Driving Performance

This special Shifting Gears episode marks the season finale of “Driving Performance.” Tiago Castro , Vice President of INFINITI Americas , joins Jamie Farley and Paul Kechnie to discuss the brand's bold new direction, its renewed dealer momentum, and what's ahead for luxury retail. Tiago shares the behind-the-scenes story of his decision to lead INFINITI's transformation, revealing how he secured...

We’re joined by Mark J. Payne , President of Total Dealer Solutions . Mark is one of the foremost experts in dealership parts operations, with decades of experience helping dealers prepare for transactions, protect their value, and maximize performance. This is a must-listen for anyone planning to buy or sell a dealership. Mark’s journey from growing up in dealerships to leading Total Dealer Solut...

We’re joined by Sue Finneron, Faculty of the Canadian Dealer Academy and former owner of one of Canada’s most successful Hyundai dealerships. Widely known in the industry as “Super Sue,” she built a powerhouse dealership in British Columbia with a brand and culture that made her a force in automotive retail.  Sue shares candid insights on what it’s like to sell a dealership, protect your team, an...

We’re joined by Jimmy Robinson , Chairman of the AICPA Committee, and Partner at Performance Brokerage Services in the Southeast Office. In this episode we sit down with Jimmy to explore his unique perspective as both an industry CFO and leader of one of the most influential organizations shaping dealership accounting, financial practices, and professional development.  Listeners will hear why AI...

When it comes to dealership growth, succession, and legacy preservation, few voices bring the depth of insight and experience found here. Tim Batchelor , Co-Founder and Managing Director of Open Road Capital , reveals innovative strategies that give dealers more options than ever before. From unlocking capital without losing control to turning real estate challenges into multimillion-dollar opport...

We’re joined by Travis Horton , Partner at HHM CPAs , a top 100 CPA and advisory firm. Travis leads the firm’s dealership services group, helping dealers prepare for transitions with financial clarity and proactive planning. In this conversation, he shares his perspective on estate planning, lending challenges, and how dealerships can prepare their financials to maximize value during a transaction...

Ted Smith , President of the Florida Automobile Dealers Association , joins us for a candid conversation about what it really takes to protect the franchise system in today’s landscape. From OEM overreach to policy threats, Ted breaks down how FADA is proactively fighting for dealers through legislation, litigation, and constant advocacy. We discuss why dealer engagement at the state level is more...

As an expert who’s been valuing dealership properties for more than 30 years, Stephen Kay of Cushman & Wakefield understands the often-overlooked impact of real estate on deal structure and business value. In this conversation, he outlines the most common missteps dealers make when preparing for a sale and shares strategies for mitigating risk, protecting cash flow, and maximizing value. Key T...

Reinsurance is one of the most powerful — and misunderstood — tools in a dealer’s toolbox. Jeff Alpert , Partner at Composition Wealth , breaks down what reinsurance really is, how it works, and how smart dealers are using it to build wealth, improve cash flow, and even fund acquisitions. Whether you're new to reinsurance or already in a program, this episode will help you understand it on a whole...

Perry Watson IV , President of the National Association of Minority Automobile Dealers (NAMAD) , joins us to discuss the state of minority dealership ownership, the power of partnerships, and the future of inclusion in automotive. Perry shares the legacy of NAMAD’s founders and how the organization is empowering the next generation of dealers through training, advocacy, and innovation. Key Takeawa...

We are joined by Monica Hoenshell of Calvert Law Firm , a seasoned buy-sell attorney, for an expert look at the legal side of automotive dealership transactions. Monica shares what makes every deal unique, why a tailored approach is critical, and how to avoid the common pitfalls that can derail closings. From the importance of specialized legal counsel to best practices for negotiation and closing...

We’re joined by Mickey Anderson , President and CEO of Baxter Auto Group , a family-owned business with 20 dealerships across multiple states. Mickey shares candid insights on building a legacy, the power of people-first leadership, navigating acquisitions and divestitures, and the future of automotive retail. From honoring his father’s vision to championing digital transformation and government a...

We’re joined by Vikas Mehandroo , Dealer Principal of Aaron Automotive Group . Vikas shares his inspiring journey from working at a Subway restaurant to owning multiple car dealerships. He discusses the importance of taking risks, building a legacy and the value of people in his business approach. Key Takeaways: (02:45) Leaving a stable job for entrepreneurship. (06:33) Balancing risk with long-te...

We’re joined by Greg Gilmore , President and CEO of The Apex Group, Inc., to discuss the complexities of navigating OEM application processes for dealership acquisitions. Greg shares insights on what manufacturers look for in buyers, common roadblocks and strategies to streamline the approval process. Key Takeaways: (02:18) Apex simplifies complex manufacturer paperwork for dealership buyers. (03:...

Rita Case grew up in the automotive business, working in her family’s Honda dealership before taking on a leadership role in the industry. As President and CEO of Rick Case Automotive Group , she has built a $2 billion, multi-state dealership network, earning recognition as the 2024 TIME Dealer of the Year. In this episode, Rita shares insights on business strategy, leadership, and breaking barrie...

On this episode, we sit down with Rob Cochran , Chairman and CEO of #1 Cochran Automotive , to discuss his leadership journey and the strategic growth of his dealership group. Rob also shares insights on the future of the industry as the newly appointed Vice Chairman of NADA for 2025, including the challenges posed by electric vehicles, technology, and global uncertainties. Tune in for a candid co...

On this episode, we’re joined by Jason Lumpkin , Senior Vice President of Auto Dealerships, and Connor Duncan , Vice President of Auto Dealerships at Live Oak Bank — leaders in dealership financing. Jason and Connor share their expertise in SBA loans, floor plan lending, and how their tailored financing solutions help both aspiring and established dealers achieve their business goals. Key Takeaway...

We’re joined by Gregg Young , Owner and President of Gregg Young Automotive Group, and Alex Morton , their Chief Financial Officer. They share their experiences on growing a multi-state dealership network, the challenges of leadership and the importance of building a strong culture across all locations. Key Takeaways: (02:26) Gregg’s journey from selling used cars to owning dealerships. (06:57) Mo...

In this episode, we’re joined by Serra Automotive ’s Chairman, Joe Serra , and President, Matt Serra , who share their insights into leadership based on a blend of family values and professional focus. They discuss the importance of empowering partners, fostering autonomy and creating growth opportunities across their dealership network. Key Takeaways: (02:10) A start in Chevy sales grew into a su...

Welcome to the Driving Performance Podcast , your go-to podcast for unmatched expertise in the world of buying and selling an automotive dealership. Join our hosts Jamie Farley and Paul Kechnie as they sit down with industry experts and thought leaders who provide invaluable information from their personal experiences. Our 3 unique series include: Shifting Gears : Preparing for a life transition B...