The Dealer Playbook

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

Is your dealership spending more on ads but selling fewer cars?
Many automotive retail leaders pour massive budgets into marketing, hoping to generate more traffic, only to find their ROI shrinking. What if the answer isn't "more" but "smarter" – starting with your own backyard?
From this episode, you’ll discover:
Why "owning your backyard" is the most profitable, yet overlooked, growth strategy in automotive sales.
How to audit your current lead processes to find and plug the leaks in your sales funnel *before* you increase ad spend.
The three non-negotiable accountabilities that drive success, and how to identify where your team is falling short.
Why returning to foundational sales principles, not chasing shiny new tech, is the key to sustainable dealer growth.
Troy Spring, CEO and Founder of Dealer World and Co-founder of Dealer Funnel, shares decades of expertise on optimizing dealership operations and marketing for maximum ROI.
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Timestamps
00:00 Meet Troy Spring
00:35 Why Basics Still Win
03:41 Sales Is an Art
04:26 AI Hype vs Process
04:59 Traffic Is Not the Fix
06:55 Audit the CRM Funnel
14:51 Own the Backyard
17:07 Mail Your Database
19:02 Built on Fundamentals
20:03 Connect and Wrap Up
20:47 Podcast Outro

Are you tired of hearing the same old talk about how "hard" automotive retail is? Everyone acknowledges the challenges, but few are willing to roll up their sleeves and actually do the hard work that creates real, sustainable dealer growth. This isn't about avoiding difficulty; it's about making deliberate choices that set your dealership apart.
Here's what you'll get from this episode:
Reframe how you view challenges in automotive retail, understanding they are opportunities for real differentiation.
Discover why investing in people and fostering internal talent development isn't just "nice to have," but essential for dealer growth.
Learn why embracing "unreasonable hospitality" can elevate your car dealership above the competition.
Identify immediate, actionable steps to transition your team from just "talking the talk" to "walking the walk" on internal development.
Understand why the inevitable changes, like new regulations, are ultimately beneficial for high-integrity car dealers.
David Spisak, automotive consultant and keynote speaker, brings decades of experience leading top-performing dealerships and developing industry talent.
Timestamps
00:00 Keynote Skepticism Setup
02:08 ASOTUCON Keynote Preview
05:18 Circuit City to COO Story
09:03 Bill Walsh Coaching Tree
11:23 Dealers Resilience Through Change
21:14 Develop Talent Like Techs
26:17 Unreasonable Hospitality Standard
28:17 FTC Rules and Choosing Hard
38:44 Year of the Human Close
43:18 Final Thanks and Outro
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Is your dealership marketing feeling hollow? Are you chasing digital trends only to find your message falls flat? Many in automotive retail are struggling to cut through the noise, constantly investing in strategies that fail to build genuine connection or long-term loyalty.
This isn't just about selling cars; it's about building a brand that resonates deeply with your community and stands the test of time.
In this episode, you’ll learn:
How to build an authentic brand that attracts customers who *choose* your dealership.
The difference between fleeting "hype" and lasting, trustworthy dealership leadership.
Why a targeted approach to automotive sales content creates a powerful inbound lead engine.
How even a small audience can translate into massive dealer growth and business opportunities.
The essential truth about connecting with customers: people buy stories, not just products.
Paul J. Daly, Founder and CEO of ASOTU and host of Automotive State of The Union, shares his insights on why authentic connection is the ultimate marketing advantage in today's landscape.
Timestamps
00:00 Controversial Brand Question
00:36 Intro
05:10 Your Podcast Town
07:15 See What Happens
09:03 Big Guests Build Credibility
10:36 Inbound Sales Engine
14:30 Does Podcasting Still Work
15:50 Niche Down Till It Hurts
17:31 Dealerships Are Unique
18:37 Wearing The Story
19:40 Stradivarius Story Effect
22:31 Real Vs Fake Content
28:15 Known To Trusted
33:49 Contact And Wrap Up
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Is your dealership encouraging team members to "go viral?" You might be seeing the spike in clicks, but are you seeing the real cost? In an age where everyone's a content creator, maintaining brand integrity and a consistent message is harder than ever.
In this episode, you’ll discover:
Why relying on individual salespeople to create "viral" content can undermine your dealership's long-term reputation.
How to communicate brand guidelines to your team so they become brand ambassadors, not brand liabilities.
The critical difference between short-term engagement and sustainable dealer growth through consistent brand messaging.
How to evaluate marketing partnerships to ensure they align with your dealership's values and community standing.
Don Moss, Executive Director of Marketing at Murgado Automotive Group, shares his expertise on brand safety and the hidden implications of content strategy in "automotive retail".
Timestamps
00:00 Intro
00:44 Why Brand Safety Matters
01:39 Social Video Risks
04:19 Setting Content Guardrails
06:50 Personal Accounts vs Brand
08:27 Influencers and Scandal Risk
10:51 Who Owns the Standards
14:13 Simplify for Growth
15:30 Connect and Wrap Up

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