Car Dealership Guy Podcast

In this episode of the Industry Spotlight, joining host Sam D'Arc are Frederick Grimm, Co-Founder and COO of AppraisalPro, and Danny Galat, General Sales Manager at Lithia Chrysler Dodge Jeep Ram of Bend, to discuss how dealers are using real-time diagnostic scanning to stop taking hidden mechanical losses on trade-ins and turn a wholesale department that was bleeding money into one that's actually profitable.

Danny walks through the $8,000 Ford Raptor miss that kept him up at night and drove him to find a better way to appraise used vehicles.

The numbers that follow are hard to ignore: 20% of trade-in appraisals show a check engine light cleared within the last 50 miles, the average dealer is sitting on $15,000 to $20,000 in hidden reconditioning costs every month, and Danny's wholesale department swung from a loss to a profit by more than 300% in a single year.

Frederick also breaks down how the tool detects odometer rollback and VIN fraud before a bad deal makes it onto your lot.

This episode of the Car Dealership Guy Podcast is brought to you by AppraisalPro.

Topics:

03:25 The $8,000 Raptor Miss That Changed Everything.

04:50 Why Warm Engines Hide Costly Problems.

06:10 The 30-Second Appraisal That Saves Thousands.

07:30 The Customer Who Got Caught Red-Handed.

09:00 Why Every Salesperson Needs A Lanyard Now.

10:10 The 10 Million Scans Powering Your Appraisals.

12:40 20% Of Trade-Ins Had Their Codes Cleared.

13:50 $15-20K In Hidden Recon Costs Found Monthly.

16:30 From Wholesale Loss To Profit In One Year.

17:50 The 300% Profit Swing You Can't Ignore.

18:30 Why 94% Of Dealers Convert After The Trial.

20:00 The $5,000 Guarantee You Need To Take.

AppraisalPro - AppraisalPRO helps dealers instantly uncover the true mechanical reconditioning costs of trade-ins before they buy them, helping reduce surprises and protect profitability. The platform can also detect recently cleared check engine lights and hidden issues that may otherwise go unnoticed during the appraisal process. Start your free trial @ here!

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Today's show features:

- Joel Love, Service Director at Toyota of Montgomery

- Liam Golightley, SVP Dealer Success at Podium

- Ryan Carlstedt, EVP Fixed Ops at Willis Auto Group

This episode is brought to you by:

Experian – Experian Automotive helps marketers identify and engage high-value auto shoppers, strengthen customer loyalty, grow service revenue, and activate 1,100+ automotive audiences across 30+ advertising platforms. Learn more here: https://carguymedia.com/3RTNi9H

Podium – Podium is the AI operating system built for dealerships — combining broken legacy systems into a single AI-first platform that helps GMs scale revenue, retain customers, and run fixed ops without adding headcount. Podium Connect was an invitation-only summit in Park City, Utah bringing together GMs, dealer principals, and C-suite leaders from some of the largest dealer groups in the country to share how they're actually implementing AI — what's working, what isn't, and where the industry is headed. Learn more at https://automotive.podium.com/

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In this episode of the Industry Spotlight, joining host Sam D'Arc are Aaron Zeigler, President of Zeigler Auto Group, and Johnny McKellar, who leads NationsGuard for Hendrick Automotive Group, to discuss why Zeigler is leaving its third-party warranty provider to stand up its own dealer-owned program, Zeigler Guard, and what Rick Hendrick himself says has been the single best decision in his 50 years in the car business.

Rick Hendrick joins the conversation to explain how his dealer-owned warranty company became the financial reserve that let him avoid layoffs through COVID, recessions, and 20% interest rate cycles. Aaron and Johnny break down what it actually takes to transition a 41-location group onto a new program, why two groups that compete on paper chose to partner instead, and why Hendrick is selective about who gets access to this platform at all.

Topics:

02:45 The Defining Moment For Zeigler.

04:10 Why Hendrick Started AutoGuard.

05:35 The Secret Sauce To Growth.

07:40 Controlling Your Own Destiny.

09:50 Three Times More Likely To Buy.

12:20 It's Your Program, Not Ours.

14:20 Why Hendrick Opened The Door.

16:00 We Won't Do This With Just Anyone.

17:30 The Best Thing We Ever Did.

18:30 When Business Partners Are Friends.

20:15 The 3-To-1 ROI On NASCAR.

23:30 The War Chest That Saves Dealers.

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Today's show features:

- Michael Cottone, Head of Subaru Motors Finance at Chase Auto

- Steve Rowley, President of Cox Automotive

- Aharon Horwitz, Co-Founder and CEO of Fullpath

- Katie Gattuso Duncan, General Manager at Mohawk Chevrolet

This episode is brought to you by:

Experian – Experian Automotive helps marketers identify and engage high-value auto shoppers, strengthen customer loyalty, grow service revenue, and activate 1,100+ automotive audiences across 30+ advertising platforms. Learn more here: https://carguymedia.com/3RTNi9H

Chase Auto – Chase Auto is a leading provider of auto financing with a portfolio of more than $89 billion in assets and relationships with two-thirds of U.S. franchised automotive dealers. One of the largest bank dealer commercial services providers nationally, Chase Auto provides lending and/or depository solutions to more than 2,000 dealerships. Our experienced bankers offer financial expertise and a complete range of banking products. Learn more at https://autofinance.chase.com/.

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Today I'm joined by Vic Keller, Founder and CEO at Experience Ventures.

In this conversation, he makes the case that most dealers are sitting on hidden enterprise value they haven't tapped, that the vendor landscape is moving too slowly for dealers who want to win now, and that the single biggest lever in any dealership is still the people, not the platform.

Topics:

01:30 Fixed Ops Is Unbeatable.

02:45 The $2,600 F&I Number.

04:10 The Cold Call That Changed Everything.

07:40 Job Descriptions Don't Work.

11:00 Unicorns Destroy Dealerships.

12:20 Hidden Enterprise Value.

15:00 AI Won't Replace People.

17:30 Osmosis Is Killing You.

21:30 Don't Wait On Vendors.

This episode is brought to you by:

1. Guidepoint Systems - Guidepoint Systems has spent decades purpose-building telematics for franchise dealerships — and in a flat-sales environment, their platform is becoming a dealer's most important retention tool. Visit @ here for more info.

2. TARGIT - TARGIT is an end-to-end business intelligence platform that gives car dealers worldwide complete visibility and control over all their operational data. Learn more about TARGIT @ here.

3. CDG Circles – A digital peer group for top auto dealers. Private dealer chats. Vendor reviews. Real insights — confidential, compliant, no travel required. Join dealers representing 3,000+ rooftops @⁠ here⁠.

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