Car Dealership Guy Podcast

Stuart Hayim spent 20 years selling $3 handmade rugs before he ever owned a dealership, and a Walmart buyer who asked for a 50-cent discount in exchange for a bigger order taught him the lesson that built his dealer group.

He walks through how that deal grew from 1 million rugs to 2.5 million, and argues that the best deals in the car business are the ones where the dealer, the customer, and the employees all walk away ahead, instead of a tug of war where one side wins and the other loses.

Stuart Hayim is the Owner of Experience Auto Group, where he runs Ferrari stores in Fort Lauderdale and the newly opened Boca Raton.

He came into the car business late, landing his first Mercedes store in Massapequa, New York in 2004 after a two-year campaign for a new factory point, and went on to represent Ferrari, Maserati, Porsche, Volvo and Rolls-Royce.

A cancer survivor and multi-time powerboat world champion, he speaks candidly at 79 about the deals he won, the deal he gave away, and the store he wishes he never sold.

Topics:

00:00 He Was Shipping 30,000 Rugs A Day.

09:05 Pull Your Belt In, I'll Pull Mine.

10:50 Eight Slices, Just A Bigger Pizza.

21:00 Bowed Out Of A Deal, Got It Back.

24:50 Selling Mercedes Was His Biggest Mistake.

31:45 Bought Department Store Lists For Test Drives.

51:20 More Demand Than Supply Ends The Grind.

This episode is brought to you by:

1. Podium — Podium is the AI platform trusted by 1 in 4 dealerships. Visit @ here to learn more.

2. CLERQ - Clerq's instant bank payment solution modernizes down payments, deposits, and other large transactions and reduces risk. Visit @ here to learn more.

3. OPENLANE - The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. Learn more @ here.

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Today's show features:

- Drew Cullen, General Manager at Terry Cullen Chevrolet

- Omar Mohammad, CEO at Nomad Content Studio

- Benjamin Cartaya, General Manager at Kunes Hyundai of Sycamore

This episode is brought to you by:

Haig Partners – Toyota’s market share varies widely by state, but share alone doesn’t determine dealership value. Read Haig Partners’ analysis of the local market dynamics dealers should understand here: https://haigpartners.com/resources/toyota-dealership-values-local-markets/

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Today's show features:

- Eddie Palomba, Parts and Service Director at McGovern Automotive

- Chris Wood, VP Client Strategy (Automotive) at LocalIQ/USA Today

- Andrew Batenhorst, Body Shop Manager at Pacific BMW

This episode is brought to you by:

CarMax Auctions – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG.

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Online car buying was sold to dealers as a way to sell cars on the internet, but for years it delivered little more than a souped-up lead, and the idea became a dirty word across the industry.

Noah Lee explains why the technology has finally caught up, with deals that start online now closing about 46% more often and bringing in about 26% more gross profit, and argues that the biggest thing still standing between most stores and a one-hour car deal isn't the technology, it's fear of change.

Noah Lee is the Director of Product Consulting for Multi-Solution Sales at Cox Automotive, where he maps how the company's tools, from Autotrader and Dealer.com to VinSolutions, vAuto, Xtime and Dealertrack, work together as one system inside a dealership.

He has spent years helping dealers clean up their processes and connect their tools, and he speaks candidly about how AI shopping agents are already filtering out dealerships that won't share numbers upfront, how outdated customer data quietly erodes trust, and what the Fullpath acquisition means for dealers sitting on years of messy records.

Topics:

00:00 AI Agents Skip Stores Without Upfront Prices.

04:35 Dirty Data Would Take Years To Clean Manually.

13:45 85% Of Customers Redo Steps At The Store.

14:30 Digital Deals Close 46% Higher.

16:30 Digital Retailing Was A Fake Promise.

20:45 Digital Shoppers Negotiate Less.

25:10 People Are The Biggest Block To Change.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ ⁠⁠⁠⁠here⁠⁠⁠⁠.

2. Podium — Podium is the AI platform trusted by 1 in 4 dealerships. Their AI converts leads 40% higher than the industry average and can be customized to how each store sells. Visit @ here to learn more.

3. Cox Automotive - Discover what’s driving improved customer experiences—and dealership results. Download the Drivers of Shopper Satisfaction ebook from Cox Automotive today @ here.

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Today's show features:

- Jason Wilkins, Dealer Principal at Joshua Tree CDJR & Victorville Mitsubishi

- Charles Dortch III, Senior Vice President of Sales at CrossCheck, Inc.

- Walker Strong, GM at Strong Automotive

This episode is brought to you by:

CarMax Auctions – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG.

CrossCheck, Inc. – Dealerships spend significant resources selling and delivering vehicles, but what is the true cost of getting paid? CrossCheck helps auto dealers reduce payment processing costs, minimize payment risk, and offer customers more flexibility with guaranteed ACH and check payment solutions. Learn more at https://www.cross-check.com/car-dealership-guy.

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