The Dealer Playbook

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

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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