What does it really take to turn a struggling dealership into a thriving success? Is it strategy? Leadership? Or something deeper, like belief systems?In this episode, Louie Herron, a seasoned dealership operator and trainer, breaks down the Success Wheel—a leadership framework that shifts mindsets, inspires teams, and creates measurable growth. Louie shares transformative insights into building sustainable success while addressing the industry's toughest challenges.Louie isn’t just a dealers...

Have you ever looked in the mirror and thought, “Am I the problem?” Or perhaps you've felt that inner urge to redefine what success means for you, but didn’t know where to start.In this episode of The Dealer Playbook, I sit down with Adam Marburger—CEO at Ascent Dealer Services-Co founder at Dental Protection Group-Best Selling Author-Brazilian Jiu Jitsu Black Belt. He’s here to talk about something we all face but rarely admit: sometimes, we’re our own worst enemy. Adam’s journey from self-d...

After over 600 episodes, we’re finally diving into the powerhouse of dealership success: fixed operations. This week, I sit down with Ed Pizzigati, Parts and Service Director at Johnson Automotive Group, to unpack why fixed ops often takes a backseat to sales—and why that could be costing dealerships big time.Ed reveals the hidden potential of fixed ops, from boosting profits to increasing customer retention. We explore:Why fixed ops can be a dealership’s goldmineThe cost of disconnect betwee...

Hey, DPB gang – buckle up for a spooky one because this episode is about to blow your mind. Ever felt like tech was moving so fast it was downright freaky? Well, I just stumbled onto something that left me feeling like my grandpa the first time he saw a cell phone. I’m talking about Google’s Notebook LM, an AI tool that’s honestly one step away from holding full-blown conversations like your favorite talk show hosts. Yeah, I threw my Don't Wait, Dominate book into this thing and hit play...an...

Hey DPB gang, buckle up because this episode is packed with insights that every dealer, GM, and car industry pro needs to hear. I’m sitting down with the one and only Todd Caputo—President of Todd Caputo Consulting and a guy who’s been in the trenches of this industry for decades.We dive deep into the state of the wholesale and retail markets, touching on everything from global politics to the looming used car shortage (spoiler alert: it’s coming, and you’ll want to be ready). Todd shares his...

What does it truly mean to build a legacy, and how do you balance that legacy with modern-day leadership challenges? Can tradition and innovation coexist in a way that fuels success? In this episode of The Dealer Playbook, I sit down with Ryan Rohrman, CEO of Rohrman Automotive Group, a third generation leader to unpack the strategies behind leading one of the most successful family-owned automotive groups in the country.What We Discuss in This Episode:Here’s the thing: Ryan didn’t just inher...

What’s the real secret to crushing it in F&I? Spoiler alert—it’s not about memorizing word tracks or spitting out product features. It’s about people. I sat down with my new friend, Dave Perriton, Regional Vice President at RoadVantage, to dive deep into one of the most misunderstood parts of the car-buying experience—F&I (Finance & Insurance). Now, I know, the moment customers hit the finance office, things can get a little... disconnected. But what if I told you there’s a way to...

Hey, dpb gang! In this episode, I’m discussing a topic that’s rarely on the surface of our minds but impacts every single part of the car business—vehicle logistics. I had the chance to sit down with Royce Neubauer, the brilliant founder of Auto Hauler Exchange, to uncover some real truths about how the logistics world operates (or, in many cases, doesn’t).Here’s the deal: What if the very thing you thought was helping your business was actually the one thing holding it back? Yep, Royce admit...

You know those stories that start with, "I never thought in a million years I'd end up here?" That’s exactly how my conversation with Vinnie Moya kicks off, or as the world knows him—Vinnie the Car Guru. Now, let me tell you, this guy's story is wild. We’re talking about a guy who went from trucking to top-performing automotive sales pro in a matter of years, and he’s dropping knowledge bombs left, right, and center.Vinnie’s got this knack for spotting opportunity where others see roadblocks,...

Hey gang, welcome to another episode of MC on the MIC—and trust me, this one’s gonna blow the lid off your sales and service game. We’re diving into a strategy that’s so simple, you’re going to wonder why you haven’t been doing it all along. No fluff, just straight talk.Look, we’ve all been there. Overcomplicating things, chasing the next shiny object, wondering how much more we need to throw at ads just to stay in the game. But here’s the truth: the competitive advantage you’ve been looking ...

You know how much I love diving deep into the real stuff—the kind of conversations that leave you thinking long after they’re over. Well, today’s episode is one of those. I sat down with my good friend, Michael L. Wood, General Manager at Checkered Flag Jaguar Land Rover VW, to unpack something that I think everybody in business should be paying attention to: unreasonable hospitality.What does that even mean, right? Well, think about it this way: How often do you leave a place (whether it’s a...

Hey, DPB gang! You’re in for a real treat today. I’m sitting down with my good friend and COO of Ziegler Auto Group, Sam D’Arc, and trust me when I say this is not your typical conversation about selling cars. In fact, we’re not talking about selling cars at all. Sam and I dive deep into what really makes a dealership thrive—and spoiler alert—it’s not just about inventory or car payments. But here’s the deal: Sam and I go beyond the sales floor and get into what really makes an auto grou...

Hey DPB gang, in today's episode I’ve got something special lined up for you. I’m sitting down with Moose Pohyar, the General Manager at Lithia Hyundai of Fresno, who’s been making serious waves in the EV space. Now, if you’ve been with me on this journey for a while, you know I love diving into the stories of folks who’ve turned what some might call just a job into a fulfilling career. Moose is one of those people. What I love about this conversation is how Moose doesn’t shy away from t...

In this episode of The Dealer Playbook, I’m sitting down with automotive industry veteran Charles Cannon to unpack the strategies that have kept him at the top of his game for over a decade. Charles is the kind of guy who’s not just in the car business; he’s mastered the art of it. We’re talking about how to truly dominate your local market, not with the latest fads, but with tried-and-true strategies that have stood the test of time.Charles shares his journey from seeing car sales as just a ...

Hey DPB gang! This week's episode is one of those conversations that gets you thinking on a deeper level about your business and where it’s headed. I had the pleasure of sitting down with my good friend Tim Hayden, the CEO of Braintrust Partners, and let me tell you, this is one you don’t want to miss.You know how we always talk about growth and pushing the boundaries? Well, Tim takes that to a whole new level by diving into what he calls your business’s DNA. We’re not talking about generic b...

Hey there, DPB gang! Welcome to episode 2 of MCEEEE on the MIC! Today, I’m peeling back the curtain on a tool that’s been right under our noses, totally free, and shockingly underutilized—Google Business Profile.If you’ve been with me for a while, you know I'm all about cutting through the noise to bring you tactics that are not just buzzworthy, but actually deliver. And let me tell you, today’s episode is a real treasure trove. We’re diving deep into how to harness the full potential of Goog...

There’s a good reason that many companies have SEO experts on their teams and spend resources and money on using the tactic in marketing activities. Well, in this episode Greg Gifford is here to help us understand why that is and why we should too.Greg Gifford is not just a name in the SEO world; he’s a force to be reckoned with. As the COO of Search Lab Digital, Greg has shared his expertise globally, helping businesses enhance their online presence. Known for his engaging and practical appr...

Ryan Stewman (a.k.a Hardcore Closer) has never had a salaried job in his life. He has a real 'eat-what-you-hunt' mentality which fosters his consistent entrepreneurial approach to sales. In this special rewind episode, we revisit a timeless conversation with Ryan Stewman. Ryan walks through the best way to navigate negotiating and closing a car deal. Using real examples from his life as a car sales professional, he shares a unique way of viewing everyday challenges that every car pro faces....

Hey gang, welcome to this episode! Today, we’re not just in any studio – we’re recording right from inside the new 800% Elite Auto dealership with none other than Glenn Lundy himself.Glenn Lundy is a trailblazer in the automotive industry with a refreshingly unconventional approach to running dealerships. As the founder of 800% Elite Auto, he has pioneered a unique integration of leadership development and media into his business model. Glenn’s mission is clear: to transform the car buying ex...

So a month and a half ago, Glenn Lundy, President of 800% Elite Automotive Club, called me. He said "Michael, I have the opportunity to build a dealership from the ground up, but I want it to be different. I want it to be a leadership training company that just so happens to sell cars." A few days later, he calls me back. He says. "It's happening, Do you want to be involved?" My immediate response? Heck yes! There I said it, we're building a dealership from scratch!For those who may not ...

Are you ready to revolutionize your approach to Business Development Centers (BDC) and transform your dealership's operations? In this episode I sit down with Anthony Alagona, the founder of Appointments That Show and a true BDC master. Anthony's innovative strategies and relentless discipline have made him a leading expert in the industry, and he's here to share his secrets with you.What We Discuss in This Episode:We dive deep into the core principles that drive BDC success. You'll disc...

Jonathan Sewell, affectionately known as "Jonathan Sewell Sells," has spent two decades in the car industry, transforming from a sales rookie to a YouTube sensation. His deep understanding of automotive sales and his innovative approach to digital marketing have made him a standout figure at Mitchell Mazda and beyond. With a knack for creating engaging video content, Jonathan has built a loyal following and significantly boosted his dealership's visibility.What We Discuss in This Episode:In r...

In today's episode, I sit down with my good friend Colby Joyner, a renowned expert in the automotive industry, to discuss "Three Ways to Increase Operational Efficiency Using Your Existing CRM." With years of experience in dealer groups and a keen understanding of CRM optimization, Colby helps dealerships streamline operations and maximize efficiency.What We Discuss in This Episode:The Key to Proper CRM Management: Understand the critical role your CRM plays and why managing it effectively ca...

Evan Walters is a powerhouse in the automotive finance industry. With a career that started at the age of 17, detailing cars, Evan quickly rose through the ranks, mastering sales, management, and finance. He has now contracted over 8,000 deals in less than five years, averaging $3,000 per car. As the Finance Director at 800% Elite Automotive Club, Evan brings unparalleled expertise and insight into what it takes to achieve extraordinary success in the automotive finance world.What We Discuss ...