All Episodes
Desk Ready Leads — 102 episodes
Your Dealership Is Marketing to Clicks Instead of Customers
Your Dealership Is Running Generic Ads in a Problem-Based Market
Your Dealership Is Losing the Customer Between BDC and Sales
CarMax Just Proved Used Car Giants Have an Operations Problem Too
Carvana Is Building the Dealership of the Future.
The 13-Year-Old Car Problem
Carvana Just Put Every Lazy Dealer on Notice
The Specials Page Should Be Rebuilt Around Buyer Problems
The Best Lead Source Might Be an Aged Unit
New Car Merchandising Is Still Too Lazy
New Car Dealers Need to Market Trade Equity Harder Than Rebates
The First Price Is the Most Important Price
The Used Car Department Needs a Stop-Loss Rule
The Used Car Department Is Becoming a Trading Desk
Why MMR Is Not a Buying Strategy
The Dealership Marketing Vendor Bubble
Your Declined Service List Should Be a Sales List
The Brutal Truth About How GM’s Can Sell More Cars
The Off-Lease E V Glut Could Be the Next Great Used Car Marketing Opportunity
The $75 Million Lesson: What Lindsay Automotive Should Teach Every Dealer Principal
Dealers Don’t Have a Traffic Problem. They Have a Payment Problem
Refinance Is Stealing Your Payment Relief Customer Before They Ever Become a Lead
Why “Everyone Approved” Ads Attract The Wrong Conversations
What GMs Should Be Talking About In The Monday Meeting
What Your Sales Team Doesn’t Want You To Hear On Reactivated Lead Calls
What Your Agency Doesn’t Want You To Know About Who Actually Manages Your Account
The Problem With Marketing Vendors Who Have Never Sold A Car
What Your Sales Team Doesn’t Want You To Hear On Recorded Calls
One Million New-Car Buyers Are Gone — Why Dealers Need To Stop Marketing Like They Are Coming Back Tomorrow
Your Digital Retailing Tool Is Creating Expectations Your Desk Will Not Honor
Your Parts Department Should Be an Online Business
Why Every Dealership Campaign Needs a Customer Problem Attached
Your Ads Are Getting Attention From the Wrong People
Your Aged Inventory Is Not Aging Because of Price Alone
Wholesale Used Prices Are Rising Again — Your Used Car Strategy Cannot Be Lazy
The FTC’s Six Illegal Pricing Practices Should Scare Every Dealer Still Playing Games With Price
The Synthetic Motor Oil Shortage Is a Fixed Ops Wake-Up Call
The Next Vendor Scam Is Selling AI Over a Broken CRM
What Did Your Memorial Day Sale Do for Your Bottom Line?
Used EVs Are About To Become the Most Confusing Cars on Your Lot
Group 1 Cutting Jobs Should Wake Up Every Dealer Watching SG&A Creep
How To Do Spanish-Language TV Campaigns the Right Way
High Gas Prices Are Exposing Lazy Truck Marketing
The Dealer Group Buying Spree Should Scare Small Stores Into Getting Sharper
Your Dealership Is Letting Vendors Grade Their Own Homework
Your Salespeople Are Cherry-Picking Leads and Calling It Good Follow-Up
The Customer Is More Afraid of the Payment Than the Price
Why OEM Incentives Make Lazy Marketers Look Busy
The Next Profit War Is Not New vs. Used — It Is Trust vs. Confusion
Your OEM Incentives Are Not a Marketing Strategy
Why Warranty Marketing Should Start on the VDP
The Independent Repair Shop Is Stealing Your Next Trade-In
Why Tire Customers Are More Valuable Than Oil Change Customers
Your BDC Pay Plan Is Broken: Goodhart’s Law Is Eating Your Lead Process Alive
What Your Marketing Vendor Doesn’t Want You To Ask In The Monthly Meeting
Your Customers Are Not Ignoring Car Ads. They Are Ignoring Yours.
The Automotive Marketing Product Dealers Have Needed For Twenty Years
The “Set It And Forget It” Lie: Why Your Dealership’s Ads Are Quietly Bleeding Money
Facebook Leads Are Not The Problem. Your Sales Process Is.
How To Beat Carvana at Their Own Game
You’re Bleeding Money With Your Recon Process
How Grant Cardone Would Run a Dealership’s Advertising
Your OEM Vendor Is Not Running a Local Strategy. They Are Running a Template With Your Logo On It.
How Your Dealership Should Be Using TikTok
Why GMs Should Mystery Shop Their Own Dealership Every Month
Your Parts Department Should Not Be Invisible: How To Use Advertising To Sell More Parts
Your Generic Vehicle Descriptions Are Making Your Inventory Look Cheaper Than It Is
Capital One Pre-Approval Campaigns: Why Your Dealership Is Doing Them All Wrong
Stop Overpaying at the Auction: How Dealerships Should Run Campaigns to Buy Cars Off the Street
Your Memorial Day Sale Is Boring. Here Is How to Run One That Actually Brings Buyers Into the Dealership.
The Most Expensive Lead Your Dealership Is Ignoring: The Credit Application
Your CSI Score Is Not A Survey Problem. It Is A Marketing Problem.
Your Dealership Lost That Customer For A Reason — And Your Reactivation Campaign Is Probably Ignoring It
The Outsourced BDC Trap: Why Your Dealership May Be Paying Strangers To Lose Your Customers
Do Ringless Voicemail Campaigns Actually Sell Cars?
The Marketing Mirage: Unmasking the Agency Accountability Gap
Deceptive Automotive Facebook Sales Events
Clicks Don't Sell Cars - Conversations Do.
Are Dealers Wasting Money on CarGurus, Autotrader, Cars.Com, and CARFAX
Why Your Spanish-Language Ads Are Not Selling Cars
Why Subprime Leads Are Killing Your Dealership
The CDP Scam: Why Dealers Are Paying for Data That Doesn’t Sell Cars
The Person Running Your Dealership Ads Has Never Sold a Car
Dealers Are Paying Agencies for Work They Don’t Even Do
The CarGurus Boost Scam Dealers Keep Paying For
Interrogating the Money: The GM Guide to Marketing Accountability
Your Agency’s Quality Control Is You
Why Your Agency Rep Always Has To “Check With The Team”
The Failure of Automotive Billboard Marketing
Why Radio Commercials Fail Dealerships
Beyond the Coupon: Solving Problems in Fixed Ops Advertising
Strategies for Marketing Aged Inventory
Your Dealership Is Wasting Money on Streaming Ads
Your Recall Campaign Is Quietly Costing Your Dealership Service Revenue
Why Your Dealership Is Doing Email Marketing Wrong
The Cost of Content: Why Dealership SEO Packages Fail
TrueCar Lead Programs Are Often a Waste of Money for Dealerships
The Dealership Mailer: The Worst Investment Any Dealership Can Make
Are Performance Max Campaigns Wasting Your Dealership’s Money?
The Ogilvy Method for Modern Automotive Advertising
Why Lazy Sales Staff Are Costing Your Dealership Money
Why Most Dealerships Waste Money on TikTok Ads