Car Dealership Guy Podcast

Today I'm joined by Jimmy Douglas, Founder & CEO at Plug.

He breaks down why the top used EV dealers turn inventory in 30 days instead of 59 while selling for 3% more, and shares the arbitrage move of stocking a competitor's EV so you capture a sale that was happening anyway.

Topics:

00:47 Tax Credits Killed EV Residuals.

08:20 Selling A Computer On Wheels.

18:29 Live With An EV For One Month.

21:35 Stack Teslas For Massive Arbitrage.

27:25 Detroit's Global EV Future Is Bleak.

39:52 Build More Bays Than You Need.

This episode is brought to you by:

1. Digital Dealer - Discover what's working in sales, service, marketing, AI, and operations Join us September 22–23 in Detroit. CDG readers: save 25% — just use code CDG25OFF at checkout. Register today @ here.

2. CDG Circles – Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies —all inside the CDG Platform. Learn more @ here.

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

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Today's show features:

- Rob Dell, Vice President at Bob Ruth Ford

- Jeremy Miller, Director of National Partnerships at In the Car

- Kelly Midgett, Owner at Kelly’s Automotive

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

In the Car – In the Car provides bindable quotes in 37 seconds during the car buying journey. Revenue stream for the salespersons and dealers. Seamless DMS integrations. Visit https://www.inthecar.com/

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Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com

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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