Car Dealership Guy Podcast

Mike Gilson believes that five years from now, the car business will look back and laugh at the software dealers run on today.

Groups with 50 to 100 stores often juggle dozens of different store management and customer management systems, stacked up through decades of acquisitions, and replacing any one of them, he says, is like open heart surgery.

Meanwhile, 64% of car buyers now use AI tools to compare models and payments, yet most dealerships can't even be found by those tools, and he argues the real problem is the scattered data underneath, not a missing AI feature.

Topics:

00:55 San Francisco Was A Zombie Apocalypse.

05:40 Acquisitions Create DMS Chaos.

07:35 Software Is Becoming Conversational.

10:55 CDP And CRM Will Collapse Into One.

15:50 Context Is The Fuel That Powers AI.

22:15 Industry Will Laugh At Today's Dysfunction.

28:50 64% Of Buyers Now Use LLMs.

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. In The Car - In The Car plugs integrates into your sales and service lanes, so your team can deliver bindable insurance quotes in just 37 seconds. Find your number @ here.

3. Conversica - The Conversica Intelligence platform helps dealerships unlock hidden revenue by analyzing their complete database to identify high-value opportunities and convert them automatically. Learn more @ here.

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

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Today's show features:

- Bobby Preston, President at Preston Auto Group

- Kim Saylor, Sr. Director of Product Marketing, Fixed Operations at CDK Global

- Mark Shivers, GM at Suburu of Orillia

This episode is brought to you by:

Zurich North America – Turn everyday service visits into opportunities to build customer loyalty and long-term dealership value with Zurich Lifetime Repair. Give customers greater confidence in choosing your dealership, knowing covered parts and labor are warrantied for as long as they own their vehicle. Stand out, drive return visits and increase retention—without disrupting existing processes. Learn more: https://carguymedia.com/4i47vD8

CDK Global – CDK CONNECT explores the technologies, data and strategies helping dealers sell more, service more and operate more efficiently. Get the details on these and next week’s briefings (12 in all) and register now: http://cdk.com/connect

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Jim Speck walks through how he turned down a $125,000 job in Arizona for $4,000 a month plus 8% of a profit that didn't exist yet, and argues that a young operator trying the same climb in a big metro market today would get squeezed out by the public companies.

Jim Speck is the Pesident of Circle Auto Group in Southern California, where he built an 11-store group alongside his late partner Hank and still runs the business with Hank's trust today.

He built his foundation on the fixed side of the business, mechanic to service advisor to service manager, then worked for Kaiser Jeep and Saab before buying his first store at 31.

Topics:

00:00 Stole Cars As A 14-Year-Old.

07:15 Coin Flip Decided His Career.

14:00 First Store At 31 With 25% Equity.

19:50 Took $4K Salary Over $125K Offer.

32:20 Guaranteed Pay During COVID, Won Big.

49:30 Small Towns Beat Big Metros.

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. 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.

3. CDG Circles – Your peer network without the travel. Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies. Learn more @ here.

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For dealers:

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

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Today's show features:

- James Seale, Managing Partner & General Manager at Parkway Family Auto Group

- Jamie Kent, Chief Strategy Officer at Overfuel

- Michael Salicco, CEO at On.Page

- Michael Meisinger, CEO at Mauer Auto Group

This episode is brought to you by:

Zurich North America – Turn everyday service visits into opportunities to build customer loyalty and long-term dealership value with Zurich Lifetime Repair. Give customers greater confidence in choosing your dealership, knowing covered parts and labor are warrantied for as long as they own their vehicle. Stand out, drive return visits and increase retention—without disrupting existing processes. Learn more: https://carguymedia.com/4i47vD8

Overfuel – Overfuel is the new technical standard in automotive websites, proven to grow sales by 30%+. Whether you need more revenue or better support, they’ve got you covered. Request a demo at overfuel.com/demo

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Today's show features:

- CJ Wilson, Owner and GM at Porsche Fresno

- Sarah Grajewski, Chief Operating Officer at PureCars

- Luke Goerlitz, Service Manager at Napleton Palatine Subaru

- Maureen Martin, VP Strategic Aliances at Dynatron

- Damon Egan, Service Director at Sherwood Ford

This episode is brought to you by:

Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with NCM Associates, dealer sentiment, and analysis of the trends shaping automotive retail at https://thepresidiogroup.com/

Dynatron – Dynatron helps automotive dealerships uncover hidden profitability opportunities within their Fixed Operations departments through data-driven insights, market-based pricing strategies, and expert guidance. Trusted by more than 4,000 dealerships across North America, including 9 of the top 10 dealer groups, Dynatron transforms complex service data into actionable strategies that optimize labor performance, protect margins, and drive sustainable growth—all while enhancing the customer experience. Learn more at https://www.dynatronsoftware.com/customer-stories

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