Car Dealership Guy Podcast

Aaron Baldwin estimates that coordination between dealers, automakers, and vendors is maybe 10% effective today, and argues that a bad car buying experience doesn't start in the showroom, it starts with the very first ad a shopper sees.

Aaron Baldwin is the President of Mobility Global Sales Solutions, the division that brings Automotive Mastermind, MarketScan, and Polk under one roof.

He started out selling cars and working deals at Asbury Automotive Group in the mid-2000s, was the founding technical leader at CarNow in the early days of online car buying, and now oversees a data operation that draws on 100 years of vehicle registrations from all 50 states and roughly 7 billion payment calculations every month.

Topics:

00:55 OEM And Dealer Messages Collide.

03:25 OEM Doesn't Know Dealer Discounts.

07:00 Not Another Tool, Integrate The Data.

11:20 100 Years Of Registration Data.

16:00 Handoffs Are Not Happening.

23:40 Get Into Something Emotional Like A Car.

31:10 Fragmentation Is The Biggest Opportunity.

This episode is brought to you by:

1. Proton IT - Around-the-clock protection starts with around-the-clock support. Visit @ here for more information.

2. Uber for Business - Your customers ask for Uber by name. Why are you running your courtesy rides through anyone else? Register @ here.

3. Mobility Global - Mobility Global Sales Solutions is the industry’s most comprehensive sales intelligence, one trusted platform that turns market signals into actionable insight so you can confidently outperform competitors and drive lifetime value. Learn more about Mobility Global @ here.

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Today's show features:

- Andrew Reutsky, Business Student at Harvard

- Eric Frehsée, President at Tamaroff Group

- Spencer Webb, General Manager at Audi Salt Lake City

This episode is brought to you by:

Carmax – Access thousands of cars weekly at 50+ locations nationwide through our 100% online auctions. From high-end to high mileage, CarMax Auctions has the inventory you need to source smarter and accelerate sales. Register now for free at https://www.carmaxauctions.com/CDG

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Today's show features:

- Richard Meneely, Fixed Operations Director at Norm Reeves Honda Superstore North Richland Hills

- Bill Egan, Vice President of Product at automotiveMastermind

- Matthew Whittenberger, Fixed Ops Director at Diehl Automotive

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

automotiveMastermind – Mobility Global Sales Solutions is the industry’s most comprehensive sales intelligence, one trusted platform that turns market signals into actionable insight so you can confidently outperform competitors and drive lifetime value. We power your sales growth, allowing you to target the right audience with the best offer, leverage the most accurate ownership insights, and measure your performance. Learn more about Mobility Global at https://www.mobilityglobal.com/en-us/sales-solutions

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Today Guest Host Matt Haiken is joined by Bill Solko, Dealer Principal at Automotive Avenues.

In 2009, Bill's accountant told him he had lost $1.2 million, and a few weeks later he drove past an empty dealership and decided to go retail.

Last month Automotive Avenues sold 1,025 used cars across two New Jersey stores, and it outsells Carvana in the New York market while making around $800 a car, compared with the $3,800 Bill says the big box players target.

Bill breaks down his "wholesale to the public" model, why he retails aging cars instead of dumping them at auction, and why he throws predatory lenders out of his office.

He also reveals, publicly for the first time, the private equity acquisition that timed out after a year in contract.

Topics:

02:45 Dropped Out Of High School In 10th Grade.

09:45 Wholesaling Was Commodities Trading.

13:25 Accountant Said He Lost $1.2 Million.

17:25 Auction Owner Said Buy, We'll Figure It Out.

26:40 Selling 1,000 Cars With $800 Margins.

34:30 Manufacturers Create Artificial Demand.

50:35 Rejects Predatory Lender Programs.

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Today's show features:

- Cooper Wilburn, Sales Manager at Al Serra Autoplaza

- Dan Gaughan, General Manager at AutoHub

- Aaron Smith, Platform Director at Fred Beans Automotive Group

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

AutoHub – AutoHub is the smarter, all-in-one vehicle acquisition platform that empowers dealers to acquire more cars directly from their own customers on the showroom floor, online, and in the service drive. By automating appraisals, standardizing vehicle checklists, enabling customized pricing, and engaging customers directly via SMS/text message, AutoHub enables dealers to increase look-to-book, reduce reliance on costly auctions, and lower acquisition costs. Backed by data-driven market intelligence, the AutoHub Acquisition Engine (AAE) delivers a full acquisition ecosystem that drives consistency, predictability, and profitability at scale.

Learn More: https://www.autohub.io/vehicle-acquisition-engine/

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