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. 7h ago

    "175 to 400 Cars a Month" — The Used Car Reframe That Changed Every Department | Rob Dell, VP at Bob Ruth Ford

    Rob Dell runs a Ford store in a town of just 2,700 people, boxed in by a competing Ford dealer every seven miles. Instead of fighting for new car volume he could never win, he rebuilt his store around used cars, taking monthly volume from around 175 to close to 400. Rob Dell is the Vice President at Bob Ruth Ford, and he's spent almost 30 years figuring out what actually makes a dealership work. In this episode, Rob breaks down the shift in thinking that made that growth possible. He explains why he stopped chasing a flat front-end profit number on every deal and started valuing every trade at a baseline of $3,500 once service, parts, and finance are factored in. He also gets into the historical data his buyers use to price a used car before it ever hits the lot, the five-thousand-dollar rule that keeps his team taking smart risks, and the six-person pod structure that keeps every manager focused without being stretched too thin. You can connect with Rob on LinkedIn, where he posts regularly about the real numbers at his store, wins and losses included. Michael's takeaway: the number that matters isn't how many cars you sell. It's understanding what one deal is actually worth once every department gets its share. Follow The Dealer Playbook so you never miss an episode. (00:00) Championship Mindset (00:53) Sponsor Message FlexDealer (02:19) Accidental Start In Cars (03:58) Choosing The Right Mentors (06:49) Building Teams In Pods (12:21) Leadership View And AI (14:56) Quality Service Wins (19:31) Used Cars Strategy Shift (22:24) Buying Used Cars With Data (25:49) Variable Vs Fixed Alignment (33:38) No Excuses Who Said (37:30) Learning From Mistakes (40:47) Bison Mentality Closing (41:57) Connect And Wrap Up

    43 min

  2. Jun 30

    “My Team Will Adapt at the Drop of a Dime” — The GM Playbook for Leading When You Don’t Have All the Answers | Charlie Spradlin, GM Art Moehn Auto Group

    There's a moment in this conversation where Charlie Spradlin says something most GMs would never admit out loud, and it's the reason his multi-rooftop dealer group keeps adapting faster than everyone else around him. He's not running things the way you'd expect for someone breaking records the way he is. This episode gets into how he actually leads his team through constant market shifts, what's really going on with his pay plan, and the one thing he had to let go of to get his store to where it is now. What you'll get from this episode: The mindset shift that changed how fast Charlie's team responds to a changing marketWhat's actually behind his pay plan, and why it's not what most dealers expectThe one thing Charlie had to give up to grow past where he was stuckA different take on what real trust looks like between a GM and their teamCharlie Spradlin is GM at Art Moehn Chevrolet Honda, where he's grown a multi-rooftop dealer group while protecting net profit through constant market shifts. Follow The Dealer Playbook so you never miss an episode.(00:00) What's Coming (00:51) Sponsor Message FlexDealer (02:22) Origin Story Into Auto (05:37) Climbing To General Manager (06:38) Mentors And Proximity (08:38) Discomfort And Humility (12:34) Post COVID Challenges (14:19) Vulnerable Leadership (17:32) Big Picture Perspective (25:50) Pay Plans And Culture (29:22) Running Into Storms (31:59) Used Car Inventory Fix (34:53) Architect Not Operator (40:52) Closing And Connect (41:51) Final Outro

    42 min

  3. Jun 23

    "There is money to be made" — Unlocking Profit in the Used EV Market — Ryan Osten, Co-Founder & CEO at Lyteflo

    Is your dealership struggling to move used EVs while your competitors are banking big? It's time to stop letting inventory sit and start capitalizing on the massive opportunity in the pre-owned electric vehicle market. In this episode with Lyteflo Co-Founder and CEO Ryan Osten, you'll discover: Why used EVs are consistently delivering up to $5,000 in total gross profit per unit.The critical operational changes needed to stop inventory from aging out.How to leverage battery health reports to build trust, boost sales, and drive fixed ops revenue.The specific questions modern EV buyers are asking and how to equip your team to answer them confidently.Actionable strategies to gain a significant competitive edge in automotive retail for the next 12-24 months.Ryan Osten, Co-Founder and CEO of Lyteflo, provides EV sales and merchandising tools to help car dealerships confidently sell more electric vehicles. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Used EV Gross Opportunity 03:05 EVs Sitting on Lots Costs 05:01 Why Dealers Struggle With EVs 07:28 EV Test Drive Done Right 09:58 Battery Health and Buyer Questions 14:02 Service Retention Without Oil Changes 17:15 How Battery Checks Work OBD 19:39 Used EV Market Boom and Margins 23:05 Connect With Ryan and Wrap Up 23:36 Podcast Outro and Subscribe

    24 min

  4. Jun 16

    "The middle ground" — How Smart Dealers Use AI Beyond Hype or Fear | Michael Cirillo, CEO at FlexDealer

    Are the "AI zealots" and "AI doomsayers" clouding your judgment about what artificial intelligence actually means for your automotive retail business? It’s time to move beyond the hype and fear and discover the practical, actionable ways AI can elevate your dealership and refocus your team on what truly matters: human connection. What you will get from this episode: - Understand how AI can free up time from monotonous tasks, allowing your team to focus on meaningful customer interactions. - Learn how top performers are using AI to analyze CRM data, identify customer trends, and enhance sales strategies. - Discover practical applications for departmental leaders to transition from "operator" to "architect," empowering their teams. - Gain clarity on how to utilize AI to build a more effective, human-centric dealership culture. Join Michael Cirillo, Host of The Dealer Playbook, as he shares tangible examples and strategies from his own experience and from leading automotive professionals on leveraging AI to scale the human element in your business. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 02:10 Hype vs Zealots 02:51 Internet Disruption Story 10:32 Finding the Middle Ground 13:03 Watching Claude Ad 15:05 Ad Breakdown and Narrative 20:35 AI Scales the Human 24:25 Dealer AI Morning Brief 28:43 CRM Data Sales Insights 31:44 GM Delegation with AI 32:56 Three Practical Use Cases 34:24 Final Takeaways and Outro

    36 min

  5. Jun 9

    "Inventory as a Catalyst" — Why Inventory Is Still Your Most Overlooked Lever | Dan Collingridge, CTO At Flex Dealer

    Are you still relying on outdated inventory practices that drain your profits and time? Many general managers and dealer principals dismiss inventory operations as "not super exciting problems," yet these foundational issues are costing your dealership hundreds of thousands in wasted ad spend and lost sales opportunities. It's time to stop the bleed and optimize where it matters most. Here's what you'll get from this episode: Understand why focusing on "unsexy" inventory problems is critical for dealer growth and profitability.Learn how clean, accurate data flows directly impact your advertising effectiveness and bottom line.Discover how modern tools, including AI, integrate with, rather than replace, the human element in automotive retail.Identify how to verify and merchandise your inventory more efficiently to sell more cars.Dan Collingridge, CTO at FlexDealer and LiftKit, brings decades of experience developing technology solutions to optimize inventory management in automotive sales. Follow The Dealer Playbook so you never miss an episode. Timestamps 00:00 Intro 00:40 CTO Take on AI 02:51 AI Plateau Outlook 05:28 Discernment and Youth 06:54 Inventory as Catalyst 08:14 Solving Dealer Data Flow 08:47 Why Inventory Matters 10:22 AI for Inventory Analysis 12:12 Wrap Up and Subscribe

    13 min

  6. Jun 2

    "$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

  7. 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

  8. 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
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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
    714
  • Rating
    Clean
  • Copyright
    © Michael Cirillo
  • Show Website
    The Dealer Playbook

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