The Dealer Playbook

Martin Herbst is the General Manager of Gumtree.com.au, Australia's #1 classifieds website. From his vast experience in both America and now Australia, Martin shares some key insights about the benefits of understanding other markets and the positive impact that can have on increasing sales.

Connect with the DPB:

Instagram: http://bit.ly/2ywB5vX
Facebook: http://bit.ly/2PjF1tN
LinkedIn: http://bit.ly/2q7ojzu
YouTube: http://bit.ly/2tR5kvk

Direct download: DPB147_mixdown.mp3
Category:Business -- posted at: 4:00am PST

Have you ever considered what more you could do to improve the performance and growth of your dealership or career in retail automotive? Brandin Wilkinson is the author of Rethink Selling, and dealer at Woodworth Dodge-Chrysler-Jeep-RAM. From experience, Brandin shares some of his best advice about the intangibles that will improve performance for your dealership.

Connect with the DPB:

Instagram: http://bit.ly/2ywB5vX
Facebook: http://bit.ly/2PjF1tN
LinkedIn: http://bit.ly/2q7ojzu
YouTube: http://bit.ly/2tR5kvk

 

Direct download: DPB146_BrandinWilkinsin_mixdown.mp3
Category:Business -- posted at: 4:00am PST

Doug Lipp is the former head of training for Disney University and global consultant to some of the world's largest companies. A best selling author, Doug shares the keys to growing a successful dealership including where the mindset of all employees and leaders should be. You'll hear first hand some of the information that he shares with the most successful brands and companies on the planet as well as what you can do to get started on the right path.

 

Direct download: DPB145_DougLipp_mixdown.mp3
Category:Business -- posted at: 4:00am PST

No matter what your past looks like, you have control of your future. Shawn Hays shares his inspirational story about how the car business helped change his life. Co-founder of the Sales Hustler movement, Shawn explains the most critical elements of being a successful car salesperson. Hint, it may not be what you think.

 

Check out the Sales Hustlers group on Facebook: https://www.facebook.com/groups/saleshustlers/

 

Follow The Dealer Playbook on Social:

  • Instagram: http://bit.ly/2ywB5vX
  • Facebook: http://bit.ly/2PjF1tN
  • LinkedIn: http://bit.ly/2q7ojzu
  • YouTube: http://bit.ly/2tR5kvk
Direct download: DPB144_mixdown_v1.mp3
Category:Business -- posted at: 4:00am PST

Facebook Canada Autos Team covers a lot of ground helping retail car dealers get the most out of the platform and all of its features. Joining Michael is Brian Sencich from Facebook Canada Autos team to share ways that dealers can make the most out of the tools and resources available. They also discuss best practices and ways that you probably haven't yet leveraged the Facebook platform.

Here are some of the resources mentioned in this episode:

Follow Michael Cirillo:

Direct download: DPB143_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Rand Fishkin is no stranger to building a business. As the founder of Moz, Rand led the company from mounds of debt to $50mm in revenue. Recently he launched his book titled, "Lost and Founder" which sheds some light on business and how startups (or if you're reading between the lines, automotivepreneurs) can step up their game, get better at business and marketing and grow. Of course, you can't have a conversation with Rand without digging into some SEO best practices. 

Direct download: DPB142_RandFishkin_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Each of your marketing activities should focus on helping the customer toward a purchase decision. Brent Albrecht from Friendemic joins me to share why Dynamic Inventory advertising is something you should consider, especially for staying top-of-mind with customers who have already checked out your website inventory.

Direct download: DPB141_mixdown.mp3
Category:Business, Management & Marketing, Automotive, Sales, Lifestyle -- posted at: 4:00am PST

In this episode, Michael shares his commentary on the driving force for achieving more sales in the retail auto business. With 140 episodes of the show published, Michael uncovers a universal message that each guest has shared. Utilizing audio snippets from past guests, Gary Vaynerchuk, Grant Cardone and Kris Boesch, what you can do to increase business and profits is more clear.

Direct download: DPB140_mixdown.mp3
Category:Business, Management & Marketing, Automotive, Sales, Lifestyle -- posted at: 11:22am PST

In the retail automotive industry, we often speak about leads as if they are hard to get. It turns out, with some humanity, common sense and a reasonable sequence of actions, they may be easier to acquire now than ever before. Pete Peterson, CEO of Dealers United shares unique and straightforward ways that dealerships can generate 1st-party VIN leads for under $20, plus the secret hidden feature on Facebook that produces them for free.

Direct download: DPB139_mixdown.mp3
Category:business, sales, Training, Automotive -- posted at: 4:00am PST

Michael Phillips developed a passion for helping others in a very organic way when he served as a hockey coach to over 6,000 kids. As a coach, he learned valuable skills that have helped him as a business owner and as a dealership employee. Unlike others, Mike has had the unique opportunity to work in nearly every facet of the modern dealership which has given him perspective on the top character traits of successful leaders and sales professionals alike.

Direct download: DPB138_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Listening is a dying art form. In the digital age where so many people are only interested in what info they output, those that learn to listen achieve higher levels of success in all facets of life. Kit Pang, founder of Boston Speaks joins Michael to share listening tips that top negotiators and therapists use every day. 

Direct download: DPB137_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:29pm PST

Michael sits down with members of the global eBay Classifieds team to learn about their observations on the future of automotive. From the United States, to Canada and Germany, you'll hear ideas about where things are headed, perhaps in a way that will spark some ideas about how to evolve and adapt to future consumer demands. This episode is brought to you by eBay Classifieds Group. 

Direct download: DPB_136_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

When somebody speaks at Hubspot's marketing conference about how to increase inbound leads by 200% without a marketing budget, you pay attention. Ryan MacInnis is the director of Marketing at Voysis, a voice AI platform. In this episode, you'll learn what's needed to increase inbound organic leads for your dealership and how to establish a process that will help you generate more organic leads into the future.

Direct download: DPB_135_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Mark Irvine, the senior data scientist at Wordstream shares with Michael his advice about how dealers can get the most out of their Google Ads and Facebook advertising. Having access to thousands of different ad accounts, Mark has the unique privilege of being able to observe and recognize PPC best practices at scale, covering a variety of industries. Whether you're running your own ads in-house or outsourcing management to a 3rd party, Mark and Michael get to the bottom of it in this episode.

Direct download: DPB_134mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Kim MacPherson is the founder of Sell it Smart and Buy it Smart Automotive and shares how you can attract more non-prime customers to your dealership. Traditionally speaking, dealers have kept their distance from less-than-perfect credit customers because of the perceived challenge they bring to making a deal happen. Today, non-prime customers provide a lucrative and highly profitable opportunity for dealers willing to embrace them. They are the fastest way to increase your bottom line, build relationships of trust, and gain repeat and referral business.

Direct download: DPB_133_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

LinkedIn's popularity continues to rise amongst business professionals, but not just as a place to connect with people you've never met. There is a real opportunity to leverage the platform in a way that will grow your dealership and personal brand. AJ Wilcox is listed as one of 2018's most influential PPC experts and is the founder of B2Linked.com. He joins me to share 3 ways you can use LinkedIn to grow your dealership presence online.

Direct download: DPB_S9E2_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 4:00am PST

Michael Cirillo returns to the mic with an update about what he's been up to as well as what the future holds for the podcast. He addresses the elephant in the room - the finale of the show with an explanation. Michael also shares what he's been up to while off the mic, including some pretty exciting opportunities for dealers to level up and dominate. This episode of the podcast is brought to you by FlexDealer.com.

Direct download: S9_131.mp3
Category:general, business, automotive -- posted at: 1:00am PST

In the digital age, it's common understanding that digital advertising is much more cost effective than traditional - at least, that's what the common perception is.

Today I'm joined by Aimee and Daniel Webb of Autoking 360. They share some creative ways to use digital signage (yes traditional advertising) in a cost effective way that helps drive more foot traffic into the dealership. 

--

Season 8 Sponsor

This Season of the DPB is brought to you by my friends over at Kelley Blue Book. They are transforming the car buying process with their INstant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes

--

Join the DPB Family

Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! Also, you can join us over on Facebook here!

Direct download: DPB130_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 11:14am PST

Today I'm joined by Juan Flores, Senior Director of KBB Product over at Kelley Blue Book. In this episode Juan is sharing valuable information about how you can streamline your customers' path to purchase.

Friction during the sales process has long been a challenge for car dealers - one that hasn't been easy to overcome. While there are many powerful, transparent, and customer-centric dealers out there; the mass media perpetuates only the negative experiences that customers have.

The objective, then, is one of providing a better experience - a streamline experience. One that gives the customer more control and transparency.

--

Season 8 Sponsor

My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes

--

Join the DPB Family

Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content! Also, you can join us over on Facebook here!

Direct download: DPB129_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 12:03pm PST

It's time to kill some myths in this week's minisode. I really struggled with whether or not I should post this, but hopefully you understand that my intent is to help. 

The other day I received an email that was forwarded to my from a client. It was from a self-proclaimed marketing "Wizard." He made 9 points about what's happening in the marketing world in 2018. 

My client asked that I read the email and provide honest feedback. All I can say is, "Holy Cow!"

Though the email has nine points, I'm going to draw attention to 7 of them. I'm doing this because auto dealers (and other businesses) don't deserve to be led astray. You don't deserve to have your entire career sidetracked because of compelling, but completely absurd information.

To see the email in it's entirety, go check out the show notes at thedealerplaybook.com/bad-email along with links to resources that prove their inaccuracy. 

I believe that the first step to achieving success is knowing who to listen to. Listening to the wrong people could cause a world of hurt. 

 

-- Season 8 Sponsor --

I'm grateful for my friends over at Kelley Blue Book for putting together an interesting program that delivers a better customer experience. Go check out their instant cash offer program by visiting b2b.kbb.com/gettoyes

 

-- Join the DPB Family --

 

If you're getting value from the show, come join me over on Facebook. Write a comment, leave a review, or send me a message directly! (I read them all!)

Direct download: DPB_S8_Minisode-3_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 5:08pm PST

Jim Harshaw Jr. is on a mission to reveal how failure is actually the best pathway to success. In fact, as you you'll hear in Episode 128 of the DPB, every success story includes crushing failure. Steve Jobs, Michael Jordan, Phil Knight, Elon Musk have all failed.

When you realize that failure is essential to success, you'll stop viewing it as its opposite. As Jim points out, it's a necessary step on the path to success.

--

Season 8 Sponsor

My friends over at Kelley Blue Book are transforming the car buying process with their Instant Cash Offer program. Do me a favour and go check it out here: b2b.kbb.com/gettoyes

-- 

Join the DPB Family

Getting value from the podcast? Smash that subscribe button so that you can get notified when we drop new content!

DOMINATE!

MC

Direct download: DPB128_mixdown.mp3
Category:Business, Management & Marketing -- posted at: 2:30am PST

1