Car Dealership Guy Podcast

In this episode of the Industry Spotlight, joining host Sam D'Arc are Rick Vrablik, General Manager at Nielsen Automotive Group, and Babak Mofrad, President at AutoVision to discuss how an 11-store group that shares every used car across every rooftop sourced, appraised, and priced its way to a 400-unit record month just five months after switching appraisal tools.

Rick admits he fought the shared-inventory model at first, then explains why it forces managers to put the right money on every trade.

He walks through the phone plug-in check that exposed nine hidden problems on a trade-in he walked away from, and Babak explains why market day supply, the number dealers have trusted for 15 years, can push you into a bad decision on good data.

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

Topics:
00:45 Sitting Cars Are The Most Expensive.

02:50 Dealer Principle Forced Shared Inventory.

03:45 Sharing Inventory Forces Better Appraisals.

05:15 Best Cars Come From Trades.

07:10 Holding Cars Too Long Is The Sin.

07:35 Don't Trust The Computer Alone.

09:15 AI Buys Better, Not Sells More.

11:45 Old Tool Let Managers Hide Cars.

12:55 OBD Reader Changed Appraisals.

15:30 Gut Versus Avery, Who Wins.

19:00 Built Out Of Dealer Paranoia.

20:00 High Day Supply Isn't Bad.

29:15 Market Day Supply Is Overrated.

AutoVision - AutoVision is the end-to-end inventory management suite that helps dealers turn cars faster and increase profit by optimizing every step of the used vehicle lifecycle. With AutoVision, you can build customized comp sets, tailor your data to your market, streamline reconditioning, and leverage AI for seamless merchandising. Visit @ here to request a demo, and an inventory specialist will be in touch.

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Today's show features:

- Jeremy Mayoral, General Manager at Arlington Acura (Rohrman Auto Group)

- David Thomas, Director of Content Marketing at CDK Global

- Kareem Raposo, General Manager at Kia of Port Charlotte (Morgan Auto Group)

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

CDK Global – Dealership challenges are constantly evolving—your technology should too. The CDK Dealership Xperience Platform unifies your operations with AI driven tools built to grow with you. Learn more here: https://carguymedia.com/4z06keG

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Today's show features:

- Ed Roberts, COO at Bozard Ford Lincoln

- Greg Heinz, Managing Partner at Corwin Toyota Boulder

This episode is brought to you by:

Haig Partners – When it comes to selling your life’s work, trust the only advisors who have built a reputation for maximizing value for family-owned dealerships. The team at Haig Partners has achieved record-setting values across multiple franchises and has represented more owners in the sale of their Toyota dealerships than any other firm. If you are considering a sale, divestiture or looking to grow, begin a confidential conversation at http://haigpartners.com/

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Eric Rea and Dennis Steele's first pitch to a car dealership ended with the general manager writing a check for the entire year on the spot, and they say that moment is what convinced them dealerships, not the tire shops they started with, would build their company.

They walk through how a 700-location collision repair network let Podium's voice agent take over 61% of its after-hours phone calls, and how that agent is now on pace to help book $1 billion in repairs this year with a customer satisfaction score higher than the network's own human call center, a result that surprised even their most skeptical engineers.

Eric Rea and Dennis Steele are the co-founders of Podium, the AI platform now used by 4,000 auto dealerships for reviews, texting, and voice-based customer service.

Topics:

00:55 AI Replaces The Entire Dealership Stack.

03:30 Don't Learn To Code, Learn Agents.

09:00 Door-To-Door Tactics Sold Dealerships.

15:05 Jerry Launched In 2023 And Never Left.

22:45 Voice AI Completed 87% Of Bookings.

31:20 Operator Found Lapsed Customers In 10 Minutes.

38:15 Default State Of Any Company Is Stillness.

This episode is brought to you by:

1. Experian Automotive - Experian AutoCheck helps dealers meet them earlier in the buying journey as the only vehicle history report across top consumer shopping sites. Visit @ here for more info.

2. Proton Dealership IT - Around-the-clock protection starts with around-the-clock support. Visit @ here for more information.

3. Podium - the AI platform trusted by one in three dealerships. If your AI isn’t driving real outcomes, it’s time to take a closer look @ here.

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Today's show features:

- Adam Crowell, Chief Legal & Strategy Officer at KPA

- Tustin Ulrich, General Manager at Roper Kia

- Scott Traylor, Vice President of Sales at Mia

- Sefi Adasi Lucki, Owner & Controller at Lucki Mazda of Woodbridge

- Mike Lucki, Dealer Principal at Lucki Mazda of Woodbridge

This episode is brought to you by:

Haig Partners – When it comes to selling your life’s work, trust the only advisors who have built a reputation for maximizing value for family-owned dealerships. The team at Haig Partners has achieved record-setting values across multiple franchises and has represented more owners in the sale of their Toyota dealerships than any other firm. If you are considering a sale, divestiture or looking to grow, begin a confidential conversation at http://haigpartners.com/

KPA – On any given Tuesday, one dealership answers to more than a dozen regulators about five different things: the ad running right now, the disclosures at the finance desk, the data in a credit file, the technician in the bay, and the used oil out back. That's why KPA has helped automotive businesses stay safe and out of trouble since 1986. AI-enabled software that’s always watching out for your dealership, training built from what actually goes wrong in a store, and 150 consultants nationwide who keep showing up to find the things software can't see. We do that for more than 15,000 clients, including 40 of the top 50 automotive groups. Ask us what an FTC pricing and advertising review would turn up in your store at https://kpa.co/cdg

Mia – Your dealership is sitting on untapped revenue — service-due customers, unsold leads, inactive buyers who just need the right nudge — but does your team have the bandwidth to go after it? Mia's outbound AI runs omnichannel phone and text campaigns from one platform, pulling context from 35+ systems for natural conversations that get results 3x faster than competing solutions, no lead babysitting required. Book a demo at https://www.mia.inc/

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