The Dealer Playbook – Détails, épisodes et analyse

In this episode my guest is Jimmy Douglas, founder and CEO of Plug and former Tesla exec. Jimmy’s one of the sharpest voices in the pre-owned EV market, and he’s here to break down what most dealers are missing, and what a small group is quietly getting right.

We talk about why nearly half of dealers still won’t touch used EVs, what it actually takes to build a profitable EV business inside your store, and why “dipping your toe in” may be worse than not playing at all. Jimmy also shares how culture inside the dealership makes or breaks EV success, what numbers you should pay attention to, and how to avoid getting stuck with inventory that loses value faster than you expect.

If you’ve been on the fence about EVs, this conversation will help you sort through the noise and figure out whether your store is ready—or if it’s better to wait. Either way, you’ll walk away with a clearer picture of what’s really happening in the market and how to prepare for what’s coming.

Tune in!

You can also grab your free copy of my #1 bestselling ebook Don’t Wait, Dominate! here → www.flexdealer.com

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FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted ads that convert. They also help integrate marketing with internal operations for optimal results, and unparalleled growth.

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In this episode my guest is Ondar Tarlow, a marketing strategist with more than 20 years of experience working with brands like Fastlane Drive, Pacific Premier Bank, and the LA Chargers. He’s built a career on creating events and campaigns that actually move people—sometimes literally into showrooms.

We dig into the big question dealers wrestle with all the time: what actually makes an event memorable? Ondar breaks down why so many VIP activations fall flat, and what it takes to craft experiences that stand out in a world where everyone is competing for the same high-value customers.

You’ll hear insights on:

• Knowing your audience beyond the surface level
• Why cocktail tables and champagne won’t cut it anymore
• How partnerships with other brands can elevate your dealership events
• Lessons automotive retail can borrow from Formula One and pro sports
• Where AI fits into the future of marketing without losing the human connection

If you’ve ever wondered how to make your dealership events more than just “another invite,” this conversation will get you thinking differently about experiences, community, and what customers really value.

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In this episode, my guest is Colin Carrasquillo, Digital Marketing Manager at Nielsen Auto Group.

We’re diving into some of the real challenges and solutions that most dealers are thinking about but rarely talk about out loud.

We talk about what it actually looks like to get your vendor partners working together instead of pulling in different directions. Colin shares how he’s doing this at scale across 14 rooftops and why it’s changing the game for their group.

We also get into why most dealers are still chasing the wrong SEO strategy in 2025 and what really matters now if you want to show up where your customers are actually searching.

You’ll learn:

• A practical way to hold your vendors accountable (without blowing up the relationship)
• Why internal communication might be the thing holding your dealership back
• How thinking beyond low-funnel keywords will give you a serious edge in your market
• Why building better human connections inside your store leads to better marketing outside of it

This conversation is packed with useful ideas you can take back to your store, and it’ll definitely make you rethink how you approach your partnerships and marketing.

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This Episode's Sponsor

FlexDealer Need Better Quality Leads? FLX helps car dealers generate better quality leads through localized organic search and highly-targeted digital ads that convert. Not only that, they work tirelessly to ensure car dealers integrate marketing and operations for a robust and functional growth strategy.

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Glenn Lundy is the only person in the world that grew a dealership 800% in 5 years, from 120 cars a month to 1000, in a small town of only 9600 people. He is also the founder of the 800 Percent Club.

Known for his innovative and resilient mindset, Glenn shares insights on weathering storms in the auto industry, drawing inspiration from his vast experience and unique perspectives.

What We Discuss In This Episode:

Glenn Lundy joins us to discuss the doom and gloom that some people predict for the automotive industry. Glenn challenges dealers' negative mindset when it comes to uncertain times, and he emphasizes the industry's resilience. He says, "The auto industry is the most resilient industry on the planet."

He encourages dealers to focus on gratitude for how far they have come by withstanding all negative uncertainties that have ever happened in the industry and recognizing their capabilities.

Glenn also emphasizes the importance of consistent systems and processes in dealership operations, regardless of external circumstances. He shares the example of a dealership that, despite the challenging times, still maintained its success by sticking to its proven processes. He quotes... "Make sure your systems and processes are in place and don't waiver from them.

He highlights the concept of the infinite game and the need for dealers to have a long-term perspective.

Key Takeaways:

• The automotive industry is resilient and has weathered many challenges throughout its history.
• Consistent systems and processes are crucial for success in dealership operations.
• Dealers should take action and not wait for perfect conditions to thrive.
• Building a solid foundation and doing the necessary work is essential for protecting loved ones and those we care about.

This episode serves as a compass for automotive professionals navigating uncertainty, offering practical insights, and inspiring a mindset shift towards building resilience in the ever-evolving auto industry.

Listen to the full episode for insights and context from Glenn Lundy! 

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Todd Hauser is the Executive Vice President, Strategic Partnerships at fullthrottle.ai. Todd has been actively involved in the automotive industry for over three decades. He has witnessed how the industry has evolved from the age of traditional advertising to digital marketing and, now, the era of generative AI. 

What We Discuss in This Episode:

Back in the time, marketing was relatively straightforward. Dealers could easily rely on media channels such as television, radio and print to promote their products and services. Fast Forward to today, and everything has changed. Digital marketing, AI technology and evolving consumer behaviours have created an era that's both challenging and exhilarating for the automobile industry.

This episode is all about removing ambiguity from your digital marketing game and learning how generative AI is reshaping the way car dealers connect with their customers. We explore topics including the evolution of marketing strategies the impact of cookie deprecation on targeting and engagement methods as well as the significance of delivering personalized customer experiences. 

Todd sheds light on how Throttle AIs innovative platform aids dealers in converting online shoppers into customers while also enabling them to create immersive households and accurately track sales and service attribution. 

Additionally we touch on the importance of customer data platforms (CDPs) in helping dealers streamline and unify their first party data for effective marketing campaigns.

The number one goal for any dealer should be to be a valued member of the community, a trusted source that everybody looks to." - Todd Hauser

Marketing needs to transition its emphasis from a purchasing process to a continuous customer journey that places importance on tailored experiences and retaining customers.

Listen to the full episode for insights and context from Todd Hauser! 

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International Keynote Speaker, Best Selling Author, Award -Winning Sales Strategist, and Former Automotive Dealer Principle.

In this episode, I sit down with my dear friend, Lisa Copeland, after a decade-long hiatus from our last conversation. We delve into Lisa's journey from the automotive industry to the world of real estate and beyond. Discover the pivotal moments and stepping stones that led to her tremendous success. Join us as we discuss the power of people and leadership, as well as the importance of solving problems, serving needs, and staying true to your aspirations.

What We Discuss In This Episode:

In this episode, we discuss how to balance demanding excellence from your team while also being there to support and lead. Lisa's approach to management is deeply rooted in her commitment to being right there with her team, slaying dragons alongside them.

We explore the idea of solving problems and serving needs as the foundation of any business. Lisa emphasizes the importance of embracing challenges and pivoting during uncertain times, like the pandemic.

Are you facing challenges in your career or business, wondering how to pivot effectively? Join us as we explore Lisa Copeland's incredible journey from the automotive industry to real estate and beyond. Learn how to build powerful teams, find solutions in problems, and overcome fear to maintain faith in your journey. Lisa's inspiring story will motivate you to tackle any obstacle with resilience and determination.

Listen to the full episode to discover Lisa's wisdom, her passion for people, and her unwavering commitment to success. Whether you're in the automotive industry, real estate, or any other field, the insights from this conversation will empower you to pivot and thrive. 

Listen to the full episode for insights and context from Lisa Copeland! 

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Thanks, Lisa Copeland!

If you enjoyed this episode featuring Guest Name, support us by clicking the links! 

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More Dealers Are Choosing To Partner with FlexDealer

Looking for a reliable, high-performance dealership marketing partner? Visit https://www.flexdealer.com to discover why more and more dealers are choosing them over big-box providers.

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We all want more customers right? In this highly competitive world of auto - industry, turning prospects into loyal customers is a crucial skill for success. But It's always crucial to nurture prospects from the start so they become clients.

Well in this episode, I want to share an exciting and innovative strategy with you that will revolutionize the way you turn prospects into loyal customers. So, whether you're watching this on YouTube or listening in, stick around because what we're about to dive into is a game-changer.

What We Discuss In This Episode:

Have you ever wondered how industry giants like Uber, Airbnb, and Amazon achieved their success without inventing something entirely new?

In this episode, I delve into the concept that innovation isn't necessarily about groundbreaking ideas but about reimagining and assembling existing tools in a fresh way. I challenge the notion that innovation is reserved for those with billion-dollar budgets and instead emphasize how every dealership can leverage what they already have to create extraordinary experiences for customers.

Key Takeaways:

It's Not About What You Have, but How You Use It:

I break down the myth that innovation requires inventing something entirely new. Drawing parallels with companies like Uber and Airbnb, I reveal that their success lies in creatively combining existing elements.

Assembling the Automotive Ecosystem:

Explore how your dealership already possesses the tools for success—internet, phones, cameras, CRMs, DMSs, and vehicles. The key is in assembling these components to craft a seamless experience for your customers.

The Personalized Connection Strategy:

Discover a simple yet powerful strategy using your CRM, smartphone, and a dash of creativity. Learn how personalized videos addressed to each customer can deepen relationships, encourage repeat visits, and set your dealership apart.

Imagine a world where every interaction with your audience feels personal and meaningful. Personalized videos allow you to connect with your customers on a deeper level, creating a sense of exclusivity and making them feel valued. This level of customization goes beyond simply addressing the viewer by name; it involves understanding their preferences, needs, and interests.

When a viewer receives a video that speaks directly to them, it becomes more than just a marketing message; it becomes a conversation. By tailoring your content to their specific needs, you can establish a sense of trust and credibility. This personalized approach shows that you understand their pain points and are committed to providing solutions.

I'd love to hear your thoughts on this strategy or any innovative ideas you've been contemplating. Connect with me on LinkedIn, Facebook, or Instagram, or wherever youlisten to our podcast. 

Listen to the full episode for insights and context from me! 

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Today's episode I had the pleasure of sitting down with Crissy Burton. Crissy also known as the “The Car Fairy” Burton is based out of Indianapolis, Indiana working at one of the top 10 dealer groups in the United States and has surpassed many of her colleagues in just a span of five short years. In one month alone in 2021, Crissy was proud to have sold 73 units! That brought in a total gross profit of $182,000 for her dealership!

Crissy generates her own ups and potential customers by Instagram and Facebook Market pages that she has created. She believes in using paid advertising to help spread her name, but a prominent presence on social media can cut your ad budget by more than half! She currently has a new training platform called carsaleswoman.com which gears toward targeting more women to come into the automotive industry with training categories specializing in showroom sales, women in automotive and special finance.

What We Discuss In This Episode:

The Magic Wand Mentality;

Have you ever wondered what sets Crissy apart? Tune in as we explore her magic wand mentality – Crissys commitment to going and beyond for her customers. From searching for solutions to treating each customer with care Crissy shares her secret recipe for transforming challenging situations into tales of triumph.

Crissys' path into the industry sets her apart from others. We delve into her story. Moving from working in the mortgage sector to becoming a customer in search of a car. Discover the moment that brought her to Dion Crenshaw, a figure in her world and how this encounter transformed her lifes trajectory.

The Power of Passion;

What drives Crissy to shine amidst a sea of over 200,000 car sales professionals? It all boils down to passion. Crissy opens up about her seated enthusiasm for assisting people drawing from experiences as a single mother navigating lifes challenges.

Mastering. Cultivating Personal Brand;

Curious about Crissys' ability to juggle a demanding schedule? Uncover her secrets for time management. How she adeptly handles customers with diverse credit scores. Delve into the significance of branding as Crissy shares insights on leveraging media platforms like Facebook to establish her presence and attract customers.. She holds nothing back when it comes to strategies for advertising within a Facebook group with over 46,000 members.

Beyond Sales; Empowering Women in Automotive;

There's more...Beyond her remarkable sales career, Crissy is championing women in the automotive industry. Get a sneak peek into her groundbreaking project, CarSalesWomen.com, designed to provide training and support for women seeking a career in the automotive field.

Listen to the full episode for insights and context from Crystal Burton! 

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This year has brought some health concerns to yours truly, and as a result I decided it was high time to pay closer attention to my health and wellness. Yes, I've lost weight and gained muscle, but most importantly I've gained a level of mental clarity I am not sure would have happened otherwise. It got me thinking about the widespread  outcomes of hustle culture throughout the industry and wondering what the true impact a lack of health is having across our industry.

In this episode i had the honour of sitting down with Heather Munafo who is the co-founders and head coaches of Peak Level Physique with a Bachelor's degree in Exercise Physiology, certification in Personal Training, 4+ years of study in nutrition, and 4+ years of experience as a personal trainer/lifestyle coach.

In this episode we explore her journey from struggling with anorexia and bulimia to becoming a bodybuilder and a dedicated health coach. This episode goes beyond muscles and diets; it dives into the psychology of self-worth the power of gradual progress and how prioritizing your health can lead to transformative changes in your life.

What We Discuss In The Episode:

The Challenges of Obsession

Heather opens up about her battles with obsession and the harmful pursuit of a physique. From her battle with anorexia to the moments that completely changed her perspective, Heather opens up about how she became an advocate for bodybuilding.

The Intersection of Business and Wellness

Delve into the core of our conversation as we explore the balance between business achievements and personal well-being. Understand why prioritizing health is often overlooked by entrepreneurs and how it can fuel growth in all aspects of life.

The Power of Incremental Progress

Unveil the impact of embracing a philosophy centred around making consistent improvements. We discuss why drastic changes may not be sustainable and how focusing on enhancements in sleep, nutrition, hydration, and physical activity can lead to results over time.

Why should you tune in to this episode?

• Explore the potential that lies within making improvements in your health and wellness journey.
• Grasp the essence of self-care while distinguishing it from a fixation on achieving fitness goals.
• Discover the shift in mindset required to care for yourself and unlock valuable perspectives. 
• Explore how enhancing your well-being can positively influence all aspects of your life. 
• Acquire tips and guidance to kickstart your journey towards a more vibrant version of yourself.

Tune in to this episode to embark on a journey toward becoming yourself. Discover why prioritizing your health is the key to unlocking your potential in all areas of life. Don't miss out on this opportunity to gain insights from Heather's expertise and unearth the secrets to attaining well-being.

This conversation will leave you motivated to take action toward achieving your health and wellness goals. Your future self will thank you!

Listen to the full episode for insights and context from Heather Munafo! 

⭐️ Like this show? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally! 

Thanks, Heather Munafo!

If you enjoyed this

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In this episode I had the opportunity to sit down and chat with Michael Heidner, who holds the position of Vice President of Analytics and Business Intelligence at Foundation Direct as well as Ben Yehle, who is the Measurement Lead at the Foundation.

During our discussion we delved into the intricacies of analytics and explored how data driven decision making is shaping the evolving landscape.

What We Discuss In The Episode:

1. Have you ever pondered how success in the industry goes beyond car sales?

2. Are you curious about the vast amount of data that can be found in digital automotive showrooms?

3. Would you like to understand how adopting a perspective on data analytics can redefine your dealerships measures of success?

If any of these questions have sparked your curiosity then get ready for an experience. This episode focuses on demystifying data analytics and equipping you with tools to navigate this realm effectively.

The Significance Of Digital Showrooms

Our conversation shifts towards discussing how important digital showrooms are, within the world of automobiles.

Mike stressed the importance of dealership websites pointing out that they receive a 700 visits making them a crucial point of contact, for potential customers. However the real key to success lies in understanding which touchpoints truly have an impact on the customers journey.

During our discussion Mike and Ben shared insights on how data analytics can help dealerships analyze customer behavior track their significant touchpoints and optimize their online strategies accordingly. The ultimate goal is to ensure that dealerships effectively capture leads and drive sales using data driven approaches.

Transitioning from Uncertainty to Clarity

One aspect that emerged from our conversation was the pressing need for transparency in analytics. The industry has long operated in ambiguity when it comes to measuring marketing success. Fortunately times are changing.

Mike and Ben encouraged dealerships to embrace a start with Google Analytics 4 (GA4). This clean slate provides dealerships with an opportunity to redefine success metrics and develop strategies based on what matters to them. It's a chance for them to move away, from practices and embrace a future driven by data.If you've ever wondered how to go beyond measuring success solely based on car sales or how to effectively utilize the abundance of data at your disposal this episode serves as your guide, for navigating the future of measurement in the industry.

Listen to the full episode for insights and context from Michael Heidner & Ben Yehle! 

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Thanks, Michael Heidner & Ben Yehle!

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More Dealers Are Choos

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