The Dealer Playbook

There's a moment in this conversation where Charlie Spradlin says something most GMs would never admit out loud, and it's the reason his multi-rooftop dealer group keeps adapting faster than everyone else around him. He's not running things the way you'd expect for someone breaking records the way he is. This episode gets into how he actually leads his team through constant market shifts, what's really going on with his pay plan, and the one thing he had to let go of to get his store to where it is now.
What you'll get from this episode:
The mindset shift that changed how fast Charlie's team responds to a changing market
What's actually behind his pay plan, and why it's not what most dealers expect
The one thing Charlie had to give up to grow past where he was stuck
A different take on what real trust looks like between a GM and their team
Charlie Spradlin is GM at Art Moehn Chevrolet Honda, where he's grown a multi-rooftop dealer group while protecting net profit through constant market shifts.
Follow The Dealer Playbook so you never miss an episode.(00:00) What's Coming
(00:51) Sponsor Message FlexDealer
(02:22) Origin Story Into Auto
(05:37) Climbing To General Manager
(06:38) Mentors And Proximity
(08:38) Discomfort And Humility
(12:34) Post COVID Challenges
(14:19) Vulnerable Leadership
(17:32) Big Picture Perspective
(25:50) Pay Plans And Culture
(29:22) Running Into Storms
(31:59) Used Car Inventory Fix
(34:53) Architect Not Operator
(40:52) Closing And Connect
(41:51) Final Outro

Is your dealership struggling to move used EVs while your competitors are banking big? It's time to stop letting inventory sit and start capitalizing on the massive opportunity in the pre-owned electric vehicle market.
In this episode with Lyteflo Co-Founder and CEO Ryan Osten, you'll discover:
Why used EVs are consistently delivering up to $5,000 in total gross profit per unit.
The critical operational changes needed to stop inventory from aging out.
How to leverage battery health reports to build trust, boost sales, and drive fixed ops revenue.
The specific questions modern EV buyers are asking and how to equip your team to answer them confidently.
Actionable strategies to gain a significant competitive edge in automotive retail for the next 12-24 months.
Ryan Osten, Co-Founder and CEO of Lyteflo, provides EV sales and merchandising tools to help car dealerships confidently sell more electric vehicles.
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Timestamps
00:00 Used EV Gross Opportunity
03:05 EVs Sitting on Lots Costs
05:01 Why Dealers Struggle With EVs
07:28 EV Test Drive Done Right
09:58 Battery Health and Buyer Questions
14:02 Service Retention Without Oil Changes
17:15 How Battery Checks Work OBD
19:39 Used EV Market Boom and Margins
23:05 Connect With Ryan and Wrap Up
23:36 Podcast Outro and Subscribe

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