Car Dealership Guy Podcast

Welcome to Dealer War Room from Car Dealership Guy, where we sit down with top operators to break down how they're navigating the biggest challenges in auto retail.

These three rural store owners share the specific moves working right now: Scott Simons bought a Chevy store for $6.9M and tripled sales & fixed ops in under a year.

Rob Ruth built a street-sourcing machine buying 300 cars/month from consumers at a 7% cost advantage over auction.

Kyle Coleman launched a $59.99 oil change, driving a 20% jump in customer-paid service visits in 30 days while the industry shrank.

Three models, three playbooks, built for today’s market.



Topics:

14:20 Nissan Is The Fastest Growing Brand.

25:10 Simple Stair Steps Win Every Time.

31:45 A '50s Building Selling 400 Cars.

42:30 Pickup & Delivery Solves Service.

55:20 The FTC Crackdown Is A Gift.

This episode is brought to you by:

1. CDG Dealer Platform – Benchmark your performance against thousands of rooftops. Give your dealership a competitive edge at https://cdgapp.ai/.

2. Guidepoint Systems – Guidepoint Systems is becoming a dealer's most important retention tool. Visit @ ⁠here⁠ for more info.

3. TARGIT – TARGIT is an end-to-end business intelligence platform that gives car dealers worldwide complete visibility and control over all their operational data. Learn more about TARGIT @ ⁠here⁠.

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Today's show features:

- Ryan Knight, Director of Operations at Knight Automotive Group

- Britt DeJohn, Sr. VP of Business Operations at Impel

- Nicholas Velez, Internet Director at Valley Kia of Fontana

This episode is brought to you by:

OPENLANE – OPENLANE is getting ready for DealerFest 2026, its biggest customer event of the year. For the entire month of July, earn points for every transaction you make on OPENLANE, and redeem them for incredible prizes! Make sure you’re ready for the rockin’ sales event of the summer. If you’ve never used OPENLANE before, you’re eligible to earn up to $2,500 in buy or sale fee credits. Learn more at https://www.openlane.com/cdg.

Impel – Impel is the automotive industry's only end-to-end agentic AI Operating System, unifying sales, service, marketing, and merchandising into one intelligent platform purpose-built for dealers. From Sales AI that works every lead to Service AI that keeps customers coming back, Impel helps 8,000+ retailers and OEMs turn every customer touchpoint into measurable growth. Visit https://impel.ai/ to see what an AI Operating System can do for your dealership.

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Everything else ➤ dealershipguy.com

In this episode of the Industry Spotlight, joining host Sam D'Arc are Frederick Grimm, Co-Founder and COO of AppraisalPro, and Danny Galat, General Sales Manager at Lithia Chrysler Dodge Jeep Ram of Bend, to discuss how dealers are using real-time diagnostic scanning to stop taking hidden mechanical losses on trade-ins and turn a wholesale department that was bleeding money into one that's actually profitable.

Danny walks through the $8,000 Ford Raptor miss that kept him up at night and drove him to find a better way to appraise used vehicles.

The numbers that follow are hard to ignore: 20% of trade-in appraisals show a check engine light cleared within the last 50 miles, the average dealer is sitting on $15,000 to $20,000 in hidden reconditioning costs every month, and Danny's wholesale department swung from a loss to a profit by more than 300% in a single year.

Frederick also breaks down how the tool detects odometer rollback and VIN fraud before a bad deal makes it onto your lot.

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

Topics:

03:25 The $8,000 Raptor Miss That Changed Everything.

04:50 Why Warm Engines Hide Costly Problems.

06:10 The 30-Second Appraisal That Saves Thousands.

07:30 The Customer Who Got Caught Red-Handed.

09:00 Why Every Salesperson Needs A Lanyard Now.

10:10 The 10 Million Scans Powering Your Appraisals.

12:40 20% Of Trade-Ins Had Their Codes Cleared.

13:50 $15-20K In Hidden Recon Costs Found Monthly.

16:30 From Wholesale Loss To Profit In One Year.

17:50 The 300% Profit Swing You Can't Ignore.

18:30 Why 94% Of Dealers Convert After The Trial.

20:00 The $5,000 Guarantee You Need To Take.

AppraisalPro - AppraisalPRO helps dealers instantly uncover the true mechanical reconditioning costs of trade-ins before they buy them, helping reduce surprises and protect profitability. The platform can also detect recently cleared check engine lights and hidden issues that may otherwise go unnoticed during the appraisal process. Start your free trial @ here!

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Today's show features:

- Joel Love, Service Director at Toyota of Montgomery

- Liam Golightley, SVP Dealer Success at Podium

- Ryan Carlstedt, EVP Fixed Ops at Willis Auto Group

This episode is brought to you by:

Experian – Experian Automotive helps marketers identify and engage high-value auto shoppers, strengthen customer loyalty, grow service revenue, and activate 1,100+ automotive audiences across 30+ advertising platforms. Learn more here: https://carguymedia.com/3RTNi9H

Podium – Podium is the AI operating system built for dealerships — combining broken legacy systems into a single AI-first platform that helps GMs scale revenue, retain customers, and run fixed ops without adding headcount. Podium Connect was an invitation-only summit in Park City, Utah bringing together GMs, dealer principals, and C-suite leaders from some of the largest dealer groups in the country to share how they're actually implementing AI — what's working, what isn't, and where the industry is headed. Learn more at https://automotive.podium.com/

Check out Car Dealership Guy’s stuff:

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CDG News ➤ https://news.dealershipguy.com/

CDG Jobs ➤ https://jobs.dealershipguy.com/

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In this episode of the Industry Spotlight, joining host Sam D'Arc are Aaron Zeigler, President of Zeigler Auto Group, and Johnny McKellar, who leads NationsGuard for Hendrick Automotive Group, to discuss why Zeigler is leaving its third-party warranty provider to stand up its own dealer-owned program, Zeigler Guard, and what Rick Hendrick himself says has been the single best decision in his 50 years in the car business.

Rick Hendrick joins the conversation to explain how his dealer-owned warranty company became the financial reserve that let him avoid layoffs through COVID, recessions, and 20% interest rate cycles. Aaron and Johnny break down what it actually takes to transition a 41-location group onto a new program, why two groups that compete on paper chose to partner instead, and why Hendrick is selective about who gets access to this platform at all.

Topics:

02:45 The Defining Moment For Zeigler.

04:10 Why Hendrick Started AutoGuard.

05:35 The Secret Sauce To Growth.

07:40 Controlling Your Own Destiny.

09:50 Three Times More Likely To Buy.

12:20 It's Your Program, Not Ours.

14:20 Why Hendrick Opened The Door.

16:00 We Won't Do This With Just Anyone.

17:30 The Best Thing We Ever Did.

18:30 When Business Partners Are Friends.

20:15 The 3-To-1 ROI On NASCAR.

23:30 The War Chest That Saves Dealers.

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