496 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 • 112 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. 

    Amberly Allen: Save 75% On Dealership Credit Card Processing Fees

    Amberly Allen: Save 75% On Dealership Credit Card Processing Fees

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    Amberly Allen is the CEO of Dealer Merchant Services, a firm that is helping car dealers save up to 75% on their credit card processing fees. In this episode of the Dealer Playbook, Michael and Amberly explore how dealers can save thousands of dollars per month by reframing the way they handle credit card processing.
    How Car Dealers Can Save 75% on Credit Card Processing Fees:
    00:53 - Jokingly Michael and Amberly laugh about how this is probably the least sexy topic to ever be discussed on the show, but at the end of the day, what's sexier in business than keeping more money in your pockets?
    01:57 - Amberly got her start selling direct mail to dealers and eventually started her own digital agency. During her time building the agency she started hearing about how much car dealers were spending on credit card processing and she determined to find a solution.
    03:06 - When making any changes to how credit cards are processed, it's important to find a solution that is both legal and won't destroy CSI.
    05:49 - For every $100 dollar that gets spent, $2 dollars of that goes to credit card processing fees. Credit card processors don't want you to know that there are limits to how much they can charge so they're not in the current hardware that many dealers typically have in the showroom.
    07:49 - Amberly encourages car dealers to look at how much they are spending on fees and question whether or not it's necessary.
    Listen to the full episode for even more insights and context about providing a killer customer car shopping/buying experience.
    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, Amberly Allen
    If you enjoyed this conversation with Amberly Allen, please let them know by clicking on the links below and sending him a message.
    Click here to thank Amberly Allen on LinkedIn
    Click here to let Michael know about your number one takeaway from this conversation

    • 24 min
    Glenn Pasch: Carvana - Love Them Or Hate Them? You Should Thank Them!

    Glenn Pasch: Carvana - Love Them Or Hate Them? You Should Thank Them!

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    Glenn Pasch is the CEO of PCG Digital, author, speaker, and one of the most reputable voices in the retail automotive industry when it comes to marketing management, leadership, and growth. In light of the recent Carvana announcements, there have been two narratives throughout the industry. Either you love them or you hate them.
    In this episode of the Dealer Playbook, Michael and Glenn focus more on the expectations of customers that Carvana aimed to fix. Regardless of your feelings toward them as a company, there is much to observe and learn that can be directly applied to your dealership operations.
    Noteworthy topics from this episode:
    01:59 - Over the last 2 years (through the pandemic), we've had to make a lot of changes in the automotive industry in how we interacted with car shoppers/buyers. A lot of it did depend on where you were located in the United States. I'm in New Jersey and we were totally on lockdown. So you could not go into a dealership. Parts of California, Florida, and parts of Georgia. It didn't matter. You could still go into the dealership and somewhat transact in the same manner that you had previously.
    02:52 - The transaction sped up, and dealers were willing to do more over the phone, by email, and via digital retailing tools. While it's easy to throw stones at companies like Carvana, the reality is that they helped facilitate the direction that car buyers were moving already. They just paid attention and tried to provide an experience to match. Regardless of feelings toward them, their actions created urgency for many dealerships to look deeply at their existing customer experience process and make tweaks.
    06:24 - The question is whether we are willing to constantly move forward by examining what we want our businesses to be? We have a tendency to make changes based on external factors. For example, what is the dealer down the street doing? What is Bob at my 20 groups doing? The magic happens when we decide what we want the customer to feel when working with us and work backward internally from there.
    07:42 - You can't knock Carvana for trying to market to customer pain points. Sure they are struggling right now, but their whole premise was going out and marketing that they provide a different, updated experience. The only reason to knock that is if you're so set in your ways that you're unwilling to make changes for yourself.
    09:11 - Dealers have everything they need to succeed at the game right now. Michael shares about UBER and how they re-processed existing tools and resources to provide a fresh, updated customer experience. The same option is available to dealers who are willing to think outside the box.
    11:45 - It's important to make a process that is scalable and repeatable.
    13:54 - Nothing is more scaleable than having no process at all. It just scales to nothing. But doing nothing is very repeatable.
    14:09 - the problem is that there are some in the retail auto industry who are focused on the short term when in reality, we need to be playing more of the long game.
    16:46 - Google's most recent customer data explains that car shoppers today (Gen Z/Millenial) are more likely to be loyal to the experience they receive over the product sold.
    Listen to the full episode for even more insights and context about providing a killer customer car shopping/buying experience.
    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, Glenn Pasch
    If you enjoyed this conversation with Kevin Frye, please let them know by clicking on the links below and sending him a message.
    Click here to thank Glenn Pasch on LinkedIn
    Click here to let Michael know about your number one takeaway from this conversation

    • 35 min
    Kevin Frye: Selling Cars With Crypto Currency

    Kevin Frye: Selling Cars With Crypto Currency

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    Kevin Frye is the Head Marketing Coach at Jeff Wyler Automotive Family, an industry veteran, and subject matter expert when it comes to innovating within the retail automobile industry. In this episode of the show, Kevin walks through the process that led one of their stores to the first cryptocurrency transaction. Today, all stores in the organization accept crypto as a form of payment for a vehicle.
    What we discuss in this episode:
    1:11 - Can any dealership start accepting crypto as a form of payment or is there a longer-term process that leads up to it?
    1:47 - Kevin explains that there are two key elements to innovating within the car industry, and one of the aspects has to do with never being satisfied. Always looking to push the envelope and try something new. The second aspect has to do with taking the word "no" out of innovation — a common approach taken by many dealerships. Most won't be bothered by the aggregation caused by trying to do something new, so they just resort to saying "no" to it. Kevin explains that his team takes the opposite approach. They welcome the friction if they can see it map to innovation.
    3:21 - Kevin explains how they received the inspiration to investigate transacting with crypto, as well as address some of the common fears that might be associated with accepting crypto from a dealer's perspective.
    7:28 - Kevin shares an analogy about how the crypto exchange works and how they view it as a dealer group.
    10:31 - By accepting crypto, the dealership can streamline the time of the transaction by removing barriers to the money transfer. The customer can utilize their assets to pay for the vehicle however they choose.
    Listen to the full episode for even more insights about utilizing crypto to transact car purchases.
    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, Kevin Frye
    If you enjoyed this conversation with Kevin Frye, please let them know by clicking on the links below and sending him a message.
    Click here to thank Kevin Frye on LinkedIn
    Click here to let Michael know about your number one takeaway from this conversation

    • 27 min
    What Should Car Dealers Know About Amazon Advertising? w/ Vasilios Lambos

    What Should Car Dealers Know About Amazon Advertising? w/ Vasilios Lambos

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    In this week's recap, we discuss where Amazon advertising fits into the media mix for car dealers and what they should be thinking about when it comes to advertising online, in general. 
    The Dealer Playbook is about modern car dealers who are meeting the demands and evolving with today's marketplace, hosted by Michael Cirillo. 
    Connect with Michael Cirillo on LinkedIn 
    Michael's Marketing and Tech Company: flexdealer.com 

    • 12 min
    Vasilios Lambos: Amazon Advertising For Auto Dealers

    Vasilios Lambos: Amazon Advertising For Auto Dealers

    Vasilios Lambos is the Chief Marketing Officer at CognitionDigital.io, an ad-tech company that helps auto dealers utilize Amazon's various advertising channels. In this episode of the Dealer Playbook, you'll learn about how Amazon advertising can help expand your paid media effectiveness and place your inventory in front of highly engaged shoppers.
    What we discuss in this episode:
    Vasilios provides context to where Amazon fits in the overall media plan today.
    We're super familiar with paid search, paid social, and third-party cookies as the privacy concerns come to life, dealers and marketers are looking back at programmatic advertising as the way to better find a more niche audience that fits their marketing objectives for their business.
    The Amazon Garage allows users to upload their vehicle information, make, model, and year and that does a couple of things. One, it allows the user to get a personalized shopper experience on Amazon.com, and second, it allows advertisers to better target users based on the make/model and year that they have sitting in their driveway.
    Amazon garage is the second-largest repository of user-generated vehicle ownership data outside of the DMV in the United States.
    Your media plan should have a strategy related, most importantly to the business objective that you're looking to solve.
    Listen to the full episode featuring Vasilios Lambos for even more insights about how to step into who you really are!


    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, Vasilios Lambos
    If you enjoyed this conversation with Vasilios Lambos, please let them know by clicking on the links below and sending him a message.
    Click here to thank Vasilios Lambos on LinkedIn
    Click here to let Michael know about your number one takeaway from this conversation

    • 39 min
    Damian Boudreaux: The Impressive Truth About Your Inner Power

    Damian Boudreaux: The Impressive Truth About Your Inner Power

    Damian Boudreaux is an internationally-recognized speaker, consultant, and teacher in the automotive industry. His 30+ years of experience selling, training, and connecting with auto professionals across the US and Canada is the perfect recipe for those who are hungry to improve every area of their life. He educates and inspires folks to succeed by believing in themselves, the deal, their product, their company, and their service--one lifelong relationship at a time.

    What we discuss in this episode:
    There is a level of brilliance in each of us, that in many cases, goes unseen by others. We are taught to study what we don't do well and focus on what we suck at. 
    Most people have everything they already need to succeed in life if they look intrinsically.
    Your being must come before your doing!
    At your essence and core is a beautiful soul that is gifted.
    Damian explains that when you lose "it all, you realize you had nothing, to begin with." 
    You can't hurt that which has nothing to lose.
    When you tap into the magic already within you, everything flows effortlessly. When Damian works with high achievers, his first goal is to get them to see that people protect what they create. If you can get them to create an authentic understanding of who they are, you can't take that from them. We see examples of the outcome this level of understanding and clarity creates through individuals such as Ali Reda, who holds the world record for the most number of cars sold in a year. Damian helped Ali step so deeply into who he is, that it separates Ali from the rest of the car sales community.
    Listen to the full episode featuring Damian Boudreaux for even more insights about how to step into who you really are!



    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, Damian Boudreaux
    If you enjoyed this conversation with Damian Boudreaux, please let them know by clicking on the links below and sending him a message.
    Click here to thank Damian Boudreaux on LinkedIn
    Click here to let Michael know about your number one takeaway from this conversation

    • 37 min

Customer Reviews

4.9 out of 5
112 Ratings

112 Ratings

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!

poostface ,

Such value and insight!

Michael has created a great show with Dealer Playbook. First off, the show has depth. Even those not in the automotive industry can find extreme value because the diversity of guests Michael brings on. On top of that, his consistency is very impressive. I know that I’ll have great content waiting for me weekly, many years strong 💪🏽!!!

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