510 episodes

The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry. 

The Dealer Playbook Michael Cirillo

    • Business
    • 4.9 • 113 Ratings

The car business is rapidly changing and modern car dealers are meeting the demand. Join Michael Cirillo on The Dealer Playbook podcast which features expert interviews, actionable advice, and insights that will help you create a thriving career and life within the retail automotive industry. 

    Bart Nollenberger: The Next Generation of Automotive Leaders

    Bart Nollenberger: The Next Generation of Automotive Leaders

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    Bart Nollenberger is an Executive Director with the John Maxwell Team, automotive trainer, and author. In this episode, Bart shares his compelling story of recovery and sobriety and the four steps to help shape the next generation of automotive professionals.
    What we discuss in this episode:
    Bart shares his recovery story. He went from selling cars and snorting coke in the bathroom to deciding to turn his life around. After 37 years of sobriety, Bart reflects on the lessons learned and breaks down the four steps that can help anyone experience accelerated growth in their life and career.
    Step 1: Admission. Be willing to admit that you need help — that you don't know everything, that there is more room to grow. The automotive industry can be ego-driven, but Bart suggests that is getting in the way of real potential.
    Step 2: Come to believe. Believe that there are forces bigger and more powerful than you. Maybe that's God, or Budhha, or the Universe. When we believe in something bigger than us, we can more effectively surrender to it and have it elevate us beyond measure.
    Step 3: Make a decision. Are you ready to go from selling six cars to 12? Are you ready to own your mistakes and learn from them? Our potential is fully unlocked when we decide to take action.
    Step 4: Take a personal inventory. Bart encourages a DISC assessment to understand more about who you are and how you operate. You can leverage the information to understand the pitfalls to avoid or where you may be able to align passion with action.
    Change doesn't just happen. It requires real, authentic, vulnerable work.


    Listen to the full episode for insights and context from Bart Nollenberger!
    ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Bart Nollenberger!
    If you enjoyed this episode featuring Guest Name, support us by clicking the links!
    Connect with Bart Nollenberger on LinkedIn


    Connect with Michael Cirillo
    Connect with Michael on LinkedIn


    More Dealers Are Choosing To Partner with FlexDealer
    Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

    • 28 min
    Brett Morris: Using Data To Predict High Performers

    Brett Morris: Using Data To Predict High Performers

    Today's conversation with Brett Morris, Chairman at PerceptionPredict, stemmed from one of Michael's LinkedIn posts about the important need for amazing car sales professionals. Brett commented on the post with a compelling chart visualizing how high-performing employees can be predicted with data.
    Is It Possible To Predict High Performing Employees?
    00:58 - Michael sets the conversation stage by explaining a LinkedIn post in which he discussed the importance and need for great car sales professionals in the retail auto industry. Brett Morris left a very thought-provoking comment about how it's possible to predict high-performers, which led to today's conversation.
    02:53 - Brett explains that when you look at dealer group operations, they've all got pretty good systems when it comes to managing inventory, they've got data and clarity around that. In the service department, they have systems and a workflow for technicians. There are financial systems in place for the business office. With all that said, how does a dealership fish in a broader pond of people to predict and know if they are the right candidate for the job or if perhaps you have the right individual but in the wrong job role?
    10:20 - Brett and his team have created a unique way to predict job suitability by utilizing an intricate system of character trait mapping that can provide dealers much more clarity about what attributes create an employee's performance. The process includes a quick 15-minute assessment contributing to scoring over 70 data points. Each data point is combined into an overarching view of attributes that helps predict who will perform what job better.
    19:36 - Gratitude is listed as an attribute on the list that typically doesn't show up on assessments often. It makes sense when contrasted against the highest-performing car sales professionals like Frank Crinite or Ali Reda (Guinness World Record Holder). They operate differently than the average car sales pro. Gratitude for their lives, customers, and opportunities is a common thread in their daily lives.
    Listen to the full episode for insights and context from Brett Morris!
    ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Brett Morris!
    If you enjoyed this episode featuring Guest Name, support us by clicking the links!
    Connect with Brett Morris on LinkedIn


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    Connect with Michael on LinkedIn



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    More Dealers Are Choosing To Partner with FlexDealer
    Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

    • 27 min
    Josh Little: Putting The Unity Back In Community With Video

    Josh Little: Putting The Unity Back In Community With Video

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    Josh Little is the founder and CEO of a compelling startup called Volley, an app that aims to make communication more efficient across organizations and peers. His unique perspective about communication and the mission of Volley provides an interesting use case for how to improve communication with the retail automotive experience for employees and customers alike.
    How Car Dealers Can Improve Community With Communication:
    Josh introduces the concept of the volley app and how it aims to solve communication breakdowns. There are a lot of tools out there like Slack and Discord, but they each are fragile because they don't allow for face-to-face sharing. 70% of communication gets stripped away when we can't see or hear the other party.
    There are many ways that dealers could incorporate asynchronous communication into their team and customer experiences. For example, a quick update from the sales manager highlighting initiatives vs. sharing that information in a long drawn-out meeting.
    Asynchronous communication improves people's ability to listen closely since it can only happen one message at a time.
    Dealers could embrace a platform like a Volley to engage their customers by a vehicle owned. For example, imagine TRX owners having their community inside Volley to engage with one another and the dealership.


    Listen to the full episode for insights and context from Josh Little!
    ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Josh Little!
    If you enjoyed this episode featuring Guest Name, support us by clicking the links!
    Connect with Josh Little on LinkedIn


    Connect with Michael Cirillo
    Connect with Michael on LinkedIn


    More Dealers Are Choosing To Partner with FlexDealer
    Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

    • 26 min
    Paul Daly & Kyle Mountsier: The Rebirth Of The Automotive Conference

    Paul Daly & Kyle Mountsier: The Rebirth Of The Automotive Conference

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    Paul Daly and Kyle Mountsier (ASOTU) join the pod to talk about some really exciting projects they have in the works, one of which is an exciting new podcast called Auto Collabs hosted by Paul, Kyle, and Michael Cirillo. They are on an adventure to bring the rebirth of the automotive conference coming September 2022 in Philadelphia.
    What we discuss in this episode:
    Paul and Kyle share how they ended up collaborating and how that venture ended up becoming a beacon in the retail automobile industry. Their goal is to create a community and space where purposeful conversations can happen — conversations that move the industry forward.
    Michael, Paul, and Kyle met up in Philly to record episodes of the all-new podcast called Auto Collabs. Despite all hosting their shows, it was important for the trio to share fresh perspectives rooted in meaningful conversations with their list of amazing guests.
    The goal of creating content is to help the industry move into a new era of collaboration. Historically, vendors have stuck together, and dealers have stuck together. We believe the real magic and growth happen when everyone communicates about important issues outside of the silos.
    Paul and Kyle share some exciting details about the upcoming ASOTU CON or the "rebirth" of the automotive conference. Michael was fortunate to see some behind-the-scenes details of how exciting the event will be.


    Listen to the full episode for more insights and context from Kyle Mountsier and Paul Daly.
    ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Paul and Kyle!
    If you enjoyed this episode featuring Paul and Kyle, support us by clicking the links!
    Connect with Paul Daly on LinkedIn
    Connect with Kyle Mountsier on LinkedIn
    Get Tickets: ASOTU CON
    Auto Collabs Podcast featuring Paul Daly, Kyle Mountsier, and Michael Cirillo


    Connect with Michael Cirillo
    Connect with Michael on LinkedIn



    More Dealers Are Choosing To Partner with FlexDealer
    Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

    • 35 min
    Kaylee Felio: Selling Auto Parts Before They're Obsolete

    Kaylee Felio: Selling Auto Parts Before They're Obsolete

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    Kaylee Felio is the Sales and Marketing Manager for PartsEdge, the power tool for helping your parts department generate higher profits. It's no secret that hanging onto aging auto parts inventory can cause many problems for retail auto dealers. The most obvious challenge is that if the parts become obsolete, they are more difficult to sell.
    Kaylee's Advice For Avoiding Auto Parts Obsolescence:
    00:00 - Introduction to the episode subject matter
    01:57 - It's important to remember that fixed operations is the second highest producing revenue channel. Although it rarely gets enough talk time throughout the industry, the parts and service department has the genuine ability to provide more predictable revenue than auto sales.
    03:56 - The best thing a dealer should focus on in fixed operations is getting a good grasp on the current parts inventory and forecasting obsolescence. OEMs are getting much more strict about returns, which leads dealers in a position where they need to know what to stock and in what quantity to not only fulfill the market demand but ensure that they keep the books in the black.
    06:14 - Parts managers should take the time to identify blind spots when it comes to their parts inventory so that they can improve at spotting obsolescence before it's too late.
    Listen to the full episode for even more insights and context from Kaylee Felio!
    ⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Kaylee Felio!
    If you enjoyed this episode featuring Guest Name, support us by clicking the links!
    Connect with Kaylee Felio on LinkedIn


    Connect with Michael Cirillo
    Connect with Michael on LinkedIn


    More Dealers Are Choosing To Partner with FlexDealer
    Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

    • 25 min
    What Dealership Leaders Should Focus On w/ Brooke Furniss

    What Dealership Leaders Should Focus On w/ Brooke Furniss

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    We've all heard it before. Leaders and Managers are two separate and distinct roles in the retail automobile dealership. In this week's Dealer Playbook powerbomb, Brooke Furniss shares what she believes the focus of car dealer leaders needs to be in 2022 and beyond. 
    Listen to the full episode for even more insights and context from Brooke Furniss!
    Listen to the full episode for even more insights and context from Brooke Furniss!
    Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!
    Thanks, Brooke Furniss!
    If you enjoyed this episode featuring Brooke Furniss, support us by clicking the links!
    LinkedIn: https://www.linkedin.com/in/brookefurniss/
    Facts Not Feelings Podcast: https://podcasts.apple.com/us/podcast/facts-not-feelings-with-brooke-c-furniss/id1609639468


    Connect with Michael Cirillo
    LinkedIn: https://www.linkedin.com/in/michaelcirillo



    Untangle your dealership marketing with FlexDealer!
    Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

    • 7 min

Customer Reviews

4.9 out of 5
113 Ratings

113 Ratings

OateseyInSD ,

Entertaining and informative

I’m a huge fan of Michael and his approach to podcasting. It’s both fun and informative. Thanks for having me on and for offering this resource to dealers!

Kyle Mountsier ,

A Breath of Fresh Air

Michael is the same guy no matter where you meet/see/hear him. This podcast is a must for all those in retail automotive! Kyle Mountsier -ASOTU

Taylorb5 ,

Impactful and insightful

Michael does a fantastic job pulling the best out of each person he interviews. Creating a podcast with value added and relevant information for our industry. Each interview sparks ideas and shared best practices that we can all learn from!

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