The Dealer Playbook

Are the "AI zealots" and "AI doomsayers" clouding your judgment about what artificial intelligence actually means for your automotive retail business? It’s time to move beyond the hype and fear and discover the practical, actionable ways AI can elevate your dealership and refocus your team on what truly matters: human connection.
What you will get from this episode:
- Understand how AI can free up time from monotonous tasks, allowing your team to focus on meaningful customer interactions.
- Learn how top performers are using AI to analyze CRM data, identify customer trends, and enhance sales strategies.
- Discover practical applications for departmental leaders to transition from "operator" to "architect," empowering their teams.
- Gain clarity on how to utilize AI to build a more effective, human-centric dealership culture.
Join Michael Cirillo, Host of The Dealer Playbook, as he shares tangible examples and strategies from his own experience and from leading automotive professionals on leveraging AI to scale the human element in your business.
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Timestamps
00:00 Intro
02:10 Hype vs Zealots
02:51 Internet Disruption Story
10:32 Finding the Middle Ground
13:03 Watching Claude Ad
15:05 Ad Breakdown and Narrative
20:35 AI Scales the Human
24:25 Dealer AI Morning Brief
28:43 CRM Data Sales Insights
31:44 GM Delegation with AI
32:56 Three Practical Use Cases
34:24 Final Takeaways and Outro

Are you still relying on outdated inventory practices that drain your profits and time? Many general managers and dealer principals dismiss inventory operations as "not super exciting problems," yet these foundational issues are costing your dealership hundreds of thousands in wasted ad spend and lost sales opportunities. It's time to stop the bleed and optimize where it matters most.
Here's what you'll get from this episode:
Understand why focusing on "unsexy" inventory problems is critical for dealer growth and profitability.
Learn how clean, accurate data flows directly impact your advertising effectiveness and bottom line.
Discover how modern tools, including AI, integrate with, rather than replace, the human element in automotive retail.
Identify how to verify and merchandise your inventory more efficiently to sell more cars.
Dan Collingridge, CTO at FlexDealer and LiftKit, brings decades of experience developing technology solutions to optimize inventory management in automotive sales.
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Timestamps
00:00 Intro
00:40 CTO Take on AI
02:51 AI Plateau Outlook
05:28 Discernment and Youth
06:54 Inventory as Catalyst
08:14 Solving Dealer Data Flow
08:47 Why Inventory Matters
10:22 AI for Inventory Analysis
12:12 Wrap Up and Subscribe

In this episode, automotive F&I expert Adam Marburger reveals how leveraging data and accountability is generating a nearly $400 lift in F&I PDR per transaction for dealerships. Discover how top-performing dealers aren't chasing the next shiny object, but instead focusing on human capital and systematic processes to protect and grow their bottom line.
What you will get from this episode:
Understand why F&I is now a retention *and* profit center for your dealership.
Learn how to identify and fix overlooked process gaps in your F&I department.
Discover how AI isn't just hype—it's a powerful tool for F&I accountability and coaching.
Strategies for investing in your team to drive consistent F&I performance and dealer growth.
Why accountability, even when it "stings," is the key to unlocking hidden revenue.
Adam Marburger, CEO at Ascent Dealer Services, brings years of experience in automotive retail and F&I training to help dealers optimize their profit centers.
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Timestamps
00:00 Intro
01:08 Why F&I Matters Now
02:21 Retention Through Relationships
03:13 Scripts vs Real Connection
04:28 Process and Accountability
05:36 Why Accountability Hurts
07:53 Growth Mindset Over Time
11:27 Avoiding Work With Shiny Tools
11:54 AI That Enforces Process
13:42 One Shift Protect Margins
15:29 Connect and Wrap Up
15:45 Podcast Outro

In today's rapidly changing automotive retail landscape, are you positioning your dealership for unprecedented growth or an inevitable decline? Many long-standing car dealerships are facing a market that’s poised to create a “bloodbath for many,” while simultaneously launching others to unprecedented success. The question isn't 'if' the market will change, but whether you're ready to be the catalyst.
Here’s what you’ll get from this episode:
Rethink your time: Understand the critical difference between 'spending' and 'investing' time in your dealership operations and personal life to drive higher returns.
Embrace the catalyst mindset: Discover why you are the biggest factor in your dealership's success or failure, regardless of external circumstances.
Navigate the coming shift: Get a direct, unvarnished prediction of the market forces that will separate the thriving from the struggling in the next 12-24 months.
Future-proof your dealership: Learn what foundational shifts are necessary to compete against major players and maintain relevance in a consolidated market.
Glenn Lundy, President and Founder of the 800% Elite Automotive Club, shares his hard-won insights on the foundational principles that truly move the needle in dealership leadership.
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Timestamps
00:00 Intro
01:24 Invest Time Mindset
02:51 Dealership ROI Meetings
04:16 You Are the Catalyst
05:31 Morning Routines and Control
07:48 Why Stories Before Strategies
09:54 Industry Bloodbath Ahead
12:12 Carvana Franchise Strategy
14:17 Fighting for Opportunity
15:47 Connect and Closing
17:09 Podcast Outro

Are you leaving money on the table in a flat market? While some see limited growth, others are leveraging technology to find profitability others miss. The key isn't working harder, it's working smarter.
In this episode, Greg Uland, VP of Marketing at The Reynolds and Reynolds, reveals how unified data and AI can transform your dealership's operational efficiency. He breaks down how AI goes far beyond chatbots, tapping into every data point to maximize profit on every single vehicle and service interaction.
What you will get from this episode:
Understand how robust AI provides a competitive edge in today's no-growth automotive retail climate.
Discover how unified data is the non-negotiable foundation for effective AI strategies that impact your bottom line.
Learn how to identify hidden profit opportunities in your inventory, F&I, and fixed ops departments.
Gain insights into reconciling new AI possibilities with the "people, process, technology" mantra of dealership leadership.
Anticipate future cybersecurity watch-outs and infrastructure considerations for AI adoption without fear.
Greg Uland is the VP of Marketing at The Reynolds and Reynolds Company, bringing a wealth of knowledge on automotive technology and data integration.
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Timestamps
00:00 Dealers and AI Reality
00:18 Unified Data Foundation
02:18 AI Beyond Chatbots
05:01 Flat Market Efficiency Play
08:41 Dynamic Pricing and Inventory
12:50 AI Flywheel Use Cases
19:33 Cloud vs On Prem Future
22:01 AI in Marketing Workflows
24:36 Connect and Closing