Car Dealership Guy Podcast

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.

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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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Everything else ➤ dealershipguy.com

71% of the brands a car shopper will ever consider are already in their head before they type a single search, and Jason Goldberg says that's exactly why dealers putting 90% or more of their ad budget into search and social are showing up too late.

He walks through how dealers in one automaker's regions pooled their ad dollars into streaming TV and audio to buy the customer instead of the network, and argues that as AI shopping agents start requesting quotes on their own, dealers who don't build a brand will end up selling a commodity.

Jason Goldberg is the General Manager of Automotive at The Trade Desk, an AI-built advertising platform that sees 20 million ad opportunities every second across streaming TV, audio, online video, and the open internet.

Topics:

02:05 20 Million Ad Opportunities Per Second.

05:50 Dealers Pool Dollars For Streaming.

08:30 Buying The Consumer, Not The Publisher.

14:40 Click Doesn't Sell The Car.

16:10 Three Partners Take Credit For One Sale.

30:30 60/40 Split Delivers 3X Results.

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

3. The Trade Desk - By the time a lead reaches your CRM, buyers have often already narrowed down their options. Research from The Trade Desk Intelligence and PA Consulting found that 71% of the brands a car buyer ultimately considers are selected early in the shopping journey. Learn more @ here and download the research report here.

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Today's show features:

- Brian Kramer, EVP, Dealer Growth & Success at Cars Commerce

- Ben Sporn, CMO at VIP Automotive Group of Long Island

- Zach Pucillo, Regulatory Director at KPA

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/

KPA – Many automotive businesses run on lifts, chemicals, forklifts and the people who work with their hands... and five of OSHA's ten most-cited standards live right there in the service drive. KPA has helped dealerships keep those people safe since 1986, with software that's always watching out, training that reaches the newest tech on the floor, and 150 consultants who keep coming back, for more than 15,000 clients. Get the full guide for every standard on this year's list, as an exclusive from KPA, at this link: https://kpa.co/cdg-october1

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