The Dealer Playbook

Bob Lanham is the Head of Automotive Retail at Facebook and shares his best advice about creating a full-funnel, omnichannel marketing strategy for your dealership. It's not about running a few Facebook ads or Google ads with a dash of Tik-Tok - Bob speaks to the importance of how one channel will drive awareness to another channel. Vroom is a perfect example of how Television (channel 1) dri...

Chris Gronkowski shares his wisdom about going from team member to team leader. While he pulled many valuable lessons about business during his time in the NFL, he admits that leading a team and being a member of a team are two very different disciplines.  Maybe you were just promoted as a team leader, supervisor, or manager at your dealership and you're curious what you can do to grow your b...

Former NFL Athlete, Chris Gronkowski, knows a thing or two about competition. Having played for the Dallas Cowboys and Indianapolis Colts, his wisdom about going "all in" has direct application to business.  After his NFL career, Chris founded a promotional product company that would be well suited for dealerships! ICE Shaker produces kitchen-grade, stainless steel insulated bottles that...

Whenever you hear someone say "email marketing is dead" think again. Erik Huberman, founder of Hawke Media explains that email marketing open rates have remained the same for the last several years at an average of 15%.  Contrast those numbers to your current ad performance, and there is a chance that your emails have a higher chance of being opened and read. That's only half the ba...

Erik Huberman is the founder of Hawk Media, the fastest growing marketing agency in the United States. He shares the ins and outs of what dealerships should consider when developing a strategic marketing plan.  The retail auto industry has glorified marketing like it's the Savior to all business challenges. From websites and SEO to email and content marketing, there has always been a solution...

Get the social media cheat sheet here: https://www.thedealerplaybook.com/melanie-borden   Selling more cars comes from building relationships, not talking about how you sell cars. It can be easy for car sales professionals or service consultants to only talk about what they do for a living. Melanie Borden shares that the best way to sell cars is to focus on building the relationship first. Social...

Melanie Borden, VP of marketing at Celebrity Motor Cars, shares her wisdom about getting better engagement on social media and growing your profiles in simple ways. Her social activity and rapid growth have helped her get the attention of multiple media outlets as a feature in articles both inside and outside the retail automotive vertical.  Get the Social Media Cheat Sheet and discover how you ca...

Without the right content creation process and mindset, it would be easy to give up. Adley created video content for 8 1/2 years before people paid attention. She had some wins and losses along the way, but the compounding effect of creating content consistently is what has helped her win. Maybe you have a few videos under your belt and your looking for more video creation tips or a process that w...

Adley Stump (aka ADLEY TV) is best known for her fun-loving Facebook video content that generates over 180 million views per week. If you're on Facebook, chances are you've seen one of her videos. During this podcast episode, you'll learn more about how Adley got started producing videos and some tips to help you create more engaging video content. If there's one thing for sure...

Matthew Mottola, the author of The Human Cloud, shares his vision for the future of work. We discuss how the pandemic has accelerated performance or outcome-based work and how employers should focus on remote and independent workers to offset traditional employee costs.  Matthew is a leading expert on the freelance economy, working with companies like Microsoft and Upwork to develop the Microsoft...

What would happen if you had to pay your customer $100 every 10 minutes you go over a 45 minute vehicle delivery? In this minisode featuring Tony Whatley, we explore the idea of incentivizing customers as an accountability mechanism within the store.  "I'd only shop at dealerships who did that!" What's the point? It's not DPB vs. Dealer - it's to help shift the though...

Tony Whatley is a business mentor, speaker, best-selling author, and podcast host. He is best known as Co-Founder of LS1Tech, an online automotive community that grew into the largest of its kind, with over 300,000 registered members. In this episode, Tony shares his wisdom about what it takes to scale the dealership business and the steps you can follow to see tremendous results. PURECARS Support...

David Wood shares five tips that will accelerate your growth and help you get focused results quickly.  1. Create clear annual goals - These are goals that you want to achieve within 12 months - Set a revenue target, time off, personal, family, spiritual{ 2. Refine your goals to 8 weeks - What can you achieve eight weeks from now that map to your annual goals? 3. Refine your eight-week plan to 7 d...

Over the last 20 years, David Wood has helped individuals and companies focus on what matters, get there faster, and be extraordinary. In this rapid-fire session, David explains five ways that your dealership can tackle your biggest challenges, get more focused, and stand out in the market as a clear leader. PURECARS Support the show by checking out our sponsor over at www.purecars.com   They prov...

You can dramatically increase profitability for your dealership when you start thinking creatively about the value you offer your audience.  Nir Bashan is a world-renowned creativity expert, and in this episode, he shares how you can position what you do in a way that makes your dealership more accessible to vehicle shoppers. PURECARS Support the show by checking out our sponsor over at www.pureca...

Nir Bashan is a world-renowned creativity expert. He has taught thousands of leaders and individuals worldwide how to harness the power of creativity to improve profitability, increase sales, improve customer service and ultimately create more meaning in their work. Nir has spent the last two decades working on a formula to codify creativity.  PURECARS Support the show by checking out our sponsor...

Data overload is killing the profitability of dealership marketing activities. The reason for that is simple. More data triggers our human instinct to rely on muscle memory and revert to the marketing activities for which we are most comfortable.  Listen as Jeremy Anspach, CEO of PureCars, shares what you can do to avoid killing your marketing profitability and begin to advance your efforts throug...

Jeremy Anspach, CEO of PureCars, shares how dealerships can create more profitable marketing strategies by eliminating blind spots. His wisdom about the car dealership and e-commerce run deep, and that's what led him to developing the PureCars platform - which shows dealers how to maximize profits from their marketing efforts.  Most automotive agencies and dealers focus on decreasing the cost...

The pandemic forced businesses to innovate and discover new ways of helping customers. Guy Kawasaki shares his off-the-cuff advice about how dealerships can provide the best possible customer service amidst the digital retail conversation. 💥 Want the full unedited 1hr 30min interview? Subscribe to the DPB newsletter by visiting www.thedealerplaybook.com to sign up. 💥 Get a free copy of Guy'...

Guy Kawasaki was one of the Apple employees originally responsible for marketing their computer line in 1984 (Wikipedia.) Today, he's a Silicon Valley venture capitalist who has worked with some of the world's largest brands.  And as it turns out, he's a major automotive enthusiast. In this episode, Guy and Michael talk about his recent car buying journey, which provides amazing ins...

Business leaders have the responsibility of setting the tone for healthy workplace environments, and that includes paying special attention to diversity and inclusion.  Listen as Don Romano, CEO of Hyundai Canada shares his perspective on how to make your workplace more diverse and inclusive as a leader. Support the show by checking out our sponsor over at www.purecars.com   They provide powerful...

Don Romano is the CEO of Hyundai Canada and shares his insights about how leaders can promote and encourage a car business's growth culture. He gives an inside look into how Hyundai Canada operates and provides advice about an opening for retail dealers to improve their operations. Heard something you like from this episode? Share it with your network! Access the full show notes, timestamps,...

As 2020 ends, I want to take a few minutes to express my appreciation for you; the DPB GANG! Your attention means the world to me.  This year we've grown. The DPB is now listened to in over 70 countries and experience triple digit growth.  That's a testament to how hungry and willing the worldwide dealership community is. We want to grow, become stronger and more agile.  2020 taught us m...

"A bad culture is still a culture." Moving into 2021 and beyond, car dealers worldwide must focus on creating an inclusive, nurturing, and diverse culture. Think of it as the local business's last stand against the wiles of the digital beast. Dealership leaders are responsible for setting the tone, but that doesn't mean they need to have all the answers. A thriving culture can...

Joshua Mitchell is the Internet Sales Director at Capitol Chevy Austin, a BDC trainer and founder of the BDC RAW event and podcast. Joshua joins The Dealer Playbook to discuss how car dealers can evolve strategically as leaders, employers, teams, and customer specialists in 2021 and beyond. Joshua shares about his car business journey, starting 12 years ago at Dan Cummins Chevrolet in Paris, KY. H...