Car Dealership Guy Podcast

Stuart Hayim spent 20 years selling $3 handmade rugs before he ever owned a dealership, and a Walmart buyer who asked for a 50-cent discount in exchange for a bigger order taught him the lesson that built his dealer group.

He walks through how that deal grew from 1 million rugs to 2.5 million, and argues that the best deals in the car business are the ones where the dealer, the customer, and the employees all walk away ahead, instead of a tug of war where one side wins and the other loses.

Stuart Hayim is the Owner of Experience Auto Group, where he runs Ferrari stores in Fort Lauderdale and the newly opened Boca Raton.

He came into the car business late, landing his first Mercedes store in Massapequa, New York in 2004 after a two-year campaign for a new factory point, and went on to represent Ferrari, Maserati, Porsche, Volvo and Rolls-Royce.

A cancer survivor and multi-time powerboat world champion, he speaks candidly at 79 about the deals he won, the deal he gave away, and the store he wishes he never sold.

Topics:

00:00 He Was Shipping 30,000 Rugs A Day.

09:05 Pull Your Belt In, I'll Pull Mine.

10:50 Eight Slices, Just A Bigger Pizza.

21:00 Bowed Out Of A Deal, Got It Back.

24:50 Selling Mercedes Was His Biggest Mistake.

31:45 Bought Department Store Lists For Test Drives.

51:20 More Demand Than Supply Ends The Grind.

This episode is brought to you by:

1. Podium — Podium is the AI platform trusted by 1 in 4 dealerships. Visit @ hereto learn more.

2. CLERQ - Clerq's instant bank payment solution modernizes down payments, deposits, and other large transactions and reduces risk. Visit @ here to learn more.

3. OPENLANE - The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. Learn more @ here.

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Today's show features:

- Drew Cullen, General Manager at Terry Cullen Chevrolet

- Omar Mohammad, CEO at Nomad Content Studio

- Benjamin Cartaya, General Manager at Kunes Hyundai of Sycamore

This episode is brought to you by:

Haig Partners – Toyota’s market share varies widely by state, but share alone doesn’t determine dealership value. Read Haig Partners’ analysis of the local market dynamics dealers should understand here: https://haigpartners.com/resources/toyota-dealership-values-local-markets/

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Today's show features:

- Eddie Palomba, Parts and Service Director at McGovern Automotive

- Chris Wood, VP Client Strategy (Automotive) at LocalIQ/USA Today

- Andrew Batenhorst, Body Shop Manager at Pacific BMW

This episode is brought to you by:

CarMax Auctions – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG.

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Online car buying was sold to dealers as a way to sell cars on the internet, but for years it delivered little more than a souped-up lead, and the idea became a dirty word across the industry.

Noah Lee explains why the technology has finally caught up, with deals that start online now closing about 46% more often and bringing in about 26% more gross profit, and argues that the biggest thing still standing between most stores and a one-hour car deal isn't the technology, it's fear of change.

Noah Lee is the Director of Product Consulting for Multi-Solution Sales at Cox Automotive, where he maps how the company's tools, from Autotrader and Dealer.com to VinSolutions, vAuto, Xtime and Dealertrack, work together as one system inside a dealership.

He has spent years helping dealers clean up their processes and connect their tools, and he speaks candidly about how AI shopping agents are already filtering out dealerships that won't share numbers upfront, how outdated customer data quietly erodes trust, and what the Fullpath acquisition means for dealers sitting on years of messy records.

Topics:

00:00 AI Agents Skip Stores Without Upfront Prices.

04:35 Dirty Data Would Take Years To Clean Manually.

13:45 85% Of Customers Redo Steps At The Store.

14:30 Digital Deals Close 46% Higher.

16:30 Digital Retailing Was A Fake Promise.

20:45 Digital Shoppers Negotiate Less.

25:10 People Are The Biggest Block To Change.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ ⁠⁠⁠⁠here⁠⁠⁠⁠.

2. Podium — Podium is the AI platform trusted by 1 in 4 dealerships. Their AI converts leads 40% higher than the industry average and can be customized to how each store sells. Visit @ here to learn more.

3. Cox Automotive - Discover what’s driving improved customer experiences—and dealership results. Download the Drivers of Shopper Satisfaction ebook from Cox Automotive today @ here.

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Today's show features:

- Jason Wilkins, Dealer Principle at Joshua Tree CDJR & Victorville Mitsubishi

- Charles Dortch III, Senior Vice President of Sales at CrossCheck, Inc.

- Walker Strong, GM at Strong Automotive

This episode is brought to you by:

CarMax Auctions – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG.

CrossCheck, Inc. – Dealerships spend significant resources selling and delivering vehicles, but what is the true cost of getting paid? CrossCheck helps auto dealers reduce payment processing costs, minimize payment risk, and offer customers more flexibility with guaranteed ACH and check payment solutions. Learn more at https://www.cross-check.com/car-dealership-guy.

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Jay Healey is the Chief Marketing Officer at Healey Brothers Automotive Group, the largest dealer group in New York's Hudson Valley, with 10 stores, more than 750 employees, and a newly added Cadillac franchise.

A third-generation leader of the business his grandfather started nearly 50 years ago, he works alongside his father and uncle, while his 94-year-old grandfather still reads the store numbers every single morning.

He speaks candidly about earning trust with manufacturers, why AI made his people more valuable instead of replacing them, and how the group promotes from within in an industry known for turnover.

Topics:

01:25 Grandfather Still Checks Numbers At 94.

03:10 Buy The Right Store, Not The Next One.

06:40 AI Is Not Just A Lead Source.

13:00 Customers Shop At 10 PM After Kids Sleep.

19:00 BDC Got Pay Raises, Not Layoffs.

32:35 Transparency Rules For Social Media Ads.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ ⁠⁠⁠here⁠⁠⁠.

2. CDG Circles - Your peer network without the travel. Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies. Learn more @ here.

3. Impel - Meet the AI Operating System built for a new era of automotive retailing. Visit @ here for more info.

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Today's show features:

- Kip Miles, Director of Automotive Operations at Tom Wood Group

- Korey Pulluaim, Vice President at Pocket20

- Ben Stapleton, GM at McGraw Ford

This episode is brought to you by:

CarMax Auctions – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG.

Pocket20 - Pocket20 reads a dealership's factory financial statement, benchmarks every line, and turns the gaps into ranked, dollar-figured opportunities with a fix path for each department. Operators see exactly where gross is leaking, from technician productivity to unapplied labor, and whether it moved the next month. Learn more: https://pocket20.com/cdg

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- Greg Johnson, General Manager at Mohawk Honda

- Mark Payne, President at Total Dealer Solutions

- Scott Painter, Founder and CEO at TrueCar

- Joeseph Ruppel, Parts and Service Director at Meier Chevrolet Buick

This episode is brought to you by:

Zurich North America – Turn everyday service visits into opportunities to build customer loyalty and long-term dealership value with Zurich Lifetime Repair. Give customers greater confidence in choosing your dealership, knowing covered parts and labor are warrantied for as long as they own their vehicle. Stand out, drive return visits and increase retention—without disrupting existing processes. Learn more: https://carguymedia.com/4i47vD8

Total Dealer Solutions — Since 2003, TDS has been the leading third-party parts inventory provider, trusted by 800+ dealerships nationwide. From onsite physical inventories completed in about 6 hours and buy/sell audits, to daily parts-to-GL reconciliation with PartsRec and PartsFisher, the dealer-only marketplace for obsolete OEM parts, TDS turns parts departments into profit centers. Learn more: https://totaldealersolutionsinc.com/

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Mike Gilson believes that five years from now, the car business will look back and laugh at the software dealers run on today.

Groups with 50 to 100 stores often juggle dozens of different store management and customer management systems, stacked up through decades of acquisitions, and replacing any one of them, he says, is like open heart surgery.

Meanwhile, 64% of car buyers now use AI tools to compare models and payments, yet most dealerships can't even be found by those tools, and he argues the real problem is the scattered data underneath, not a missing AI feature.

Topics:

00:55 San Francisco Was A Zombie Apocalypse.

05:40 Acquisitions Create DMS Chaos.

07:35 Software Is Becoming Conversational.

10:55 CDP And CRM Will Collapse Into One.

15:50 Context Is The Fuel That Powers AI.

22:15 Industry Will Laugh At Today's Dysfunction.

28:50 64% Of Buyers Now Use LLMs.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ ⁠⁠here⁠⁠.

2. In The Car - In The Car plugs integrates into your sales and service lanes, so your team can deliver bindable insurance quotes in just 37 seconds. Find your number @ here.

3. Conversica - The Conversica Intelligence platform helps dealerships unlock hidden revenue by analyzing their complete database to identify high-value opportunities and convert them automatically. Learn more @ here.

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Today's show features:

- Bobby Preston, President at Preston Auto Group

- Kim Saylor, Sr. Director of Product Marketing, Fixed Operations at CDK Global

- Mark Shivers, GM at Suburu of Orillia

This episode is brought to you by:

Zurich North America – Turn everyday service visits into opportunities to build customer loyalty and long-term dealership value with Zurich Lifetime Repair. Give customers greater confidence in choosing your dealership, knowing covered parts and labor are warrantied for as long as they own their vehicle. Stand out, drive return visits and increase retention—without disrupting existing processes. Learn more: https://carguymedia.com/4i47vD8

CDK Global – CDK CONNECT explores the technologies, data and strategies helping dealers sell more, service more and operate more efficiently. Get the details on these and next week’s briefings (12 in all) and register now: http://cdk.com/connect

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Jim Speck walks through how he turned down a $125,000 job in Arizona for $4,000 a month plus 8% of a profit that didn't exist yet, and argues that a young operator trying the same climb in a big metro market today would get squeezed out by the public companies.

Jim Speck is the Pesident of Circle Auto Group in Southern California, where he built an 11-store group alongside his late partner Hank and still runs the business with Hank's trust today.

He built his foundation on the fixed side of the business, mechanic to service advisor to service manager, then worked for Kaiser Jeep and Saab before buying his first store at 31.

Topics:

00:00 Stole Cars As A 14-Year-Old.

07:15 Coin Flip Decided His Career.

14:00 First Store At 31 With 25% Equity.

19:50 Took $4K Salary Over $125K Offer.

32:20 Guaranteed Pay During COVID, Won Big.

49:30 Small Towns Beat Big Metros.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ ⁠here⁠.

2. Experian Automotive – Experian AutoCheck helps dealers meet them earlier in the buying journey as the only vehicle history report across top consumer shopping sites. Visit @ here for more info.

3. CDG Circles – Your peer network without the travel. Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies. Learn more @ here.

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Today's show features:

- James Seale, Managing Partner & General Manager at Parkway Family Auto Group

- Jamie Kent, Chief Strategy Officer at Overfuel

- Michael Salicco, CEO at On.Page

- Michael Meisinger, CEO at Mauer Auto Group

This episode is brought to you by:

Zurich North America – Turn everyday service visits into opportunities to build customer loyalty and long-term dealership value with Zurich Lifetime Repair. Give customers greater confidence in choosing your dealership, knowing covered parts and labor are warrantied for as long as they own their vehicle. Stand out, drive return visits and increase retention—without disrupting existing processes. Learn more: https://carguymedia.com/4i47vD8

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Today's show features:

- CJ Wilson, Owner and GM at Porsche Fresno

- Sarah Grajewski, Chief Operating Officer at PureCars

- Luke Goerlitz, Service Manager at Napleton Palatine Subaru

- Maureen Martin, VP Strategic Aliances at Dynatron

- Damon Egan, Service Director at Sherwood Ford

This episode is brought to you by:

Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with NCM Associates, dealer sentiment, and analysis of the trends shaping automotive retail at https://thepresidiogroup.com/

Dynatron – Dynatron helps automotive dealerships uncover hidden profitability opportunities within their Fixed Operations departments through data-driven insights, market-based pricing strategies, and expert guidance. Trusted by more than 4,000 dealerships across North America, including 9 of the top 10 dealer groups, Dynatron transforms complex service data into actionable strategies that optimize labor performance, protect margins, and drive sustainable growth—all while enhancing the customer experience. Learn more at https://www.dynatronsoftware.com/customer-stories

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71% of the brands a car shopper will ever consider are already in their head before they type a single search, and Jason Goldberg says that's exactly why dealers putting 90% or more of their ad budget into search and social are showing up too late.

He walks through how dealers in one automaker's regions pooled their ad dollars into streaming TV and audio to buy the customer instead of the network, and argues that as AI shopping agents start requesting quotes on their own, dealers who don't build a brand will end up selling a commodity.

Jason Goldberg is the General Manager of Automotive at The Trade Desk, an AI-built advertising platform that sees 20 million ad opportunities every second across streaming TV, audio, online video, and the open internet.

Topics:

02:05 20 Million Ad Opportunities Per Second.

05:50 Dealers Pool Dollars For Streaming.

08:30 Buying The Consumer, Not The Publisher.

14:40 Click Doesn't Sell The Car.

16:10 Three Partners Take Credit For One Sale.

30:30 60/40 Split Delivers 3X Results.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ here.

2. Podium - If your AI isn’t driving real outcomes, it’s time to take a closer look @ here.

3. The Trade Desk - By the time a lead reaches your CRM, buyers have often already narrowed down their options. Research from The Trade Desk Intelligence and PA Consulting found that 71% of the brands a car buyer ultimately considers are selected early in the shopping journey. Learn more @ here and download the research report here.

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Today's show features:

- Brian Kramer, EVP, Dealer Growth & Success at Cars Commerce

- Ben Sporn, CMO at VIP Automotive Group of Long Island

- Zach Pucillo, Regulatory Director at KPA

This episode is brought to you by:

Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with NCM Associates, dealer sentiment, and analysis of the trends shaping automotive retail at https://thepresidiogroup.com/

KPA – Many automotive businesses run on lifts, chemicals, forklifts and the people who work with their hands... and five of OSHA's ten most-cited standards live right there in the service drive. KPA has helped dealerships keep those people safe since 1986, with software that's always watching out, training that reaches the newest tech on the floor, and 150 consultants who keep coming back, for more than 15,000 clients. Get the full guide for every standard on this year's list, as an exclusive from KPA, at this link: https://kpa.co/cdg-october1

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Alex Perdikis walks through how his AI texted service customers about selling or trading their car and drew a 60% response rate at his Ford store, with cars bought the same day, and argues that the customers you've already sold are the best source of used car inventory you will ever find.

Alex Perdikis is the Owner/CEO of Koons Motors Inc, which runs Ford, Lincoln and Mazda stores in the Washington, DC area, and the founder of inRide, an AI company closing in on 100 dealerships after about six months on the market.

Topics:

05:30 Everyone Leads From The Front.

09:10 Car Business Is America's Best-Kept Secret.

18:10 Service Drive Has Ten Times The Traffic.

21:00 Best Inventory Is Customers You Already Sold.

40:50 FTC Pricing Rule Leveled The Playing Field.

This episode is brought to you by:

1. Wikimotive - Wikimotive delivers organic and paid search solutions to hundreds of dealerships from rural rooftops to multiple top-5 national dealers. Visit @ here for more info.

2. Zurich - Turn everyday service visits into opportunities to build customer loyalty and long-term dealership value with Zurich Lifetime Repair. Learn more @ here.

3. CDG Circles - Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies. Learn more @ here.

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Today's show features:

- Alex Keenan, Corperate Head of Market Strategy (CHoMS) at Ewing Automotive

- Marc Steiner, Founder & CEO at Turn Automotive

- Eric Wilmeth, VP of Operations at Waxahachie Chrysler Dodge Jeep and Ram

This episode is brought to you by:

Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with NCM Associates, dealer sentiment, and analysis of the trends shaping automotive retail at https://thepresidiogroup.com/

Turn Automotive – Retail more vehicles. Buy cars right from customers’ driveways. Their in-store appraisal tools help sales staff overcome trade objections and frees managers to focus on desking deals. Their guaranteed offers help dealers know their exit before they own the trade, especially vehicles that don’t fit their retail stocking plan. Off-Site Appraisal lets dealers appraise and buy vehicles directly from customers at home. Plus, every transaction includes their industry-leading warranty.

First up, Alex Keenan, Corporate Head of Marketing and Strategy at Ewing Automotive — a Texas operation spanning Mercedes-Benz, Buick GMC, and Subaru, with Celina on the way. Alex has made one recent strategic call that's driving serious growth, and I want to know exactly what it was and how it's paying off.

Then we've got Marc Steiner, Founder and CEO of Turn Automotive, who says there's something broken in dealerships right now that almost everyone is choosing to ignore — and no, it's not what you think. He's got a real dealer example with measurable results, and the numbers might just change how you look at trade-ins forever.

And we’re rounding things out with Eric Wilmeth, GSM at Waxahachie Chrysler Dodge Jeep Ram — a self-taught builder using AI and live operating data to help a smaller dealership punch well above its weight class. Stick around, because this is what actually applying AI inside a dealership looks like.

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Today's show features:

- Dennis Gingrich, Platform / Group Executive at The Niello Company

- Cody Short, CRO at The Laundry Guy

- Travis Graddon, General Manager at Wilder Auto Center

This episode is brought to you by:

Carmax – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG

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Joining host Matthew Haiken today is Michael Brown. Michael was running his father's Jaguar and Porsche store on Long Island when his dad sold it out from under him in 1998, a move that left him devastated and turned out to be the best thing that ever happened to him.

He walks through learning the business under Roger Penske and John Staluppi, the handshake deal where he signed over his house and every asset he had for a piece of the stores, and the $350,000 health insurance bill that nearly put him out of business two weeks into COVID.

Michael Brown is the Owner of Empire Automotive Group, a 1,300-person dealer group he built after leaving with six stores.

He started out washing cars and working in the parts department at his dad's store, ran four Penske stores in Connecticut and a 14-store auto mall in Rhode Island, then helped grow the Staluppi organization from 10 stores to 26 while working his way up to owning 30% of it.

Topics:

03:10 Bell To Bell Wasn't Ingrained.

06:20 Met Penske At Teterboro Airport.

13:45 Never Stop Worrying About Receivables.

16:50 Record Year In 2009.

27:35 Study Losses, Not Just Wins.

40:40 It's The People Business.

This episode is brought to you by:

1. Lotagent - Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ here.

2. Podium - If your AI isn’t driving real outcomes, it’s time to take a closer look @ here.

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Today's show features:

- Vaughn Triolo, Platform GM at Pedder Auto Group

- Peter Franco, Head of P&C Acquisition, Direct Markets at Zurich U.S.

- Mahima Raghav, AVP/Senior Consultant, Staff Legal, Judicial and Legislative Affairs at Zurich U.S.

- Chris Kennedy, Dealer Principal at Kennedy Auto Group

This episode is brought to you by:

Carmax – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG

Zurich U.S. – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory. By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/4i8Vptu

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