The Dealer Playbook

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 York Times, and SmartMoney, to name a few. What we discuss in this episode: The power of influence i...

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 "posted." It is better to have 10 posts at 80% of your ideal quality than it is to have 2 posts t...

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 Mazda, he learned what it takes to innovate within the dealership and how to leverage existing resources to build d...

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 share more content are going to have a better chance of showing up at key moments of the car shopping journey. Let’s take a look at three reasons why y...

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 the ever-expanding digital landscape.  What we discuss in this episode: Big tech companies like Apple and Google are limiting...

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. Napoleon Rumteen is the Senior Vice President of Commercial Operations at Tekion; a modern cloud-based DMS that is on...

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 that whatever it is that they're promoting sticks.  We got a lot of what we expected from the...

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 more proactive in anticipating customer needs and adapting the the evolving demands of the market....

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 Team Set Up. What we discuss in this episode: The importance of breaking out of your comfort zone and...

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 more bottom line sales. What we discuss in this episode: The backstory: How Liza got into the car b...

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 market. What we discuss in this episode: How Andrew and Doug got started as independent auto dealers Why...

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. The retail auto industry tends to get caught up in the hype of breaking news and what's happenin...

Durran Cage , founder of Cage Automotive, explains the best way to identify who to hire as a BDC director. If your dealership is thinking about establishing a business development center, it may not be as easy as promoting your top performing car sales professional.  In this snippet, Durran shares what the top traits of a successful BDC Director should be and what dealers can look for as they cons...

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 through his company Cage Automotive , which is deep ly rooted in dealers fostering healthy employee ex...

What a year! 2021 had many ups and downs; many experiences that left us shouting hooray and others that left us scratching our heads.  Despite everything going on in the world, there is one fact that remains the same. It's all in the past. 2022 is right around the corner, and it's another blank slate to create whatever you want out of your career and life.  From all of us at The Dealer P...

[Replay] Micheal Burt is an acclaimed business coach, author, speaker, and leader who has amassed a following of monster producers and high performers. In this replay episode, Coach Burt shares how car sales professionals can become people of interest in their communities -- a topic that is hyper relevant to the modern automotive retail landscape. Like this show? Please leave us a review here — ev...

[Replay] 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. Although this episode originally aired in 2016, it's amazingly hyper-relevant to what'...

[REPLAY] 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 discuss in this episode: The importance of negotiation, and how to do it in a way that creates...

[REPLAY] 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 vital as they were when we originally recorded this episode. What we discuss in this episode: Th...

[REPLAY from episode 92] 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 discuss in this episode: How Nathan went from a greenie in the carbiz to being nick-n...

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 more business. What we discuss with George Nenni: Why Google My Business is a critical element for car...

Shaahin Cheyene, CEO of Accelerated Intelligence, explains that despite everything going on in the automotive industry today, influence is the most powerful element of driving sales.  Car dealers are competiting against big tech, electrification, direct-to-consumer buying models, and many more carmageddon-level events. Disription is not new, and Shaahin explains how car dealers can overcome advers...

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 show to share how car dealers can overcome the various obstacles in their path, from direct-to-consumer c...

Mike Colleran , corporate vp at Nissan Motor Company explains how Nissan is looking to mitigate the dependency and risk surrounding chip shortages moving into the future. Listen to the full episode featuring Mike Colleran here - - - Leave a Review: If you're enjoying the podcast, we'd love an honest review here . - - - Socials: Follow on LinkedIn Follow on YouTube Follow on Facebook

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 discuss with Mike Colleran: Mike talks about the shifts that he's observed during his 30+ year career in...