Car Dealership Guy Podcast

Joining host Matthew Haiken today is Michael Brown. Michael was running his father's Jaguar and Porsche store on Long Island when his dad sold it out from under him in 1998, a move that left him devastated and turned out to be the best thing that ever happened to him.

He walks through learning the business under Roger Penske and John Staluppi, the handshake deal where he signed over his house and every asset he had for a piece of the stores, and the $350,000 health insurance bill that nearly put him out of business two weeks into COVID.

Michael Brown is the Owner of Empire Automotive Group, a 1,300-person dealer group he built after leaving with six stores.

He started out washing cars and working in the parts department at his dad's store, ran four Penske stores in Connecticut and a 14-store auto mall in Rhode Island, then helped grow the Staluppi organization from 10 stores to 26 while working his way up to owning 30% of it.

Topics:

03:10 Bell To Bell Wasn't Ingrained.

06:20 Met Penske At Teterboro Airport.

13:45 Never Stop Worrying About Receivables.

16:50 Record Year In 2009.

27:35 Study Losses, Not Just Wins.

40:40 It's The People Business.

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Today's show features:

- Vaughn Triolo, Platform GM at Pedder Auto Group

- Peter Franco, Head of P&C Acquisition, Direct Markets at Zurich U.S.

- Mahima Raghav, AVP/Senior Consultant, Staff Legal, Judicial and Legislative Affairs at Zurich U.S.

- Chris Kennedy, Dealer Principal at Kennedy Auto Group

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

Zurich U.S. – 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/4i8Vptu

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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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