Car Dealership Guy Podcast

In this episode of the Industry Spotlight, joining host Sam D'Arc are Eric Cohen, CEO of Merchant Advocate, and Cole Frankman, Owner/Operator of Frankman Motors, to discuss why credit card processing fees keep climbing year after year and how dealers can uncover the hidden increases buried in their merchant statements.

Eric reveals that 80 percent of dealerships he reviews are being overcharged by 20 to 25 percent, and explains why the fee never really stops rising: the sales rep who set up the account earns a cut of every transaction for as long as the dealer stays a client.

Cole shares how a routine expense review turned into a two-month rabbit hole before an independent audit uncovered over six figures in annual savings, all without switching processors or changing equipment.

The conversation exposes why dealers rarely read past page one of their statements, and what that costs them.

This episode of the Car Dealership Guy Podcast is brought to you by Merchant Advocate.

Topics:

06:35 Fees Were Never On His Radar.

08:30 He Tried AI To Fix It.

09:15 Audits Aren't Just For Mega Dealers.

11:15 80% Of Dealers Overpay.

12:45 Processors Raise Rates Anytime.

16:35 Hidden Fees Saved Six Figures.

18:45 Dealers Pay High Fees Despite Low Risk.

21:30 Processors Keep Coming Back.

23:40 Visa Doesn't Set Rates.

26:45 Statements Are Deliberately Confusing.

28:40 Non-PCI Fees Cost $500 Monthly.

30:15 Contingency Aligns Incentives.

Merchant Advocate - Merchant Advocate helps dealerships uncover and eliminate unnecessary credit card processing costs through independent, contingency-based audits. Our experts identify hidden fees, pricing errors, and optimization opportunities—all without requiring dealers to switch processors, replace equipment, or disrupt operations. Learn more at https://merchantadvocate.com/

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CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Today's show features:

- Glenn Lundy, President at 800% Elite Automotive Club

- Jay Law, Head of Sales at Car Dealership Guy

- Jad Naamani, Director of Marketing at Seez

- Chad Cunningham, CEO at DuPONT Registry Exchange and Live

This episode is brought to you by:

800% Elite Automotive Club – 800% Elite Auto is a whole-dealership solution. Live weekly training and 1-on-1 executive coaching align Owners, Sales, F&I, BDC, Marketing, and Culture into one well oiled machine. The result? A guaranteed 25% sales increase in 90 days. Get started today https://www.800percent.life/cdg

Seez – Seez is a leading automotive technology company redefining the modern dealership through AI, data, and transformative digital tools. Its offerings include AI-powered chat solutions, AI-driven performance marketing, as well as omnichannel retail platforms and predictive pricing models. Visit Seez.co to book a demo.

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CDG Circles ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://cdgcircles.com/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Matt Haiken is the President of Prestige Auto Group, a second-generation dealer who has run stores under the Lincoln, Volvo, and Polestar brands for more than 20 years.

He built LotVision, an AI platform that gives dealers live analytics on competitors' inventory, and he watched Polestar pull its franchise from under him with almost no warning.

Topics:

13:40 Carvana Runs Without Sales Managers.

21:00 Tesla's Calculator Is The Gold Standard.

24:10 Brokers Fill Dealer Blind Spots.

27:45 Broker Deals Lost $2,000 Each.

29:55 OEM Awards Are Addictive.

31:50 LotVision Spies On Competitors.

This episode is brought to you by:

1. Digital Dealer - Join us September 22–23 in Detroit and register today at DigitalDealer.com. Use code CDG25OFF at checkout and bring your team for a generous discount. Visit @ ⁠⁠here⁠⁠ for more info.

2. CDK Global - CDK’s Built-In Customer Data Platform, CDP, unifies customer data across your dealership and brings AI-driven insights directly into your everyday workflows. Learn more @ here.

3. CDG Circles - Connect with verified dealers all inside the CDG Platform. Learn more @ here.

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For dealers:

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Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Fix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Car Dealership Guy Socials:

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Today's show features:

- Phil Pecoraro, Operating Partner at Murdock CDJR

- Jason Swiech, Sr. Product Marketer, F&I at CDK Global

- Jimmy Anderson, GM at Checkered Flag Porsche

This episode is brought to you by:

800% Elite Automotive Club – 800% Elite Auto is a whole-dealership solution. Live weekly training and 1-on-1 executive coaching align Owners, Sales, F&I, BDC, Marketing, and Culture into one well oiled machine. The result? A guaranteed 25% sales increase in 90 days. Get started today https://www.800percent.life/cdg

CDK Global – CDK Global empowers dealers with the tools and technology they need to build deeper relationships with customers and sell and service more cars. Visit https://www.cdkglobal.com/

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In this episode of the Industry Spotlight, joining host Sam D'Arc are Alex Lawrence, CEO and co-founder of EVauto, and Chris Roig, Director of Sales Engineering at Netchex, to discuss how the country's largest EV-only dealer group is scaling into new states without letting payroll and HR become the bottleneck.

Alex reveals a payroll tax scare that nearly caught EVauto off guard and how a surprise refund from the IRS became a turning point.

Now growing toward 4,000 cars a year across three states, he explains why he trusts AI to approve timecards and overtime, and how automation flags problems like a 40 percent overtime spike before they hit the books.

Chris breaks down why switching payroll providers never means touching the dealer management system, and how EVauto is scaling into new markets without stacking headcount in the back office.

This episode of the Car Dealership Guy Podcast is brought to you by Netchex.

Topics:

02:50 Painful Tesla Hunt Spawned An Empire.

04:45 Zero Floorplan Debt, Nine-Figure Revenue.

06:50 Cringey TikToks Sold Thousands Of Cars.

09:00 Payroll Tax Blindside Fast-Growing Dealers.

11:20 DMS Integration Separates Real Solutions.

16:40 Paperwork Scales Worse Than Rooftops.

18:00 Employee Experience Starts Before Day One.

20:35 Netchex Assumes IRS Compliance Liability.

24:00 New State Means Instant Payroll Learning Curve.

26:50 AI Agents Automate Routine Approvals.

29:50 AI Handles 80%, Humans Manage Exceptions.

31:30 Every Role Justifies Why AI Can't Do It.

Netchex - Drive your dealership forward with Netchex. The only HCM platform built for how dealerships actually operate — deep DMS integrations, technology that understands your business, and a team that understands you. Visit @ here to learn more

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