Dealer News Today Podcasts: Recent Episodes

Dealer News Today

A collaboration between the Dave Cantin Group and Cox Automotive, Dealer News Today creates content and information for dealers in the automotive industry. The information they need today and insights for tomorrow. Our content is exclusive and our podcasts feature automotive industry powerhouses from around the globe giving master-class advice to dealerships.

SEASON 7 | EPISODE 3

Join host Derek D as he sits down with Jake Pollack, a Partner at the Shackelford, Bowen, McKinley & Norton law firm and Dave Cantin, the CEO of the Dave Cantin Group. Dave and Jake uncover the misconceptions and importance of succession planning in the automotive industry, addressing not just immediate transitions but also long-term strategies for business continuity.

Discover why succession planning is more than just preparing for a sudden exit and why dealer principals need a plan in place to safeguard their legacy and ensure a smooth transition for future generations or potential buyers. Learn from real-life examples and gain valuable insights on assembling the right team and initiating the process effectively.

If you're an automotive executive or dealership owner, this episode is a must-listen.

Episode Highlights:

● Why Jake says delaying the creation of a succession plan can lead to complications and missed opportunities and therefore prefers to create plans as soon as his clients acquire a dealership or business.

● Jake’s advice on assembling the right team of professionals, including attorneys, CPAs, and financial advisors, to ensure a comprehensive and effective succession plan.

● Planning for voluntary and involuntary transitions, such as retirement or unforeseen events like incapacity, to avoid disruptions and maintain business continuity.

● How life insurance, private investments, or other assets can be utilized to equalize value among family members involved in the business, ensuring fairness and clarity in the succession process.

Join host Derek D as he speaks with Paul Mumma, a Partner at Kaiser Associates covering Private Equity and M&A, and Dave Cantin, the CEO of the Dave Cantin Group.

Derek, Dave, and Paul dive into the DCG Market Outlook Report, covering the 7 themes that will be crucial to 2024 including the future of EVs, M&A trends, manufacturer priorities, the political climate, used cars, and more.

Hear their point of view on what’s becoming increasingly important to a dealer’s bottom line and what will separate the ‘best’ from ‘average’ in terms of dealer performance. Learn which strategies manufacturers have to ‘reset’ and what consumers are saying loud and clear.

Listen or watch to get valuable insights and data-driven recommendations for making informed, strategic choices in 2024.

Episode Highlights:

Changing consumer preferences are leading to adaptations of new dealership strategies. Parts and service have become increasingly important, and dealers need to prioritize these areas to maintain profitability.
The report also addresses the future of electric vehicles, noting that consumer interest in true battery electric vehicles (BEVs) may be plateauing. Hybrid vehicles, on the other hand, continue to gain popularity. Manufacturers and dealers need to reassess their battery strategy and consider the evolving consumer preferences.
M&A trends in the automotive industry are expected to remain strong in 2024. Dealership groups are actively seeking acquisition opportunities to expand their platforms and capitalize on the historic profits of the past few years. Succession planning is also a key consideration for many dealerships, as they look to pass the torch and ensure the long-term success of their businesses.

Notable Quotes from Paul Mumma:

“Interest is definitely slowing or plateauing and while there is a lot of interest around hybrids, dealers and manufacturers are going to have to rethink the battery strategy.”
“You’ve seen manufacturers acknowledging that they have to reset strategy…you can’t disagree with what consumers are saying loud and clear. They can’t force them to take something at a speed they don’t want.”

Join Dealer News Today host Derek D. and Dave Cantin, CEO of the Dave Cantin Group, for a conversation with Grant Cardone, entrepreneur, businessman, writer, philanthropist, and founder of 10X Studios.

Get to know Grant on a personal level as takes us through his troubled past to becoming a successful sales trainer and real estate investor. The conversation takes many turns as Grant discusses his belief in discipline over motivation, his one regret in life, who he is naming as his successor, the time he got screwed when he bet the head of the Discovery Network $1M of his own money, and the need for effective communication in business. He also discusses his journey into the real estate industry and his goal of becoming the largest real estate holder in the United States (bigger than BlackRock!).

Additional Episode Highlights:

Emphasizing the importance of embracing change and being proactive in the face of industry disruptions. Grant encourages car dealers to adapt and evolve to stay ahead in the rapidly changing automotive landscape.
Grant shares his personal experiences of failure and the lessons he learned from them. He emphasizes the value of discipline and persistence, even when faced with setbacks.
Grant’s real estate investment journey and his goal of becoming the largest real estate holder in the United States. He shares his strategies for scaling his real estate portfolio and the potential for everyday people to invest in real estate through Cardone Capital.

About Grant Cardone:Grant Cardone owns and operates over seven privately held companies, and a private equity real estate firm, Cardone Capital, with a multifamily portfolio of assets worth over $4 Billion. He is one of the Top Crowdfunders in the world, raising over $1.3 Billion in equity via social media. He is featured on Season 2 of Discovery Channel's Undercover Billionaire, where he takes on the challenge of building a million dollar business in 90 days. Grant is also a New York Times bestselling author of 11 business books, including The 10X Rule, which led to Cardone establishing the 10X Global Movement and the 10X Growth Conference, now the largest business and entrepreneur conference in the world. The online business and sales educational platforms he created serve over 450,000 individuals and Forbes 100 clients throughout the world. Voted the top Marketing Influencer to watch by Forbes, Cardone uses his massive 16 million plus following to give back via his Grant Cardone Foundation, a non-profit organization dedicated to mentoring underprivileged and troubled youth in financial literacy.

For more information visit https://grantcardone.com/

Jay Etheridge has an eclectic educational and professional background, having studied accounting and theology and trained as a paralegal, and he brings all of these skills and knowledge to the fore in his role as brand ambassador for Combat Motors. He served as CFO for the company that would become Combat Motors before transitioning to his current role in June 2020. In addition to promoting the Combat brand and its bikes at events throughout the year, Jay also works directly with domestic and international customers, giving him a unique perspective on what motorcycle buyers want and need.

In this episode, Jay joins our host Derek D to discuss the unique 30-plus-year story and journey of Combat Motors and his own expert insights on the evolution of the motorcycle industry today. Their conversation covers why the signature design elements of Combat bikes are key to the riding experience, how the company’s bespoke scale allows for customization and personal touches even though all the motorcycles it makes are production models, Jay’s experiences personally delivering customers’ orders, and more.

Episode Highlights:

Why Combat Motors continues to focus on internal combustion engines despite industry trends toward electrification
What Jay says it will take for Combat Motors to truly achieve international expansion
Jay’s perspective on the pace of electric vehicle adoption and what will be the tipping points for mass electric vehicle ownership

"Once the technology is there, that I can charge my car and my batteries as fast as I can fill up my tank with gas, then the technology is ready."

— Jay Etheridge

|| Dealer News Today is a Dave Cantin Group production

Originally from “a wheat farm in the middle of nowhere” in Montana, Tyler Corder was an employee of GM Financing when he was transferred to Nevada and met the Findlay family - the rest is history, as he joined Findlay Automotive Group in 1994 and has been there ever since. Now working as both the CFO and COO of the company, Tyler has seen Findlay grow from four dealerships to 35 across Nevada, Arizona, Utah, Idaho, and Washington. Tyler has served in leadership roles for many charitable organizations, such as the American Red Cross of Southern Nevada and the Leukemia and Lymphoma Society, and he is currently on the boards of the Vegas Chamber of Commerce and the Foundation for an Independent Tomorrow.

In this episode, Tyler and our host Derek D discuss how geographic clustering has made operations easier for a large automotive group like Findlay, the effects that the UAW strike at the Big Three automakers’ factories could have on multiple aspects of the retail automotive business, and the unusual experiences that can happen at a Las Vegas car dealership. Plus, they take a deep dive into the current state of the automotive supply chain, cover affordability issues raised by interest rates, and more.

Findlay Automotive Group

Episode Highlights:

Why many car manufacturers have switched their incentives from purchasing to leasing
Why Tyler says the EV sector is currently a creation of the federal and state governments and tax programs rather than a consumer-driven industry
How Findlay Auto Group is less tightly structured than public dealership groups of a similar size - and how that’s an advantage in terms of attracting talent

“It’s important that of the limited numbers of vehicles that are being shipped, we’re getting our share or more than our share.”

— Tyler Corder

|| Dealer News Today is a Dave Cantin Group production

Western Pennsylvania native Mike Lanciotti has been interested in RVs since his family had one in his childhood, and now oversees major specialty vehicle manufacturer REV Group’s recreational vehicle segment, primarily based in Indiana. Mike’s responsibilities cover all seven of REV’s RV-related brands, including Renegade RV, for which he served as president and CEO for almost eight years until the company was acquired by REV. His work helped shape Renegade as a premier name in Class C recreational vehicles as well as one of REV Group’s top brands. Mike holds his executive MBA from Baldwin Wallace University and a bachelor’s degree in accounting and mechanical engineering from Thiel College.

In this episode, Mike joins Derek D for an enlightening discussion about a lesser-known but very important part of the dealer-based industries. The conversation covers how the RV industry is reacting to reduced demand following big spikes at the height of the pandemic, how manufacturers adapt to wider consumer trends, and why making RVs more usable and more homelike is the wave of the future. Plus, Mike discusses nationwide RV dealership consolidation, the importance of lithium batteries and solar power in the industry, and more.

Mike Lanciotti | Renegade RV

Episode Highlights:

The major barriers to RVs using the same kind of batteries as electric passenger cars
Why travel trailers are the leading indicator of the health of the RV industry overall
Why positive word-of-mouth is so important for RV dealerships, and how the industry is working to improve customer experience
What makes RVs a great option for travelers who have a chronic health condition or disability

“To me, it’s important that we have the teams in production turn the dials in slow ways - ramp up slow, ramp down slow.”

— Mike Lanciotti

|| Dealer News Today is a Dave Cantin Group production

Mike Ferrer is based in Charleston, SC and has over 20 years of experience in high-level commercial real estate, having worked with major corporations such as Bank of America, PNC Bank, and Home Depot. He is designated as a Certified Commercial Investment Member (CCIM) and Master of Corporate Real Estate (MCR), and is bilingual in English and Spanish. Prior to joining Hickey and Associates, he held roles including broker-in-charge for the state of South Carolina at Lincoln Harris.

In this episode, Mike joins our host Derek D for an insightful conversation on the future of automotive retail and the role of commercial real estate in shaping it. They discuss how federal and state regulations will be the biggest drivers of EV adoption at the dealership level, why quick reaction to trends is crucial, and why electric vehicle viability will vary dramatically according to consumers’ locations and the kinds of jobs they have. Plus, the discussion covers the long-term effects of the CHIPS act on the automotive industry, searching for a viable vehicle power source beyond electricity, and more.

Mike Ferrer | Hickey and Associates Episode Highlights:

How the government incentives that Hickey and Associates tracked rose fifty-fold as a result of the COVID-19 pandemic
Why the relative silence of EVs compared to internal-combustion cars can cause safety issues
The importance of finding secondary uses for electric vehicle batteries

“There’s going to be a certain amount of pain pushed down to the dealers for EVs.”

— Mike Ferrer

|| Dealer News Today is a Dave Cantin Group production

Originally from Germany, Philipp Kampshoff was educated in institutions around the world from Singapore to Argentina and, in the process, now speaks three languages. He holds a Ph.D. in finance from RWTH Aachen in Germany and joined McKinsey & Company right after graduating college, where he now works as a senior partner in the company’s Houston, TX office. Philipp co-founded the McKinsey Center for Future Mobility (MCFM), and has recently worked with multiple OEMs to develop large-scale autonomous driving projects. He has also consulted for major cities including Dubai, Chicago, and Paris on their future-mobility plans.

In this episode, Philipp joins DNT to share his expert knowledge on future vehicle technology, particularly autonomous mobility. He and Derek D discuss the automotive industry’s evolving views on the timeline for level 4 autonomous vehicles (so-called full auto), what factors will predict the profitability of robotaxi services, and why we’re still a long way from having autonomous aviation. Plus, their conversation explores autonomous trucking, operating robotaxis and similar services in the congested streets of major cities, and more.

Philipp Kampshoff

Episode Highlights:

Why robotaxi services will likely be much more prevalent in warmer cities
How autonomous driving will give working people an hour of time back per day on average
Why Philipp thinks the second half of the 21st century will be a turning point for autonomous vehicles

“It is hard to find an industry that is not impacted by future mobility trends.”

— Philipp Kampshoff

|| Dealer News Today is a Dave Cantin Group production

LeGrand Crewse is the co-founder of Southern California-based electric personal mobility company SUPER73, and in 2019 took on his current role as CEO. LeGrand has over a decade of experience in the electric bicycle industry, from deciding to build his own e-bike until today. His background also includes corporate management, Li-Ion battery development, and international supply chain management. LeGrand holds both his BS in business management and his MBA in international business from Arizona State University in his native state.

In this episode, LeGrand joins Derek D for a lively conversation about a quickly-growing segment of the electric vehicle world. They discuss how LeGrand’s interest in electric mobility came from his own frustrations with his commute, how SUPER73 is pioneering bringing e-bikes to a younger crowd, and what it takes to interest new riders into powered two-wheeled experiences. Plus, the conversation covers how e-bike riders have been able to fly under the radar in many ways, why LeGrand is concerned about potential regulation, and more.

SUPER73 Episode Highlights:

How e-mobility products have recently seen success outside of traditionally strong areas like urban cores and coastal towns
Why SUPER73’s name partially comes from a late-20th-century economic crisis
How offering their products in surf shops and other lifestyle stores has opened up new demographics for SUPER73
The ways SUPER73 is aiming to deliver the cool factor of motorcycles without the intimidation for first-time riders

“E-bikes feel like being in a video game with a cheat code.”

— LeGrand Crewse

|| Dealer News Today is a Dave Cantin Group production

Born-and-raised Michigander Eddie Hall III says his favorite thing to do in elementary and middle school was help his father at the family’s car dealership on weekends. Eddie obviously took to the family business, and is now the COO for all of Hall Automotive Group and a partner and dealer principal at Feldman Ford of Detroit. Eddie sits on the boards of multiple prestigious industry associations, including the Ford and Chrysler Minority Dealer Associations, and was recently elected president of the NAMAD NextGen Group. He also participates in outreach programs for his alma mater, the Ross School of Business at the University of Michigan.

In this episode, Eddie joins Derek D to discuss applying the lessons learned from recent auto industry upheavals - including finding happy mediums in terms of both vehicle supply and the transition to electric vehicles. Eddie talks the ways in which automotive retail still needs to modernize in order to be most effective, why every dealership is at the mercy of different suppliers regardless of brand, how OEMs are steadily lowering order-to-delivery time for customers, why the industry is shifting from “just selling cars” to creating customer experiences, and much more.

Eddie Hall III

Episode Highlights:

Why Eddie is excited about US investment in microchip infrastructure
How poor promotion of the skilled trades has led to a nationwide shortage of automotive technicians - and what can be done about it
The ways in which a family business can play to everyone’s strengths
How the COVID-19 pandemic pushed the automotive industry to improve its digital processes, and what work remains to be done
Why many households will have “split garages” in the near future

“We in the automotive industry have to be one of the most antiquated industries out there.”

— Eddie Hall III

|| Dealer News Today is a Dave Cantin Group production

Liza Borches has come back to Dealer News Today after her memorable Season 4 appearance! Since that time, Carter Myers Automotive has added three new rooftops, for a total of 23 dealerships in Virginia and West Virginia. Liza’s many accomplishments and awards speak for themselves, but she’s especially proud of the vital community service that Carter Myers has been able to accomplish under her leadership, such as the Driving Lives Forward initiative, helping disadvantaged local families secure affordable vehicles.

In this episode, Liza reunites with our host Derek D to talk about what has changed since her first DNT episode - and what, surprisingly, hasn’t. She discusses why she initially planned for 2023 to be a year of stabilization for Carter Myers Automotive (and why that hasn’t fully been the case), why many car owners are looking to sell their vehicles through nontraditional channels, and the misconception customers may currently have about incentives. Plus, she has plenty to say about why 20-30 days’ worth of inventory is a dealership “sweet spot” and how to maintain it, the extraordinary story of a service manager at Carter Myers who is a recent 40 Under 40 honoree, and much more.

Carter Myers Automotive

Episode Highlights:

Why Carter Myers Automotive’s employee stock ownership program (ESOP) has been an advantage in acquisitions
The single biggest surprise in the auto industry over the last year
What it takes to bring a local community outreach program to the national level
The rewards and challenges to expanding a dealership group into a new state - particularly into an open point
Why investment in service departments is now more critical than ever

“We have not seen a significant change in the used car environment in the last 12 months, and I don’t think we will for the next several years.”

— Liza Borches

|| Dealer News Today is a Dave Cantin Group production

Pittsburgh native Jeff Turley began working at PNC Bank two weeks after graduating from college and has been with the company his entire career - he is now a 35-year veteran overseeing an auto lending team that works with over 6,000 dealerships across the country. In his current role, Jeff manages sales, marketing, credit underwriting, and a $23 billion portfolio encompassing floor plan, commercial, and both direct and indirect auto financing. He holds his BA in finance from the University of Pittsburgh, his MBA in finance and real estate from Duquesne, and is a second-degree black belt in Taekwondo.

In this episode, Jeff joins our host Derek D to talk about why indirect loans sent from dealerships make up the lion’s share of PNC’s retail automotive financing business, what makes the current supply-side problems in the auto industry completely different from the ones that arose in the 2008 recession, and why he believes “just-in-time” delivery of inventory can’t be sustained. Plus, he discusses the statistics behind the dramatic fall in incentives, how his personal interest in cars has helped him connect better with the dealers he works with, who is actually the biggest auto fan in his family, and more.

Jeff Turley

Episode Highlights:

The important market segment that isn’t served by ordering a new car weeks ahead
The reasons affordability concerns will continue if interest rates stay stable
Why manufacturer initiatives for uniformity are making dealers more cautious about what they spend on a new building

“You look at floor plan utilization and values, and dealers today are trying to be careful about how much money they put in the trade-ins.”

— Jeff Turley

|| Dealer News Today is a Dave Cantin Group production

Lifelong Seattle resident Matthew Phillips has seen Car Pros, a family business started by his father, grow from a single small used car lot into a seven-store automotive retail group operating in both Washington and Southern California and totaling $1 billion in annual sales. Under Matthew’s stewardship, Car Pros has become the top Kia retailer in the country. Matthew also has an educational background that’s as impressive as his auto industry success, including MBAs from Cornell University and Queen’s University of Ontario as well as an MA in organizational psychology from Columbia University’s Teachers College.

In this episode, Matthew talks with our host Derek D about why sticking with the Kia and Hyundai brands during tough times was rewarding in the long run, why electric vehicles may not be for everyone yet but are a great choice for many people currently, and why auto dealers therefore need to educate their customer base on electrification. They also discuss why automakers that are more vertically integrated have fared better under supply chain pressure, why Matthew’s favorite recent car is the Kia Stinger, and more.

Matthew Phillips | Car Pros Automotive Group

Episode Highlights:

How Matthew’s organizational psychology degree taught him the vital importance of change management
Why supply chain problems go deeper than microchips - and why even paint is affected
The “irregular situation” Car Pros dealt with regarding their recently-sold VW franchise
What makes customers leave dealerships with “less car than they came in for”

“Normalize change in your culture - let’s make it so that change isn’t scary… let’s try to give people tools to deal with it.”

— Matthew Phillips

|| Dealer News Today is a Dave Cantin Group production

Brett Hopkins returns to the show after his great appearance in the first episode of season 4! A medical school rejection set Brett on the career path that would eventually lead him to becoming CEO of Ken Garff Auto Group, which has over 60 dealership locations in the western US. Along the way, Brett has held many other prominent positions, including working as the CFO of the organizing committee for the 2002 Salt Lake City Winter Olympics. Brett currently lives in Salt Lake City, and he holds his MBA from Arizona State University.

In this episode, Brett joins Derek D to discuss how business has changed at Ken Garff Automotive in the year-plus since he last appeared on DNT. He discusses why his staff currently has the highest tenure rate and highest salaries they’ve ever had, how interest rate hikes pose a challenge in multiple ways, why electric vehicles are putting additional pressure on the supply of microchips, and why he prefers to tell dad jokes off the cuff rather than rehearse.

Ken Garff Automotive Group

Episode Highlights:

How the major South Korean automakers are currently managing supply chain issues better than most
Why Brett is now getting calls from friends who need a service appointment rather than those who need a new car
The importance of Brett’s motto, “Work hard, play hard, laugh hard”
Why electrification may lead some dealer principals to consider selling their businesses

“We just came off some amazing years, so you have sellers trying to market their dealerships based on those amazing years.”

— Brett Hopkins

|| Dealer News Today is a Dave Cantin Group production

Dr. Sebastian Pohlmann was born and raised in Germany and got his PhD in physical chemistry from the University of Münster, but now lives and works in Tallinn, Estonia. He started working at Skeleton Technologies in 2016 in the material development department, and quickly rose within the company while helping Skeleton win innovation grants totaling more than €60 million. Today, he works with major automakers around the world and says one of his biggest motivators is getting to see the products he helps develop actually perform on the road.

In this episode, Sebastian joins our host Derek D for a fascinating technical discussion about his work on electrochemical double-layer capacitors, more commonly known as supercapacitors or ultracapacitors. The conversation covers how the Honda CR-V “Beast” concept project first introduced Sebastian to the commercial and business development side of things, the major weakness of supercapacitors and how Skeleton’s SuperBatteries aim to correct it, why the innovation inherent in the automotive industry fascinates him so much, and more.

Dr. Sebastian Pohlmann | Skeleton Technologies

Episode Highlights:

Why vehicles as different as delivery vans and VTOL drones could be good SuperBattery use cases
Developing a “new kind of chemistry” for capacitors
The reasons why lead-acid batteries are on their way out and new 12-volt options will take over
Why Sebastian believes different dealerships should take the electric vehicle transition at different speeds - and the geographic factors that matter

“In the end, there’s no silver bullet. You don’t have one energy storage concept that takes it all and you don’t have one drivetrain concept that takes it all.”

— Dr. Sebastian Pohlmann

|| Dealer News Today is a DCG Media production

Boston native Bob Welby now calls Nashville home, and has been a fixture at INFINITI USA for the past three decades, having joined the company in 1997 as a Regional Operation Specialist - in fact, INFINITI has been his employer for his entire career. In his current role, Bob is responsible for a whole spectrum of INFINITI’s processes, including overseeing sales channels, customer experience, pricing and incentive strategy, and product lifecycle.

In this episode, Bob joins our host Derek D to discuss what it was like launching all-new models at the height of the COVID-19 pandemic, how softening in used vehicle equity has had a ripple effect on new-car prices, and what he learned from his experience as a ferry boat captain at Walt Disney World’s Magic Kingdom. Plus, he talks about what’s making automotive retailers go back to the “old ways” of value-based selling, how to keep customers connected to service and maintenance after the sale, and much more.

Bob Welby

Episode Highlights:

Why it’s important for INFINITI to take as much time as needed for EV development
How Bob knows we’ve progressed on the microchip supply issue, but aren’t out of the woods yet
The reasons why Bob loves the automotive industry even though he’s never purchased his own car
Why customers may need extra support right now, and why that might be critical to maintaining their loyalty

“The biggest thing for us is giving customers the option: How do you set up the business to where they can do business how they want?”

— Bob Welby

|| Dealer News Today is a DCG Media production

Three-decade automotive industry veteran Stephanie Brinley has serious Michigan roots, having been raised in the state and gotten her bachelor’s and master’s degrees from Eastern Michigan University and Michigan State, respectively. In her position at S&P, Stephanie oversees the development of daily analytical content in addition to special research reports, turning the constant flow of automotive industry news into something actionable for clients. A member of the Automotive Press Association, Stephanie also has past experience in supplier-based strategic communications and supplier-OEM marketing relations, among other specialties in the automotive field.

In this episode, Stephanie talks to our host Derek D about why she loves working in an industry that’s always changing and moving, how the impact of COVID-19 and the rise of electric cars have made that change even faster than she anticipated, and why registration data is so important for forecasting automotive retail. Plus, she discusses the major sources of the learning curve for new, high-tech vehicle models, the future of auto shows, why dealerships need to work on pricing and financing transparency, and more.

Stephanie Brinley | S&P AutoIntelligence

Episode Highlights:

Why Stephanie is so excited about how the passion and enthusiasm inspired by cars will manifest themselves in new ways
The affordability issue and educational concerns around the increasing technology in cars
Why tablet-like interfaces in cars need to be both intuitive and expressive
How dealers can make the in-store car buying and financing process less painful, and therefore more attractive

“We still don’t have as many cars as we have people who want to buy them.”

— Stephanie Brinley

|| Dealer News Today is a DCG Media production

K.C. Boyce now lives and works in the Atlanta area, but was born and raised near Motown, and says “I don’t know that anyone can grow up in Detroit and not be a gearhead.” He currently applies his longtime expertise in green and renewable energy to his lifelong passion for cars in his role at Escalent. K.C. helps advise major auto industry players on the most important electric vehicle-related issues and trends, and also currently co-hosts the weekly radio show, Energy Matters.

In this episode, K.C. Boyce joins Derek D to discuss how building a new automotive ecosystem is vital to the success of EVs, the massive role emotions and design language play in an auto buyer’s decision making process, and what makes dealerships central to the transition. Plus, he shares insights about what it will take for other automotive manufacturers to obtain the EV mindshare that Tesla now dominates, why the changeover to electric cars will happen quickly despite supply chain and manufacturing issues, and more.

K.C. Boyce | Escalent Automotive

Episode Highlights:

What makes driving an electric car an overall better experience for most people
Why K.C. calls his work “product development writ large”.
Understanding the mindset of buyers who are coming to a dealership to consider an EV for the first time, or who are on the fence about what type of car to buy
How electric cars replacing internal-combustion ones will be analogous to internal-combustion engines replacing horses
The biggest piece of advice K.C. has for dealers on the subject of electric cars

“It’s not enough to have really cool EVs if there’s no place to charge, and it’s not enough to have lots of charging if there’s no vehicles that people want to buy.”

— K.C. Boyce

|| Dealer News Today is a DCG Media production

Karen Lellouche Tordjman has a worldwide background - born in San Diego but raised in Paris, she speaks several languages and now works in Mexico City, contributing to BCG X, the tech build and design department of Boston Consulting Group. Karen currently focuses on customer experience and digital transformation, among other major issues in the automotive industry, and has been with BCG since 2004, joining soon after her graduation from HEC Paris, one of France’s most prestigious business schools.

In this episode, Karen speaks to Derek D about helping companies make changes to their user experience with the future in mind, how OEMs and dealers will need to collaborate in the EV era, and how the role of salespeople may soon be changing. Plus, she offers insights on why dealers should pay more attention to collecting customer data, why dealers’ EV sales effectiveness will depend on OEMs’ investments, preparing for change that’s sooner than most people may have expected, and more.

Karen Lellouche Tordjman | BCG Episode Highlights:

Why EVs could lead to less-frequent service appointments that are more complex and expensive
The piece of the multi-channel sales process that isn’t “fully cracked” yet
The ways in which automotive sales is analogous to industries like large appliances and furniture, and the lessons to be learned from that comparison
Karen’s predictions on the rise of autonomous cars, consumer-level flying vehicles, and more

“The biggest answer that we got is that ‘I want to touch the car, test the car, and hear the engine.’”

— Karen Lellouche Tordjman

|| Dealer News Today is a DCG Media production

Pedro Correa is well-positioned for a wide view of the automotive industry, having a background that includes not only auto but also aerospace and airlines, defense, and industrial services. Based in Texas, Pedro has worked in a variety of countries in Latin America and Europe and has led global training programs for Bain & Company. Pedro earned his BA from Rice University and his MBA from Harvard Business School, and has served on advisory boards including the Emerging Leaders Council of the Federal Reserve Bank of Dallas.

On this episode, Pedro talks with Derek D about how different segments of the automotive industry are dealing with supply chain issues with different levels of success, when he predicts easing for microchip production problems and why inventory levels are rising again, and the factors that could be putting pent-up demand at risk. Plus, he discusses the factors pressuring the profit margins of major manufacturers to come down, why both consumers and entrepreneurs should be excited about the near future of automotive, and more.

Pedro Correa | Bain & Company Automotive

Episode Highlights:

The major role dealerships are set to play in driving adoption of new automotive technologies
The single most important metric for dealership sales growth
What will result as the transition to electric vehicles occurs at the same time as other economic pressures

“As a whole, you’ve got the automakers and their dealer partners that are feeling quite good, but we’re already seeing cracks in the wall and signs that it’s going to be hard to maintain the good times forever.”

— Pedro Correa

|| Dealer News Today is a DCG Media production

Lifelong California resident Frank McKenna has been working in fraud analysis for over 33 years, making him one of the most incisive and experienced minds in his industry. He now plays a key role in Point Predictive, a company he helped found in his hometown of San Diego, by working with in-house engineers and scientists to develop new fraud detection solutions, then helping outside partners like banks and other lenders to implement them.

On this episode, Frank speaks with our host Derek D about what he’s learned recently during the day-to-day tasks of monitoring trends related to fraud in the automotive industry - including why there’s been such a dramatic uptick in auto-dealership fraud since the beginning of the COVID-19 pandemic, the pandemic-related measures that have helped customers stay safe but have accidentally been aiding fraudsters, and the staggering amount of resources potential fraudsters can access online to train themselves in scamming. He also discusses solutions being implemented right now, such as driver’s license scanning and using aggregate data to authenticate income for people who don’t have traditional paystubs.

Frank McKenna | Point Predictive

Episode Highlights:

Why knowledge-based authentication surveys are both inconvenient and ineffective - and how to replace them
How Point Predictive is helping dealerships focus on the tiny percentage of transactions that may be problematic rather than slow down legitimate buyers
The shocking amount of money a single fraudulent transaction could cost a dealership
The ways in which dealerships that experience regular and systematic fraud have to correct internal issues

“Fraud always follows the money - we call it ‘fast money, fast fraud’. Lenders relaxed, maybe dealerships did the same, and the fraudsters took advantage.”

— Frank McKenna

|| Dealer News Today is a DCG Media production

Daniel Shapiro is originally from Southern California, but has long lived and worked in the northern part of that state - the Bay Area and Silicon Valley - and says even in his current position at NVIDIA, a company with tens of thousands of employees, he feels almost like he’s working at a startup, surrounded by entrepreneurial spirit and new ideas all the time. Daniel’s background includes a BS in electrical engineering and computer science from Princeton University and an MBA from UC Berkeley.

On this episode, Daniel speaks with Derek D about the trending concept of “software-defined vehicles” and NVIDIA’s forward-thinking approach to the future of driving, why long-haul trucking and last-mile delivery alike are great applications for autonomous vehicles, and why the current changes in the automotive industry are directly analogous to the smartphone revolution. Plus, he discusses the need to update old methods of machine learning for real-life road conditions, the staggering processing power advances that will be made in cars’ onboard computer systems, and more.

Daniel Shapiro | NVIDIA DRIVE

Episode Highlights:

How the same forms of processing across a variety of sensor types can be recombined for new applications
Why many automotive technology companies have escaped most of the industry’s microchip supply woes
The strange, even paradoxical phenomenon enabled by over-the-air system updates
The trend towards centralization of onboard computer systems in vehicles, and why it’s the antidote to Daniel’s concerns about complexity growing out of control

“Whether we’re actually replacing the driver, like in a robotaxi, or improving driver safety… there’s a massive amount of processing that needs to take place.”

— Daniel Shapiro

|| Dealer News Today is a DCG Media production

Canadian native Chris Piche has a wealth of experience in the computer science field, which he has now focused on contributing to the autonomous future of cars. He previously worked on developing BlackBerry’s video streaming and AT&T TV and has been recognized with Canada’s Top Young Leader and 40 Under 40 awards.

In this episode, Chris talks with Derek D about founding and running a company producing a wholly new twist on a familiar automotive accessory, the lessons he learned from his experience at the dawn of smartphones, and working with OEMs supplying technology to the world’s biggest carmakers. Plus, he discusses coming up with new applications for existing product architecture, his company’s role in advancing the future of autonomous vehicles, and more.

Chris Piche | Smarter AI Episode Highlights:

Why user customization is so important for current tech products
The major problem facing motorists that Smarter AI is seeking to correct
The unique type of car collection that Chris may be the only person in the world to have owned

“Our software platform can seek to understand what’s happening around the camera, in the vehicle, and around the vehicle by applying sensor fusion.”

— Chris Piche

|| Dealer News Today is a DCG Media production

Ryan Robinson took an unusual path to the automotive industry, having earned degrees in philosophy, English literature, and classical archaeology from Montreal, Quebec’s prestigious Concordia University. However, he’s managed to apply the analytical skills from this course of study to a two-plus-decade career working in all points on the automotive value chain. Today, he leads Deloitte LLP’s automotive sector department in finding actionable insights and predicting key trends that will affect the industry for years to come.

In this episode, Ryan talks with our host Derek D about how the study of archaeology and “learning how to learn” set him up for success in research, how automotive culture was part of his background from the very beginning, and the unforeseen benefits of the semiconductor supply crisis. Plus, he highlights how autonomous vehicle systems have had precedent for longer than we think, concerns about autonomous delivery and freight from a labor standpoint, why consolidation by dealership groups is even reaching across the US-Canada border, and more.

Episode Highlights:

Why brand loyalty will become increasingly important during the continuing rise of electric vehicles
Who drivers trust the most in their entire automotive experience
The surprising result Deloitte got when asking consumers how long they’d be willing to wait for delivery of a car with all of the exact features they want
Ryan’s one piece of advice to dealers: What aspect of business should you double down on?

“One of the bigger questions we’re contemplating right now… is how much restraint the manufacturers are going to have to not go back to the way things were.”

— Ryan Robinson

|| Dealer News Today is a DCG Media production

This episode is brought to you by DCG Giving. a Dave Cantin Group Partner

A special automotive podcast episode featuring an interview with a global icon.

Eight questions with the legendary boxer, movie star, entrepreneur, and youngest heavyweight champion of all time, Kid Dynamite, the Baddest Man in the World - “IRON” Mike Tyson.

“You have to want to be the best more than you want to breathe. - that’s when you reach the top of your game.” - Mike Tyson

Guest host and marketing keynote speaker Larry Bailin goes toe-to-toe with Iron Mike Tyson and asks the champ question he’s never been asked.

Listen as Iron Mike discusses why he had to change his personal brand and what it takes to be a champion.

Why and how did you change your personal brand?
How do you know when it’s time to change direction?
What is the mindset of a champion?
Does everyone have a champion inside themselves?
How does a champion deal with adversity?
Why do you feel adaptation is the number one factor in life?
Is it harder to reach the top or stay at the top?
Who is Mike Tyson today?
And many more insights and stories from the champ.

“I’m the best, and how dare they try and take it from me. No one stands a chance. I reign total supreme in my field “ - Mike Tyson

Listen as Iron Mike talks about the mindset of a champion as only the Baddest Man Alive can.

“You have to be up more than anyone wants you to be down. You need that total belief and confidence that you can conquer the world and crush it to your feet! You reign as a god! You have to believe you’re a god, and there is no one that can match me! How dare anyone try and take my job, crush them to their knees!” - Mike Tyson

This interview is a pre-cursor to Mike Tyson’s guest appearance, live at the DCG NADA HEAVYWEIGHT DINNER on January 28th in Dallas, Texas. This is a VIP invitation-only event hosted by the Dave Cantin Group and DCG Acquisitions, the automotive industry's top M&A firm. Mike will participate in a live fireside chat, enjoying dinner with guests and a meet and greet photo session.
For more information, visit HeavyweightDinner.com --------------------------------

EPISODE SPONSOR
This episode is brought to you by DCG Giving.
According to the American Cancer Society, About 10,470 children in the United States under the age of 15 will be diagnosed with cancer in 2022. DCG Giving is a non-profit organization fighting childhood cancer. This holiday season, make a donation that helps children fight this terrible disease.

Gary Silberg started off as a self-described “Midwest guy” but now has lived and worked all over the world. With over 20 years of experience in technology and 15 years in automotive, Gary’s career has taken him to places as far afield as France and China - and led to him becoming fluent in French and partly conversational in Mandarin Chinese. Among his particular areas of expertise are automotive connectivity and autonomous vehicles.

In this episode, Gary talks with Derek D about critical factors for the future of automotive - the staggering amount of money automakers have already invested in electric vehicles, the places where “islands of autonomy” are beginning to push the boundaries of “self-driving” cars, and how history from the earliest days of cars may repeat itself. Plus, he discusses how quantum physics is tied up with his view of the automotive industry, why Berkshire Hathaway is investing in autonomous vehicle tech, and more.

Gary Silberg | KPMG Automotive

Episode Highlights:

The surprising company Gary once worked for that was a top supplier of automotive technology
How and why automation could replace human error and save lives in difficult, dangerous jobs
The simple mathematical reason why an “electric vehicle takeover” may be slower than some assume
The popular household gadget using the same technological principles coming to cars

“We’re at a point now, as I tell people, where there’s a shakeout… the question is, how many of these autonomous vehicle makers will we need?”

— Gary Silberg

|| Dealer News Today is a DCG Media production

“German engineering” is a byword for quality in the automotive industry, almost a cliche. And Ralf Klädtke personifies that concept. A 25-year veteran in the technology space, Ralf has only recently brought his considerable talents to automotive: He has been a captain in the German Air Force and a director at DARA/DLR, the German space agency, where he helped develop the crew return vehicle for the International Space Station. Ralf has also worked in leadership roles at companies such as Carl Zeiss Optronics, one of the most famous optics manufacturers in the world, as well as ZKW Group, a top automotive lighting and electronics company.

In this episode, Ralf talks with Derek D about an extensive array of topics that will affect the future of the whole automotive industry. This conversation covers Ralf’s predictions on when hydrogen fuel cells will overtake electric vehicles in market share, the many barriers facing fully autonomous or “self-driving” cars and why he believes autonomous trucks are much more feasible, and how the cities of the future will impact the entire transportation sector. Plus, Ralf discusses the present and future of connectivity and computing in cars, his experiences in countries from Switzerland to China, and more.

Ralf Klädtke | TE Transportation Solutions Episode Highlights:

The role micromobility products such as electric scooters will play in the future of transportation, and the places Ralf has seen this trend beginning even today
The new meaning that the term “hybrid vehicle” is likely to take on in the future
Why mobility-as-a-service has a big role to play in future cities
The sector where small automated vehicles can potentially cut operating costs in half

“When you look into the charging of the battery, if this is done by renewable energies, you can reduce the carbon footprint over the lifetime by something like 50-55%.”

— Ralf Klädtke

|| Dealer News Today is a DCG Media production

Mario Benedetti proved his acumen with decades of success in the automotive industry in his native Venezuela, then proved his resilience with his move to the US. Mario’s family has been in the car business for nearly a whole century, with three generations managing Venezuela’s Prosperi Cumana dealership since its founding in 1924. Mario worked as a mechanic and in accounting at the family business before taking the reins, but in 2009, feeling bad prospects for business under Venezuela’s government, he moved to the United States intending to start a new dealership from scratch. Thirteen years later, Mario owns dealerships across Dade County - and Prosperi Cumana is still up and running.

On this episode, Mario talks with our host Derek D about the differences between the Japanese (and Venezuelan) car sales business model and the American one, what a stint selling vehicles door-to-door taught him, and the challenges that came with starting a new business with a recession in full swing. Plus, he discusses navigating a major Toyota recall, what happened when he asked to buy a dealership on a whim, why one of the models sold at South Dade Kia dealerships is one of his favorite-ever cars to drive, and more.

South Dade Toyota | South Dade Kia Episode Highlights:

Why Mario compares his work to being an orchestral conductor
The philosophy of kaizen - continuous improvement - and how to make it work at a car dealership
The shortsighted tactic Mario calls a “bread for today, hunger for tomorrow” move
Why the current situation of low vehicle supply is a good opportunity to change customer perception about the dealership

“Even though it’s the same brand and the same business model that we had in Venezuela with Toyota, it’s two different markets.”

— Mario Benedetti

|| Dealer News Today is a DCG Media production

From the Oxfordshire, UK town where he grew up, Chris Sachno set out to explore the world, first earning his MBA from the Fuqua School of Business at North Carolina’s Duke University, then making his way to Japan, originally intending to learn Japanese. Not only did he become fluent in the language, he also caught the technology bug and went on to help develop tech that has been used in products like the BlackBerry, the iPhone, and the Apple Watch. But it’s not just mobile devices that Chris was interested in, and he was drawn to cars - this past June he joined Karma Automotive and has helped shape the technological profile of their vehicles.

In this episode, Chris has a very long-distance chat with Derek D about how the current electric vehicle revolution is kind of a comeback, why the current era is ideal for experimentation in EV design, and the mind-boggling innovations that may come to electric cars in a mere 10 years or so. Plus, he talks about why speed, safety, and range are the top areas for EV improvement, how it felt the first time he drove Karma’s flagship vehicle and the instant torque kicked in, and more.

Chris Sachno | Karma Automotive

Episode Highlights:

The famous Henry Ford quote Chris keeps back of mind when considering design
What the original driving force for EVs was, and why environmental concerns and beyond still make it a factor
The reasons that adoption leads to adaptation for any new technology.
Why Chris is passionate about a great experience for both drivers and passengers

“If you’re using your phone and an application crashes - okay, you start it up again. You don’t want that to happen when you’re doing 75 MPH on the highway.”

— Chris Sachno

|| Dealer News Today is a DCG Media production

Lifelong LA area resident William M. Monroe Jr. has been a leader on the OEM side of the auto industry for over 20 years, but now holds a prominent position at a highly distinctive company. Karma Automotive is the successor to California autobuilder Fisker, whose assets it bought out in 2014 - and William is Karma’s current SVP of Global Sales, Marketing, and Customer Service. William has been instrumental in setting up Karma’s global distribution, and in his previous roles at Volvo he led teams in a diverse range of departments and won internal company awards.

On this episode, William joins our host Derek D to discuss how Karma’s operations as an all-EV manufacturer are different from most automakers, why it’s valuable to have staff that’s composed of both gearheads and people with no outside interest in cars, and the statistical factor that’s quickly changing customer perceptions of electric cars. Plus, he talks about solar and wind power’s integration into energy infrastructure, the joy he gets from the torque and power of his own company’s products, the motto he was raised with and how it’s affected his perceptions of cars, and more.

Episode Highlights:

Why Karma vehicles’ unique features necessitated some thought-through design choices
The fringe benefit that incentivized EV adoption in California, and that could work across the country
What level of maximum charge range will cause a tipping point in public attitudes towards EVs
The type of events that best engage Karma’s core customer base

“You’re still talking about a lot of cars to be added in a short amount of time. When you’re designing a car start to finish, that process is usually about 8 to 10 years. So when you’re a manufacturer and you’re not prepared for the changes that are coming and you’re behind, it’s going to take a long time for you to catch up.”

— William M. Monroe Jr.

|| Dealer News Today is a DCG Media production

Nadia Bical was born into the automotive industry and considers herself to always have been a part of Bical Auto Mall. Growing up, the business was her biggest connection to her father, Sammy Bical, the company’s president and founder - now she’s risen to a leadership role for which she’s won multiple awards, including from Carfax and Cargurus. Nadia runs day-to-day operations and human resources for Bical Auto Mall, and her efforts to strengthen the link between the dealership and the community have included charity work for the Brooklyn Cyclones (the Mets’ High-A affiliate), New York Cares, Chevy Youth Baseball and Softball, and many other organizations.

On this episode, both Nadia and Sammy Bical join Derek D for a unique conversation about their beloved family business, covering topics such as how their relationship has gotten stronger due to being business partners, what it takes to retain business over multiple generations, and what the simplest way to deal with inventory shortages is. In addition, they discuss how long it’ll take before EVs fully take over the car market, why Bical Auto Mall is upping their social media marketing now, why father and daughter differ on their preferred schedules, and more.

Bical Auto Mall

Episode Highlights:

The unique experience Bical Auto Mall plans to offer customers with their soon-to-be-completed Cadillac showroom
The large demographic of people who currently would find it very difficult to buy an electric car, and what will have to change for them to adopt EVs
How Nadia and her father both arrived at a love of cars in different ways
Why any business with a parking lot will soon be installing EV charging stations

“Trust me - in a place with 220,000 square feet, there’s always something that somebody needs!”

— Nadia Bical

|| Dealer News Today is a DCG Media production

It’s fair to say that Alan Haig has a great pedigree in both the automotive industry and in finance in general. He holds an MBA from Columbia Business School, wrote AutoNation’s original business plan in 1996, and went on to found Haig Partners and the Haig Report, currently having $5 billion in total dealership transactions on his record.

On this episode, Alan chats with our host Derek D about how he wrote that AutoNation business plan without even knowing a single car dealer, what initial missteps taught him about economies of scale in the automotive business, and why automotive M&A is a close indicator of the health of retail car sales. Plus, he discusses why some dealer principals may want to sell out prior to retirement age, his early experiences working for the late Wayne Huizenga, and more.

Alan Haig Episode Highlights:

Why pent-up demand won’t be matched by supply in automotive retail for years to come, even if factories stepped up production
The chain reaction scenario that could result in some carmakers creating a glut of inventory, pre-pandemic-style
How savvy online marketing will be critical in the near future
Why wholly-online car buying is likely to grow, but why that growth may be limited

“Our math indicates that we’re going to be in a period of elevated front-end profits on new, and therefore elevated dealership earnings, for at least three years.”

— Alan Haig

|| Dealer News Today is a DCG Media production

Cliff Banks has a history of innovation and entrepreneurship in the analysis sector of the automotive industry. An automotive professional for over 30 years and a journalist for over 20, Cliff founded The Banks Report in 2013 to fill what he knew was an unmet need for a publication covering the automotive business from an investment perspective. In 2016, he held the first edition of AUTOVATE, which has now become an annual conference for investors and entrepreneurs in automotive retail technology.

In this episode, Cliff talks with Derek D about his long path to founding The Banks Report and how it is his tribute to a friend and business partner who sadly passed away in 2013, the choices confronting dealers due to the vibrant M&A market, and how far automakers will push in order to control the retail market. Plus, he discusses why the current supply chain issue’s effects on dealerships is all down to their reactions, the questions he thinks the next few years will answer on EV adoption, and more.

The Banks Report | Autovate

Episode Highlights:

Why he’s opened every presentation in the past four years with a slide of a shattered crystal ball
How long it’ll be before analysts will be able to make accurate predictions about the auto industry again, and the uncertain factors in the air until that point
Why franchise laws play a part in maintaining some of the status quo of retail automotive

“I try to treat all my conversations responsibly. I’m not looking to create a ‘gotcha’ article or even breaking news… it does get harder to write because there’s a lot of noise out there. The news industry has become democratized, and there are great things and drawbacks about that.”

— Cliff Banks

|| Dealer News Today is a DCG Media production

A trusted voice in automotive analysis and one of the original team members at Bloomberg Intelligence, Kevin Tynan has over 20 years of experience in his field. He is a lifelong gearhead who installed a lift in his garage to work on cars, a multi-time award winner for predictive accuracy from organizations such as Forbes and the Financial Times, and incidentally a member of the St. Anselm College Athletic Hall of Fame.

In this episode, Kevin talks to Derek D about the unusual way he got his first position in automotive industry research, the ways in which auto manufacturers are still in full control despite supply chain issues, and why he sees the pandemic-related effects on the auto industry as simply an equalization of supply and demand. Plus, he discusses why wanting to go back to pre-pandemic inventory levels is a dangerous wish, who is the sharpest negotiator in his family, and more.

Kevin Tynan

Episode Highlights:

How Kevin saw the signs of GM’s mid-2000s bankruptcy early, and the famous author who invited him to lunch to talk about it
A balanced look at charging over MSRP for new vehicles
What factors are affecting both supply and demand at the dealership level, including a deep dive into post-pandemic conditions
Why higher inventory levels may be possible for used vehicles, but not new ones

“The parties that are pulling the strings - basically in the form of supply - don’t want it to go back.”

— Kevin Tynan

|| Dealer News Today is a DCG Media production

It’s no exaggeration to say Charlie Chesbrough is one of the top minds in automotive economic analysis. Michigan born and bred, Charlie intimately knows the US auto industry as well as the international outlook from companies abroad, with 20 years of experience in his field. He has been recognized many times for his predictive accuracy and is active in industry organizations such as the Detroit Association for Business Economics.

On this episode, Charlie talks with our host Derek D about the ways in which Cox Automotive is uniquely positioned to analyze a wealth of data, why he’s no fan of strategies that involve pricing over MSRP, and why the microchip shortage is just one facet of a much larger supply chain issue. Plus, he discusses pricing discipline (and why it’ll be key in the near future), how long the auto industry can maintain a seller’s market, and more.

Charlie Chesbrough | Cox Automotive Episode Highlights:

Why the brands that are coping the best with the chip shortage have shifted in the past year-plus
The ways in which franchised, multi-point dealers are able to leverage the current market better than independent dealers
The shared plans of the Biden administration and major domestic car makers to shift the supply chain long-term
How economic growth could combine with scrapping percentages to form a huge demand spike in the used car market

“When we really saw the inventory situation get substantially worse, the inventory saw itself with empty dealer lots… as a result of that, we’ve seen that the margins have strengthened dramatically, both for dealers and the manufacturers themselves. Although COVID was a huge crisis, it has presented an opportunity for the industry to become lean and mean.”

— Charlie Chesbrough

|| Dealer News Today is a DCG Media production

Itay Michaeli is a real citizen of the world, having been born in Israel and moving with his family to the US when he was 6, and now focusing his expertise on automotive companies around the globe. Itay, an NYU alum, has been in the field of investment analysis right since he graduated from college, and has earned many accolades over the past two decades of his career, including previous #1 rankings in the Starmine awards and the Thomson Reuters stock picking accuracy awards.

On this episode, Itay joins Derek D to discuss the broad appeal of current automotive technologies, taking into account macroeconomic and cyclical perspectives, the reasons automotive company valuations have historically been lower than other major industrial sectors, and the elements of creativity in analysis. He also talks about seeing the automotive industry from multiple vantage points, the role of de-urbanization in creating demand for cars, and more.

Itay Michaeli

Episode Highlights:

The single best metric to follow to determine automotive industry demand
The technology that could be more disruptive to the auto business than EVs and other alternative fuels
Itay’s prediction for the rate of EV adoption by 2030
Why the United State has lagged behind the rest of the world in terms of electric cars - and the reason that could easily change

“The battle the next ten-plus years is not just about market share, but who’s able to capture a far-greater share of the lifetime revenue of a vehicle that, today, is not really available to the automaker.”

— Itay Michaeli

|| Dealer News Today is a DCG Media production

To say that Cynthia Caine has a keen mind for finance is an understatement. She has spent her whole career in this field, serving both the automotive industry and a diverse range of other clients. She joined Wells Fargo in 2016, where she led efforts to retain and grow manufacturer programs in the Distribution Finance division, eventually taking over as the head of a 200-person Commercial Auto team. Her division now manages over 750 franchised auto dealership clients.

On this episode, Cynthia discusses the reason that lending to photocopier dealers is not very different from taking on automotive clients, the ways in which Wells Fargo has shifted gears over the past two years, and why - and when - she believes the current inventory shortage will turn around in a big way. Plus, she discusses why interest rates may seem much higher than they actually are, the ways in which statistics bear out a major drop in leasing, the unusual feature of her first car, and more.

Cynthia Caine | Wells Fargo Commercial Auto

Episode Highlights:

The one trend in the auto business that has been on the lips of Cynthia and her colleagues
What consumer behavior modeling has to say about the post-COVID, post-shortage future of automotive
What the tipping point will be for EVs to become more widespread and, eventually, a majority of vehicles
The ways in which OEMs are currently hedging their bets

“I think some people that were waiting by the sidelines last year, and were maybe inquisitive about acquiring, are now looking at all their cash… you’ve kind of got the next set of buyers and the next set of sellers.”

— Cynthia Caine

|| Dealer News Today is a DCG Media production

Diversification is the name of Brad Cobb’s game - in addition to being president of the entirety of Bowers Automotive Group, he is also a dealer principal or partner in Bowers dealerships selling 7+ different brands of cars across multiple states. Brad initially wanted to go to law school when he graduated college, but when the legal profession didn’t appeal to him, he went full-speed into the job he had taken to pay for law school: automotive sales. He now has over 30 years of automotive experience and has also served on the boards of organizations including the Chattanooga Chamber of Commerce and the United Way of Cleveland.

On this episode, Brad sits down with our host Derek D to discuss why it can be tough to be the son-in-law of the owner of the dealership group you work for, what metrics are important for dealerships to keep regular track of, and getting back to basics in preparation for a more normal inventory and revenue-per-vehicle situation in the near future. Plus, he talks about “fighting the fights that matter” in business and family relationships, why he’s taken the same ski trip for the past 30 years, why it takes all types of personalities to generate business, and more.

Bowers Automotive Group

Episode Highlights:

The scenario that could lead to bloated inventories for all types of dealerships within several years
What happened when a commercial was accidentally so annoying, it brought in more leads than a charming ad might have
Why developing boundaries is especially important in a family business
What it is about body shops that makes such a business tough to run

“The folks that are trying to maintain those best practices - those blocking and tackling things that we know we’re supposed to - I think are the ones who are really going to capitalize on market share and growth.”

— Brad Cobb

|| Dealer News Today is a DCG Media production

It’s no surprise that Randy Dye was selected as the chairman of Stellantis’s National Dealer Council for 2022. He’s a proven automotive industry veteran - he operates Daytona Dodge Chrysler Jeep RAM & FIAT, as well as Maserati and Alfa Romeo dealerships in the massive Daytona Auto Mall. Randy has worked at dealerships of all sizes en route to owning Daytona DCJR, and maintains community involvement with events that he has started such as the Excellence in Education Challenge and Golf for Kids’ Sake.

On this episode, Randy sits down with our host Derek D to discuss his lifelong enthusiasm for cars, automotive engineering, and auto racing, the one major problem in the otherwise effective system of selling cars on order, and how Stellantis is fighting the microchip shortage and preparing for the large-scale transition to electric vehicles. Plus, he talks about who is responsible for “bad behavior” in automotive sales that has contributed to inventory shortages, his predictions for future forms of car propulsion, and more.

Daytona Dodge Chrysler Jeep Ram

Episode Highlights:

How Randy’s first-ever auto industry job at a tiny dealership taught him a crucial lesson for dealing with shortages
Why inventories on lots may be even lower around September
How to make effective future plans - even, and especially, in times of uncertainty
How racing has been a driving force in automotive innovation, from the Model T days until today

“This is not revolutionary to me - it’s really a step back, but it’s not a bad step, it’s a great step.”

— Randy Dye

|| Dealer News Today is a DCG Media production

Benny Robles Jr. is an automotive industry “lifer” - he grew up around the business and took to it like a natural. Benny’s father, Benjamin Robles Sr., audited Bartow Ford when working at Ford Credit, befriended the then-owners, went to work for Bartow as a finance manager, and eventually purchased the dealership. Benny, a NADA Academy graduate, has worked many positions on the retail and service sides en route to becoming the majority owner himself and being featured in the Automotive News “40 Under 40” list in 2014.

On this episode, Benny sits down with our host Derek D to discuss finding the balance between acquiring a new location in a slow but risky market and a fast but high-priced one, how service absorption and avoiding overreliance on the manufacturer has helped Bartow Ford weather the microchip shortage, and why he prefers volume to heavy front-end gross. He also talks about why he loves the “shake-and-bake” feeling of automotive sales, holding a country music concert in the dealership lot, why growing up in the business made him paradoxically less of an auto enthusiast, and more.

Bartow Ford

Episode Highlights:

Why Benny once had 76 tons of snow trucked in to Bartow, FL
What the true most effective form of dealership advertising is - especially within a small community
How a low turnover rate has benefited all of Bartow Ford’s departments
Why Benny briefly butted heads with his father after acquiring the majority stake in Bartow Ford

“I’ve already tried to light a fire underneath the sales force to compensate for when that shift happens.”

— Benny Robles Jr.

|| Dealer News Today is a DCG Media production

Although she’s the vice president of Ancira Auto Group, which has 12 dealership franchises across Texas, the automotive business is just the foremost among April Ancira’s many interests. Aside from her leadership role at Ancira Auto, April also serves on the boards of over a dozen charitable and civic organizations, competes in the Ironman triathlon, and performs as a stand-up comedian.

On this episode, April Ancira sits down with Derek D to discuss how her father’s inconsistent pronunciation of their last name has featured in commercials, meeting her husband at the NADA show, when the expense of acquiring a new dealership can be justified, and how she shook off nervousness in her first standup sets. Plus, she talks about dividing the macro concerns from the micro ones at Ancira Auto, the horror of early-90s printed Excel spreadsheets, and more.

Ancira Auto Group

Episode Highlights:

The surprising reason Ancira Auto Group has kept more Volkswagens in stock during the ongoing microchip shortage
How auto dealerships at their best can cause a virtuous circle of mutual uplifting
What April learned when she quit the family business to wait tables at Chili’s
The business situations in which April has to meet her husband in the middle, despite the fact that they are responsible for completely different things

“There is a lesson in leadership, perseverance, and getting through from every single race.”

— April Ancira

|| Dealer News Today is a DCG Media production

Renowned pediatric oncologist Dr. Michael Weiner joins us for a special episode of Automotive Authorities to highlight the work done so far by DCG Giving. Dr. Weiner is the vice-chair of the Department of Pediatrics at Columbia University Irving Medical Center in New York Presbyterian Hospital. He’s not only a leading medical specialist, he’s also a published author, and he has decades of experience in nonprofit leadership.

Dr. Weiner talks to Derek D about DCG Giving’s origins, his longtime personal connection with founder Dave Cantin, the organization’s important mission to fight pediatric cancer at the community level, and most critically, how you can get involved.

DCG Giving

Episode Highlights:

The nationwide group that DCG Giving is partnered with, and why that affiliation is so important
How automotive dealerships can contribute to the battle against childhood cancers, and how to keep it up in the long term
Why a local focus is central to effective charitable action

“It’s important to know that your gift is going to help children in your community.”

— Dr. Michael Weiner

|| Dealer News Today is a DCG Media production

Brian Kelly’s career in the automotive industry spans an incredible 56 years and counting. He got his start working at his father Roland’s used car lot as a young teenager - which would eventually become the first dealership of Kelly Automotive Group. There are now eight Kelly dealership locations with a total of ten franchises throughout them.

On this episode, Brian Kelly sits down with Derek D to discuss how his career selling cars got started with buying two suits for $59, why the Federal Reserve raising interest rates is a necessary evil for the automotive business and how long the aftereffects may last, and how Kelly Automotive came to open one of the first INFINITI dealerships in the entire world. Plus, he talks about how a little real estate knowledge can be valuable for dealer principals, why his connection to his hometown is so important to him, and how he quickly spotted auto brokers trying to take unfair advantage of market conditions recently.

Kelly Automotive Group

Episode Highlights:

How Brian’s childhood tricked-out bicycles led to a lifelong love of both cars and motorcycles
Why it matters what brands a dealership sells during the ongoing chip shortages - and which automakers are managing their currently supply of microchips well and poorly
Why the most prized vehicle Brian owns is one of fewer than 200 in the world
What needs to happen before most or all cars no longer run on internal combustion engines - and why Brian is unsure what will be propelling those future vehicles
How inflation’s impact on the industry is like a broken arm

“We have new customers coming in every day, and you add that to the repeat business we do, and that’s one of the reasons we’ve been so successful.”

— Brian Kelly

|| Dealer News Today is a DCG Media production

Dan Fields is something of a Renaissance man - he studied in multiple countries during college, is bilingual, and has a professional interest in aquaculture in addition to the automotive business. He’s also lived, worked, and studied in several very different states, and fittingly, Fields Auto Group has 34 locations in some diverse areas - Florida, Illinois, Wisconsin, and North Carolina. At Fields Auto Group, Dan is business partners with his father John and brother Ryan.

On this episode, Dan Fields sits down with Derek D to discuss how Dan’s grandfather started Fields Auto Group with one of the very first individual Cadillac franchises in the country, why repeat business in the form of service starts with customer satisfaction over the car’s initial price, and how a built-to-order system can only work properly with communication on every side Plus, Dan talks his coincidental acquaintance with NFL coaching great Tom Coughlin, why he bought his everyday-drive car spontaneously, and losing eleven already-sold vehicles aboard the cargo ship Felicity Ace, which caught fire in the middle of the Atlantic in February.

Fields Auto Group

Episode Highlights:

The surprising segment of the market that has recently done the best business for Fields Auto Group, and the unlikely places some of this business has come from
What it’s like being the “operations guy” (and only gearhead) in the family business - and the simple key to making sure a family business doesn’t fall apart
The recently released vehicle Dan anticipates being a big hit in one of his most important market
The (minor) “woes” of trying to come up with a unique configuration for a high-end built-to-order car

“Our theory always has been we always want them to come back to service, and for them to trust us to charge a reasonable rate.”

— Dan Fields

|| Dealer News Today is a DCG Media production

Fourth-generation car dealer George Grubbs III grew up wanting to be a doctor - until he got his first taste of the sales side of the automotive industry. Now, he’s president and CEO of his family’s dealership group, boasting six stores and on their way to further expansion.

George joins Derek D for an insightful conversation spanning his lifelong love of automobiles from multiple standpoints, what it’s like having a family history in car sales that stretches so far back, switching to a pickup truck for his daily drive, and developing a new brand as the market becomes ready for it. He also talks about how to mitigate risks during dealership group expansion, the importance of proper documentation and updating documents, what happens when someone says they’d like to buy a car just like the one he’s driving, and more.

Grubbs Automotive Group

Episode Highlights:

What George’s father insisted on driving in order to promote the business
How Grubbs Automotive Group avoids overextension when trying to expand
Why customers prefer to be told bluntly about dealership policies and changes
How Grubbs Automotive staff members are in training constantly - and how such a thing is possible
The specific types of vehicles that Grubbs dealerships can strategically price above MSRP without losing customer satisfaction

“To us it’s always been people and process - build strong processes, find talented people, and get out of their way.”

— George Grubbs III

|| Dealer News Today is a DCG Media production

A lifelong gearhead, a graduate of the NADA Dealer Candidate Academy, and a longtime employee of his family’s dealership, Brandon Tomes was destined to get into automotive sales. With Brandon’s initiative and his father’s blessing, he expanded the Tomes family’s automotive dealership holdings to include Brandon Tomes Subaru and Brandon Tomes Volkswagen.

Brandon sits down with Derek D to talk about learning the car business from the ground up, why Subaru dealerships in particular were best equipped to handle inventory shortages, and having as name everyone mispronounces. Plus, he opens up about being his father’s business partner, why he’s switched to driving pre-owned vehicles, and why practice runs for demolitions look so much better than they do on camera when filming a commercial.

Brandon Tomes Subaru - Tomes Auto Group

Episode Highlights:

How Brandon almost became a chef instead of going into automotive
The one tactic that has best helped the Tomes Auto Group dealerships increase allocations during a time of low inventory
Why Brandon thinks a large-scale built-to-order revolution isn’t possible yet
What it took for Brandon’s father to purchase a high-end car of his own for the first time
How responsiveness to customers can get them to change their minds on negative online reviews

“Working with family is great, but you want to make sure to leave your own mark also.”

— Brandon Tomes

|| Dealer News Today is a DCG Media production

Starting when he was 18, Joe Cardinale was hooked on the business of selling cars. He opened a dealership of his own for the first time in 1980, and now Cardinale Auto Group has 22 locations throughout California, Nevada, and Arizona, and the family-owned and operated business is planning to open several more soon.

On this episode, Joe Cardinale chats with Derek D about his near-lifetime of experience in the automotive industry and how that has led him to react to the rapid changes of recent years. He also opens up about hiring - and firing - family members, Cardinale Auto Group’s responsibility to their nearly 1,000 employees’ families, how he manages to fit in two workouts during a working day, and more.

Cardinale Auto Group

Episode Highlights:

What indicates which stores to buy up when Cardinale Auto Group has expanded
What happens when a dealership group experiences its fastest-ever quarterly growth - in a quarter where Joe says he thought he definitely wouldn’t buy a new location
The most effective ways that Cardinale Auto Group has developed to run meetings
How predictions on the factory side from manufacturers have gotten it wrong, and how to plan anyway

“Once you learn sales, it’s a fun business - you get a game every day and you either win or lose it.”

— Joe Cardinale

|| Dealer News Today is a DCG Media production

Dorian Jimenez has been in the automotive business for 26 years in all sorts of roles - despite having a pre-med degree. He’s been general sales manager for the largest Acura dealership in the US, sales director for a large luxury car dealership, and joined Classic Chevrolet of Grapevine, TX a few years ago. Besides being the general sales manager, Dorian is the face of Classic Chevrolet’s advertising and is in charge of the company’s charitable efforts.

On this episode, Dorian sits down with Derek D to talk what it’s like working in such a wide variety of positions within (and outside) the automotive industry, the challenges of working in a climate where minorities are severely underrepresented, and the transformative effects he’s seen personal relationships in the auto business have on people. Dorian also shares why the pandemic-related shift to a built-to-order car buying system was a blessing in disguise, what it feels like to be surrounded by cardboard cutouts of yourself, and more.

Classic Chevrolet Episode Highlights:

How Classic Chevrolet is managing a precipitous drop in inventory - despite being a few miles away from a Chevy plant
Why Dorian thinks rebates have never been necessary, and what really works best to create customer loyalty instead
How Dorian took a Corvette for a spin on a NASCAR track and was humbled by a young pro driver
What “bringing the country to the city” means at Classic Chevrolet

“It’s been a recipe for 30 years at this dealership, and we’re never going to change.”

— Dorian Jimenez

|| Dealer News Today is a DCG Media production

“There are a lot of bad habits being formed that are going to have to be addressed, once the situation becomes back to a normal cycle.”

— Steve Barna

Born and raised in Hawthorne, NJ, Steve Barna also owns Hawthorne Chevrolet, which has been a family-owned and operated dealership for over 90 years. Steve got his start in automotive sales when his stepfather asked him to fill in for sales staff who were unable to make it - the rest is history.

In this episode, Steve Barna sits with Derek D to talk about the pitfalls and advantages of a family business, his uncertainty in the last five years of the automotive industry and how he’s managed it and found avenues to succeed, and what the two most major immediate issues facing all dealerships are. He also weighs in on why it’s been especially difficult to sell commercial trucks since the beginning of the COVID-19 pandemic, what has always annoyed his mom when it comes to Thanksgiving with a family of car dealers, and more.

Episode Highlights:

The benefits of consolidation and shifting location focus in a world still dealing with a pandemic
How rail transportation of cars from the manufacturer to dealers poses a logistical concern
The new system being used as a stopgap when premium options are unavailable due to the microchip shortage, and Steve’s concerns with this approach
How the Northeast’s strong lease market makes it especially vulnerable to supply chain problems

|| Dealer News Today is a DCG Media production

She’s back! One of the hardest-working women in the automotive industry, Rita Case, returns to Dealer News Today for another enlightening and entertaining chat with Derek D. Cars have always been a family affair for Rita, with her children also working at Rick Case Auto Group, and she continues to look ahead on behalf of future generations in the auto business.

Listen in as Rita Case talks what it’s like being immediately recognizable, navigating supply and demand in today’s car manufacturing climate, the future of leases and trade-ins, and more.

On this episode, Rita Case discusses how her kids “learned the automotive business at the dinner table,” the purpose of her personal brand, and helping customers in the wake of rising lease costs and lower inventory levels.

Rick Case Automotive Group

Episode Highlights:

How Rita’s legendary hats tie into having something to prove
The “sweet spot” for increased efficiency even with fewer cars on the storage lot
The true origins of the microchip shortage, and how it will be remedied
The decline in auto shows, and why it should matter to dealer groups

Episode Quote:

“I wore the hats in order to stand out, to draw attention to me, and then it was up to me to prove that I deserved that attention.”

— Rita Case

|| Dealer News Today is a DCG Media production

Matt Gunderson came from a large family in western Wisconsin, never intending to sell cars. But after getting into business with his brother in an open Infiniti dealership point in California, he found himself two decades later, running that successful dealership, plus two others he had started from the ground up.

On this episode, Matt Gunderson talks with Derek D. about his unlikely path to both California and the automotive industry, how he built his business in an unfamiliar state, and how someone who’s not a “car person” could be attracted to the business of selling cars. He also details what inspired him to run for office as a relative newcomer, his convictions about how political change can be made, and how negotiating with car manufacturers is like dealing with a state government.

Matt Gunderson for State Senate

Episode Highlights:

Matt’s journey to becoming an “accidental” car dealer
How Matt was recruited to run for state senate - and why he was reluctant at first
How the Mission Viejo family of dealerships coped under pandemic-related regulations
The silver lining of having to cut back on staff

“It was more an approach of growing and cultivating a business than it was specifically cars, so to speak.” — Matt Gunderson

|| Dealer News Today is a DCG Media production

Liza Borches is a fourth-generation automotive dealer, but once upon a time, she never imagined she’d want to sell cars. Over the last 15 years, Carter Myers Automotive has experienced explosive growth, from three rooftops to 20 - and Liza, Cox Automotive’s 2020 Woman of the Year, says they’re ready to go even further.

Listen in while Liza Borches, President and CEO of Carter Myers Automotive, shares her passion for helping people through automotive sales, CMA’s philosophy of “Moving Lives Forward,” how she makes the most of business and family responsibilities, and more.

On this episode, Liza Borches talks with Derek D about employee ownership, the importance of transportation in shaping lives, and why she can’t do business on the golf course.

Carter Myers Automotive

Episode Highlights:

How Liza manages a packed schedule with 20 dealerships and raising teenage children
The “pivotal moment” that convinced Liza to go back to the retail side of the auto industry, and how she taught herself from scratch to run a dealership
The rare employee incentive that has helped Carter Myers Automotive’s longtime success
How an awkward moment at a Mets game gave Liza perspective on being a woman in a male-dominated field

“When I was growing up, I saw this business as ‘How many cars can we sell’ and ‘How many cars do we service’, and I didn’t experience the business from the perspective of the lives that we change and the people that we help.”

— Liza Borches

Dealer News Today is a DCG Media production

Rita Case has literally spent a lifetime in the auto industry. She was born into one car-selling family, married into another, and now is the president, CEO, and owner of the country’s largest retail auto group that is owned and operated by a woman.

Listen as Rita Case, the CEO and owner of the largest woman-owned retail auto group in America, tells the tale of her lifelong journey in what she calls the “funnest business ever” and her history of innovation and “picking winners.”

On this episode, Rita sits down with Derek D for a whirlwind discussion covering hats, jets, America’s first Hondas, and her pioneering business successes.

Rick Case Automotive Group

Episode Highlights:

Why Rita wears her famous hats
What it takes to bring an overseas auto brand to the shores of the US for the first time
How Rick Case’s idea for a revolutionary marketing tactic was rejected, how it was proven to work - and how it saved Hyundai’s brand in America
What women in leadership positions have to offer the auto industry, and what has held them back in the past
The one simple step Rick Case Automotive Group takes to create customer loyalty

“I tell people, when they say, ‘Oh, you were so lucky’ - Luck spells ‘Laboring Under Correct Knowledge’.”— Rita Case

Dealer News Today is a DCG Media production

The Crain Companies began as “Paul Crain Wholesale” in Searcy, Arkansas in the early 1950s. “Mr. Paul”, Larry Crain Sr.’s father, started out “peddling” tire repair items and now Crain Automotive is 23 rooftops strong - all from the trunk of a car.

Listen to industry veteran Larry Crain Sr. as he discusses the history of Crain Automotive and how he went from one dealership in 1991 to 23 thirty years later.

Episode Highlights:

How do you go from selling from the trunk of a car to owning 23 dealerships?
Working with family, is it easier or harder? The answer may surprise you.
How the last couple of years challenged the Crain Automotive business.

“As a dealer principal of a family-owned business, and a CPA background, I would not recommend family work together”

— Larry Crain, Sr., Crain Automotive

Larry Crain Sr. | Crain Automotive

Dealer News Today is a DCG Media production

45-Year-old automotive brand has seen it all.With 26 dealerships and over 35 facilities, Rob Cochran, #1 Cochran President, and CEO, has a wealth of leadership and operational insights.

“Building a brand means developing the organizations’ culture, and that culture needs to be one of growth and empowerment.” — Rob Cochran CEO, #1 Cochran

Listen to industry veteran and thought leader Rob Cochran as he espouses the values of building a time-tested brand while being nimble enough to adjust to sweeping and rapid change.

Listen as Derek and Rob take a deep dive into the businesses of a dealership in today’s limited supply world.

Rob Cochran Bio | #1 Cochran

Episode Highlights:

45 years of growth - what’s the secret?
There is a specific process to building a lasting brand
How to create a culture of growth and empowerment
Rob Cochran’s “Rule of 12”
Using transparency to compete with the “disrupters” in the industry
The impact of electric vehicles and digital culture on dealership operational systems.

| Dealer News Today is a DCG Media Production

Time Magazine Dealer of the Year - 40 dealerships across four states, Scott Kunes, Kunes Auto Group COO, looks into his crystal ball. What’s in store for the auto industry? Listen and find out.

From professional chef to one of the top Cheif Operating Officers in the auto industry, Scott Kunes has a unique point of view on the industry and has some core values he’s learned in the kitchen and applied to the showroom.

Listen as Derek and Scott take a deep dive into the businesses of a dealership in today’s limited supply world.

Scott Kunes Bio | Kunes Auto Group

Episode Highlights:

How being a chef prepares you for the auto industry.
What is the ultimate secret to the Kunes Auto Group’s rapid success?
Family Business - Harder or Easier?
What attracted you to the auto dealership businesses
What does it take to be a leader in the auto industry
What do you struggle with every day?
Scott Kunes crystal ball - what’s next for the auto industry?

“The auto business is so much more than just cars. This is a pretty incredible business. It’s ultra-competitive and a business unlike any other.”

— Scott Kunes, COO, Kunes Auto Group

|| Dealer News Today is a DCG Media production

Opportunity remains extremely strong in the automotive M&A sector, and for nearly two years, this high-reward dynamic has allowed auto groups to be especially “picky” and strategic about the dealerships they acquire.

Today, Dave takes a deep dive into the art of strategic acquisitions and how dealer groups today are positioning themselves across the US market.

For example, groups are being more selective about the brands they acquire. They’re also more willing to widen their radius and expand outside of their usual geographic region than ever before.

And the question remains—How long can this ideal M&A environment last?

Episode Highlights:

We explore why major auto groups who have previously cashed out of the industry are coming back in and buying stores.
Dave explains why, in today’s market, you’re either a buyer or a seller (and why, either way, the most important thing to focus on is your people)
Dave and Derek discuss when it’s time to divest from an underperforming dealership and re-invest in a better opportunity.

Episode Quote:

“When an investor is willing to take their profit, and reinvest back into the same industry, that is an incredibly positive sign.”

— Dave Cantin

|| Dealer News Today is a DCG Media production

Brett Hopkins has had a fascinating career story.

He went from a try at medical school, to 3 years in Paris, to being CFO of the 2002 Salt Lake CIty Olympic Committee, where he forged a relationship with Bob Garff, then the 2nd-generation CEO of Ken Garff Automotive Group.

Brett joined Ken Garff Auto Group following the 2002 games, and in 20 years, he’s helped grow the company from nearly 20 dealership in Utah to 61 rooftops across 8 states.

This episode is full of heart, as Brett tells the company’s story through pandemic. In March 2020, they lost then-CEO Bob Garff to COVID-19. In this difficult moment, leadership decided to back its employees financially during shutdown. This led to the lowest turnover and highest employee loyalty the company has ever seen.

Episode Highlights:

Out of their realization about investing in employees, came a long list of benefits that Ken Garff Auto Group now gives to its employees, defying many norms of the auto industry.
The company began its “We’re Hear for You” campaign in early 2020, backing businesses that might not have made it through the pandemic, like restaurants, and they continue to this day.
We hear about the value of working at one of the country’s most well-run family businesses, with several third-generation Garff family members in the company.

Episode Quote:

“March of 2020 we learned that when we come out of pocket and invest in our employees, they will give back.”

— Brett Hopkins

|| Dealer News Today is a DCG Media production

An Exclusive Interview with Sugar Ray Leonard Before His Appearance at the NADA Afterparty Hosted by DCG.

“There’s a special something, a way to live that helps you win the fights that matter.” ~ Sugar Ray Leonard

He’s an Olympic gold medal winner, Golden Gloves winner, world champion boxer in five weight classes (the first boxer to ever achieve this), a legendary sports icon, Hall of Famer, bestselling author, television personality, ringside analyst, and tireless philanthropist- Sugar Ray Leonard.

Today we sit down with the champ for an EXCLUSIVE interview, just for you.
Brought to you by the Dave Cantin Group

Guest host and best-selling author Larry Bailin sits with the champ and gets deep into what it truly means to live every day like a champion.

In the Episode

How the principles that apply to being a world champion also apply to success in life.
Lessons from Sugar’s underdog fight with Marvelous Marvin Hagler and learning what it takes to push through adversity.
Identifying your greatest competitor, and why it may not be who you think it is.
Is talent alone enough to succeed in tough times?
What it takes to develop a champion mindset.
What the audience at the VIP NADA Afterparty hosted by DCG can expect to hear.

This exclusive podcast interview with sports icon and boxing legend Sugar Ray Leonard is a do-not-miss episode, and can only be heard here — exclusively on the automotive industry's #1 podcast platform, Dealer News Today.

Sugar Ray Leonard will be speaking LIVE at an exclusive NADA VIP afterparty hosted by the Dave Cantin Group at one of the hottest nightclubs on the Las Vegas strip, LAVO. Followed by a live concert with Journey tribute band and global sensation, VOYAGE.

CLICK HERE to request a VIP ticket
Space is limited to venue capacity. Not all requests can be honored.

Today we talk about the true nature of value.

Dave reflects on DCG Acquisitions’s recent announcement that, in 2021, the firm closed over $1B in total M&A transactions. (Read more in Business Wire.) But they didn’t do so by gunning for the billion dollar mark. Instead, the team was focused on more essential elements of value.

Later in the episode, Dave talks about the long game of automotive acquisitions, explaining why a dealership purchase is not about immediate ROI. It’s at least a 5-7 year return, and in the long run, it’s a family asset, multiplying returns 5x or 10x over the course of generations.

Episode Highlights:

Dave and Derek look ahead to this Super Bowl Sunday, and how the big game’s automotive ads indicate important trends and sentiments in the industry.
Dave explains the three most important values he emphasizes to his team at DCG (and why they aren’t centered around work).
We hear several reasons why short-term ROI can be a distraction from a more important aspect of the automotive business — the long game.

Episode Quote:

“The automotive industry is not about ‘What am I gonna make this year and cash our next year?’ . . . The returns are impeccable, but this is about playing the long game.”

— Dave Cantin

|| Transactions is a DCG Media production

Get ready to take notes.

Today, Dave runs down the checklist of dealership profitability and talks about entrepreneurs who are skilled at purchasing dealerships, increasing profits, and then selling them at a higher price three to five years later.

Plus, Dave and Derek share predictions on the performance of mainstay automakers over the next 12-18 months, especially GM, which suffered Q4 losses but is looking at a big emergence into the EV market through 2023.

And the conversation returns again and again to every business's most important asset — its people.

Episode Highlights:

We hear how the market fluctuations since 2020 have created a wide range of consumer experiences. This could mean we have several different types of car buyers in the coming years.
Dave and Derek discuss predictions that General Motors will deliver 400,000 EVs in the US market through 2023, and what that means for the overall auto market.
Dave tells us how a dealership buyer’s fresh perspective can uncover previously unseen areas of opportunity in an automotive business.

Episode Quote:

"There’s no magic dust that we’re going to sprinkle over a car dealership that makes it profitable. It’s process. It's people. It's product.”

— Dave Cantin

The auto industry is changing faster than it has since the days of Karl Benz and Henry Ford.

Manufacturers are investing billions into EVs. Dealers are adopting “order your vehicle” sales models and transforming the way they do business with customers.

In this environment, M&A remains full-steam-ahead. Smaller auto groups and family dealerships continue to look at historic high valuations, deciding their best option is to sell. Large companies continue to consolidate, invest, and reinvest in the industry.

Today, we cover all of this ground and take a look at what’s to come in the months ahead.

Episode Highlights:

Dave and Derek discuss how some dealerships are succeeding by hiring salespeople from outside the dealership industry.
We learn how selling an EV is different from selling a gas-powered vehicle.
Dave and Derek explore how all this could be a positive change, allowing automotive professionals to be successful by “working smarter not harder.”

Episode Quote:

“The whole dynamic of the industry is changing. I don’t think this will take away from profitability. The new process could create more profitability and higher customer satisfaction.”

— Dave Cantin

|| Dealer News Today is a DCG Media production

Bridget Beyer’s family has been in automotive for over 100 years.

She’s the COO of Beyer Family Automotive Group in New Jersey, which operates Ford, CDJR, and GMC franchises, multiple commercial truck dealerships, and even a Fleet dealer that sells over 2000 police vehicles annually to municipalities across NJ.

Today on DNT, Bridget brings up some key under-recognized points about the inventory shortage. She also explains how she uses her law degree every day at her job and tells a few interesting stories about her life in the business, including an experience driving an ex-secret service vehicle.

Episode Highlights:

We hear about the Japanese chip manufacturing plant that suffered a fire near the start of the chip shortage (and when it’s expected to be back up and running).
Bridget shares which of her manufacturers are doing the best and worst jobs supplying new cars during the inventory shortage.
Bridget explains why her biggest lesson from the pandemic is, “Meet people where they’re at.”

Episode Quote:

“You have to be much more creative. The entrepreneurial spirit is definitely alive and roaring, and those who can capitalize on that are doing well.”

— Bridget Beyer

|| Dealer News Today is a DCG Media production

There’s no crystal ball for the year ahead, but the automotive industry is not slowing down and 2022 may shape up to be a stronger year than 2021 or 2020.

However, there’s one thing we’re keeping our eye on — how will manufacturers respond to dealers making record profits, while they aren’t seeing the same on their end? Dave and Derek discuss why this is happening and what options manufacturers may have to grab a piece of the pie.

Episode Highlights:

We take a deeper look at the automotive market in 2022, which after two unprecedented years in 2020-21, continues to be hot in vehicle sales as well as M&A.
We get an inside look at how DCG Acquisitions does its due diligence on a dealership valuation, accounting for performance metrics, real estate, geographic location, a “look under the hood”, and more.
Dave reveals the three aspects of a successful dealership transaction, and how DCG works to achieve them.

Episode Quote:

“I’m excited about ‘22. I’m excited about where the automotive industry is right now . . . Let’s buckle up and take the ride.”

— Dave Cantin

|| Dealer News Today is a DCG Media production

The week between Christmas and New Year’s is usually quiet in the M&A world. Not this year.

At a moment when DCG has 37 deals in the pipeline, Dave breaks down how two key attributes in a buyer—speed and confidence—are essential to winning dealership acquisitions.

He goes on to discuss how New Year’s is his favorite holiday, because it’s a chance to hit the restart button. For business executives, it’s a chance to take stock of everything and everyone at your company, and to lay a strong foundation for the year ahead.

Episode Highlights:

People, product, and process. These are three core factors for any company in creating synergies and a unified brand experience.
Listening is leadership. Lending an open ear to team members and their ideas keeps your team feeling valued and helps find opportunities for enhancing your business.
The “wow” approach. If you can rely on your people to deliver the wow factor with every customer, you know you have a well-run organization.

Episode Quote:

“Confidence in an acquisition for a buyer is the KEY to success in achieving a successful closing.”

— David Cantin

|| Transactions is a DCG Media production

This episode is full of rich insights and data from one of the industry’s leading analytics experts.

Jessica Caldwell began her career with various OEMs and has spent the past 15 years at Edmunds, where she is now Executive Director of Insights.

Jessica and Derek discuss the great flux the industry has felt since the start of the pandemic, and attempt to form a picture of what may take place in the coming year. It’s hard to predict any year—let alone 2022—but this conversation will give you useful insights to better prepare you for the unknowns on the road ahead.

Episode Highlights:

Jessica explains why there may be a backlash on the exorbitantly high used car prices, with dealerships and personal sellers marking up their prices far above typical prices.
We hear predictions around new car inventory in 2022, and she compares the uncertainty around the Omicron variant to what happened with the Delta wave.
Jessica discusses what will happen once supply chains eventually normalize. Will we go down the familiar road of OEMs vying for market share, or will supply be more restrained based on what we’ve learned in the pandemic?

And much more.

Episode Quote:

“For people financing used cars . . . payments were exactly the same as new car payments five years before. Never has our industry changed so fast in terms of pricing.”

— Jessica Caldwell

|| Dealer News Today is a DCG Media production

Today’s episode of Transactions starts with some holiday cheer and jumps quickly to the frenzy of M&A activity happening at the close of the year.

“It’s the unknown,” Dave says, that’s driving the rush to close. We all know factors are favorable in 2021 — from laws and taxes, to interest rates and dealership profits — but nobody knows exactly how things will change in 2022.

Dave and Derek go on to discuss how historic consumer demand continues to snowball into high dealership valuations and increased M&A activity. Plus, Dave explains his predictions that 2022 will be even busier than 2021, especially from the end of Q1 through Q3.

Episode Highlights:

Dave gives us a round-up of several major acquisitions that closed during 10 days in early December.
Dave and Derek discuss — How high can valuations continue to grow? How long can companies wait before buying or selling? What is the risk of waiting too long?
We get a look at the processes companies use after acquiring multiple dealerships, to streamline the transition to their business model.

And more.

Episode Quote:

“If there’s ever been a time to grow, the time is now.”

— Dave Cantin

|| Transactions is a DCG Media production

Don Forman is one of the top names in the Vegas auto market.

As CEO of Forman Automotive, he’s now getting ready to open his sixth dealership in the greater Las Vegas area.

On this episode of Dealer News Today, Don tells how he found his career in Vegas by chasing opportunity, and he gives us a sense of the work ethic and passion that are behind the growth of his auto group.

Don wakes up each day at 4am and stays focused on his work until late in the evening, because he loves what he does. He’s constantly learning new skills in both life and business. He embraces success and the failures that come with it, saying, “It doesn’t take but one or two successes for you to overcome many failures. The real failure is not taking the risk and trying.”

And it all comes through on today’s interview.

Episode Highlights:

Don tells us how two key elements of his success are communication and planning, and he explains how he builds them into his business.
Don discusses Forman Automotive’s “united team trust meetings” and how he uses them to instill growth in his businesses, saying, “It's amazing, the information you get.”
Don shares about his role in the Fox 5 Surprise Squad and the hundreds of philanthropic acts the group has created around Las Vegas.

Episode Quote:

“You can’t truly take in and enjoy a great day or a great success unless you’ve been through the wringer. You’ve got to have the bad days, because that’s what amplifies your successful days.”

— Don Forman

|| Dealer News Today is a DCG Media production

If there’s a phrase to sum up today’s episode, it’s “positive outlook”.

Dave kicks off the conversation by describing how he chooses a positive outlook as often as possible, in any situation, to stay on the right path, take the right actions, and guide his team toward consistently positive outcomes in dealership transactions.

Then he delves into the positive forecasts for the M&A market in 2022 (in automotive and across all industries), including why a major contributing factor is that people know the good times won’t last forever — so they’re striking while the iron is hot.

Episode Highlights:

Learn what is the greatest unknown currently affecting people’s financial mindset in the M&A market.
Hear why December and the holidays are a great time to find a buyer for a dealership acquisition.
Find out why predictions are becoming stronger for the M&A market in 2022, with a growing number of experts saying it will outpace 2021.

Episode Quote:

“When a store becomes available in the right market, forget about price. It’s one word and one word only, and that’s opportunity.”

— Dave Cantin

|| Dealer News Today is a DCG Media production

John Stech’s story is one of an automotive entrepreneur crossing disciplines and crossing continents.

Born in Germany, he moved to the US at a young age. As a professional, he’s gone from developing plastics for car components, to working for European OEMs in various global markets, to consulting as an automotive expert with major players in other industries.

His journey has taken him across the US and across the globe, to cities like Cairo, Moscow, New York City, and more.

On this episode of DNT, Stech tells us how he is now taking his diverse automotive background and applying it in innovative ways, from his work as Founder & Principal of Shiftgate Consulting to his most recent venture starting a car-inspired brand of hot sauce.

Interview Highlights:

John gives us a taste of his work at Shiftgate Consulting, helping to advise non-automotive companies who are invested in the shift to EVs.
We hear about the intersection between automotive and Hollywood, as Shiftgate matches carmakers with product placement in new movies.
John explains how he was inspired during the pandemic to start Left Lane Pepper Company, and what that has taught him about “bootstrapping” a small business.

Episode Quote:

“You hear more and more about EVs coming. You hear about the benefits—you also hear about the concerns . . . With my clients, I’m trying to help ease customers into that adoption process.”

— John Stech

|| Dealer News Today is a DCG Media production

This episode is about turning your visions into reality.

“Some people dream it but they don’t live it,” says Dave, “And they don’t live it because they’re not executing.”

Today, we discuss how the ability to execute makes all the difference in the efficiency of dealership transactions, in people’s careers, and in our daily lives. Dave explains how two motivations, a passion for Automotive M&A and the philanthropic purpose of DCG Giving, are what drive him to take action every day.

And of course, he shares some habits and philosophies you can embrace in order to take more action, for your automotive business, in your career, and in your life.

Episode Highlights:

The conversation begins with an inspiring quote from Bryan DeBoer, CEO of Lithia Motors, who is Automotive News’ 2021 Industry Leader of the Year
We learn why it often takes longer to execute the acquisition of two dealerships than it does to complete an entire 15-store auto group transaction.
Dave closes with a call to action to set yourself up for long-term success in 2022.

And more.

Episode Quote:

“The people who are able to execute and turn their vision into a reality, those are the people who inspire me day in and day out.”

— Dave Cantin

|| Dealer News Today is a DCG Media production

In a way, Paul Meijer’s career has been all about understanding how dealership businesses work and finding ways to make them work better.

41 years ago, Paul started as a service technician, quickly rising to a manager position, and later went on to gain a variety of regional sales experiences with Audi, Subaru, Saab, and other brands. He became an early adopter of online auto sales, after he’d seen fax leads as a precursor to the digital future of the industry.

Today he is the owner and founder of DealerVendorMatch.com. He also operates The White Tablecloth automotive marketing services and hosts a weekly show on LinkedIn, Sunday Night Live, which tackles many of the operational issues faced by auto dealers.

On this episode, Paul describes how he started DealerVendorMatch.com to fill an unmet need in the relationships between dealerships and the vendors they contract for important services. He also recounts his dealership career, including the many lessons about customer trust he learned from being a service professional.

Interview Highlights:

Paul describes his childhood growing up a car lover and the wide spectrum of roles he held in the auto industry early in his career.
We hear the peculiar story of how White Tablecloth got its name.
Paul tells us why DealerVendorMatch.com’s customer service number connects callers to his own cell phone.

And much more.

Episode Quote:

“How can we make the dealer’s life easier while offering vendors an opportunity to position themselves in front of an audience that they might not otherwise get in front of?”

— Paul Meijer

|| Dealer News Today is a DCG Media production

When you’re involved in Mergers & Acquisitions, you understand that every deal has a business side and a human side.

Both are important, for very different reasons. While the human element — the trading of legacies — is a large part of what makes the work so rewarding, it’s important to run the deal itself strictly along business lines and not allow emotions to interfere.

On this episode of Transactions, as we return from the Thanksgiving holiday, Dave and Derek discuss the importance of personal connections and why it's important to understand them if you want to get the most out of an automotive acquisition.

Interview Highlights:

When a transaction starts to become emotional, how do you navigate and get the deal back on track to its original business goals?
What are the most rewarding, and most bitter-sweet moments of any dealership transaction?
Dave closes the episode with a prediction for 2022, stating by what percentage he believes the Automotive M&A market will change compared to 2021.

Episode Quote:

“What is a transaction? A transaction is anything that translates into a course of action. It’s not just making a deal . . . it’s really the passion of life, of everything that you do.”

— Dave Cantin

|| Dealer News Today is a DCG Media production

Today we talk less about technical aspects of the auto industry, and more about what it means to be a professional in this business.

Scott Biehl has been learning and growing in his career for 35 years. At age 21, he took a semester off school to sell cars. He sold 15 vehicles in his first 12 days and never looked back. Today, he’s CEO of Triunity Automotive Group, with dealerships in Fresno and Los Angeles, CA.

On this episode, Scott talks about his habits and values. He shares how his daily routine helps create the success of his team, and he discusses how his professional standards ensure that the right people are advancing and growing the business.

Interview Highlights:

The many ways Triunity Auto Group is family-oriented — from the company’s origin story, to the values it imparts to employees, to its plans for future generations.
The questions and challenges Scott gives to employees who want to be promoted, to see if they’re up for it, asking, “What have you done outside of work to prepare yourself for this next role?”
Stories of how Scott developed his work ethic and his company’s values — from the lessons he learned as a kid, to the way he acted proactively when he saw the first signs of the inventory shortage.

Episode Quote:

“You should always be mentored by somebody, and you should always be mentoring somebody else.”

— Scott Biehl, CEO, Triunity Auto Group

|| Dealer News Today is a DCG Media production

A successful dealership acquisition involves much more than just matching a buyer to a seller.

On episode 3 of Transactions, Dave explains how every acquisition is a puzzle — and you have to know how to put the pieces together to make it successful. Along the way, he describes the nine members of an M&A team involved in any acquisition and how they complete the due diligence of a prospective buyer before they bring any actual buyers to the table.

Then Dave digs into current issues affecting dealership businesses, including why it’s crucial to understand the dynamics of supply and demand today, and why a great, personalized customer experience is more important than ever.

Interview Highlights:

Dave lays out several common pitfalls that can create friction between buyers and sellers, and he explains how to avoid them.
We learn why DCG Acquisitions declines more prospective transactions than it accepts.
Dave shares why (and how) you should operate your dealerships as if there’s always an opportunity to sell, in order to create the greatest value at your business.

Episode Quote:

“Always focus on the process, because process equals results and results equal profitability.”

— Dave Cantin

|| Dealer News Today is a DCG Media production

As President of Charge Enterprises, Mark LaNeve is helping design and implement the 5G and EV charging technology of the future. And as Chairman of Franchise Equity Partners, he provides capital for multiple-franchise owners in the automotive industry and beyond, to help them grow their enterprises.

So this is already shaping up to be an interesting chat.

But before he held those positions, Mark held top positions at General Motors, Ford, Cadillac Motors, Allstate Insurance, and Volvo Cars North America. So he's seen a thing or two in the auto industry.

In this conversation, he tells the story of his career and gives his advice to others in the automotive industry. Mark also gives us the inside scoop on the development of our national infrastructure and how it will affect car dealerships, as we make simultaneous transitions to 5G connectivity and electric driving.

Interview Highlights:

Mark discusses the billions of dollars earmarked for 5G and EV charging in the infrastructure bill currently moving through Congress.
We learn how 5G technology and the interconnectivity of all digital technologies (your phone, the WiFi in your office, etc.) will guide self-driving cars.
Mark Explains how Franchise Equity Partners provide a unique hands-off, nearly no-governance approach to providing capital for franchise owners.

Episode Quote:

“The big differentiator is — to some extent your location and your facility — but more than anything else, it’s your team. And any dealer worth their salt in the industry will tell you that.”

— Mark LaNeve

|| Dealer News Today is a DCG Media production

On the second episode of Transactions, we get into the nitty gritty.

Dave talks about the state of the automotive industry, including lessons we can learn from history about our current economy, and he explains why there’s no end in sight to the M&A frenzy that has taken place over the past year, saying, “Every public company is still out there looking for more acquisitions.”

We also hear why, at smaller family dealerships, the next generation is often not as interested in running the business as they were in past generations — a dynamic that, combined with the profits available for dealership sales, creates further activity on the seller side.

Plus, Dave talks about the consumer habits that are changing or will soon change, forever transforming the nature of the automotive business.

Interview Highlights:

We learn about the $12B in “monster acquisitions” that have taken place in the past few months.
Dave makes a prediction for how many acquisitions we’ll see in 2022.
We hear about “tuck in” opportunities and how large auto groups are now taking advantage of them.

Episode Quote:

”Eventually this wave is going to break. The question is, how long can we ride the wave?”

— Dave Cantin, CEO, The Dave Cantin Group

|| Dealer News Today is a DCG Media production

The automotive industry is missing out on a big pool of talent.

In the words of Cheryl Thompson — CEO & Founder of the Center for Automotive Diversity, Inclusion, and Advancement (CADIA) — there is an untapped “goldmine for talent”. By tapping into it, we not only benefit our country and our industry but also our companies, with a broader, more diverse, and richer pool of prospects to choose from when hiring.

Cheryl is a fourth-generation automotive professional who started as a waitress at Ford’s Michigan Headquarters. She soon went into automotive engineering and product development, later becoming Ford’s Global Prototype Manager and helping develop the powertrain technology found in some of today’s leading vehicles.

Today, at CADIA, she consults companies throughout the automotive industry on how they can power and grow their organizations through diversity, equity, and inclusion.

Interview Highlights:

Cheryl’s life story — She tells how her 30 years in the automotive industry led to her founding CADIA
A synopsis of the 4-hour class she teaches to OEMs, large auto groups, and other companies in the automotive industry
We get many examples of how and why diversity can lead to a stronger automotive workforce

Episode Quote:

“We want to be able to leverage diversity, so that everyone can bring their best selves to work and do their best work.”

— Cheryl Thompson

|| Dealer News Today is a DCG Media production

Welcome to the newest series on the Dealer News Today podcast network — Transactions with Dave Cantin — featuring the CEO and Founder of the Dave Cantin Group.

Each week, Dave will give automotive market updates and break down the financial topics that matter most to auto dealers. On this first episode, Dave lays the groundwork for the show, discussing what it means to be an entrepreneur and executive in the automotive industry.

He also gets into some important trending topics, such as “order your new car” sales models and the unprecedented activity now taking place in the automotive M&A market.

Episode highlights — Dave discusses:

How the Apple Store’s process for ordering your new iPhone can be a model for ordering new vehicles at car dealerships
The factors that have led to “the perfect storm” in the automotive mergers and acquisitions market
Stories that show why automotive dealers are some of the most generous people in the business world

Plus, we get a teaser of the exclusive event the Dave Cantin Group will be hosting for its clients in Las Vegas during NADA, in March 2022.

Episode Quote:

“That’s the greatest reason why I’m so honed into the automotive industry. It’s an industry that’s not afraid to give in order to receive, and that’s so critically important for doing business.”

— Dave Cantin

|| Transactions is a DCG Media production

Rick Ford’s company, RFJ Auto, operates 40 dealerships across the American West and Midwest.

One of them is the largest CDJR dealership in the world, Dave Smith Motors, which sells 10-12k new vehicles, plus about 5000 used, per year. The surprising part?

This dealership is in Kellogg, Idaho — a town of 2,390 people. Their success (selling cars in 40 states in a typical month) comes from digital retailing. As you can imagine, their digital sales model brought them enormous success at the start of the pandemic.

But Rick Ford started from humble beginnings. Raised around cars, he was buying, repairing, and selling cars at the age of 14. He had a job servicing and detailing cars while in high school, where he was thrown into his first formal car sale at age 16 because the store’s salesperson was out sick.

On this episode, Rick tells the story of his career, starting at the bottom then moving up the ranks and becoming the leader of RFJ Auto Partners. Throughout his career, he’s always led with a philosophy of taking care of business by taking care of people.

Interview Highlights:

Lessons Rick has learned over his 40 years in the industry, as he notes that success “is a marathon, not a sprint”
Lessons RFJ Auto has taken from running the country’s most successful dealership in online retail, and how they’ve applied them at all their dealerships
The story on RFJ’s pending merger with Sonic Automotive, which will make them, together, the 5th largest auto group in the country.

Episode Quote:

“We have four pillars, and number one is our employees . . . I’m a firm believer that happy employees translate to happy customers.”

— Rick Ford

|| Dealer News Today is a DCG Media production

Jeff Mantz came into the automotive world through a career in accounting. When he was offered the opportunity to manage the financials at Garnet Auto Group, he said —

“I will, but I want the opportunity not just to do the accounting, not just to do the financials, but I want to get involved. I want to learn the business. I want to understand how everything works.”

On this episode, Jeff discusses what he’s learned about dealership financials during his time as CFO at Garnet, including many key lessons that have come out of the pandemic.

Oh and by the way, Derek D and Jeff Mantz are best friends from college. During their conversation, we get to hear some stories about their friendship, Jeff's father, and the cars they used to drive in.

Interview Highlights:

Insights on how to turn the best profit on used cars
The toughest challenges Jeff has faced as CFO during the pandemic
The two competing thought processes about the future of the automotive industry

Episode Quote:

“That’s one thing about this industry. It’s been tested every way to Sunday. It’s resilient. It’s gonna bounce back . . . People need cars and they always will.”

—Jeffrey Mantz

|| Dealer News Today is a DCG Media production

CEO and founder of the Patriot Auto Group, Adam Arens, certainly keeps himself busy. After being talked into getting into the car business some 40 years ago and starting Patriot in 2003, he’s expanded his horizons to include cannabis, reinsurance, non-profits and politics, to name a few. But what always brings him back to automotive is his love of helping his staff learn and grow. ”At the end of the day, if I'm in the store, I train.”

Adam’s employee happiness and retention-based approach of providing proper training, encouragement and a pathway to leadership has created a dealership environment of note, having been awarded Automotive News Best Dealerships to Work For 10 consecutive years, as well as 6 consecutive years of being the Best Place to Work in Maine.

“You look at your whole auto group as a family. You want to take care of people, make sure they're happy, and help them in any way possible. We have a mission statement that declares what it is we're there to do, and it's followed up by retention of everybody - that's retention of your customers, retention of your family, retention of your associates, the people that work there - the longer they're there, the better they get.”

Interview Highlights:

Discusses how today’s hot economy is having a trickle-down effect on supply and demand, which will last for years to come
How technology in the days of covid has changed - and made even better - communication between his teams
His relationship with Ernie Boch, Jr. (a recent DNT guest)
Derek D.’s Rapid Fire Questioning round

EPISODE QUOTE:

“Our mission statement is pretty simple, it's two words. It's “to serve” — the customer, the community, our families and each other. And it is who we are.” — Adam Arens

|| Dealer News Today is a DCG Media production

*The political views expressed in this episode do not represent the positions of Dealer News Today, the Dave Cantin Group, or Cox Automotive.

Bernie Moreno’s story shows the power of any person to pursue opportunity in America.

His family came to the U.S. from Columbia when he was five. His love of cars took him to the University of Michigan, then an early career working with Saturn’s corporate offices around the country. By 25, he was managing dealerships in Rhode Island, then Boston. He later bought a struggling Mercedes-Benz dealership in Cleveland, grew it into the most successful luxury dealership in the Midwest, and went on to own dealerships around the country.

More recently, Moreno’s company Ownum has released CHAMPtitles — a blockchain technology that securely digitizes car titles, making it safer and more efficient to transfer car ownership.

Now he’s on the campaign trail, running for a U.S. senate seat in Ohio. It was Moreno’s belief in self-determination and hard work that inspired him to run for office, much of which he derived from his career in automotive.

Interview Highlights:

The future of blockchain in the auto industry.
Can (or should) you buy a car with crypto currency?
What are the good and bad habits that COVID has created in the car business?

Episode Quote:

“Once chips are more available, will they crank up production volume and oversupply cars? Will dealers go back into bad habits? Or will there be more equilibrium there? I’m hoping for the latter.”

— Bernie Moreno

You might be surprised to learn Alex Vetter isn't exactly a car guy.

But to hear him talk about the industry, you wouldn’t know it. “I’m more focused on technology and business model evolution, and I leave the curation of the cars to the pros.”

His website, Cars.com, hardly needs an introduction. It generates more organic traffic than any other website in the sector, with about 30 million visits per month, helping over 20,000 dealerships across the U.S. connect to customers who are searching for their next vehicle.

With nearly 25 years at the head of Cars.com, Vetter is plugged into the automotive industry on both the manufacturing side and dealership side. On this episode, Derek D and Alex Vetter explore the insights that Cars.com generates as a “pretail” platform — where consumers go in the early research stage of the buying process — and more.

Interview Highlights:

Vetter’s story of buying the Cars.com domain name in 1997 for $70k (and the mural in the company's lobby that's a reminder of that moment)
How data from Cars.com shows consumer interest by geography, at a granular level — including make, model, and even colors that people are searching for
The ways in which the auto industry has led the country through the pandemic (not only economically)

Episode Quote:

“Things can start small. Good ideas happen everywhere . . . Now we have over 4,000 vehicles on our website on any given day, but it all started with one car.”

— Alex Vetter

|| Dealer News Today is a DCG Media production

Ernie Boch is an automotive entrepreneur, global philanthropist, accomplished musician, and all-around fascinating guy.

He’s owned numerous dealerships throughout his career, including the world’s #1 Honda dealership. Today, he maintains a Ferrari store and a Maserati store, and he distributes Subaru vehicles to dealers throughout New England.

On the philanthropic side, Boch is currently helping to bring running water, a school, and a hospital to a village in Uganda. The Boch Family Foundation runs one of the nation’s largest nonprofit arts centers, as well as MusicDrivesUs.org, which supports music in schools across the country.

If that’s not enough for one episode, Dave Cantin, President of the Dave Cantin Group (and original host of the DNT Podcast), knew he had to join when he heard Ernie was going to be on the show.

The result is a fun, inspiring, and thoughtful conversation on how to be your best — in the car business and in life — along with some important advice for dealers navigating this unprecedented era in the automotive industry.

Interview highlights:

Ernie gives a tour of his “auto salon” including his favorite cars and his guitars. Follow us @DealerNewsToday on Instagram to see videos.
Ernie and Dave give reasons why dealers should not be marking up inventory as high as they can in the current auto market.
We hear stories about Ernie’s dad, Ernie Boch Sr., who was a successful dealership owner and a pioneer of “Come on down!” dealership commercials in the 1960s and ‘70s.

And much more.

Episode quote:

“This market will not last. So let’s get the exit strategy going, let’s see what’s going to happen over the next 5 to 10 years, and everybody will be fine.”

— Ernie Boch Jr.

Dave Cantin began his career climbing the ranks of the world’s most successful single-point Hyundai dealership, where he became a part-owner and eventually sold his ownership stake. He later negotiated the second-largest dealership sale in U.S. history, before founding his current venture, the Dave Cantin Group — an automotive holding company that specializes in mergers & acquisitions, as well as industry insights and dealership financial growth.

Oh, and Dave is the founder and original host of the Dealer News Today Podcast. He launched DNT on March 21st, 2020, as a resource for dealers going through lockdown and the COVID-19 pandemic, then hosted the show through its first season.

We’re thrilled to have Dave back on the show, for a value-packed conversation on the current state of the automotive industry.

Interview Highlights:

Predictions for the next 5-6 years of the auto industry, including “build your new car” sales models, reduced need for large inventories, and the emergence of EVs.
An explanation of how low interest rates are indirectly raising the sales prices of cars closer to MSRP.
The factors behind a record-shattering year in dealership acquisitions.

And much more.

Episode Quote:

“Almost like walking into an Apple store, you’re going to sit down and build your next car . . . exactly how you want it. That’s what I see coming right around the corner in the automotive industry.”— Dave Cantin

| Dealer News Today is a DCG Media production

Tim Devine has some advice for dealers — lost profit is preventable.

On the surface, this is obvious. But as Tim digs into the issue, we see how much money is missed by dealers every day, from OEM incentives and rebates, to unnecessary spending and much more. Plus, he explains how you can recapture these funds to increase your bottom line.

Tim Devine is Executive Manager at DCG Capital. He has 35 years of experience in the auto business, with a range of top manufacturers and dealership groups. Today, Tim helps dealers sustain and grow profits through CFO services, floor plan financing, and other financial services for automotive dealerships.

After you hear this conversation, you’ll have the knowledge to identify whether or not your dealership is leaving money on the table.

Interview Highlights:

How to navigate manufacturers’ rules around rebates and incentives.
Practical guidance for how dealerships can get out of a financial hole.
The key difference between the 2008 recession and the Covid pandemic, plus advice for dealers who started after 2008 and haven’t seen a major downturn in the auto industry.

Episode quote:

“Everybody’s doing well. But what the good dealers are thinking about is ... ‘This isn’t going to last forever. I need to create a sustainable business model, so that when the cycle goes a different direction, I’m prepared.’ “

— Tim Devine

| Dealer News Today is a DCG Media production

Tom Maoli’s background is in real estate investment, global logistics, and as a serial entrepreneur. As a relative newcomer to automotive, he has a much broader perspective than the average car dealer who grew up in the industry.

For years,Tom Maolihosted a radio show, Go Big or Go Home, to teach entrepreneurs how to start a business, manage risk, leverage loans, and navigate the American economy. Today, he’s a real estate mogul, philanthropist, car collector, and the owner of New Jersey-basedCelebrity Motor Cars. On this episode, he blends all his experience to give us his unique take on the current state of the auto industry.

Plus, Derek puts Tom on the spot to give us an automotive “Maoli Minute” — calling back a one-minute economic update he used to do for iHeartRadio.

Interview Highlights:

Predictions on how pent-up demand could affect markets in 2023 and 2024.
Updates on manufacturers that are cutting production.
Reasons why the automotive industry is faring better than other industries through the current shortage of employees.

Episode quote:

“I’ve interviewed all the manufacturers. Every single one of them feels the same way . . . Their overhead is down. They’re making double the money. So why chase volume? There’s a paradigm shift in the industry and I think you’re going to see it this way for a long time.”

— Tom Maoli

| Dealer News Today is a DCG Media production

At age 25, Troy Duhon bought a 10% stake in a Dodge dealership, then helped take it to #9 in the country. At 30, he was the world’s youngest Toyota franchise owner. Today, his companyPremier Automotiveowns dealerships across LA, TX, MO, KS, and CA.

On this episode of the DNT podcast, Troy gives us 30 minutes packed solid with value — including innovative strategies for buying new and used inventory, foresight on EVs and the chip shortage, thoughts on the future of the franchise model, and so much more.

And Troy doesn't only sell cars across a large network of dealerships. He also gives back to communities, currently feeding over 4000 people per day and building orphanages around the world, through theGiving Hope Foundation. This activity helps him build relationships with partners, retain employees, and create a "purpose for the profit".

Troy Duhon brings incredible mind, heart, and soul to our industry, and if you implement what you hear on today’s episode, you’re sure to create value in your automotive career.

Interview highlights:

How to train and incentivize employees to compete with Carvana and rental car companies by buying cars “off the street”
Why the chip shortage will end with OEMs paying more money to the chip manufacturers (Troy’s been talking to OEM CEOs)
A system for securing both car buyers and new inventory through vehicle pre-ordering

Episode quote:

“You don’t need to be the biggest. What you need to be is the best. And the question is, What are you called to be the best at?”

— Troy Duhon

| Dealer News Today is a DCG Media production

Today’s guest, Aaron Zeigler, has acquired nine dealerships in the past 16 months for his company Zeigler Auto Group.

Sure, 2020 was a record year for many dealers, but these numbers are incredible in any market. So how did Zeigler's team create this kind of success? They learned from past crises like 9/11 and the 2008 recession. While everyone else was cutting back, they were buying up new inventory and investing in their employees. In Aaron’s own words:

“We were back 100% before most organizations were, and the philosophy was — if we’re going to compete with a full team against others who were competing with half a team, we would win.”

This type of thinking has made Zeigler one of the most successful auto dealers in the country, now selling 24 brands across 36 dealerships throughout the Midwest. The company’s forward philosophy has also made them one of the top-rated companies to work for in the United States.

Today, on the Season 3 premiere of the Dealer News Today Podcast, Aaron Zeigler joins Derek D to discuss many of the lessons he’s learned through his career in auto sales and to unveil some of the secrets that made his company so successful during the pandemic.

Interview Highlights:

Why Aaron Zeigler believes that inventory won’t be back to “normal” for at least another year.
Which of Zeigler’s 24 brands have done best during the pandemic, and why.
An in-depth look at the story behind the chip shortage.

Episode Quote:

“We realized if we could take out the fear of the unknown for our employees and make them comfortable … then we could focus on creating the future.“

— Aaron Zeigler

| Dealer News Today is a DCG Media production

Steve Zabawa began pursuing digital car sales as early as 2012. He’s the co-founder of both Rimrock Auto Group (Billings, MT) and WebBuy.com — an online auto retailing tool that integrates with dealers’ websites so they can buy and sell inventory from anywhere, at any time.

On the Season 2 finale of DNT, Zabawa and Derek D discuss sales during COVID, online retail, the chip shortage, the current state of acquisitions, electric vehicles, and more.

He has a knack for nailing the sweet spot between supply and demand, and if you’re in automotive sales, this conversation is sure to give you perspective on navigating the current and future realities of the auto industry.

Interview Highlights:

The advantage of selling cars upstream, online (before they hit the lot)
Stories of how some of the country’s top dealership owners adapted to the COVID-19 pandemic
Why the chip shortage is worse than COVID for auto dealerships, and how its effects trickle into other aspects of the dealership business.

“There’s never been more private equity money, more public money, and more auto group money out there to buy. It’s really amazing how many people want to buy a store right now.”

— Steve Zabawa

In a growing number of states, car dealers can now enhance the car buying experience by saving their customers the trip to the DMV, when they integrate electronic solutions for registration and titling.

Today on DNT, Derek D is joined by two key members of the team at Dealertrack: Kait Gavin, VP of Operations, and Sarah Hunsicker, Director of Government Affairs. Kait and Sarah work together daily, communicating from coast to coast on solutions that connect dealerships to DMVs and take the tedium out of vehicle registration and titling.

Interview Highlights — Sarah and Kait describe:

The picture of U.S. states rolling out digital solutions at the DMV. They tell us who’s adopting them, who’s enforcing them, and who’s lagging behind — and what this means for auto dealers in different states.
How electronic solutions are giving car buyers the ability to buy a vehicle in one state and register it in another — and how this could transform the landscape of auto retail.
The advantages enjoyed by states that had these solutions in place before the pandemic, and the wake-up call to those that didn’t.

Episode Quote:

“Those DMVs that had these foundational solutions going into the pandemic fared much better than those that didn’t . . . and those states that didn’t, it resulted in insurmountable backlogs at the DMV that they were trying to dig out of.”

— Sarah Hunsicker

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Episode Sponsor:

Dealertrackbuilds integrated technologies that make vehicle documentation—like registration and titling—faster and easier for all parties, from dealers, to state agencies, to consumers, helping to expedite car sales and power growth in the automotive industry.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

During 10-plus years in the consumer packaged goods industry, Nathan Fox watched e-commerce go from being a small part of the industry to becoming a major commercial channel. Now years later, he’s seeing the same dynamic play out in the automotive industry.

Nathan, who is Senior Director of Business Development at Cox Automotive, draws on his past experience to inform his current role, helping automotive dealerships obtain the tools they need to sell more cars at better prices—online or in the showroom.

Interview Highlights:

Nathan talks about the present state of supply and demand in new and used car sales, with a prediction on when the current inventory shortage will end.
Nathan and Derek discuss SnapLot 360, a new imaging technology that lets dealers use their smartphones to capture a 360° interior and exterior video (with a voiceover) of any car in their inventory, to help consumers shop confidently online.
We find out which dealerships saw customer satisfaction rise during the pandemic.

Episode quote:

“I always think there’s a strong connection between the product you have on your lot, the way you price it, and the promotional merchandising you do . . . The more that a dealer pulls on those levers in a concerted, holistic manner, the more they’re going to maximize their returns.”

— Nathan Fox

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Episode Sponsor:

vAuto is a powerful inventory management tool that helps today’s dealers run better than the competition. It is part of Cox Automotive, a world leader in Automotive Industry software, information, and innovation.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

Mandi Fang says the new rules of client engagement will come down to two things: the willingness to disrupt ourselves and the ability to think like our customers. What does this mean?

It means we’ll discover where AI can create efficiencies and where we’ll need humans for a deeper level of interaction and problem-solving. It means that, as these efficiencies increase, “personalized” and “at-scale” will no longer be mutually exclusive. It means improving the employee experience will be key to transforming the customer experience.

Mandi draws this insight from decades in the auto industry—from building Chevy S-10s on the assembly line, to 15 years in auto retail, to her current role as Vice President of Client Engagement at four Cox Automotive companies: DealertrackDMS, Dealer.com, VinSolutions, and Xtime.

Interview Highlights:

How furloughs and other disruptions during COVID shutdown forever changed the processes, roles played, tools used, and customer experiences at dealerships.
How AI and virtual reality will help the most forward-thinking dealers create a fully immersive experience for remote and online customers.
How AI is helping Cox Automotive create better solutions for auto dealers, with efficiencies that translate to profit.

Using data and technology will allow us to become efficient and effective at delivering not only products but also experiences . . . What the digital transformation allows us to do is think about every experience with a new lens.”

— Mandi Fang

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Episode Sponsor:

Xtime — Xtime is the automotive industry’s only end-to-end vehicle service platform, connecting customers and dealers from vehicle check-in to follow-up — and increasing service retention for OEMs and their dealerships.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

If you’re not embracing data, you might want to think about the dealer down the street who is.

Today, Derek D talks with two automotive data experts. Tracy Fred is Vice President of three Cox Automotive brands:Dealertrack DMS,VinSolutions, andXtime. Elton O’Neal isCox Automotive’s Senior Director of Data Strategy.

Together, they flesh out the case for why data is now paving the path forward for sales in all markets, including the automotive industry.

Interview Highlights:

What is the difference between open and closed approaches to data, and how are dealerships now benefiting from an open approach?
How can startup companies help dealerships not only access but also interpret data, to help make decisions that lead to greater ROI?
Why is any big picture of data more valuable than the sum of all its parts?

“Every consumer out there wants a personalized experience, and leveraging data allows dealers to deliver that personalized experience.”

— Tracy Fred

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Episode Sponsor:

VinSolutionsintegrates all your dealership’s systems and gives you a single view of your consumer. VinSolution is designed both by tech developers who know how to create powerful technology and by automotive dealers who know what it takes to sell cars every day.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

How can Patrick Jane’s car buying advice inform your sales tactics?

Patrick and Derek D cover a ton of ground in this episode of DNT—the state of new car manufacturing, optimizing used inventory, wholesale vs. retail prices… even rental cars.

Patrick Janes, who is Senior Business Development Director at vAuto, has spent 27 years working all angles of the automotive industry, all over the country. The conversation is a multifaceted perspective on car buying and selling, packed with insight and value.

Interview Highlights:

With new car demand overflowing into the used market, what was the average dealership’s used inventory turnaround rate at the start and end of 2020?
What’s going to happen to used car pricing in the coming months—and how do you create your sweet spot for used car pricing and timing?
What’s the best approach: giving customers a price over the phone, or persuading them to come to the dealership?

“We’ve got a stimulus check, we’ve got tax time, we’ve got a lot of cash in the pocket, so that tends to change what kind of used cars are selling faster. We’ve got to be students of the market to take advantage of that.”

— Patrick Janes

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Episode Sponsor:

vAutois a leading inventory management service—now featuringStockwavefor smarter auction buying—that helps you run better than your competition. vAuto is part ofCox Automotive, a global innovator in Automotive Industry information and software.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

Evolution is a part of any industry or business, and those who keep up are those who survive and thrive.

Today’s guest is Brian Finkelmeyer, Senior Director of New Car Solutions at Cox Automotive. Brian worked for 20 years on the OEM side of the industry and has since been involved with automotive tech developments and trends at Cox. His background makes him uniquely qualified to talk about new trends in the automotive industry.

He joins Derek D to discuss (optimistic) 2021 predictions, including low interest rates, stimulus checks, electric vehicles, and more.

Interview Highlights:

When might OEMs return to pre-COVID levels of inventory production?
To what do we owe the anomaly of Carvana (and how can dealerships compete)?
How will the future of electric vehicles play out, with nearly all manufacturers now entering the game and bringing the EV market to more mainstream consumers?

“You look at the new car sales results and you think that this country is absolutely on fire right now . . . it’s just a remarkable thing.”

— Brian Finkelmeyer

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Episode Sponsor:

Cox Automotiveis a global leader in Automotive Industry innovation, information, and software. Over 25 Cox Automotive brands work in harmony, delivering resources to dealerships and customers and keeping the industry moving forward.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

Today, Derek D talks to Andy Mayers, Lender Solutions Strategist, and Emil Banga, Asst. VP of Operations at Cox Automotive.

Our guests deliver current insights on the state of automotive F&I, getting to the heart of the consumer’s ability to buy. They also discuss tools and techniques for streamlining the processes around vehicle financing between all parties—consumers, dealers, & lenders.

Interview Highlights:

What to expect in auto sales with stimulus checks and tax returns coming soon to consumers.
2 stats on car buying—one the lowest it’s ever been, one the highest it’s ever been—and how they correlate with each other.
4 of the greatest challenges dealerships are facing in F&I, and how to deal with them.

“There’s change that’s occurred for the best—for the consumer, the dealer, the lender—that’s going to continue and keep getting better.”— Emil Banga

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Episode Sponsor:

Dealertrack F&Icreates integrated technologies to make the vehicle leasing and financing faster and easier for all parties, from dealers, to consumers, to lenders.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

Now a full year into the pandemic — what is the state of business at dealerships across the country?

Dan Garwatoski shares his perspective with Randy Kobat, for part 5 in our Novel Thinking series. With over two decades in automotive sales, Dan has led his dealership, Nissan North, throughout the past year to pre-pandemic levels of success.

Today, Dan gives a full update on how his dealership is faring in Q1 of 2021. He gives an overview of all departments, shares his strategies for boosting profits in new and used sales, and looks ahead to tell us which novel aspects of the auto business he believes are here to stay.

Highlights– Dan Garwatoski shares:

His view of the current state of new and used inventory, with a candid account of all the successes and challenges he’s seeing.
How he uses an omni-channel approach in stocking used cars, not just to cover pavement, but to make a profit.
How he’s just begun using tools likeProfitTime 2.0to know the most profitable price range of any used vehicle, and saving time in the process.

“That’s really all it takes in the car business— once you get some positive momentum you can really start to make good things happen." — Dan Garwatoski

Our guestDan Garwatoskiis Sales Manager atNissan Northin Columbus, Ohio. He is an automotive sales expert with over two decades of experience in the business.

Our hostRandy Kobatis Vice President of Operations for several companies atCOX Automotive, includingKelley Blue Book Instant Cash OfferandvAuto.

| Dealer News Today is a Dave Cantin Group – Cox Automotive partnership

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Episode Sponsor:

vAutocreates powerful inventory management tools that help dealers run better than the competition. vAuto is part of Cox Automotive, an international leader in Automotive software, information, and innovation.

Eighty percent of automotive salespeople turn over each year on average. “Does it really have to be like that?” asks Chase Abbott, VP of Sales at Cox Automotive (and today’s guest on the DNT Podcast).

Chase joins Derek D to discuss his conversations with automotive salespeople, who often give reasons that help explain this 80% turnover statistic. He speaks from his own experience as a car salesman, and explains how he thinks industry culture can change from old school thinking to an updated approach, where customers are happier because dealership employees are happier.

Chase also gives several examples of how technology promises to help this change.

Interview Highlights:

Chase summarizes the program he presented at this year’s virtual NADA conference.
What percent of customers return to a dealership because of a good experience with a salesperson?
How can technology save time for both customers and employees, to create a better experience for everyone in auto sales?

“There is no out-of-the-box customer or employee culture that you just install . . . They all mean different things to different people, and in order to know, you have to ask.”— Chase Abbott

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Episode Sponsor:

VinSolutionsintegrates your systems to give a single view of the customer across your dealership. It’s a customer relationship tool built by developers who know how to create smart solutions, and car dealers who know what it takes to sell cars every day.

Derek D is an actor, comedian, and host with 15 years of experience in the entertainment industry. Before becoming a host on the DNT podcast, Derek was well known in the automotive industry for hosting the award-winning car news show Fast Lane Daily.

“What car?” and “What dealer?” This past year, the “what dealer” question has become far different, and today’s guests are uniquely equipped to address this change.

Brett Pomerantz grew up living and working around his family’s dealership business. That experience now combines with a degree in Digital Media & Marketing to inform his position as Senior Director of Digital Retailing at Cox Automotive.

Bob George studied to become an architect, but fell into automotive journalism and eventually his current role—Associate VP at Dealer.com. Bob explains how a degree in Architecture applies to the auto industry, and much more.

Interview Highlights:

What is Connected TV, and how is it combining the power of digital marketing with tv advertising?
What’s the difference between an average dealership website and a complete digital storefront (and which do you have)?
How do you determine what is the next right step to take in any marketing effort?

“The best digital retail product is the one you actually use.”

— Bob George

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Episode Sponsor:

Dealer.com — Dealer.com delivers the expertise and the technology, backed by a deep understanding of consumer behavior, to help dealers build comprehensive and profitable digital storefronts.

Kevin LeSage’s career has been a dovetailing of two passions—cars and data—that have led him to his current role as Director of Digital Marketing at Autotrader. Today on DNT, Kevin joins Derek D to tell the backstory of his career, and what he’s doing today to transform sales at automotive dealerships.

Kevin digs deep into his digital marketing expertise to relate how, as an auto dealer, you can optimize data across multiple platforms and build custom digital marketing campaigns to funnel quality prospects onto their websites and into their dealerships.

Interview Highlights:

How Kevin and his team can predict, with over 85% accuracy, which brand an online car shopper will ultimately buy
Current insights on Search Engine Optimization, Analytics, and other areas of Digital Marketing as they relate to automotive sales
An analogy that ties automotive dealerships to fast food restaurants (hint: it’s about options)

“My job is to make understanding your marketing efforts and your targeting much easier to take action on.” —Kevin LeSage

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Episode Sponsor:

AutoTrader — Your ulitmate online tool for new, certified pre-owned, and used vehicle sales. AutoTrader makes the process of buying and selling easier, and gives you more control than ever before.

Today’s episode is about clarity of information—and how it helps customer confidence. In an industry where customers can feel intimidated by transactions, high levels of information and transparency—around pricing, vehicle history, service, etc.—can dissolve fear, build trust, and create more sales.

Derek D is joined today by Juan Flores — Senior Director of Product Management at Kelley Blue Book, and Jade Terreberry — Director of Dealer Sales Analytics for Cox Automotive. Their expertise on information and decision making, both on the consumer and dealership side, dovetail into a thorough picture of the importance of information in sales.

Interview Highlights:

How many years will drivers typically go to the dealership for service, before they defect to other mechanics? (And how do you win them back?)
In vehicle recalls, 60% of drivers go straight to an OEM dealership. What happens to the other 40%?
Where is there pent up demand that could be released post-pandemic?

“It all comes back to the consumer expectations and the consumer desire for price transparency.” — Jade Terreberry

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Episode Sponsor:

Kelley Blue Book — KBB has been the industry standard in used car pricing and transparency for decades. Our resources bring automotive consumers and dealers to the table, equipped with the information and trust they need to move a deal forward.

The past year has transformed car buying—from process streamlining, to digital customer relationships, to customer expectations. And once customers grow to expect a way of doing things, it’s just about impossible to turn back.

On this episode, Derek is joined by Jessica Stafford, Sr. VP of Consumer Solutions, and Lori Wittman, Sr. VP of Dealer Software, who discuss transformations in auto retail, with expertise on both sides of the sale. “Seamless. That’s the key word,” says Derek, referring to the fact that digital retail tools work at all touchpoints, from trade-in values, to credit reports, to the final sale, integrated into a CRM that works for dealers and consumers across all devices.

The results are time savings for all parties, and an increase in customer satisfaction.

Interview Highlights:

What percentage of dealers adopted digital tools in the past year, and what percentage see that digital retail increases customer satisfaction.
How digital retail tools can make data easy to utilize for consumers and dealers who are not data-oriented people.
A Derek D personal story about howNOT to use customer data.

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“We gotta keep moving forward . . . because consumers aren’t going backwards.”

— Jessica Stafford

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Episode Sponsor:

AutoTrader —Your ulitmate online tool for trading new, certified pre-owned, and used vehicles. AutoTrader gives you more control, and makes the process of buying and selling easier than ever before.

Randy Kobat and Jake Sodikoff last spoke in March, at the beginning of the pandemic. Back then, Jake predicted the importance of used inventory during COVID. During 2020, his team was ahead of the curve, both in buying up inventory and providing at-home services to customers.

Today, Randy and Jake catch up on the events of 2020 and make new predictions for the year ahead in the automotive industry. In 2021, Jake remains competitive in finding innovative ways to serve customers and move vehicle inventory.

Interview Highlights:

At what levels are Nissan and Toyota producing inventory, compared to normal times?
The importance of exploring better services and processes for streamlining home vehicle delivery.
Jake’s biggest takeaways on 2020—uncertainty, challenges in leadership, navigating the social and political environment—and his optimistic predictions for 2021.

Guest Quote:

“And as the market picks up, we’ll ride that wave and continue to be efficient with our turn.”

— Jake Sodikoff

Jake Sodikoffis Dealer Principal at Steven Nissanin Harrisonburg, VA. He is a board member of the Virginia Auto Dealers Association and Chairman of the NCM Velocity 20 Group.

Randy Kobat is VP of Operations for several Cox Automotive companies, including vAuto and Kelley Blue Book Instant Cash Offer.

The DNT Podcast is a production of Cox Automotive and The Dave Cantin Group.

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Episode Sponsor:

vAutois an inventory management and pricing service that helps dealers work better and more precisely than the competition. It’s a part of Cox Automotive, an international leader in Automotive Industry innovation, information, and software.

From the dealership, to the lender, to the customer— How do we help adapt to a new socially-distant sales environment, while simplifying communications and saving time, in vehicle leasing and financing?

Today on the DNT Podcast, Emil Banga talks to Derek D about how digital contracting is cutting the fat out of vehicle transactions (leaving all the best parts intact), saving time, and helping keep all parties safe. While this purchasing model has been expedited by the pandemic, it offers a number of benefits in any sales environment.

Episode Highlights:

What percentage believes consumers will increase digital consumption in 2021?
How are technological advancements affected by state laws that lag behind?
What is Emil’s expert opinion on what vehicle sales will look like post-pandemic

“We set the foundation last year. This year is—now that dealers are leveraging the product—how do we make it better for them?”— Emil Banga

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Episode Sponsor:

Dealertrack F&Icreates integrated technologies that make the process of vehicle leasing and financing faster and easier for all parties, from dealers, to lenders, to consumers. Dealertrack powers growth in the automotive industry.

Derek D is joined today by Chase Abbott, VP of Sales at Cox Automotive. Chase explains how AI now translates data into common sense customer insights, bridging the gap for dealers used to “getting a read” on an in-person buyer. He also explains how digital tools can, counter-intuitively, help in-person sales by cutting tedious processes like credit checks—while saving the exciting moments, like test drives, for the dealership.

In all, Chase argues that digital retailing won’t eliminate in-person car sales, but that it’s an important aspect to integrate, for any dealer who wants to increase total sales and success moving into the future.

Interview Highlights:

49% of dealers plan to go away from digital retailing after “things go back to normal” — What this means and why it can be hard for some professionals to change.
How AI helps dealership sales to scale.
Chase’s career story, from showroom salesperson, to his dealership’s “internet guy”, to the early days of VinSolutions, to VP of Sales at Cox Automotive.

Episode Quote:

“I remember my dealer principal said, ‘Nobody’s ever gonna buy cars through a damn website!’ . . . I need to call him today and have another conversation!” — Chase Abbott

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Episode Sponsor:

VinSolutionsintegrates your systems to give a single view of the customer across your dealership. It's a customer relationship tool built by developers who know how to create smart solutions, and car dealers who know what it takes to sell cars every day.

Used car guru Jonathan Hakes joins Randy Kobat to explain how he helped carry Dorschel Automotive Group through much of 2020 with pre-owned sales, and what he's doing to adapt to the current phase of the pandemic. Plus, Jonathan talks about utilizing data in the here-and-now to determine the best pricing and timing for sales on all used vehicles.

Interview Highlights:

How the balance between used cars and new cars has shifted throughout the pandemic, and where it is now.
How your team members can sharpen each other’s skill sets and make more deals
How resources like Kelley Blue Book can both improve confidence with customers and be a buying signal that helps target the most interested consumers.

“What we’ve done well with vs. what the market says… I think of it like EBAY. You have so many listings there. That’s great, but what’s actually selling? I want to focus on that.” — Jonathan HakesJonathan Hakes is the Used Vehicle Inventory Director at Dorschel Automotive Group in Rochester, NY.

Randy Kobat is VP of Operations for several COX Automotive companies, including vAuto and Kelley Blue Book Instant Cash Offer.

Episode Sponsor:

vAuto is a powerful inventory management tool that helps today’s dealers price and sell vehicles better than the competition. It’s a part of Cox Automotive, a world leader in Automotive Industry information, software, and innovation.

“When business is good and easy, I fear that dealers often turn away from important disciplines and strategies to make even more money.”
—Dale Pollak

Here comes another DNT with Derek D! Today, Derek interviews Dale Pollak, Founder of vAuto, Executive Vice President at Cox Automotive, and bestselling author of Velocity: From the Front Line to the Bottom Line.

Dale delivers some extremely poignant thoughts on today’s used car market. He also talks about the insights behind vAuto’s profit-driven pricing tool, ProfitTime 2.0, which uses data to know the probability of any given used vehicle, on a given day, at a given price.

Interview Highlights:

A warning to anyone who thinks the environment of 2020 will be the “new normal” in automotive.
Which aspects of 2020 used cars success will continue into 2021? Which aspects were temporary phenomena?
In the past, we stocked used cars to sell them. Today we sell used cars to stock them— how this subtle understanding can increase your pre-owned profits.

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Episode Sponsor:

vAutois a powerful inventory management tool that helps today’s dealers run better than the competition. It is part of Cox Automotive, a world leader in Automotive Industry software, information, and innovation.

Velocity: From the Front Line to the Bottom Line

“It’s incredible to see where the technology is today, and I’m excited to see where it will be in 5 years.”

It’s time to reflect on the year gone by and take a look at the year to come.

On today’s DNT Podcast, Derek D is joined by two guests: Dave Cantin, CEO of Dave Cantin Group (and DNT's original host), along with Charlie Chesbrough, Senior Economist at Cox Automotive.

Derek, Dave, and Charlie take a look at the most important developments of 2020 and give some interesting takes on what we can expect in 2021, in regards to stimulus and the economy, as well as emerging technologies.

Interview Highlights:

Which two major factors boosted automotive demand in Q3-4 2020? Will they continue in 2021?
Will 2021 be the breakout year for electric vehicles? If so, what will it take for a manufacturer to win the tech race and dominate the market?
What other tech might move so quickly that retained value on 2021 vehicles will suffer after 3-4 years?

______________

Dave Cantinis CEO of Dave Cantin Group, the country’s leading automotive mergers & acquisitions firm. He has over 20 years of experience in the automotive industry, including as a dealership owner.

Charlie Chesbroughis Senior Economist and Senior Director of Industry Insights atCox Automotive, a world leader in automotive industry software, information, and innovation. Charlie has spent two decades in automotive and three decades in economics.

“If you can do these 3 things well, you put yourself in a good place to be one of the top dealers in your market.” —Brian Finkelmeyer

Today— the premier of DNT with Derek D. You’ve heard his voice on episode introductions, now see what professional actor, comedian, and host Derek D brings to the table as an interviewer. Tune in to hear Derek talk with top automotive professionals twice a month on the DNT podcast.

Derek’s first guest is Brian Finkelmeyer, Senior Director of New Car Solutions at Cox Automotive. Brian returns to the DNT podcast to tell his story—from moving to LA to answer phones for Nissan, to now being a leading authority in the auto industry. He also reflects on some of the major (but less obvious) impacts and insights from COVID-19.

Interview Highlights:

How COVID-19 has benefitted auto dealers by shifting supply and demand, and predictions for how this will (or won’t) continue post-pandemic.
The one brand that leaned into the new market most effectively, to move up the ranks in the luxury market.
What’s the best new sports car of 2021? (Derek and Brian agree it’s the best-ever model year for this classic car.)

And much more.

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Derek D is an actor, comedian, and host with 15 years of experience in the entertainment industry. Before becoming a host on the DNT podcast, Derek was well known in the automotive industry for hosting the award winning car news show Fast Lane Daily.

Brian Finkelmeyer is Sen. Director of New Car Solutions at Cox Automotive, a world leader in Automotive Industry software, information, dealership support and innovation.

Trent Waybright has played scrappy and smart with his pre-owned inventory during the pandemic. It’s worked so well, the auto group is going ahead with plans for a new auto mall in 2021.

We’re back for another episode of Novel Thinking with vAuto’s Randy Kobat. Today’s guest is Trent Waybright, Vice President of Pre-Owned Operations for Kelley Auto Group in Fort Wayne, Indiana.

With the current challenges in new car inventory, Waybright has undertaken successful tactics in used car sales to power revenue and deliver success at this dealership during the anomalous year of 2020. In addition, his positive outlook is refreshing, as he focuses on constantly adapting and learning new lessons in uncharted territory.

Highlights include:

Strategies involving proactive stocking of inventory, lease turn-ins, virtual auctions, and bronze inventory in used car sales.
Adapting in a pandemic, both to acquire cars online and make sure all buyers are comfortable.
The one thing our guest is focused on for finishing the year strong.

Interview quote:

“Another focus of ours will be subprime as we head into ‘21, and from an inventory perspective, being lean and mean, taking it a day at a time.” —Trent Waybright

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vAutois an inventory management tool that helps today’s dealers run better than the competition. It is part of Cox Automotive, a world leader in Automotive Industry software, information, and innovation.

Kelley Automotive Groupis a leading auto retailer in Fort Wayne, Indiana. Now a vendor of GMC, Chevrolet, Buick, Cadillac, Ford, and Volvo, they have served the Northeastern Indiana community since 1952.

An Automotive Success Story in Tumultuous 2020.

Today’s host,Brian FinkelmeyerofvAuto, is joined by David Barash, Director of Finance at the Detroit-area Glassman Auto Group.

Brian asks some extremely pointed questions on the past, present, and future impact of COVID-19. David provides detailed and thoughtful answers, not just pertaining to his own market but in observation of national trends and opportunities.

What we get is a story of success in hard times, an optimistic outlook about the future, and some valuable lessons for how to adapt, learn, and succeed as auto dealers in this rapidly changing environment.

Discussion Highlights:

The shift to digital retailing, and what percentages of Glassman’s customers are interacting at different levels of this new sales process.
How access to information has changed the way customers interact with car dealers.
Why during COVID, we do less “selling” and more consulting – and how this is an opportunity for dealers to more deeply understand the customer experience.

“I challenge every dealer out there to jump on that wagon, because if you don’t, it’s just gonna drive by and pass you.” — David Barash

Cox Automotiveis a world leader in auto industry resources and information, providing information, platforms, and systems to enhance the automotive retail experience. Among them is vAuto, a leading resource that solves inventory challenges for dealerships across the United States.

Glassman Auto Groupis a leading automotive retailer that sells new Kia, new Hyundai, new Genesis and new Subaru, as well as pre-owned vehicles. Based in Southfield, Michigan, they have served the Detroit-area community since 1969. David Barash is Director of Finance at Glassman, giving him unique and deep insight into many aspects of the current American auto industry.

Introducing “Novel Thinking” w/ Randy Kobat of Cox Automotive – Today with Independent Dealer Bradley Berndt

Welcome back for Season 2 of the DNT Podcast! We’re proud to kick off the season with a new series: Novel Thinking with Randy Kobat of Cox Automotive.

Today’s interview is with Bradley Berndt of Green Bay, WI. Berndt first visited the DNT podcast in April, when the COVID-19 was still new. Now that the world and the auto industry are relatively acclimated to the pandemic, Randy and Bradley look back on the past six months to analyze lessons learned and talk about charting the path forward, plus what Bradley calls “The Great Pause” and how it’s helped him increase sales year-over-year in 2020.

This episode is packed with value. Bradley Berndt has a sharp mind for dealership decision making, and he drops golden nuggets of insight about every thirty seconds. Listen closely, and you might want to take notes.

Interview Highlights Include:

How our guest has filtered out deluge of irrelevant data to stay focused on what is relevant and valuable to his business.
The pros and cons of digital retailing, at the start of the pandemic vs. today
What are the little details and data points that, if you know how to recognize them, will add up to success in hard times.

“I need to pay attention to what’s happening in my world today and only today.”

— Bradley Berndt, Independent Auto Dealer

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Bradley Berndt is the owner of Auto Haus on Velp, a dealer of pre-owned luxury vehicles in Green Bay, Wisconsin that values Integrity, Quality, and Respect.

Cox Automotiveis a world leader in Automotive Industry innovation and information, “delivering inspired results to bridge the gap between consumers, manufacturers, dealers and lenders at every stage of the automotive experience.”

Sandy Schwartz Discusses Moving On After 35 Years Leading Cox Automotive

For the automotive industry, this feels like a sports legend leaving the game.

Sandy Schwartzhas ledCox Automotivethrough a myriad of victories with grace and style. Acquisitions during his tenure – Autotrader, Kelley Blue Book, and many more – grew the company to 35,000 employees and continue to lead the industry’s digital transformation.

Now Sandy takes a bow. DNT is honored to present his first interview as he ends a historic run as Cox Automotive CEO.

Highlights – Sandy Schwartz Talks About:

Over three decades at the helm of Cox Automotive, and the company’s monumental success during his time as CEO.
Wisdom on leadership – with priceless perspective for anyone looking to advance their career.
Looking ahead to his next role at Cox Enterprises, as CEO of Cox Family Office.

Episode Quote:

“You better be a progressive leader, you better be willing to take chances, you better embrace technology, and you better understand your customer.”

— Sandy Schwartz

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Episode Sponsor:

DCG — We’re more than just dealership brokers. DCG Acquisitions is the automotive industry’s most successful dual agent acquisition specialist. DCG Capital takes you beyond the acquisition, with lender relationships that provide floor plan financing, reduced interest rate loans, and other powerful tools to sustain and grow your dealership business.

An interview with Mark Vickery, Senior Director of Performance Management at VinSolutions.

Mark Vickery is an expert in CRM systems for auto dealerships. He meets with dealers every day to help optimize their technology and operational investments. In the current market environment, these systems are more crucial than ever.

Mark recently wrote an article about the road to digital adoption at dealerships and how technology decisions might make or break the future of your car dealership. He brings that expertise and perspective in today's conversation with Dave and Andy.

Interview Highlights:

Where are the 3 categories of customers adapting to digital car sales?
How are CRMs changing to better capture online customers?
Why will dealers suffer if they don’t adapt?
How can dealers thrive by adapting ahead of the game?

Episode Sponsor:

DCG Acquisitions — DCG Acquisitions is the automotive industry's most successful dual agent acquisition and growth specialist. For more information and to view their collection of premier dealership listings– Contact DCG Acquisitions today.

Host: “This is part of the new normal. This is now the future.”

Guest: “And it behooves us to be aware and capitalize on it.”

An interview with Stephen Wade, Founder of Stephen Wade Auto Center in St. George, Utah. Wade and his company have thrived during the COVID-19 pandemic, turning the crisis into perhaps Wade’s best year of nearly a half-century in the car business.

Interview Highlights:

How did Stephen Wade Auto Center play the new and used car markets to thrive during the pandemic?
How does Wade predict markets will shift in fall 2020, and how is he preparing his company for what comes next?
Does Wade believe it’s time for dealership owners to be in “acquisition mode” for new franchises?

Plus: Wade pays tribute to long-time business partner Robert Garff, as he tells the story of how they got started together in the auto business.

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Episode Sponsor:

DCG Capital - DCG Capital’s lender relationships can provide new car dealers with working capital loans, floor plan financing, mortgage loans, and other reduced interest rate financing at historically low rates.Contact DCG Capital Today.

"It's an absolute no brainer ... We have to continue to digitize, to find these solutions that we're able to use easily."

Today’s interview is with Joey Yates, Senior Director of Business Operations at Dealertrack, and Tab Edmundson, VP of Client Solutions at IAA Total Loss Solutions. Their organizations have partnered to build digital tools, plus a network of insurance providers and auto lenders, that streamline complicated auto sales and add huge gains to dealerships’ bottom lines.

Interview Highlights:

How can successful partnerships combine resources to have an industry-changing impact?
How do the right digital tools save time, create sales, and lead to greater profits?
What are the data that show these tools are now more critical than ever to car dealers?

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Episode Sponsor:

DCG Acquisitions — DCG Acquisitions is the automotive industry's most successful dual agent acquisition and growth specialist. For more information and to view their collection of premier dealership listings–Contact DCG Acquisitions today.

After a rapid industry recovery, “the next 3-6 months could see some reversing trends as COVID-19 cases grow and threaten the industry.”

Our interview with Jonathan Smoke, Chief Economist for Cox Automotive, contains amazing insights on factors that led to record setting sales in May and June, along with reasons to be cautious as the industry’s recent gains are likely to recede in the coming months.

Episode Highlights:

What are “the 4 C’s” that led to unprecedented gains in May and June?
How should dealerships act now that the 4 C’s (and the car market) are declining again?
This presidential election may be the most volatile in our lifetimes. How will it affect the auto industry?

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Episode Sponsor:

DCG Capital - DCG Capital’s lender relationships can provide new car dealers with working capital loans, floor plan financing, mortgage loans, and other reduced interest rate financing at historically low rates. Contact DCG Capital Today.

“Dealers need to fully understand inventory windows going into the future.”

Inventory is the hottest topic in the auto industry today. Dealers are facing huge challenges meeting demand and managing inventory levels.

Today we interview inventory expert Randy Kobat.

Randy Kobat is vice president of operations for Cox Automotive’s Inventory Management Solutions which includes vAuto, Kelley Blue Book Instant Cash Offer, and Rebates & Incentives businesses

Interview Highlights:

There is still a lot of uncertainty for the remainder of 2020. What dealers need to watch out for just over the horizon.
There is a very tight correlation between home sales and car sales and there is a reason dealers need to pay attention to those metrics.
What the OEMs didn’t understand about the pandemic and helping dealerships manage and maintain inventory levels.
Why dealerships are struggling to find quality used cars.

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Episode Sponsor:

LoanerToOwner - The only website dedicated to helping dealers promote and sell their loaner car inventory. Visit LoanerToOwner.com to get your inventory listed now!

Can you truly automate the car buying process 100%?

An interview with Steve Zabawa, Co-Founder Rimrock Auto Group & WebBuy,. WebBuy is the oldest digital retailing company, and truly designed to sell a car at 11 pm with no humans! Truly automated the car buying process.

Interview Snippets:

Dealers are going from 1 to 25% of deliveries outside of the dealership
Digital retail companies are getting intense pressure from the manufacturers to get dealers fully online
Consumers are demanding a better and faster process to buy a car.

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Episode Sponsor:

LoanerToOwner - The only website dedicated to helping dealers promote and sell their loaner car inventory. Visit LoanerToOwner.com to get your inventory listed now!

“Look at your leadership and if you don't have a person of color around the table, you have an issue.”

A conversation that must be had. An interview with Damon Lester. President, National Association of Minority Automobile Dealers (NAMAD)

Interview Snippets:

How is the automotive industry overcoming racial issues
Minority consumers have greater than 30% buying power
What is being done about the lack of parity in ownership

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Episode Sponsor:

LoanerToOwner - The only website dedicated to helping dealers promote and sell their loaner car inventory. Visit LoanerToOwner.com to get your inventory listed now!

“It's very simple, it's time to think like an investor.”

Listen as Brian Finkelmeyer, Senior Director, vAuto gets deep in the weeds with one of the most concerning topics in the auto industry - new car inventory.

Interview Snippets

Inventory in the US is down over 1 million cars!
If there ever was a time to hone in on new car inventory management, that time is now.
One of the biggest lessons learned is that inventory must be managed better.
Why manufacturers need to change their allocation processes.
A high percentage of dealers suffer from "recency bias" when ordering inventory.
Is it time to change to floor plan compensation to better control inventory and profitability.

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Episode Sponsor:

LoanerToOwner - The only website dedicated to helping dealers promote and sell their loaner car inventory. Visit LoanerToOwner.com to get your inventory listed now!

“We’re witnessing the digitization of an entire industry. Can we really be omnichannel”

A one of a kind interview with an automotive industry leader.

Listen as Cox Automotive President and CEO, Sandy Schwartz gives a passionate address to dealers and the entire automotive community, in a way that will make you proud to be part of such a great industry.

Interview Snippets

“Shame on us if we backslide!”
“We need to be human at our core and do a better job!”
“Dealers are going to need to find more places to monetize”
“Consumers now have a Zappos mentality”

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Episode Sponsor:

Dave Cantin Group - One of the industry’s most successful dealership brokers.

View current listings of dealerships for sale.

“There is nothing we can’t or won’t do” Mike Darrow, President, and COO, Russ Darrow Group.

An interview from the heartland of America with automotive veteran Mike Darrow, President, and COO of Russ Darrow Group.

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Episode Sponsor:

Dave Cantin Group - One of the industry’s most successful dealership brokers.

View current listings of dealerships for sale.

An enlightening interview with Rob Cochran, President, and CEO at #1 Cochran Automotive.

23 dealerships across 18 Brands in the western Pennsylvania area.

“You have to have a marathon mentality”
“We're not going to win or lose in a short period of time”
“Don't miss this opportunity to bring up the next young leaders”

Episode Sponsor:

Dave Cantin Group - One of the industry’s most successful dealership brokers.

View current listings of dealerships for sale.

An interview with 40+ year veteran of the Automotive Industry, a powerhouse in the automotive world, Mario Murgado.

“Way too often we rely on the past to make decisions, well you can’t do that anymore”

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Episode Sponsor:

Dave Cantin Group - One of the industry’s most successful dealership brokers.

View current listings of dealerships for sale.

An interview with a legend in the automotive industry, 30-year automotive veteran, Bernie Moreno.

“The manufacturers will be the bottleneck when it comes to a100% virtual sales model”
“There is a perfect storm coming”

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Episode Sponsor:

Dave Cantin Group - One of the industry’s most successful dealership brokers.

View current listings of dealerships for sale.

Cox Automotive Executives, Wayne Pastore, and Tracy Fred have an insightful message for dealers: “Let’s Return and Reimagine Auto Retail But Let’s Not Regress.”

“Lean into consumer preferences and data”
"You have to align strategy to experiences and processes"

Episode Sponsor:

Dave Cantin Group - One of the industry’s most successful dealership brokers.

View current listings of dealerships for sale.

"Dealers better be honed in"

Mike Boyd, founder of iReconCars (iRecon), has been in the automotive industry for over 23 years, now serves as Senior Director of Business Enablement for iRecon, a Cox Automotive Company.

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Episode Sponsor:

Dave Cantin Group - One of the industry’s most successful dealership brokers.

View current listings of dealerships for sale.

“I’m a glass half full guy - with a lid"

An interview with Todd Skelton, CEO, Prime Automotive Group. Todd took the helm of Prime Automotive Group and their 56 dealerships just 30 days before lockdown.

“Half of my stores are still closed!”

Listen to a one-of-a-kind, in-depth and informative interview as Todd discusses topics such as,

Rental car industry downturns and how it affects car sales.
Why the wholesale industry is down 12% and retail is only down 2%.
Why data-driven decision processes are critical to dealership operations.

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Episode Sponsor:

DCG Capital. Take full advantage of the lowest interest rates in recent history. Optimize your financial vehicles, and maximize your profit and operating capital.

Speak to the automotive financial specialists at DCG Capital today.

“There is a real disparity between values of what is supposed to be a progressive company and what is core operations."

An interview with Chris Sondesky, Managing Partner at BDC Pros.

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Episode Sponsor:

DCG Capital Take full advantage of the lowest interest rates in recent history.
Optimize your financial vehicles, and maximize your profit and operating capital.

Speak to the automotive financial specialists at DCG Capital today.

“Demand Never Went to Zero!"

An interview with an economic powerhouse in the automotive space. Zohaib (Zo) Rahim, Manager, Economics & Industry Insights at Cox Automotive.

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Episode Sponsor:

DCG Capital. Take full advantage of the lowest interest rates in recent history. Optimize your financial vehicles, and maximize your profit and operating capital.

Speak to the automotive financial specialists at DCG Capital today.

“Car dealers are the last great entrepreneurs"

An interview with one of the biggest names in the automotive industry, former Bentley Motors, and Volkswagen of America COO, Mark Barnes.

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Episode Sponsor:

More than just automotive brokers, Dave Cantin Group is one of the largest and fastest-growing automotive M&A firms in the industry. View dealerships for sale

David Menten, Chairman of South Florida FORD Dealers Association and President of Sawgrass Ford.

“This is how we chose to make a difference.”Talk about making a difference in tough times. David Menten made it his personal mission to spearhead multiple charitable campaigns through his network of Ford dealerships that is changing lives.

Salute to Education - $150,000 in Scholarships awarded to 100 high school seniors in Broward and Miami-Dade County.
FordGetIn and Give Back - $5 social media campaign benefitting Joe Dimaggio Children’s Hospital and also benefitting Salah Foundation at Broward Health Children’s Hospital and the Florida Panthers Foundation will match it!

Episode Sponsor:

More than just automotive brokers, Dave Cantin Group is one of the largest and fastest-growing automotive M&A firms in the industry. View dealerships for sale

“There are two things dealers need to be investing in right now!”
An interview with former Hyundai CEO, Dave Zuchowski. Dave is currently a Senior Partner at motormindz, listen as he shares his insights into dealer operation as we exit lockdown.

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Episode Sponsor:

More than just automotive brokers, Dave Cantin Group is one of the largest and fastest-growing automotive M&A firms in the industry. View dealerships for sale

"As leaders, we have to respond accordingly as we lead them through the valley of death.”

Ben Keating, professional racer and owner of Keating Auto Group with 18 dealerships in Texas, brings a unique insight to the show. A professional car racer, Ben has competed in the American Le Mans Series, Grand-Am, and the IMSA WeatherTech United Sportscar Championship.

“One of the first confirmed cases in Victoria Texas of COVID-19 was linked to our Toyota dealership.”

Listen as Ben discusses leading, racing, and winning against the odds.

Episode Sponsor:

More than just automotive brokers, Dave Cantin Group is one of the largest and fastest-growing automotive M&A firms in the industry. View dealerships for sale

"Cash is king right now and days to fund is as high as 15!”

Advice from Dealertrack executive Mandi Fang. Fang is responsible for overseeing Dealertrack's growing DMS business as the brand continues to develop open, flexible, easy-to-use solutions critical to helping dealerships adapt to a changing industry and shifting consumer expectations.

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Episode Sponsor:

More than just automotive brokers, Dave Cantin Group is one of the largest and fastest-growing automotive M&A firms in the industry. View dealerships for sale

"Knowing your customer is now part of compliance.”

Great compliance advice from Vice President of Operations for Dealertrack Cheryl Miller. Miller heads up the F&I business within Cox Automotive Retail Solutions, including Dealertrack’s Dealer and lender F&I teams.

Episode Sponsor:

More than just automotive brokers, Dave Cantin Group is one of the largest and fastest-growing automotive M&A firms in the industry. View dealerships for sale

Interview with Barry Ratzlaff, Chief Customer Officer | Vice President, Retail Experience and After-Sales, Hyundai Motor America. Barry is a 30-year automotive veteran with roles in manufacturing, quality, and product development.

Barry discusses how is Hyundai is helping dealers succeed in a contactless environment, and why he believes Hyundai has a competitive advantage in the current market.

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Episode Sponsor:

DCG Capital - Let DCG Capital help you take advantage of record-low interest rates. Find the best terms for working capital for your dealership.

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"The worst is behind us. Our company is set up for this, and we’re ready to take advantage of the market.”

Interview with President of Sonic Automotive, Jeff Dyke. Jeff is responsible for direct oversight for all of Sonic's retail automotive operations.

Listen as Jeff discusses his projections for the sales and fixed-ops market in Q3 and Q4, as well as possible government programs such as a revised “Cash For Clunkers’ program.

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Episode Sponsor:

DCG Capital - Let DCG Capital help you take advantage of record-low interest rates. Find the best terms for working capital for your dealership.

"I’m not sold that online sales is the way"

Owner of Empire Auto Group in Huntington NY speaks about how his group has supported the community and how he got sales up to 74% in the epicenter of the crisis.

Episode Sponsor:

DCG Capital - Let DCG Capital help you take advantage of record-low interest rates. Find the best terms for working capital for your dealership.

"Legal compliance with franchise and loan agreements are all out of whack!"

Joseph S. Aboyoun of Aboyoun Dobbs, LLC speaks about dealer's rights and what every dealership needs to know about navigating the law and compliance during and post COVID-19 Crisis.

Episode Sponsor:
DCG Capital - Let DCG Capital help you take advantage of record-low interest rates. Find the best terms For working capital for your dealership.

Exclusive interview with, James Maynard, Senior Vice President, Product & Engineering at Cox Automotive.

“Dealers switching to online processes faster than we can keep up with”

Are we seeing the inevitable rise of digital retail?
What Cox Automotive services are helping dealers the most.
Positive trends Cox is seeing currently that every dealer should be aware of.

Automotive news from the top of the automotive food chain.

“Nissan has new dealer guidelines on the dos and don’ts of doing business”

Exclusive interview with, Judy Wheeler, division vice president, Dealer Network Development and Customer Quality, Nissan North America.

Nissan's stance on consumer confidence.
Will Nissan inventory levels be sufficient post-COVID sales?
Data from over 250,000 calls taken by Nissan's customer call centers.
What Nissan is doing to help dealers change the way they do business.
New training and support methods for dealerships.

Automotive news from the top of the automotive food chain.

“We're already seeing an uptick in sales”

Interview with Barry Stoler, President of Len Stoler Automotive Group. The fifty-three-year-old Auto Group with dealerships from Maryland to New York.

Running a dealership in the epicenter.
Why our Internet traffic is off the charts.
Are we facing a shortage of new vehicles on the horizon?
Why dealers need to buy-up as much inventory as they can.

Automotive News and Insights from Dealers on the Front-Lines.

“The biggest challenge is the over-supply of late-model used cars. ”

Exclusive interview with Dale Pollak, Executive Vice President, Cox Automotive and Founder, vAuto

Do whatever you have to do to liquidate your used car inventory - do it!
8.5 million people will use stimulus checks to buy a car.
Cox Automotive’s dedication to dealers across the country.

Automotive news from the top of the automotive food chain.

“Our business, which is a traditional negotiating business, must change and change quickly”

Exclusive interview with Michael Morrone, former President and Cheif Operating Officer of AutoNation.

Maroone is a second-generation auto dealer, who started out at his family's Ford dealership in upstate New York In 1977. The Maroone Automotive Group would grow to nine dealerships before merging with AutoNation in 1997.

Two years ago Maroone came out of retirement and purchased four dealerships in Colorado.

The fundamental shift dealers need to make or risk a hard road ahead.
Is a new vehicle shortage on the horizon?
Subprime market issues dealers will face coming out of lockdown.
Increased pricing pressures dealers can expect when the market opens back up.

Automotive news from the top of the automotive food chain.

“Our dealers are our customers, and their customers are our customers”

Exclusive interview with Ford’s Director of US Sales, Andrew Frick. Listen as Andrew discusses the role Ford is playing in leading the industry through COVID-19 with new vehicles, enhanced production, finance programs, and demand creation.

The role Ford is playing in leading the dealer-base through and beyond COVID-19.
Customer stimulus programs Ford is planning to drive demand.
Why used vehicle programs are a top priority at Ford.
Updates on vehicle production, upcoming product, and new programs.

Automotive news from the top of the automotive food chain.

“The government can’t open us back up, only the people can open us back up” ~ Aaron Zeigler.

For over 40 years Zeigler Auto Group has been an organization to look up to in the automotive world. With 30+ dealerships and 30+ brands, Aaron Zeigler stresses the importance of communication and taking care of the people that support operations.

Listen as Dave, Andy, and Aaron discuss the following:

“When you do the math, we’re going to run out of cars.” What Zeigler Auto Group is doing right now to mitigate that situation.
Internal stimulus packages created by the auto group to support employees.
Optimizing dealership financing to take advantage of lower interest and floor plan financing rates.

A one of a kind interview with a respected dealer on the front lines

An informative interview with TrueCar CEO, Mike Darrow on the current data surrounding current consumer behavior as well as what dealers can expect after the COVID-19 crisis.

NADA survey shows that 90% of dealers will transition to online selling.
How TrueCar is helping dealers to shift to a more modern buying process.
Why the auto industry behind other industries in online retail and what’s being done to change that.
What every dealer needs to know about the consumer behavior of the rapidly emerging at-home car buyer.

BREAKING automotive news from the top of the automotive food chain.

BREAKING INTERVIEW:“You don’t have to look up, we’re there, we’re like a satellite, always monitoring everything,” said NADA Chairman, Rhett Ricart in his Dealer News Today interview.

NADA Chairman, Rhett Ricart talks to Dealer News Today regarding the following:

What the NADA has been doing for the industry during the COVID-10 Crisis.
New power State Governments have been granted by the Federal Government, and it affects the automotive industry as a whole.
What dealers need to understand about PPP and SBA provisions.
Depression of used car values and other issues facing dealerships right now.
Rhett’s pledge as Chairman on Corruption, Obstruction, and Disruption in the automotive industry.

BREAKING automotive news from the top of the automotive food chain.

“If you’re going through hell, keep going”. ~ Winston Churchill

An interview with Larry Bailin, Best-Selling Author, Keynote Speaker, and Digital Marketing Executive at Single Throw Marketing. We discuss what, how and when dealers should be marketing during and after the COVID crisis.

Larry is responsible for some of the best marketing campaigns and results in the automotive space, and his agency manages the marketing for the Largest Luxury Auto Group in the nation.

Listen as Dave, Andy, and Larry discuss the following:

What dealers should be focusing on today, that will make a difference tomorrow.
The data behind car buyer behavior shifts during the crisis, and how a large luxury auto group is taking full advantage during the shutdown.
The top digital marketing trends to take advantage of right now.

One of the largest dealer associations in the country celebrated 100 years advocating for auto dealers in the great state of Florida, during a pandemic. “We’ve got their backs!” Said, Ted Smith, President of the Florida Automobile Dealers Association in his Dealer News Today interview, and he means it!

Ted was instrumental in keeping Florida dealerships open and doing business as “essential services” during the COVID crisis.

Listen as Dave, Andy, and Ted discuss the following:

What the FADA has been doing to advocate for “business as usual” in Florida.
What dealerships need to do to increase consumer confidence and sales.
Florida automotive sales amount to over 4 billion dollars in state revenue.
What Ted does every day to show his dealers he has their backs.

The automotive news you need today and insights dealerships need for tomorrow.

Champion NY Giants Offensive Lineman, Brad Benson knows what it takes to power through tough times. As a professional NFL player and as the former dealer principal of the #1 Hyundai dealership in the nation, Brad knows about resilience and finding a way to get through anything.

A legend on the field and in the automotive world, Brad Benson set the bar when it came to auto sales, selling more Hyundai’s than any other dealer in the world. Known for his irreverent marketing and outspoken style, Brad never let tough times keep him from achieving greatness.

Listen as Dave, Andy, and Brad discuss the following:

What Brad takes from his time playing in the NFL, to get through tough times.
How he used tough times and a legendary marketing campaign to go from selling 65 to 700 cars per month.
How Brad used the 2008 recession as a catalyst to become the #1 Hyundai dealership in the world.
Brad’s advice for dealerships to get past the COVID Crisis and spike the ball in the endzone.

A special interview with a true automotive champion

“We need every dealer to join with us in this fight!” Said, Pete Sander, President of the Illinois Automobile Dealers Association in a recent interview. Pete has been working with State and Federal governments to get Illinois auto dealerships back up and running.

Listen as Dave, Andy, and Pete discuss the following:

What Congress and local government is doing to help Illinois dealerships
What dealerships can do to manage the needs of employees.
Current legislation changes
Addresses current concerns and uncertainty
Rebounding Post COVID-19

The automotive news you need today and insights dealerships need for tomorrow.

Automotive News named Joseph Serra, President of Serra Automotive, one of their “50 Visionary Dealers Who Helped Shape the Auto Industry”.

2,200 employees and 49 dealerships stretching from Colorado to the shores of New Jersey, Joseph Serra is navigating the Corona crisis across 7 states and has a message for dealers across the country.

Listen as Dave, Andy, and Joe discuss the following:

The role strong leadership takes during a crisis.
Managing the needs of thousands of employees.
How Joe is navigating the legislative waters across 7 states.
What every dealership across the country needs to know to come out of this crisis stronger than ever.

The automotive news you need today and insights dealerships need for tomorrow.

One thing an auto group does not want to be known for is the most cases of CoronaVirus. Troy Duhon, CEO of Premier Automotive, with 22 dealerships in Louisiana, has had 18 dealership employees test positive for the CoronaVirus, including his son.

What does Troy Duhon do when his business is in one of the hardest-hit states one the nation? He starts a food drive that donates over 3,500 meals a day.

Listen as Dave, Andy, and Troy discuss the following:

How to lead when things seem at their worst.
Hear what Troy is doing to give back to his hard-hit home state of Louisiana during this pandemic.
What the future looks like for Lousianna dealers.

The automotive news you need today and insights dealerships need for tomorrow.

There are few legends in the auto dealership world but we think everyone can agree, the often outspoken, highly driven and forward-leaning CEO, president, and spokesman of Boch Enterprises, Ernie Boch Jr., is one of them.

Recently Ernie threw down the gauntlet and challenged Donni Wahlberg and the world to do better, with his highly publicized $5,000 tip to a restaurant waitress at the onset of the pandemic.

Listen as Dave, Andy, and Ernie discuss the following:

Incredible advice from Ernie on what dealers large and small MUST DO to get through the crisis and be stronger than ever.
From blood-drives at his Ferrari dealership to the viral tip challenge, hear what Ernie is doing to give back during the pandemic.

This is a MUST LISTEN to interview with a one-of-a-kind leader and legend in the automotive world.

Interview with founder and CEO of the Ciocca Dealerships, Gregg Ciocca. 20 dealerships and 1,000 employees, Gregg Ciocca is very much on the front lines of the crisis.

Listen as Dave, Andy, and Gregg discuss the following:

Current and upcoming changes in PA legislation that is and will be affecting dealership operations.
What PAA is doing to advocate for area dealers with the Governor’s office.
PA dealer challenges and frustrations.

The latest automotive news and information every dealer needs to hear now.

Interview with Pennsylvania Automotive Association (PAA) President, John Devlin.

Listen as Dave, Andy, and John discuss the following:

Current and upcoming changes in PA legislation that is and will be affecting dealership operations.
What PAA is doing to advocate for area dealers with the Governor’s office.
PA dealer challenges and frustrations.

The latest automotive news and information every dealer needs to hear now.

An incredible interview with one of the most well-known names and biggest dealer advocates in the automotive industry, Cars.com CEO, Alex Vetter.

Listen as Dave, Andy, and Alex discuss the following:

How Cars.com is helping dealers to operate and sell cars in our current environment.
Alex gives an overview of the data behind car buyer behavior shifts during the crisis, and what it means for vehicle sales post-shutdown.
What you need to know about the petition being circulated for dealer advocacy, and the spread of the #AllowSafeAutoSales movement.

The latest automotive news and information every dealer needs to hear now.

Ken Ganley is one of the most respected names in the automobile industry. CEO of Ganley Auto, with over 42 dealerships in the Mid-West, Ganley Auto is among the latest dealer groups in the county.

Listen as Dave, Andy, discuss growing in a crisis and how Ken is leading his auto group through this the current environment. Why are some dealerships performing while others are dying? Listen as they discuss who of his 3000+ employees are stepping up, and standing out. How to leverage capital and financing to your advantage and will “Cash For Clunkers” going to make a comeback post-Corona?

The latest automotive news and information every dealer needs to hear now.

Our guest today is none other than Cliff Banks, founder and President of the Banks Report.

If you are in the automotive space, you know the name, Cliff Banks. Cliff has been in automotive journalism for over 20 years and the Banks Report has the reputation of breaking the news first.

One automotive CEO was quoted as saying, “Cliff writes about the news before it even becomes news!”

Listen as Dave, Andy, and Cliff dive deep into current layoffs by large auto groups, investors leaving the auto market and what all of this means to the value of dealerships post-crisis. Everyone in the automotive space needs to hear this interview.

Leonard Bellavia, Founding Partner at DEALERLAW.COM discusses the legalities of new State issued policies, and legal issues facing dealerships today, and post-crisis.

Listen as Dave, Andy and Leonard discuss the latest automotive news and information every dealer needs to hear.

Don’t miss this vital “time of crisis” interview from a top automotive legal authority.

Our guest today is on the front lines of automotive news and all the happenings around the automotive industry every day. He’s no stranger in the automotive industry, the well-known host of CBT News, Jim Fitzpatrick has interviewed thousands of movers, shakers, and industry insiders in the automotive world.

Jim has been covering the crisis every dealership has been facing since day one, and he’s here to give us his insights and advice from some of his top interviews.

Listen as Dave, Andy, and Jim boil down all the latest news regarding the Corona Virus crisis.

After speaking with the Governor, Mark Schienberg, President of the Greater New York Automobile Dealers Assoc. (GNYADA) returns to the show to give an update on the latest from the Governor’s office. Mark outlines specifically what is being done to ease the burden on area dealerships, and lessen the grip on dealer operations.

Listen as Dave, Andy, and Mark discuss new State issued policies and requirements for NY area dealerships are today, and what's expected post-crisis. Listen as they discuss the latest automotive news and information every dealer needs to hear.

Don’t miss this vital “time of crisis” automotive news from top automotive industry authorities

Listen as Sandy Zannino of Innovative Auto HR outlines everything automotive dealers need to know to manage HR issues arising from the Coronavirus crisis.

Sandy and Innovative Auto HR have been serving the HR needs of auto dealers for nearly two decades.

Listen as Dave, Andy, and Sandy discuss critical HR issues, laws and the constant changes arising from this crisis, and how dealerships can and should be taking action.

A Special Exclusive Double Time of Crisis Interview.
There is too much automotive news right now, we had to pack two interviews into one episode of our popular automotive podcast.

Our guests today:
One of the largest new car dealers in the world, among the top 10 wealthiest Bostonians, owner of 44+ New England new car dealerships across 34+ brands, CEO of the Herb Chambers Auto Group, Mr.Herb Chambers.

Executive Vice President of the Massachusetts State Automobile Dealers Association (MSADA), Mr. Robert, O’Koniewski. MSADA represents the interests of over 400 franchised new car and truck dealers in the Commonwealth.

Listen to this very special double interview episode as Dave and Andy discuss with our two special guests, the latest automotive news, the Government Economic Relief Bill, current legislative changes affecting new car dealers in New England, how to lead during and beyond the Corona Crisis, lessons learned, and much more!

Visit DealerNewsToday.com for special bonus video content.

Former dealer principal now CEO of Dealer Owned Warranty Company (DOWC), Michael LaMotta is interviewed about using and raising capital during a crisis. Michael discusses dealers are hemorrhaging hundreds of thousands of dollars a week, and how his company DOWC is helping.

Dave and Michael discuss dealer finances, how to get capital quickly, and how to lead a company through these tough times.

Michael LaMotta founded DOWC® with lessons learned from almost 30 years of experience in the automotive industry, with many years spent as a retail auto dealer.
Headquartered in Ringwood, NJ, DOWC® is among the fastest-growing service contract providers and administrators in the United States. Specializing in giving dealers access to capital along with offering customizable F&I products and expertise in compliance, as well as a full suite of technology designed to optimize productivity.

The Senate has passed a roughly $2 trillion coronavirus response bill intended to speed relief across the American economy. This is the third aid package from Congress and is meant to keep businesses and individuals afloat during an unprecedented freeze on the majority of American life.

Our Guest is Automotive Industry CPA, Ellen Kera from Citrin-Cooperman.

Ellen supports many large dealerships and groups across the country and helps us interpret the 800-page Coronavirus Aide Relief and Economic Security (CARES) Bill.

Listen as Dave, Andy, and Ellen discuss how the stimulus package will help dealerships.

Exclusive interview with Brian Maas, President of the California New Car Dealers Association (CNCDA). Brian makes announcements regarding legislation affecting California new car dealers and what is coming down the road from the State.

Listen as Dave and Brian discuss the current Corona crisis and its short and long-term effects on California’s new car dealership base and the automotive industry as a whole.

Don’t miss this vital “time of crisis” interview from top automotive industry authorities

BREAKING NEWS FOR NY AREA DEALERS - CRITICAL DETAILS FROM THE GOVERNORS OFFICEMark Schienberg, President of the Greater NY State Dealer Association, just wrapped up a meeting with NY Governor Andrew Cuomo and has been able to negotiate the re-opening of sales at auto dealerships throughout the state under specific conditions.

Minutes after a meeting with Governor Cuomo, the GNYSDA President reaches out to DNT to get on the air and share critical BREAKING information for ALL NY AREA DEALERSHIPS. LISTEN NOW

Special guest David Wilson, CEO of Wilson Automotive Group, one of the World’s Largest Dealers, the first dealer in automotive history to sell 500,000 Toyotas and 1 million new cars.

David Wilson gives DNT an in-depth interview and shares the definition of Pandemic, and how to mentally and operationally handle the current crisis in our industry. David discusses how leaders must lead by example to handle the challenges we face today as well as what will come tomorrow.

Listen as Dave Cantin and David Wilson dive deep and discuss projections within the industry, what David believes dealerships will face post-crisis, and crisis management steps he has taken to keep his employees and 17 dealerships moving forward.

"Tough times don't last, tough people do." - David Wilson

Dave and Andy discuss the effect COVID-19 Pandemic is having on the Automotive M&A world, and discuss deals such as Asbury Motors.

Dave and Andy speak with a respected automotive industry leader, the President and CEO of New England’s Premier Auto Group, Premiere Companies, Joe Laham.

Joe Laham discusses why dealerships must lead from the top, and first-and-foremost take charge of communication, and outlines the cornerstones of leading in a crisis.

Dave, Andy, and Joe cover the pitfalls facing dealers trying to do business during State shutdowns, such as selling vehicles online, handling lease maturity, and being prepared for a surge of sales when the dust settles (that’s right, a surge of sales).

Joe stresses the importance of coming together as an industry, being compassionate, and realizing we need to take care of each other in times of trouble.

Jim Appleton, President of NJ CAR gives an in-depth interview on the current Corona crisis and its short and long term effects on the automotive industry.

Listen as Dave and Jim discuss outcomes dealerships will face post-crisis and crucial steps dealerships around the country are taking in the wake of the Corona pandemic. Hear in-depth discussions about the effect across multiple dealership segments including, sales, service, title and reg work, vehicle delivery, marketing, and more.

Hear how NJ CAR is advocating for dealers with the New Jersey Governor’s office, and what new processes are coming to help dealerships alleviate sector bottlenecks.

Don’t miss this vital “time of crisis” interview from one of the top automotive industry experts.

Before their interview, Dave Cantin and Andy Cherkasky discuss the meaning of the latest Presidential tweets, and how the business community needs to restore focus. Dave gives specific advice to dealers on planning for the worst.

Dave interviews an automotive industry specialist from one of the largest automotive accounting firms in the country, Ken Rosenfield from Rosenfield & Co. Ken is also a dealer principal and brings a very unique perspective to the show.

Dave and Ken discuss financial options for dealerships during the crisis.
How to increase working capital, optimize floor plans, etc.

Episode Sponsored by, Schiller, Pittenger & Galvin, Attorneys at Law.

https://schiller.law/

Dave Cantin and Andy Cherkasky have a special guest, automotive industry specialist with a unique perspective on the current crisis.

Dave interviews Ted Schiller, from Schiller, Pittenger & Galvin, Attorneys at Law.

Ted has over 500 dealers/automotive clients and discusses with Dave and Andy the legalities of doing business during State shutdowns.

Business and legal advice about paid family leave, unemployment and other modifications in the law.

Podcast Sponsor: DCG Capital.

Dealer News Today

A very special episode as Dave Cantin and Andy Cherkasky discuss what dealers are doing to prepare for State shutdowns, and how dealers can protect their business.

Dave interviews Celebrity Motor Cars CEO, Tom Maoli.

Dave and Tom discuss the crisis facing our industry and nation, and the steps Celebrity Motor Car is taking to operate in these unprecedented times.

Listen as Tom and Dave discuss why dealers must take full advantage of working capital and rate reductions to maximize cash flow.

The interview wraps up with an in-depth discussion on when the automotive industry will rebound?

This is a must-listen, must-share episode.Episode Sponsor: Single Throw Digital Markeitng

The inaugural episode of the Dealer News Today Podcast.

Straight Automotive Industry Talk from Industry Leaders.Dealer News Today’s Exclusive Industry Commentator, Dave Cantin, CEO of one of the most successful automotive M&A firms in the nation, the Dave Cantin Group.

In this episode

Dave discusses the trying times dealers and the automotive industry face during the Coronavirus crisis, and how we can stay positive and come away stronger than ever.

Special guest from the front lines of the Coronavirus pandemic, Dr. Alan Cherkasky

Dealer News Today