Car Dealership Guy Podcast

Today I'm joined by Frank Esparza, General Manager at Tracy Honda.

Frank walks through how his Honda store in Tracy, California, turned a stagnant pay plan into more than a million dollars in net profit growth in twelve months.

He breaks down enforcing minimum sales standards, why he moved his advertising budget from broad reach to buyers already in the market, and how a lending partner is approving finance deals that traditional banks reject outright.

Topics:

03:00 Raising Standards Drove $1M Growth.

09:20 The Marketing Company That Worked.

13:00 Lower Funnel Marketing Was A Disaster.

28:00 Fix Your Funnel, Fix Your Gross.

32:00 The Passport Home Run.

This episode is brought to you by:

1. Podium - If your AI isn’t driving real outcomes, it’s time to take a closer look @ here.

2. Digital Dealer - Get real strategies to drive sales and tighten operations, September 22–23 in Detroit. CDG readers save 25%. Use code CDG25OFF at checkout. Register today @ here.

3. Upstart - Upstart’s connected platform enables consumers to shop from anywhere, which benefits both dealers and buyers.

For a brighter car-buying future, visit @ here.

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Today's show features:

- Paul Sansone III, General Manager at Sansone Jr’s Keyport Kia

- Billy Sherman, Sales Manager at Sansone Jr’s Keyport Kia

- Travis Baldwin, Vice President at Best Deal Auto Sales

This episode is brought to you by:

Zurich – 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 here: https://carguymedia.com/4pEqEPz

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Today's show features:

- Mike Stanton, President & CEO at National Automobile Dealers Association (NADA)

- Danny Negalha, Corporate Fixed Ops Director at McGovern Automotive Group

- Chris Skinner, Fixed Operations Director at Granbury Nissan

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

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Today I'm joined by George Karolis, President at The Presidio Group.

George breaks down why the average dealer is over 70 years old with no succession plan, why nearly 18% of dealers now say they want to sell in the next year, and why the biggest groups are trading luxury stores rather than walking away from them entirely.

He also unpacks why Toyota stores now trade like BMW and Mercedes dealerships, and why Carvana's rapid new-car growth might not be the experiment dealers think it is.

Topics:

02:30 Ernie Garcia's Tight-Lipped Strategy.

03:00 Carvana's 998-Unit Month.

09:00 18% Of Dealers Want Out.

13:00 Lexus Stores Trade Like Gold.

19:55 The Two Porsche Stories.

23:25 Toyota Trades Like Luxury.

This episode is brought to you by:

1. Plug - If your dealership is taking EV trade-ins or looking for used EV inventory, you need to check out @ here.

2. Podium - the AI platform trusted by one in three dealerships. Take a closer look @ here.

3. The Presidio Group - The Presidio Group is one of the longest-standing investment banks focused exclusively on automotive. Explore these and other industry insights @ here.

Presidio reports mentioned in today's episode:

Q2 2026 M&A Market Update / Presidio Valuation Index

Midyear 2026 Dealer Direction Survey

Q2 2026 Presidio-NCM Average Dealership Performance Benchmark

Q2 2026 Drive-In LIVE

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Today's show features:

- Yossi Levi, Founder at Car Dealership Guy

- Matt Sokolowski, COO at Willis Automotive

- Jaiden Bobo, Sales and Leadership Intern at Willis Automotive

- Glen Trafford, General Manager at Salmon Arm Toyota

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

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