The Dealer Playbook

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 wor...

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...

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 critic...

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...

Are you still relying on outdated inventory practices that drain your profits and time?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...

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 episod...

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 re...

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 be...

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 i...

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 fro...

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...

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 deale...

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 con...

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’l...

AI is rapidly changing the automotive retail landscape. The question isn't whether it will impact your car dealership, but how to leverage it without alienating your customers. Are you ready to integrate AI in a way that amplifies, rather than diminishes, human connection and trust? In this episode, you will learn: Why 90% of consumers still prefer human interaction even while using AI. How to...

Is your dealership losing customers you thought were gone for good? Every automotive professional knows the sting of a "lost" sale, but what if those defections weren't permanent goodbyes, but instead, opportunities for powerful comebacks through fixed operations? In this episode, Kristine Lentz, Product Operations Manager at Urban Science, reveals how using precise data can transfor...

Matt Lasher pulls back the curtain on one of the most expensive and preventable problems in automotive retail. The moment a customer falls in love with a car, spends five hours at the dealership, and then the deal collapses in finance because nobody asked the right questions early enough. In This Episode What the great train wreck actually is and why it is happening at every dealership every singl...

What if the reason your marketing isn’t driving growth… is because it was never invited into the strategy conversation in the first place? That question sits at the heart of this conversation with my good friend Ashley Cavazos, Digital Performance Consultant and Moderator at NCM Associates. We recorded this one live from the NADA show floor in Las Vegas, and within minutes we were digging into som...

What if your newest salesperson could perform like your best one every single time? That's not a hypothetical. That's what Jay Ku, founder and CEO of Hey Greenlight, is actually building. And after sitting down with him at NADA, I have to be honest with you, this one stuck with me. Jay spent years at TrueCar meeting with people representing thousands of dealerships, and he kept running int...

Dealers are spending more on advertising than ever… and according to Subi Ghosh, many of them are still playing the game wrong. This conversation from NADA 2026 might be one of the most important shifts we’ve discussed on The Dealer Playbook. She believes the real issue in automotive advertising isn’t traffic. It isn’t creativity. It isn’t even budget. It’s fragmentation. In this episode Subi Ghos...

Most dealers are talking about AI. Jeff Swickard is building an AI department inside his auto group. In this special episode of The Dealer Playbook, Michael Cerullo sits down with Jeff Swickard, President & CEO of Swickard Auto Group , to unpack what it actually takes to operationalize AI inside a dealership group—without breaking culture, customer experience, or your tech stack. Jeff shares h...

Everyone’s chasing the next shiny tactic. New platforms. New hacks. New promises. But what if the stuff that actually works… never stopped working? In this episode of The Dealer Playbook , I sit down with my longtime friend Charles Cannon, General Manager at BMW West Houston, for a real conversation about building a career in this business by doing the simple things consistently, especially when e...

How do you sell 300+ used cars a month in a town of 2,900 people, and buy 240 vehicles off the street without relying on auctions? In this episode, Rob Ruth the President / Owner of Bob Ruth Ford, Dillsburg PA breaks down the real playbook behind scaling a pre-owned-first dealership inside a franchise system, and why a startup mindset, disciplined acquisition, and a culture built on partnership ca...

What does a modern car dealership look like in 2025, without losing the human connection that actually builds loyalty? In this episode of The Dealer Playbook , I sit down with Matt Birkhead , Dealer Principal at Sir Walter Chevrolet in Raleigh, North Carolina , a nearly 100-year-old, single-point store that’s grown by leaning into transparency, simplified pricing, community involvement, and people...

Do dealership buildings actually sell cars, or do they quietly kill the experience? In this episode of The Dealer Playbook , we sit down with Josh Keough , Licensed Architect and Studio Director at Gensler , to unpack how dealership architecture, layout, and environment design directly impact sales efficiency, fixed ops performance, employee retention, and guest experience. With more than 25 years...