Today I'm joined by Matt Leone, CEO of DriveCentric.
Matt breaks down why "tech bloat" is killing dealership margins and how shifting from task management to real-time engagement hubs can stop lead leakage across Sales, F&I, and Service.
We also dive into the future of AI agents and why your next "employee" might actually be a machine-learning model.
This episode is brought to you by:
1. Lotlinx – Meet LotGPT, your AI Inventory Strategist built exclusively for car dealers. It reveals competitive insights, shopper behavior, and pricing dynamics, and even identifies underperforming VDPs with merchandising recommendations to boost conversion without cutting prices. Put LotGPT to work for your dealership today, totally free, @ here.
2. CDG Circles – A digital peer group for top auto dealers. Private dealer chats. Vendor reviews. Real insights — confidential, compliant, no travel required. Join dealers representing 3,000+ rooftops @ here.
3. DriveCentric – DriveCentric puts dealerships in the Fast Lane to the Customer with a modern engagement platform built to move faster, connect teams, and keep every customer moving forward. Visit @ here to learn more
Check out Car Dealership Guy’s stuff:
For dealers:
CDG Circles ➤ https://cdgcircles.com/
Industry job board ➤ http://jobs.dealershipguy.com
Dealership recruiting ➤ http://www.cdgrecruiting.com
Fix your dealership’s social media ➤ http://www.trynomad.co
Request to be a podcast guest ➤ http://www.cdgguest.com
For industry vendors:
Advertise with Car Dealership Guy ➤ http://www.cdgpartner.com
Industry job board ➤ http://jobs.dealershipguy.com
Request to be a podcast guest ➤ http://www.cdgguest.com
Topics:
02:40 The Bill That Could Ban Chinese Cars.
05:10 Why Australian Dealers Make Zero On New Cars.
07:10 The Threat Destroying Blue Sky Values.
09:25 Why Toyota Stores Trade For 15X Earnings.
12:50 Why US Trucks Are Safer Than China.
18:10 Dealer Profits Still Double Pre-COVID.
21:50 The One Brand Where Bargains Are Appearing.
24:45 The Smart Lever When New Car Gross Drops.
26:40 Why Salespeople Can't Afford The Cars They Sell.
30:50 The Mercedes Turnaround That Made It Hot Again.
45:55 Infiniti Stores Selling For Zero Blue Sky.
Car Dealership Guy Socials:
X ➤ x.com/GuyDealership
Instagram ➤ instagram.com/cardealershipguy/
TikTok ➤ tiktok.com/@guydealership
LinkedIn ➤ linkedin.com/company/cardealershipguy
Threads ➤ threads.net/@cardealershipguy
Facebook ➤ facebook.com/profile.php?id=100077402857683
Everything else ➤ dealershipguy.com
Apr 23
47 min
Today's show features:
- Jacob Shepherd, Dealer Principal at Chevrolet of Troy
- Amber Good, Senior Product Marketing Manager at CDK Global
- Robert F. O’Koniewski, EVP and General Counsel at Massachusetts State Automobile Dealers Association, Inc.
This episode is brought to you by:
Haig Partners – When it comes to selling your life’s work, trust the advisors who have built a reputation for maximizing value for family-owned dealerships. If you are considering a sale, divestiture or looking to grow, begin a confidential conversation at https://haigpartners.com/.
CDK Global – CDK Global empowers dealers with the tools and technology they need to build deeper relationships with customers and sell and service more cars. Visit https://www.cdkglobal.com/
Check out Car Dealership Guy’s stuff:
CDG Circles ➤ https://cdgcircles.com/
CDG News ➤ https://news.dealershipguy.com/
CDG Jobs ➤ https://jobs.dealershipguy.com/
CDG Recruiting ➤ https://www.cdgrecruiting.com/
My Socials:
X ➤ https://www.twitter.com/GuyDealership
Instagram ➤ https://www.instagram.com/cardealershipguy/
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Threads ➤ https://www.threads.net/@cardealershipguy
Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683
Apr 22
1 hr 1 min
In this episode of the Industry Spotlight, joining host Sam D’Arc are Luke Parker, Finance Manager at BMW Greensboro and Erik Wielgos, Director of Dealer Success at Service Payment Plan to discuss how after a new GM changed the goalposts with a "50% penetration or pay cut" ultimatum, Luke Parker had to find a way to sell VSCs to customers the banks wouldn't touch.
This conversation breaks down the tactical shift from traditional financing to 0% payment plans that drove a 20% surge in F&I performance.
We explore how to handle luxury repair objections, the reality of chargebacks, and the massive untapped opportunity in cash-buyer protection.
This episode of the Car Dealership Guy Podcast is brought to you by Service Payment Plan.
Service Payment Plan - Service Payment Plan, Inc. (SPP) is the industry leader in providing interest-free payment plans for F&I products sold throughout the United States and Canada. SPP enables the auto industry’s leading dealers, administrators, and OEMs to provide their customers with an affordable and customizable method to protect their vehicles. With its 40+-year history of unparalleled service, long-standing partnerships, and integrations with the leading software platforms in the industry, SPP stands at the forefront of the future of automotive retail. Contact us @ DealerSuccess@sppinc.net to learn more
Check out Car Dealership Guy’s stuff:
For dealers:
CDG Circles ➤ https://cdgcircles.com/
Industry job board ➤ http://jobs.dealershipguy.com
Dealership recruiting ➤ http://www.cdgrecruiting.com
Fix your dealership’s social media ➤ http://www.trynomad.co
Request to be a podcast guest ➤ http://www.cdgguest.com
For industry vendors:
Advertise with Car Dealership Guy ➤ http://www.cdgpartner.com
Industry job board ➤ http://jobs.dealershipguy.com
Request to be a podcast guest ➤ http://www.cdgguest.com
Topics:
01:35 The Sly GM Move That Forced A Scramble.
03:00 Why Luxury Customers "Don't Buy" VSCs.
07:45 The 0% Fix When Banks Say No.
12:00 How SPP Added 15 Points Overnight.
18:15 The $500 PVR Jump That Changed Everything.
21:15 Why Targeting Subprime Destroys Chargebacks.
24:20 Selling More Than VSCs With SPP.
26:45 Why No Credit Check Is A Compliance Shield.
33:45 The Service Drive Trick That Closes In 3 Minutes.
Car Dealership Guy Socials:
X ➤ x.com/GuyDealership
Instagram ➤ instagram.com/cardealershipguy/
TikTok ➤ tiktok.com/@guydealership
LinkedIn ➤ linkedin.com/company/cardealershipguy
Threads ➤ threads.net/@cardealershipguy
Facebook ➤ facebook.com/profile.php?id=100077402857683
Everything else ➤ dealershipguy.com
Apr 21
37 min
Today's show features:
- Lonny Soza, Lonny Soza, Vice President of Fertitta Automotive
- Michael Byrd, Chief Revenue Officer of Informativ
- Alex Lawrence, CEO & Co-Founder of EV Auto
This episode is brought to you by:
Haig Partners – When it comes to selling your life’s work, trust the advisors who have built a reputation for maximizing value for family-owned dealerships. If you are considering a sale, divestiture or looking to grow, begin a confidential conversation at https://haigpartners.com/.
Informativ – Informativ's SmartPencil gives dealers a credit-qualified, lender-specific first pencil the moment a soft pull returns -- VIN-level accurate, optimized for both consumer payment and dealer profit. It eliminates the guesswork that costs deals and speeds up the sales process. See how it works at https://informativ.com/
Check out Car Dealership Guy’s stuff:
CDG Circles ➤ https://cdgcircles.com/
CDG News ➤ https://news.dealershipguy.com/
CDG Jobs ➤ https://jobs.dealershipguy.com/
CDG Recruiting ➤ https://www.cdgrecruiting.com/
My Socials:
X ➤ https://www.twitter.com/GuyDealership
Instagram ➤ https://www.instagram.com/cardealershipguy/
TikTok ➤ https://www.tiktok.com/@guydealership
LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/
Threads ➤ https://www.threads.net/@cardealershipguy
Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683
Apr 20
1 hr 10 min
Today's show features:
- Jim Sabino, Fixed Operations Director at All American Ford Paramus
- Chris McPhillips, Fixed Operations Director at Nissan, Hyundai, & Genesis of Cool Springs
This episode is brought to you by:
Stream Companies – How much revenue is slipping through the cracks at your dealership? Stream Companies’ Missed Opportunities Report analyzes your strategy and highlights where you can drive more sales, faster. Request your free report today at https://www.streamcompanies.com/MissedOpportunitiesReport/
My Socials:
X ➤ https://www.twitter.com/GuyDealership
Instagram ➤ https://www.instagram.com/cardealershipguy/
TikTok ➤ https://www.tiktok.com/@guydealership
LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/
Threads ➤ https://www.threads.net/@cardealershipguy
Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683
Apr 17
1 hr
Today I'm joined by Alan Haig, President of Haig Partners.
We dive into the shifting landscape of the auto buy-sell market, specifically focusing on how potential Chinese OEM entry could devastate U.S. franchise values.
Alan breaks down the massive valuation gap between "Blue Chip" brands like Toyota and the struggling "Zero Blue Sky" franchises, while revealing why 15x multiples are still happening in today's market.
This episode is brought to you by:
1. Overfuel - Overfuel is the new technical standard in automotive websites, proven to grow sales by 30%+. Whether you need more revenue or better support, they’ve got you covered. Visit @ here and enter code CDG500 to get $500 OFF a new website.
2. Siro - Siro’s AI gives dealerships full visibility into every conversation. It records, transcribes, and analyzes in-person conversations. Proactively flagging compliance issues, missed revenue opportunities, and training gaps. Go to @ here to learn more
3. Haig Partners - Public retailers cite it. National media trusts it. Dealers rely on it. The Haig Report® sets the standard for dealership M&A data and trends in auto retail. Read it @ here.
Check out Car Dealership Guy’s stuff:
For dealers:
CDG Circles ➤ https://cdgcircles.com/
Industry job board ➤ http://jobs.dealershipguy.com
Dealership recruiting ➤ http://www.cdgrecruiting.com
Fix your dealership’s social media ➤ http://www.trynomad.co
Request to be a podcast guest ➤ http://www.cdgguest.com
For industry vendors:
Advertise with Car Dealership Guy ➤ http://www.cdgpartner.com
Industry job board ➤ http://jobs.dealershipguy.com
Request to be a podcast guest ➤ http://www.cdgguest.com
Topics:
02:40 The Bill That Could Ban Chinese Cars.
05:10 Why Australian Dealers Make Zero On New Cars.
07:10 The Threat Destroying Blue Sky Values.
09:25 Why Toyota Stores Trade For 15X Earnings.
12:50 Why US Trucks Are Safer Than China.
18:10 Dealer Profits Still Double Pre-COVID.
21:50 The One Brand Where Bargains Are Appearing.
24:45 The Smart Lever When New Car Gross Drops.
26:40 Why Salespeople Can't Afford The Cars They Sell.
30:50 The Mercedes Turnaround That Made It Hot Again.
45:55 Infiniti Stores Selling For Zero Blue Sky.
Car Dealership Guy Socials:
X ➤ x.com/GuyDealership
Instagram ➤ instagram.com/cardealershipguy/
TikTok ➤ tiktok.com/@guydealership
LinkedIn ➤ linkedin.com/company/cardealershipguy
Threads ➤ threads.net/@cardealershipguy
Facebook ➤ facebook.com/profile.php?id=100077402857683
Everything else ➤ dealershipguy.com
Apr 16
53 min
Today's show features:
- Sen. Bernie Moreno, (R - OH)
- Mike Stanton, President & CEO of National Automobile Dealers Association
- Samira Jusupovic, Founder of 4Evermomentum
This episode is brought to you by:
Stream Companies – How much revenue is slipping through the cracks at your dealership? Stream Companies’ Missed Opportunities Report analyzes your strategy and highlights where you can drive more sales, faster. Request your free report today at https://www.streamcompanies.com/MissedOpportunitiesReport/
4Evermomentum – We help dealerships move inventory faster by bringing visibility, control, and efficiency into the logistics process, from acquisition to frontline. By focusing on speed to sale, reducing delays, and improving how information is managed throughout the shipment lifecycle, we help dealers protect margins and operate with more confidence. Learn more at https://www.4evermomentum.com and start gaining more control, move inventory faster, and partner with a team that brings accountability and control.
My Socials:
X ➤ https://www.twitter.com/GuyDealership
Instagram ➤ https://www.instagram.com/cardealershipguy/
TikTok ➤ https://www.tiktok.com/@guydealership
LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/
Threads ➤ https://www.threads.net/@cardealershipguy
Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683
Apr 15
1 hr 8 min
Welcome to Dealer War Room from Car Dealership Guy — a new series where host Yossi Levi sits down with top operators to break down the biggest challenges in auto retail.
Today I’m joined by Matt Bowers, Owner of Matt Bowers Automotive Group, Todd Blue, CEO of LAPIS, and Andy Wright, Managing Partner of VINart Dealerships.
In this episode, we get into the growing tension between dealers and OEMs — from affordability and negative equity to mandated tech. We also break down the split in the buy-sell market, rising FTC pressure, and why the franchise system is going through a major reset.
This episode is brought to you by:
1. CDG Circles – A digital peer group for top auto dealers. Private dealer chats. Vendor reviews. Real insights. Join dealers representing 3,000+ rooftops @ here.
2. Nomad Content Studio – The team behind the dealers you actually see online. Nomad works in your dealership to build a brand new pipeline of sales driven by social media content. If you want your dealership to be next, head to @ here and book a call.
Check out Car Dealership Guy’s stuff:
For dealers:
CDG Circles ➤ https://cdgcircles.com/
Industry job board ➤ http://jobs.dealershipguy.com
Dealership recruiting ➤ http://www.cdgrecruiting.com
Fix your dealership’s social media ➤ http://www.trynomad.co
Request to be a podcast guest ➤ http://www.cdgguest.com
For industry vendors:
Advertise with Car Dealership Guy ➤ http://www.cdgpartner.com
Industry job board ➤ http://jobs.dealershipguy.com
Request to be a podcast guest ➤ http://www.cdgguest.com
Topics:
03:25 Why Toyota Stores Trade For 10X Earnings.
07:25 The California Buy Most Dealers Ignore.
09:15 Why Mercedes Dialed Back EVs Early.
12:35 Why Auto Retail Gets So Much Hate.
16:45 Why Small Country Stores Won't Sell.
21:10 How 84-Month Loans Trap Buyers.
26:40 The Dealer Decision That Forces OEMs To Change.
32:15 Why American Carmakers Killed Cheap Cars.
36:10 The Regulation Destroying Engines.
42:25 Why Follow-Up Became Adversarial.
46:20 The CSI Fix Nobody Will Try.
52:45 Just Leave The Brand If You Hate Stair Steps.
58:45 The Question Every CEO Must Answer.
01:02:50 Why Franchisees Have Zero Protection.
01:08:10 The Margin Obsession Killing Partnerships.
01:12:50 The $75 Million FTC Warning.
Car Dealership Guy Socials:
X ➤ x.com/GuyDealership
Instagram ➤ instagram.com/cardealershipguy/
TikTok ➤ tiktok.com/@guydealership
LinkedIn ➤ linkedin.com/company/cardealershipguy
Threads ➤ threads.net/@cardealershipguy
Facebook ➤ facebook.com/profile.php?id=100077402857683
Everything else ➤ dealershipguy.com
Apr 14
1 hr 18 min
Today's show features:
- Jeffrey Ramsey, CMO of Ourisman Cars
- Jason Daury, Vice President of Sales at CarCutter
- Jacob Rose, Photo Department Manager at Titus Will Auto Group
This episode is brought to you by:
Stream Companies – How much revenue is slipping through the cracks at your dealership? Stream Companies’ Missed Opportunities Report analyzes your strategy and highlights where you can drive more sales, faster. Request your free report today at https://www.streamcompanies.com/MissedOpportunitiesReport/
CarCutter – CarCutter is an AI-powered vehicle media processing platform that helps dealerships modernize their vehicle photography workflow and drive sales. We go beyond simple image editing to provide a comprehensive solution for building a scalable and repeatable merchandising process. Visit https://carguymedia.com/4c9sgM8 to learn how to improve your online showroom and maximize the return on your digital investments.
My Socials:
X ➤ https://www.twitter.com/GuyDealership
Instagram ➤ https://www.instagram.com/cardealershipguy/
TikTok ➤ https://www.tiktok.com/@guydealership
LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/
Threads ➤ https://www.threads.net/@cardealershipguy
Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683
Apr 13
1 hr 1 min
Today's show features:
- Tully Williams, Fixed Operations Director at The Niello Company
- Darren Spenst, Founder and CEO of The Laundry Guy
- Renee Crisler, Owner/Founder of Reilly Crisler Jumpstart Memorial Fund
This episode is brought to you by:
CDG Circles – A digital peer group for top auto dealers. Private dealer chats. Vendor reviews. Real insights — confidential, compliant, no travel required. Join dealers representing 3,000+ rooftops at https://cdgcircles.com
The Laundry Guy – A cost-reduction partner for automotive groups, specializing in uniform, linen, and facility service contracts. Our team audits invoices and renegotiates agreements to drive 30–50% savings while improving contract terms. Send us your most recent invoice and we will do a free audit based on our industry data. https://thelaundryguy.com
My Socials:
X ➤ https://www.twitter.com/GuyDealership
Instagram ➤ https://www.instagram.com/cardealershipguy/
TikTok ➤ https://www.tiktok.com/@guydealership
LinkedIn ➤ https://www.linkedin.com/company/cardealershipguy/
Threads ➤ https://www.threads.net/@cardealershipguy
Facebook ➤ https://www.facebook.com/profile.php?id=100077402857683
Apr 10
1 hr 2 min
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