3 SEPT

The Pohanka Legacy: A Century of Automotive Excellence

Geoffrey Pohanka shares the remarkable story of Pohanka Automotive Group, founded by his grandfather in 1919 and now spanning 22 dealerships across three states. He reveals how the company's focus on service excellence helped them survive the Great Depression and World War II when many dealerships failed. • Third-generation dealer whose grandfather was a jockey before starting the business in 1919 • Promotes from within - including a former switchboard operator who will become NADA chair • Believes customer convenience drives service department success with extended hours • Owns multiple EVs personally but advocates for consumer choice rather than mandates • Working to address technician shortages by funding community college automotive programs • Maintains collaborative relationships with manufacturers while representing dealer interests • Foundation donates millions annually to community initiatives and financial literacy education • Family legacy continues with two of his three children working in the business • Started all three children as mechanics to learn the business from the ground up The Pohanka philosophy remains consistent after 106 years: "The customer can fire all of us. I've got to take care of the customer and so do you, because they'll fire us if we don't." Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

51 min

24 JUL

The Zeigler Legacy: Building an Automotive Empire

Aaron Zeigler has transformed his family's single dealership into a nationally recognized automotive powerhouse with 41 locations and 88 franchises across four states while fostering an exceptional workplace culture with remarkably low turnover. • The Ferrari dealership in Lake Forest is one of the largest in the country, spanning 70,000 square feet with vehicles that can sell for over $3 million • Zeigler's father started the company in the mid-70s after saving money from selling cars to purchase a small Ford dealership out of bankruptcy • Building a world-class culture starts with their "Keys to Success" program that teaches new employees expectations and empowers them to make customers happy without manager approval • Promoting from within and strong development programs are key strategies that have enabled the company's growth • Technology enhances the car-buying process but relationships still drive sales - very few customers purchase completely online without human interaction • Mobile service has been enormously successful with 14 vans at 100% capacity, while the Ferrari dealership will pick up and deliver cars within a 500-mile radius • Zeigler started their own technician school graduating 40 techs annually to address the industry-wide technician shortage • The automotive market remains strong with luxury brands showing particular resilience, and Zeigler predicts the second half of 2024 will outperform the first half Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

49 min

15 JUL

Leading with Purpose: The Jane Vaden Thacher Story

Jane Vaden Thacher didn't expect to follow in her father's footsteps. Her primary goal after high school was to escape Savannah and the family name plastered across vehicles throughout the city. But thirty years after returning to the business her father started in 1968, Jane has transformed Vaden Automotive Group into a powerhouse representing Chevrolet, Cadillac, Nissan, Infiniti, Hyundai, Chrysler, Dodge, Jeep, and Ram across 13 dealerships with 762 employees. The journey wasn't easy. Jane began in a trailer beside the body shop, worked her way through F&I, and eventually convinced General Motors to award her a second Chevrolet point in Savannah—which she opened at age 34 while pregnant with twins and still managing other dealerships. "I just outworked them," she explains about overcoming initial resistance as a female leader in automotive retail. What sets Vaden Automotive apart is a philosophy Jane calls "The Vaden Way"—a culture built on employee development, transparency, and community commitment. This approach has created remarkable loyalty, with many senior team members boasting over 20-year tenures. While approximately 35% of Vaden's workforce is female (many in leadership positions), Jane dismisses gender as a determining factor: "To me it absolutely makes no difference. It's always about what you can do." Looking ahead, Jane remains pragmatic about industry challenges from EV adoption to digital retailing evolution. She's focused on growing Vaden from a half-billion to a billion-dollar enterprise while preparing her son Jack to eventually take on leadership responsibilities. But following family tradition—her grandfather died selling cars on the showroom floor—Jane has no plans to retire: "That's not what we do in my family." Experience the wisdom of this automotive pioneer who continues to prove that trust, transparency, and outworking the competition never go out of style. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

40 min

15 JUL

Beyond the Dealership: How Family Values Drive Business Growth

Mario Murgado shares his remarkable journey from Cuban immigrant arriving in America at age four to building a 24-dealership automotive empire across three states. His story reveals how passion for cars, commitment to exceptional customer experiences, and innovative business practices created one of the most successful dealership groups in the country. • Arrived in America as a political refugee just days before his fourth birthday • Started selling Hondas at Braman in 1981, working his way up to leadership positions • Purchased his first dealership in 2001, transforming a struggling operation into one selling 9,000 vehicles annually • Created the unique Ocean Cadillac Museum to celebrate automotive heritage and enhance customer experience • Implements forward-thinking workplace policies with 30% female employees and flexible schedules • Takes a measured approach to electrification, advocating for market-driven rather than government-mandated adoption • Believes strongly in physical dealerships while embracing digital retail options • Maintains core values instilled by his father: perfect attendance, sitting at the front of class, and reading voraciously • Views dealers as essential community pillars rather than just business operators • Encourages the next generation to maintain strong manufacturer relationships while adapting to industry changes • Lives by the philosophy "dream when you're awake" - having clear goals and working persistently toward them Visit our brand new state-of-the-art Cadillac dealership and museum in Miami to experience the Murgado difference for yourself. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

35 min

14 JUL

Car Dealer by Day, Racing Champion by Night: Ben Keating Defies All Limits

The journey from washing cars to building a 31-dealership empire and winning the prestigious 24 Hours of Le Mans isn't one traveled by many, but Ben Keating has navigated this extraordinary path with unwavering determination and a competitive spirit that defies conventional limits. In this revealing Executive Profile, Ben Keating shares the remarkable story of how a college engineering graduate who once "hated the car business" transformed into one of the most successful automotive entrepreneurs in Texas. After witnessing the profit potential during a college internship, Keating dove headfirst into car sales, selling an astonishing 26 vehicles his first month and earning $11,400 when his engineering peers were making $40,000 annually. This early success, however, was just the prelude to a journey filled with both triumph and adversity. Perhaps the most defining moment came when philosophical differences with his father led to his termination from the family business, leaving him unemployed with paper assets but no cash flow. With just $1,000 in the bank and a $1,200 mortgage payment looming, Keating faced a pivotal crossroads. Through creative financing and sheer determination, he purchased a bankrupt Ford dealership in Port Lavaca, Texas, transforming it into the foundation of what would become Keating Auto Group. His perspective on this challenging period reveals his entrepreneurial spirit: "Freedom's just another word for nothing left to lose. Everyone asks me how I take all this risk, and the answer is: when you have nothing, there is no risk." Today, Keating's business philosophy centers on developing talent from within and creating equity partnerships with store operators, fostering an ownership mentality throughout his organization. Beyond the showroom, his passion for competitive motorsports has led him to the winner's podium at the world's most prestigious racing events, including an emotional victory at the 24 Hours of Le Mans in 2023. Looking toward the future of automotive retail, Keating maintains an adaptable approach to industry challenges: "I'm an omni-channel retailer. I don't care what Americans want to drive or how they want to buy it – I want to sell it to them." This flexibility, combined with his competitive drive, positions Keating Auto Group for continued success in an evolving marketplace. Tune in to hear the full, unfiltered story of how Ben Keating built his automotive empire while pursuing his passion for racing at the highest levels of motorsport. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

1h 12m

13 JUL

The Dealer Partner Model That Keeps Joe Serra Sleeping Soundly

What happens when you build an automotive empire by actually giving up control? The remarkable 50-year journey of Serra Automotive provides a masterclass in trust-based leadership that challenges conventional wisdom about running dealerships. Chairman Joe Serra and President/CEO Matt Serra have cultivated something extraordinary: the 12th ranked automotive group nationally (6th among privately-held groups) spanning 54 dealerships across 7 states. Their secret? A decentralized model that gives dealer partners genuine autonomy and equity, creating a fundamentally different relationship between ownership and operations. "If I'm paying you to run a store, let me run it," explains Joe, who purchased the company from his father in 2000 after working his way up from partner. This philosophy permeates everything about Serra Automotive's approach - from how they structure acquisitions to their remarkably successful employee retention strategy. Matt adds, "Really good people want authority and responsibility," noting their partners make all key decisions about strategy, processes, and compensation at their locations. This approach creates something rare in automotive retail: clear career paths from entry-level positions to dealership ownership. One current partner began as a used vehicle porter right out of high school. Their focus on developing technicians internally through apprenticeship programs and competitive pay plans has similarly strengthened their fixed operations during industry volatility. The model proves particularly valuable during challenging times. When COVID shutdowns hit, Matt used the opportunity to reimagine the Auto Plaza's operations, implementing sustainable changes benefiting customers, associates and the business. Meanwhile, partners across the organization had the flexibility to adapt to their specific market conditions. Looking toward an uncertain future with electric vehicles, digital retailing, and changing consumer preferences, the Serras remain focused on what won't change: the importance of people, relationships, and solving problems effectively. This foundation, combined with their decentralized approach, positions them to continue growing while maintaining the family values that have defined them for five decades. Want to build a business that gives you the confidence to sleep soundly at night? The Serra story offers a compelling blueprint worth studying. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

46 min

11 JUL

From Family Dealership to Automotive Empire: Ernie Bach Jr's Journey

Ernie Bach Jr. opens the doors to his private estate, offering a rare glimpse into the life of an automotive maverick who transformed his grandfather's humble repair shop into Subaru of New England, one of just four remaining auto distributorships in America. The sprawling 7.9-acre property houses not only his family home but an extraordinary car salon featuring 40 meticulously maintained rare vehicles that Bach considers himself a "preservationist" of rather than a collector. "If they're not restored, they're gone," he explains, describing how each car remains plugged in, charged, and ready for his early Sunday morning drives. Bach's journey from being fired twice by his father to building one of the industry's most formidable operations demonstrates his business acumen. His dealerships once claimed the titles of #1 Honda dealer globally and #2 Toyota dealer on the planet before he made the strategic decision to focus exclusively on the Subaru distributorship. Today, Subaru ranks as the third best-selling car in New England, occasionally overtaking Honda, with Bach's singular vision guiding 65 single-point dealers across six states. What truly distinguishes Bach beyond his automotive empire is his passion for music. Through his foundation Music Drives Us, he has provided thousands of instruments to schools, ensuring music education survives budget cuts. A talented guitarist who has performed with rock legends, Bach integrates his musical passion into both his philanthropy and business, personally playing guitar on Subaru's commercial soundtracks. Looking toward the future, Bach is preparing his son to become the fourth generation in the business while expanding his warehouse by 100,000 square feet. His business philosophy remains refreshingly straightforward: "Do what your talents allow you to do. Make the money, then do what's passionate." For those interested in supporting music education, visit MusicDrivesUs.org to learn more about grant opportunities. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

1h 8m

10 JUL

Cars and Compassion: The Troy Duhon Story

When Hurricane Katrina submerged everything Troy Duhon had built at age 39, he made a life-altering promise: "Lord, if you get me through this, the rest of my career will be giving back." That watershed moment transformed a successful car dealer into one of America's most impactful automotive philanthropists. Troy takes us behind the scenes of his dual passions—running Premier Automotive Group's 39 dealerships and operating the Giving Hope Foundation, which feeds 10,000 people daily through food banks in five states. With remarkable efficiency (90 cents of every donated dollar goes directly to services), his foundation has expanded globally to build nine orphanages across countries like Brazil and India. The joy in Troy's voice is unmistakable as he describes former orphans now attending college thanks to these efforts. But this isn't just a charity story—it's a masterclass in purposeful business leadership. Troy's innovative partnership model allows managers to own 10-49% of individual dealerships without the predatory management fees that plague many dealer groups. This approach has attracted top talent who appreciate both the business opportunity and connection to meaningful community service. As Troy explains, "When a dealer sees the joy on their employees' faces because of what he's done and what he allows them to do, they're not going anywhere." Troy offers candid insights on pressing industry challenges, from EV infrastructure limitations to technician shortages. He shares how AI is revolutionizing dealership operations by handling tedious but crucial tasks like orphan owner follow-up and safety recall notifications. His first-month experiment with AI generated $10,000 in incremental service sales from previously untapped customers. Whether you're a seasoned dealer or just starting in automotive, Troy's fundamental question will resonate: What's your why? "When you sow into your community," he promises, "watch how your community responds." Ready to transform your dealership culture while boosting your bottom line? Troy Duhon's approach proves you can achieve both simultaneously. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

49 min

9 JUL

Rita Case carries forward a legendary automotive dynasty while breaking new ground.

Rita Case's remarkable journey from selling the first Honda car in America to leading one of the nation's most successful dealership groups offers a masterclass in automotive entrepreneurship and resilience. Following her husband Rick's passing in 2020, Rita has continued to build upon their shared legacy while charting her own course as a pioneering female leader in a male-dominated industry. As the daughter of Honda's first U.S. motorcycle dealer, automotive retail runs in her blood – a passion that led to her fateful meeting with Rick at a Honda 20 group where their personal and professional partnership was born. The secrets to their 40+ year successful marriage and business partnership? "Mutual respect, compromise, and staying in your lane," Rita reveals. This approach helped them build a powerhouse organization that holds industry records including the most Hondas ever sold in a month (1,222) and the most awarded Honda dealership in American Honda's history with 16 consecutive President's Awards. Rita offers candid insights on industry challenges, expressing skepticism about fully digital car buying ("I don't think people are going to be buying cars from home") and concerns about the pace of EV adoption in markets like Florida and Georgia where driving distances are significant. Her innovative marketing approaches, including the Rick Case Rewards card with at-cost gas for customers and their signature 90-minute purchase guarantee, demonstrate her commitment to enhancing the dealership experience. Perhaps most remarkable is the Case family's dedication to community service, having raised over $100 million for various causes with a focus on education and youth development. From their Bikes for Kids program to Boys and Girls Club support, giving back isn't just a corporate responsibility – it's who they are. This commitment was recently recognized when Rita was named 2024 Time Dealer of the Year at the NADA Show. Wondering what Rick would think of her leadership? "He would be saying, 'Honey, you're fulfilling your promise to me,'" she reflects with characteristic warmth. Visit any Rick Case dealership to experience firsthand how Rita continues to honor that promise while creating her own remarkable legacy. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

35 min

8 JUL

She Refused to Sell and Built an Empire Instead: Carina Diehl's Dealership Journey

The remarkable journey of Carina Diehl from grief-stricken widow to powerful automotive industry leader exemplifies resilience in its purest form. After tragically losing her husband Matt at just 46 years old, Carina faced a pivotal decision: sell their single dealership or step into an unfamiliar industry to preserve their shared dream. Despite being advised to sell and having minimal experience, she chose the harder path. Walking into the dealership with determination, Carina learned the business from scratch, often hiding her knowledge gaps behind closed office doors while seeking guidance from industry contacts. When one manufacturer refused to approve her as dealer principal, she boldly threatened to contact national news outlets about their treatment of "a widow with two children" – they approved her the next day. This moment perfectly captures Karina's defining characteristic: when someone tells her she can't do something, it becomes her mission to prove them wrong. Fast forward to today, and Diehl Automotive Group has expanded to 22 dealerships across eight campuses with 13 franchises and eight collision centers. This growth occurred organically, starting with a second dealership purchase when her daughter left for college – a decision her accountant advised against. Beyond business expansion, what makes Carina's leadership distinctive is her commitment to work-life balance for employees. By encouraging flexible scheduling for family commitments and ensuring team members take regular time off, she's created a culture that cultivates loyalty and productivity. Looking ahead, Carina continues building a legacy for her family, with her son actively involved in operations and her son-in-law recently joining the business. Her story demonstrates that even in traditionally male-dominated industries, extraordinary determination can overcome seemingly insurmountable obstacles. Subscribe now to hear more inspiring leadership journeys that challenge conventional wisdom and reveal the human stories behind business success. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

41 min

7 JUL

Mike Maroone reveals how knowledge transfer and equity partnerships fuel dealership growth.

Mike Maroone's automotive journey spans generations, beginning with childhood memories of his father purchasing his first dealership in 1955 for $30,000. That foundation led to an illustrious career including 18 years at AutoNation before launching his current dealership group with locations in Florida and Colorado. The COVID pandemic revealed two critical insights for dealers: the viability of remote sales and the incredible power of margin over volume. "If you look at the profits we've all enjoyed in the last three years, they came from margin, not volume," Maroone reflects. As inventory normalizes, the industry faces the challenge of retaining those margin lessons while returning to a more competitive environment. Affordability stands as Maroone's greatest concern for the industry's future. With average new vehicle prices at $47,000+ and used vehicles at $35,000+, many consumers find themselves priced out of the market. "Our used car prices are about $5,000 a car too high," he notes, creating significant challenges when combined with rising interest rates. Yet he remains confident in the industry's creative approaches to financing and the increasing availability of more affordable vehicle options. The electric vehicle transition presents another fascinating challenge. While Maroone supports the environmental benefits, he identifies three critical barriers: inadequate charging infrastructure, consumer confidence issues, and manufacturers struggling to achieve profitability. "No one has figured out yet how to make money at it," he observes, predicting these elements will take 2-3 years to align properly. What truly sets Maroone's business approach apart is his talent strategy and operating model. "I look in the mirror and say you've failed if you've got to look outside your company to get talent," he shares. His "freedom frame" philosophy establishes clear boundaries while allowing operating partners (who receive equity ownership) to express their personalities and leadership styles within those parameters. For those looking to thrive in today's automotive retail landscape, Marooney offers perspective gained from decades of experience: "Don't get too high when things are good and don't get too low when they're not. Just stay true to your principles and work really hard." Subscribe now to hear more wisdom from industry leaders who are navigating today's complex automotive marketplace. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

36 min

18 JUN

From Bar Owner to Automotive Legend: Building a $2 Billion Dealer Group

When John Bergstrom and his brother first applied to become GM dealers in 1982, they were flatly rejected. What happened next—a clerical error that somehow approved their application—launched one of America's most successful automotive retail enterprises. Today, Bergstrom Automotive stands as Wisconsin's largest dealer group with 39 locations representing over 30 brands, annual sales reaching $2 billion, and a team of 2,500 employees. The secret behind this remarkable growth? A deceptively simple philosophy instilled by John's Norwegian mother: "Look your customer in the eye, smile, and thank them for coming." She would remind him that "neither the floor nor the ceiling ever paid a bill." This customer-first approach, combined with an unwavering commitment to community service, has created an automotive powerhouse built on relationships rather than transactions. What truly distinguishes Bergstrom from competitors isn't just commercial success but philanthropic impact. Since founding their first business—a neighborhood bar—the Bergstroms have maintained a policy of returning 25% of profits to community initiatives. This commitment has expanded dramatically, now supporting Boys and Girls Clubs, Make-A-Wish Foundation, and programs feeding thousands of children daily. For John, this represents the true measure of achievement: "When you punch out, what's the score?" The conversation explores pressing industry challenges including manufacturer relationships, the electric vehicle transition, and the digital evolution of car buying. While acknowledging technological change, Bergstrom remains convinced that automotive retail fundamentally thrives on personal connection—especially when helping customers navigate major financial decisions. His insights reveal why, despite industry headwinds, a culture focused on genuine customer care and community impact creates lasting business success. Curious how value-driven leadership transforms business results? This candid conversation with one of automotive retail's most respected leaders offers insights applicable far beyond the dealership world. Thanks for tuning in to this episode of Executive Profile with Jim Fitzpatrick. For more interviews with the leaders shaping retail automotive, visit CBTNews.com and subscribe to the show on your favorite podcast platform. If you enjoyed the episode, please rate, review, and share it with someone in the industry.

34 min

Executive Profile with Jim Fitzpatrick, Powered by CBT News

Episodes

The Pohanka Legacy: A Century of Automotive Excellence

The Zeigler Legacy: Building an Automotive Empire

Leading with Purpose: The Jane Vaden Thacher Story

Beyond the Dealership: How Family Values Drive Business Growth

Car Dealer by Day, Racing Champion by Night: Ben Keating Defies All Limits

The Dealer Partner Model That Keeps Joe Serra Sleeping Soundly

From Family Dealership to Automotive Empire: Ernie Bach Jr's Journey

Cars and Compassion: The Troy Duhon Story

Rita Case carries forward a legendary automotive dynasty while breaking new ground.

She Refused to Sell and Built an Empire Instead: Carina Diehl's Dealership Journey

Mike Maroone reveals how knowledge transfer and equity partnerships fuel dealership growth.

From Bar Owner to Automotive Legend: Building a $2 Billion Dealer Group

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