The Dealer Playbook

Michael Cirillo
  • 4.9 (130)
  • Entrepreneurship
  • Updated Weekly

The Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one.

  1. 4d ago

    "$400 A Transaction" — Boosting F&i Profit With Data-driven AI | Adam Marburger, CEO at Ascent Dealer Services

    In this episode, automotive F&I expert Adam Marburger reveals how leveraging data and accountability is generating a nearly $400 lift in F&I PDR per transaction for dealerships. Discover how top-performing dealers aren't chasing the next shiny object, but instead focusing on human capital and systematic processes to protect and grow their bottom line. What you will get from this episode: Understand why F&I is now a retention *and* profit center for your dealership.Learn how to identify and fix overlooked process gaps in your F&I department.Discover how AI isn't just hype—it's a powerful tool for F&I accountability and coaching.Strategies for investing in your team to drive consistent F&I performance and dealer growth.Why accountability, even when it "stings," is the key to unlocking hidden revenue.Adam Marburger, CEO at Ascent Dealer Services, brings years of experience in automotive retail and F&I training to help dealers optimize their profit centers. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 01:08 Why F&I Matters Now 02:21 Retention Through Relationships 03:13 Scripts vs Real Connection 04:28 Process and Accountability 05:36 Why Accountability Hurts 07:53 Growth Mindset Over Time 11:27 Avoiding Work With Shiny Tools 11:54 AI That Enforces Process 13:42 One Shift Protect Margins 15:29 Connect and Wrap Up 15:45 Podcast Outro

    16 min

  2. May 26

    "The Gap Is Widening" — Predicting WHO Wins And Loses In Today's Auto Market | Glenn Lundy, President 800% Elite Auto

    In today's rapidly changing automotive retail landscape, are you positioning your dealership for unprecedented growth or an inevitable decline? Many long-standing car dealerships are facing a market that’s poised to create a “bloodbath for many,” while simultaneously launching others to unprecedented success. The question isn't 'if' the market will change, but whether you're ready to be the catalyst. Here’s what you’ll get from this episode: Rethink your time: Understand the critical difference between 'spending' and 'investing' time in your dealership operations and personal life to drive higher returns.Embrace the catalyst mindset: Discover why you are the biggest factor in your dealership's success or failure, regardless of external circumstances.Navigate the coming shift: Get a direct, unvarnished prediction of the market forces that will separate the thriving from the struggling in the next 12-24 months.Future-proof your dealership: Learn what foundational shifts are necessary to compete against major players and maintain relevance in a consolidated market.Glenn Lundy, President and Founder of the 800% Elite Automotive Club, shares his hard-won insights on the foundational principles that truly move the needle in dealership leadership. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 01:24 Invest Time Mindset 02:51 Dealership ROI Meetings 04:16 You Are the Catalyst 05:31 Morning Routines and Control 07:48 Why Stories Before Strategies 09:54 Industry Bloodbath Ahead 12:12 Carvana Franchise Strategy 14:17 Fighting for Opportunity 15:47 Connect and Closing 17:09 Podcast Outro

    18 min

  3. May 19

    "Billion Miles of Data" — How AI Finds Hidden Profit In A Flat Market | Greg Uland, VP of Marketing, The Reynolds and Reynolds

    Are you leaving money on the table in a flat market? While some see limited growth, others are leveraging technology to find profitability others miss. The key isn't working harder, it's working smarter. In this episode, Greg Uland, VP of Marketing at The Reynolds and Reynolds, reveals how unified data and AI can transform your dealership's operational efficiency. He breaks down how AI goes far beyond chatbots, tapping into every data point to maximize profit on every single vehicle and service interaction. What you will get from this episode: Understand how robust AI provides a competitive edge in today's no-growth automotive retail climate.Discover how unified data is the non-negotiable foundation for effective AI strategies that impact your bottom line.Learn how to identify hidden profit opportunities in your inventory, F&I, and fixed ops departments.Gain insights into reconciling new AI possibilities with the "people, process, technology" mantra of dealership leadership.Anticipate future cybersecurity watch-outs and infrastructure considerations for AI adoption without fear.Greg Uland is the VP of Marketing at The Reynolds and Reynolds Company, bringing a wealth of knowledge on automotive technology and data integration. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Dealers and AI Reality 00:18 Unified Data Foundation 02:18 AI Beyond Chatbots 05:01 Flat Market Efficiency Play 08:41 Dynamic Pricing and Inventory 12:50 AI Flywheel Use Cases 19:33 Cloud vs On Prem Future 22:01 AI in Marketing Workflows 24:36 Connect and Closing

    25 min

  4. May 12

    "Own your backyard" - The Fastest Way to Increase ROI In Your Dealership | Troy Spring, Founder Dealer World

    Is your dealership spending more on ads but selling fewer cars? Many automotive retail leaders pour massive budgets into marketing, hoping to generate more traffic, only to find their ROI shrinking. What if the answer isn't "more" but "smarter" – starting with your own backyard? From this episode, you’ll discover: Why "owning your backyard" is the most profitable, yet overlooked, growth strategy in automotive sales.How to audit your current lead processes to find and plug the leaks in your sales funnel *before* you increase ad spend.The three non-negotiable accountabilities that drive success, and how to identify where your team is falling short.Why returning to foundational sales principles, not chasing shiny new tech, is the key to sustainable dealer growth.Troy Spring, CEO and Founder of Dealer World and Co-founder of Dealer Funnel, shares decades of expertise on optimizing dealership operations and marketing for maximum ROI. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Meet Troy Spring 00:35 Why Basics Still Win 03:41 Sales Is an Art 04:26 AI Hype vs Process 04:59 Traffic Is Not the Fix 06:55 Audit the CRM Funnel 14:51 Own the Backyard 17:07 Mail Your Database 19:02 Built on Fundamentals 20:03 Connect and Wrap Up 20:47 Podcast Outro

    21 min

  5. May 5

    "Choose hard" — Finding Your Edge in Automotive Retail | David Spisak, Founder and CEO of DGS

    Are you tired of hearing the same old talk about how "hard" automotive retail is? Everyone acknowledges the challenges, but few are willing to roll up their sleeves and actually do the hard work that creates real, sustainable dealer growth. This isn't about avoiding difficulty; it's about making deliberate choices that set your dealership apart. Here's what you'll get from this episode: Reframe how you view challenges in automotive retail, understanding they are opportunities for real differentiation.Discover why investing in people and fostering internal talent development isn't just "nice to have," but essential for dealer growth.Learn why embracing "unreasonable hospitality" can elevate your car dealership above the competition.Identify immediate, actionable steps to transition your team from just "talking the talk" to "walking the walk" on internal development.Understand why the inevitable changes, like new regulations, are ultimately beneficial for high-integrity car dealers.David Spisak, automotive consultant and keynote speaker, brings decades of experience leading top-performing dealerships and developing industry talent. Timestamps 00:00 Keynote Skepticism Setup 02:08 ASOTUCON Keynote Preview 05:18 Circuit City to COO Story 09:03 Bill Walsh Coaching Tree 11:23 Dealers Resilience Through Change 21:14 Develop Talent Like Techs 26:17 Unreasonable Hospitality Standard 28:17 FTC Rules and Choosing Hard 38:44 Year of the Human Close 43:18 Final Thanks and Outro Follow The Dealer Playbook so you never miss an episode.

    44 min

  6. Apr 28

    "Wearing the story" — Marketing cars through authentic connection | Paul J Daly, Founder/CEO ASOTU

    Is your dealership marketing feeling hollow? Are you chasing digital trends only to find your message falls flat? Many in automotive retail are struggling to cut through the noise, constantly investing in strategies that fail to build genuine connection or long-term loyalty. This isn't just about selling cars; it's about building a brand that resonates deeply with your community and stands the test of time. In this episode, you’ll learn: How to build an authentic brand that attracts customers who *choose* your dealership.The difference between fleeting "hype" and lasting, trustworthy dealership leadership.Why a targeted approach to automotive sales content creates a powerful inbound lead engine.How even a small audience can translate into massive dealer growth and business opportunities.The essential truth about connecting with customers: people buy stories, not just products.Paul J. Daly, Founder and CEO of ASOTU and host of Automotive State of The Union, shares his insights on why authentic connection is the ultimate marketing advantage in today's landscape. Timestamps 00:00 Controversial Brand Question 00:36 Intro 05:10 Your Podcast Town 07:15 See What Happens 09:03 Big Guests Build Credibility 10:36 Inbound Sales Engine 14:30 Does Podcasting Still Work 15:50 Niche Down Till It Hurts 17:31 Dealerships Are Unique 18:37 Wearing The Story 19:40 Stradivarius Story Effect 22:31 Real Vs Fake Content 28:15 Known To Trusted 33:49 Contact And Wrap Up Follow The Dealer Playbook so you never miss an episode.

    35 min

  7. Apr 21

    "Brand Safety" — Why Your TikTok Guy is Costing Your Dealership | Exec Dir. of Marketing, Murgado Automotive

    Is your dealership encouraging team members to "go viral?" You might be seeing the spike in clicks, but are you seeing the real cost? In an age where everyone's a content creator, maintaining brand integrity and a consistent message is harder than ever. In this episode, you’ll discover: Why relying on individual salespeople to create "viral" content can undermine your dealership's long-term reputation.How to communicate brand guidelines to your team so they become brand ambassadors, not brand liabilities.The critical difference between short-term engagement and sustainable dealer growth through consistent brand messaging.How to evaluate marketing partnerships to ensure they align with your dealership's values and community standing.Don Moss, Executive Director of Marketing at Murgado Automotive Group, shares his expertise on brand safety and the hidden implications of content strategy in "automotive retail". Timestamps 00:00 Intro 00:44 Why Brand Safety Matters 01:39 Social Video Risks 04:19 Setting Content Guardrails 06:50 Personal Accounts vs Brand 08:27 Influencers and Scandal Risk 10:51 Who Owns the Standards 14:13 Simplify for Growth 15:30 Connect and Wrap Up Follow The Dealer Playbook so you never miss an episode.

    16 min

  8. Apr 14

    "8 Hours To 2 Minutes" — The Response Time Fix That Sold More Cars Across 100 Dealerships | Paul de Vries, Founder DCDW

    Is your dealership struggling to convert online leads into showroom appointments? You’re not alone. Many automotive professionals focus on getting leads, but miss the critical step of engaging them effectively to drive sales. Here’s what you’ll get from this episode: Implement Paul de Vries’ 6-step lead-handling process to increase appointments.**Understand the crucial role of speed and human connection in online lead conversion.**Learn how to best integrate AI to support, not replace, human sales efforts.**Discover how to build a team that excels at lead follow-up and customer engagement.**Paul de Vries, founder of the Digital Car Dealer Workshop and BDC co-owner, shares his proven methodology for dramatically improving lead response times and, most importantly, turning those leads into sales. Timestamps 00:00 Intro 03:27 AI vs Human Connection 06:22 Six Steps to Better Calls 09:49 Speed to Contact Results 11:05 Hiring and Coaching BDC Teams 12:36 EVs and Chinese Brands in Europe 15:03 Wrap Up

    16 min
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4.9
out of 5
130 Ratings

About

The Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction. Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are actually building something. If you run a store, lead a team, or are building a career worth having, this is your show. New episodes every week. Follow so you don't miss one.

Information

  • Creator
    Michael Cirillo
  • Years Active
    2014 - 2026
  • Episodes
    709
  • Rating
    Clean
  • Copyright
    © Michael Cirillo
  • Show Website
    The Dealer Playbook

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