(05:37) Climbing To General Manager(06:38) Mentors And Proximity(08:38) Discomfort And Humility(12:34) Post COVID Challenges(14:19) Vulnerable Leadership(17:32) Big Picture Perspective(25:50) Pay Plans And Culture(29:22) Running Into Storms(31:59) Used Car Inventory Fix(34:53) Architect Not Operator(40:52) Closing And Connect(41:51) Final Outro
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  "There is money to be made" — Unlocking Profit in the Used EV Market — Ryan Osten, Co-Founder & CEO at Lyteflo 23.06.2026 23min

  Is your dealership struggling to move used EVs while your competitors are banking big? It's time to stop letting inventory sit and start capitalizing on the massive opportunity in the pre-owned electric vehicle market.In this episode with Lyteflo Co-Founder and CEO Ryan Osten, you'll discover:Why used EVs are consistently delivering up to $5,000 in total gross profit per unit.The critical operational changes needed to stop inventory from aging out.How to leverage battery health reports to build trust, boost sales, and drive fixed ops revenue.The specific questions modern EV buyers are asking and how to equip your team to answer them confidently.Actionable strategies to gain a significant competitive edge in automotive retail for the next 12-24 months.Ryan Osten, Co-Founder and CEO of Lyteflo, provides EV sales and merchandising tools to help car dealerships confidently sell more electric vehicles.Follow The Dealer Playbook so you never miss an episode.Timestamps00:00 Used EV Gross Opportunity03:05 EVs Sitting on Lots Costs05:01 Why Dealers Struggle With EVs07:28 EV Test Drive Done Right09:58 Battery Health and Buyer Questions14:02 Service Retention Without Oil Changes17:15 How Battery Checks Work OBD19:39 Used EV Market Boom and Margins23:05 Connect With Ryan and Wrap Up23:36 Podcast Outro and Subscribe
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  "The middle ground" — How Smart Dealers Use AI Beyond Hype or Fear | Michael Cirillo, CEO at FlexDealer 16.06.2026 36min

  Are the "AI zealots" and "AI doomsayers" clouding your judgment about what artificial intelligence actually means for your automotive retail business? It’s time to move beyond the hype and fear and discover the practical, actionable ways AI can elevate your dealership and refocus your team on what truly matters: human connection.What you will get from this episode:- Understand how AI can free up time from monotonous tasks, allowing your team to focus on meaningful customer interactions.- Learn how top performers are using AI to analyze CRM data, identify customer trends, and enhance sales strategies.- Discover practical applications for departmental leaders to transition from "operator" to "architect," empowering their teams.- Gain clarity on how to utilize AI to build a more effective, human-centric dealership culture.Join Michael Cirillo, Host of The Dealer Playbook, as he shares tangible examples and strategies from his own experience and from leading automotive professionals on leveraging AI to scale the human element in your business.Follow The Dealer Playbook so you never miss an episode.Timestamps00:00 Intro02:10 Hype vs Zealots02:51 Internet Disruption Story10:32 Finding the Middle Ground13:03 Watching Claude Ad15:05 Ad Breakdown and Narrative20:35 AI Scales the Human24:25 Dealer AI Morning Brief28:43 CRM Data Sales Insights31:44 GM Delegation with AI32:56 Three Practical Use Cases34:24 Final Takeaways and Outro
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  "Inventory as a Catalyst" — Why Inventory Is Still Your Most Overlooked Lever | Dan Collingridge, CTO At Flex Dealer 09.06.2026 12min

  Are you still relying on outdated inventory practices that drain your profits and time? Many general managers and dealer principals dismiss inventory operations as "not super exciting problems," yet these foundational issues are costing your dealership hundreds of thousands in wasted ad spend and lost sales opportunities. It's time to stop the bleed and optimize where it matters most.Here's what you'll get from this episode:Understand why focusing on "unsexy" inventory problems is critical for dealer growth and profitability.Learn how clean, accurate data flows directly impact your advertising effectiveness and bottom line.Discover how modern tools, including AI, integrate with, rather than replace, the human element in automotive retail.Identify how to verify and merchandise your inventory more efficiently to sell more cars.Dan Collingridge, CTO at FlexDealer and LiftKit, brings decades of experience developing technology solutions to optimize inventory management in automotive sales.Follow The Dealer Playbook so you never miss an episode.Timestamps00:00 Intro00:40 CTO Take on AI02:51 AI Plateau Outlook05:28 Discernment and Youth06:54 Inventory as Catalyst08:14 Solving Dealer Data Flow08:47 Why Inventory Matters10:22 AI for Inventory Analysis12:12 Wrap Up and Subscribe
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  "$400 A Transaction" — Boosting F&i Profit With Data-driven AI | Adam Marburger, CEO at Ascent Dealer Services 02.06.2026 16min

  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.What you will get from this episode:Understand why F&I is now a retention *and* profit center for your dealership.Learn how to identify and fix overlooked process gaps in your F&I department.Discover how AI isn't just hype—it's a powerful tool for F&I accountability and coaching.Strategies for investing in your team to drive consistent F&I performance and dealer growth.Why accountability, even when it "stings," is the key to unlocking hidden revenue.Adam Marburger, CEO at Ascent Dealer Services, brings years of experience in automotive retail and F&I training to help dealers optimize their profit centers.Follow The Dealer Playbook so you never miss an episode.Timestamps00:00 Intro01:08 Why F&I Matters Now02:21 Retention Through Relationships03:13 Scripts vs Real Connection04:28 Process and Accountability05:36 Why Accountability Hurts07:53 Growth Mindset Over Time11:27 Avoiding Work With Shiny Tools11:54 AI That Enforces Process13:42 One Shift Protect Margins15:29 Connect and Wrap Up15:45 Podcast Outro
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  "The Gap Is Widening" — Predicting WHO Wins And Loses In Today's Auto Market | Glenn Lundy, President 800% Elite Auto 26.05.2026 17min

  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.Here’s what you’ll get from this episode:Rethink your time: Understand the critical difference between 'spending' and 'investing' time in your dealership operations and personal life to drive higher returns.Embrace the catalyst mindset: Discover why you are the biggest factor in your dealership's success or failure, regardless of external circumstances.Navigate the coming shift: Get a direct, unvarnished prediction of the market forces that will separate the thriving from the struggling in the next 12-24 months.Future-proof your dealership: Learn what foundational shifts are necessary to compete against major players and maintain relevance in a consolidated market.Glenn Lundy, President and Founder of the 800% Elite Automotive Club, shares his hard-won insights on the foundational principles that truly move the needle in dealership leadership.Follow The Dealer Playbook so you never miss an episode.Timestamps00:00 Intro01:24 Invest Time Mindset02:51 Dealership ROI Meetings04:16 You Are the Catalyst05:31 Morning Routines and Control07:48 Why Stories Before Strategies09:54 Industry Bloodbath Ahead12:12 Carvana Franchise Strategy14:17 Fighting for Opportunity15:47 Connect and Closing17:09 Podcast Outro
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  "Billion Miles of Data" — How AI Finds Hidden Profit In A Flat Market | Greg Uland, VP of Marketing, The Reynolds and Reynolds 19.05.2026 25min

  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.In this episode, Greg Uland, VP of Marketing at The Reynolds and Reynolds, reveals how unified data and AI can transform your dealership's operational efficiency. He breaks down how AI goes far beyond chatbots, tapping into every data point to maximize profit on every single vehicle and service interaction.What you will get from this episode:Understand how robust AI provides a competitive edge in today's no-growth automotive retail climate.Discover how unified data is the non-negotiable foundation for effective AI strategies that impact your bottom line.Learn how to identify hidden profit opportunities in your inventory, F&I, and fixed ops departments.Gain insights into reconciling new AI possibilities with the "people, process, technology" mantra of dealership leadership.Anticipate future cybersecurity watch-outs and infrastructure considerations for AI adoption without fear.Greg Uland is the VP of Marketing at The Reynolds and Reynolds Company, bringing a wealth of knowledge on automotive technology and data integration.Follow The Dealer Playbook so you never miss an episode.Timestamps00:00 Dealers and AI Reality00:18 Unified Data Foundation02:18 AI Beyond Chatbots05:01 Flat Market Efficiency Play08:41 Dynamic Pricing and Inventory12:50 AI Flywheel Use Cases19:33 Cloud vs On Prem Future22:01 AI in Marketing Workflows24:36 Connect and Closing
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  "Own your backyard" - The Fastest Way to Increase ROI In Your Dealership | Troy Spring, Founder Dealer World 12.05.2026 21min

  Is your dealership spending more on ads but selling fewer cars?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?From this episode, you’ll discover:Why "owning your backyard" is the most profitable, yet overlooked, growth strategy in automotive sales.How to audit your current lead processes to find and plug the leaks in your sales funnel *before* you increase ad spend.The three non-negotiable accountabilities that drive success, and how to identify where your team is falling short.Why returning to foundational sales principles, not chasing shiny new tech, is the key to sustainable dealer growth.Troy Spring, CEO and Founder of Dealer World and Co-founder of Dealer Funnel, shares decades of expertise on optimizing dealership operations and marketing for maximum ROI.Follow The Dealer Playbook so you never miss an episode.Timestamps00:00 Meet Troy Spring00:35 Why Basics Still Win03:41 Sales Is an Art04:26 AI Hype vs Process04:59 Traffic Is Not the Fix06:55 Audit the CRM Funnel14:51 Own the Backyard17:07 Mail Your Database19:02 Built on Fundamentals20:03 Connect and Wrap Up20:47 Podcast Outro
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  "Choose hard" — Finding Your Edge in Automotive Retail | David Spisak, Founder and CEO of DGS 05.05.2026 44min

  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.Here's what you'll get from this episode:Reframe how you view challenges in automotive retail, understanding they are opportunities for real differentiation.Discover why investing in people and fostering internal talent development isn't just "nice to have," but essential for dealer growth.Learn why embracing "unreasonable hospitality" can elevate your car dealership above the competition.Identify immediate, actionable steps to transition your team from just "talking the talk" to "walking the walk" on internal development.Understand why the inevitable changes, like new regulations, are ultimately beneficial for high-integrity car dealers.David Spisak, automotive consultant and keynote speaker, brings decades of experience leading top-performing dealerships and developing industry talent.Timestamps00:00 Keynote Skepticism Setup02:08 ASOTUCON Keynote Preview05:18 Circuit City to COO Story09:03 Bill Walsh Coaching Tree11:23 Dealers Resilience Through Change21:14 Develop Talent Like Techs26:17 Unreasonable Hospitality Standard28:17 FTC Rules and Choosing Hard38:44 Year of the Human Close43:18 Final Thanks and OutroFollow The Dealer Playbook so you never miss an episode.
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  "Wearing the story" — Marketing cars through authentic connection | Paul J Daly, Founder/CEO ASOTU 28.04.2026 34min

  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. This isn't just about selling cars; it's about building a brand that resonates deeply with your community and stands the test of time.In this episode, you’ll learn:How to build an authentic brand that attracts customers who *choose* your dealership.The difference between fleeting "hype" and lasting, trustworthy dealership leadership.Why a targeted approach to automotive sales content creates a powerful inbound lead engine.How even a small audience can translate into massive dealer growth and business opportunities.The essential truth about connecting with customers: people buy stories, not just products.Paul J. Daly, Founder and CEO of ASOTU and host of Automotive State of The Union, shares his insights on why authentic connection is the ultimate marketing advantage in today's landscape.Timestamps00:00 Controversial Brand Question00:36 Intro05:10 Your Podcast Town07:15 See What Happens09:03 Big Guests Build Credibility10:36 Inbound Sales Engine14:30 Does Podcasting Still Work15:50 Niche Down Till It Hurts17:31 Dealerships Are Unique18:37 Wearing The Story19:40 Stradivarius Story Effect22:31 Real Vs Fake Content28:15 Known To Trusted33:49 Contact And Wrap UpFollow The Dealer Playbook so you never miss an episode.
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  "Brand Safety" — Why Your TikTok Guy is Costing Your Dealership | Exec Dir. of Marketing, Murgado Automotive 21.04.2026 16min

  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.In this episode, you’ll discover:Why relying on individual salespeople to create "viral" content can undermine your dealership's long-term reputation.How to communicate brand guidelines to your team so they become brand ambassadors, not brand liabilities.The critical difference between short-term engagement and sustainable dealer growth through consistent brand messaging.How to evaluate marketing partnerships to ensure they align with your dealership's values and community standing.Don Moss, Executive Director of Marketing at Murgado Automotive Group, shares his expertise on brand safety and the hidden implications of content strategy in "automotive retail".Timestamps00:00 Intro00:44 Why Brand Safety Matters01:39 Social Video Risks04:19 Setting Content Guardrails06:50 Personal Accounts vs Brand08:27 Influencers and Scandal Risk10:51 Who Owns the Standards14:13 Simplify for Growth15:30 Connect and Wrap UpFollow The Dealer Playbook so you never miss an episode.
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  "8 Hours To 2 Minutes" — The Response Time Fix That Sold More Cars Across 100 Dealerships | Paul de Vries, Founder DCDW 14.04.2026 16min

  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.Here’s what you’ll get from this episode:Implement Paul de Vries’ 6-step lead-handling process to increase appointments.**Understand the crucial role of speed and human connection in online lead conversion.**Learn how to best integrate AI to support, not replace, human sales efforts.**Discover how to build a team that excels at lead follow-up and customer engagement.**Paul de Vries, founder of the Digital Car Dealer Workshop and BDC co-owner, shares his proven methodology for dramatically improving lead response times and, most importantly, turning those leads into sales.Timestamps00:00 Intro03:27 AI vs Human Connection06:22 Six Steps to Better Calls09:49 Speed to Contact Results11:05 Hiring and Coaching BDC Teams12:36 EVs and Chinese Brands in Europe15:03 Wrap Up
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  "Human in the loop" — Why AI needs organic intelligence in your dealership | Mackenzie Wiltrout, Stream Companies 07.04.2026 17min

  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? The promise of AI in automotive retail is vast, yet without a strategic approach and "human in the loop," the technology can quickly become a costly distraction.In this episode, you’ll discover:Why generic AI solutions often fail to deliver real ROI in a dealership setting.How to identify and choose AI tools that provide actionable data instead of just affirming biases.The critical role of "organic intelligence" in leveraging AI to move more metal and improve fixed ops.Strategies for avoiding common technological pitfalls that lead to change management nightmares.Mackenzie Wiltrout, VP of Innovation at Stream Companies, shares her expert perspective on finding impactful AI that genuinely drives dealer growth.Follow The Dealer Playbook so you never miss an episode.Timestamps:00:00 Intro01:11 AI Hype Versus Impact03:14 Proof And ROI Data05:59 Humans In The Loop07:57 Bias And Obliging Chatbots11:03 Stream Vision Orange OS13:25 Data Vacuum Dangers16:17 Outro