Car Dealership Guy

A growing number of operators are getting intentional about their personal brand. David Marks, CEO/Founder of DSM Auto Family, explains why TikTok and Instagram are replacing the traditional billboard. "If you're not active on TikTok or Instagram, they don't know you exist. They won't use you. This replaces the billboard, it just does. People want to do business with people, whether it's employees, whether it's vendors, or whether it's customers. I'm employed by three demographics. So it's putting good, raw, authentic content out there, so that people get to see who the person is behind the business. So when they come in, there's that sense of like: I know who this is, I may have never met them in person, but I got a good idea of who they are." Daily Dealer Live hosted by Sam D'Arc and Ulisse de' Martino — listen to the full episode here: https://lnkd.in/emppQxJn - Thank you to our partner Matador! Check them out by visiting https://matador.ai/

[NEWS] Cavender Auto Group is deliberately “overpaying” for service drive trade-ins: Here’s why… VP of Variable Operations Eric Barbosa says the group would rather pay 95–100% of book value on clean service vehicles than deal with auction surprises. And bonus: His approach comes with a customer relationship attached. So, Cavender built “Cavender Comparison,” a new platform that treats every service visit as a live acquisition opportunity. Customers pulling into the lane now receive a text with their vehicle’s current value, a trade-out option, and even a projected future value. No pitch, just data and an easy reason to engage. The goal is simple: catch customers who aren’t in market and give them a reason to re-enter the cycle. Read today’s top automotive stories, presented by StoneEagle: https://lnkd.in/eXXgkjE3 (Data source: CDG’s Daily Dealer Live)

Rural dealers are rebuilding demand inside tiny markets. More stores are opening new customer *buckets* to reach segments they weren’t serving before. Michael Handwerger, President & Dealer Principal at Alpha One Automotive, explains how local-market relevance is driving fresh traffic. ➤ Stream the latest episode of the Car Dealership Guy Podcast now on your favorite platform—brought to you by Foureyes, American Financial Services Association, and CDG Circles

[NEWS] Half-ton pickup trucks aren’t just another segment: They’re a core financial engine for the entire U.S. auto market. Full-size, half-ton trucks alone made up 8.2% of all new-vehicle sales through August. But their footprint is much bigger than that. The same architectures power three-quarter-ton and one-ton pickups (another 3.4%), plus full-size SUVs (3.6%). All together, this ecosystem represents roughly 15% of the entire U.S. market. And some of the highest profits in the industry. Margins start around $10,000 for half-tons, and can reach $30,000 on heavy-duty trucks and full-size utilities. But brand loyalty is where the real fight is happening. The F-Series and Silverado continue to dominate with 55–65% loyalty, the Toyota Tundra has gained share since 2022, and Ram (once a rising star) has slipped hard, falling to the low 30s. Big picture: Half-ton pickups and the vehicles built on their bones fund a large chunk of the rest of the showroom. And with loyalty increasingly concentrated around a few nameplates, defending that customer base has never mattered more. Read today’s top automotive stories, presented by StoneEagle: https://lnkd.in/eRA9kWWU (Data source: S&P Global Mobility)

Many dealers spend $700+ per customer to acquire a sale– But less than ~5% invest to keep that customer long term. Aladdin Kazran, Founder of DealerCards, explains why *appreciation* is becoming a quiet retention moat. "You get a lead by what you do, but you earn referrals by who you are. And what that means is, how you're showing up in their lives after you collected their money? Everybody has white gloves on when they're at the store, one's on their best behavior, but once they leave, how do we treat Sam? How do we treat Sam's spouse and children? Because that's by showing up in that positive way. That's how the law of reciprocation, loyalty, all those things kick in. I find that marketing brings customers in, but gratitude is what keeps 'em coming back." Daily Dealer Live hosted by Sam D'Arc and Ulisse de' Martino — listen to the full episode here: https://lnkd.in/emppQxJn - Thank you to our partner DealerCards! Check them out by visiting https://lnkd.in/eDHywHUR

[NEWS] Automaker CEOs are being summoned to Congress. Senate Republicans are holding a hearing in January to scrutinize federal vehicle safety mandates on the grounds that they're driving up vehicle costs. The CEOs, including Mary Barra (GM) and Jim Farley (Ford), will weigh in on whether these federal mandates are: - necessary - cost-effective - actually improving safety - or unnecessarily inflating new-car prices. Meanwhile… Consumers overwhelmingly want MORE safety tech — not less. Data from AutoPacific shows rising demand for automatic emergency braking, lane-centering, hands-off highway driving, etc. Go figure. Read today’s top automotive stories, presented by StoneEagle: https://lnkd.in/eVADQkXr (Data source: Automotive World / AutoPacific)

Why this first‑generation dealer left exotics to bet on rural stores in Texas: Today on the CDG Podcast, Michael Handwerger, Dealer Principal of Alpha One Automotive, breaks down why he walked away from a high-flying exotic retail business, what operators get wrong about rural rooftops, the lending triggers and forgiveness tied to his Ford deal, and how he’s quietly building a bench for future acquisitions. Top lessons learned from Michael: 1. From failed teen entrepreneur to GM in six years. – Michael entered the business at 18 after a failed startup and a five‑minute “you’re hired” interview at Group 1. – He climbed from internet to F&I to GM in roughly six years on the back of used‑car performance in high‑volume Lexus and Toyota stores. – Then, he parlayed that track record into an ownership stake as an operating partner with a third‑generation Louisiana family. 2. Used exotics as the bridge back to Texas. – Michael moved home to Austin and launched an independent store for luxury exotics during the 2021–2022 boom. – He maximized the COVID and post‑COVID frenzy in Texas without relying on a celebrity client list. – Once the exotic retail model no longer fit the macro environment, he shifted his focus to the Ford and Chevy rooftops. 3. Rural stores are humbling on volume and math. – Both store sit in towns of roughly 4,000–5,000 people connected to Austin by true country roads. – The COVID era reality of scarce inventory has faded, forcing a shift to deep local‑market penetration instead of “if you build it, they’ll come.” – Incremental wins that would materially change a metro P&L, barely move the needle off a small base. 4. People and small‑town politics are real risk factors. – Michael tried to keep all legacy employees post‑acquisition, especially long‑tenured locals. – Terminating the wrong person in a village‑scale market can trigger immediate reputational blowback from the community. – He hired people (including GMs and accounting leaders) who had done well in big, busy metro stores, but they did not work out in his small rural stores. 5. Growth came from building new “buckets” of business. – Michael operates in heavily Hispanic markets that previously had almost no Spanish‑speaking coverage. – Over the past year, has added bilingual staff and launched Spanish‑language radio, TV, and social campaigns. – Once‑dismissed pre‑approval mailers now convert at a high rate after pairing them with the right people and process. The full episode is live! Stream it now – YouTube: https://lnkd.in/e83kCtum Apple Podcasts: https://lnkd.in/eTptCrHU Spotify: https://lnkd.in/etJ_QnFk

Hyundai is leapfrogging some of its biggest competitors: It’s now a top-five brand in 26 global markets (and top-three in 12 of them). In the U.S., Hyundai Motor Group (Hyundai + Kia + Genesis) has climbed from 7th to 4th in sales since the pandemic— Overtaking Honda in 2021 and Stellantis in 2023 with 1.65M units sold. And with EV incentives gone, Hyundai’s 18-model hybrid rollout show how the brand plans to defend that new position. The signal: Hyundai has gone from value underdog, to a full-scale global power. (Data source: Cox Automotive / Erin Keating)

Leadership development is shifting from classroom training to full dealership immersion. Catherine York Mace, Manager at Vann York Auto Group, breaks down the impact of cycling prospects through every frontline position. "I'm the guinea pig, but we'd like to create a program where anyone that's in a leadership position has exposure to every department of the dealership. We're looking at 18 months to 2 years total. I'm finishing up the fixed side of the business, and I'll start the new year in variable. The main thing is to be in every single frontline position. 'Cause I've already experienced it's the best way to get to know our team, it's the best way to get to know our customers, and it's been the best way to get to know our processes." Daily Dealer Live hosted by Sam D'Arc and Ulisse de' Martino — listen to the full episode here: https://lnkd.in/emppQxJn - Thank you to our partner Matador! Check them out by visiting https://matador.ai

A growing number of stores are experimenting with in-house VAs to support daily operations. David Marks, CEO/Founder of DSM Auto Family, explains how offloading content, posting, and follow-ups is translating into more time for revenue-driving work. "Her initial hire was to help me with some admin back office stuff that was getting neglected. We all have that: I don't have time to-do list, or that neglect list. We got connected through a company, and then we just really clicked. Her main role is to help me build my personal brand on social media. That's where it's at today." Daily Dealer Live hosted by Sam D'Arc and Ulisse de' Martino — listen to the full episode here: https://lnkd.in/emppQxJn - Thank you to our partner Matador! Check them out by visiting https://matador.ai/