Car Dealership Guy Podcast

Rita Case has run car dealerships for 50 years, and she says nothing worries her more right now than affordability: loans stretching to 84 months, a basic new car costing $48,000 to $52,000, and used cars on the road averaging more than 14 years old.

She and Jordan Zimmerman, once the titans of TV car advertising, explain why general TV "isn't really a good spend anymore," and Jordan walks through how his agency now runs five competing AI agents that grade every ad buy and flag anything that scores below 90%.

Rita Case is the President and CEO of Rick Case Automotive Group, representing 10 brands across South Florida and Atlanta.

Her father was the first Honda dealer in the United States, she was the first person to sell a Honda car, and in 1986 she became the first Hyundai dealer in America.

Outside the showroom, she founded For Every Kid, raising $500,000 up front to give two new pairs of brand-name shoes to each of the 7,800 students identified as homeless in Broward County schools.

Jordan Zimmerman is the Founder and Chairman of Zimmerman Advertising, which he sold to Omnicom in 1999 after winning Nissan's regional business and bought back this year after a two-year negotiation.

His agency has worked with brands from Nissan to Planet Fitness, Five Below, and Ollie's, and he has ownership stakes in businesses including Blue Compass RV, which went from zero to $3 billion in revenue in four years.

He speaks candidly about why he wanted his freedom back, why he sleeps about three hours a night, and why he thinks every business that stops adapting starts going backwards.

Topics:

00:00 First Person To Ever Sell A Honda Car.

14:00 Mud Slinging Breaks Consumer Confidence.

27:00 Agents Will Shop For Everything Soon.

36:00 Manufacturers Must Build Lower Trims.

50:00 Five AI Agents Compete Against Each Other.

This episode is brought to you by:

1. CDK Global - CDK AIVA for CRM with agentic AI helps dealerships automate customer engagement, respond to inquiries around the clock, and improve lead follow-up so sales teams can focus on selling. Learn more @ here.

2. Podium - Podium is the AI platform trusted by 1 in 4 dealerships. Their AI converts leads 40% higher than the industry average and can be customized to how each store sells. Visit @ here to learn more.

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Today's show features:

- Amanda Grappone Osmer, Chief Vision Officer at Grappone Automotive

- Derek Hansen, Senior Vice President, Dealer, Lender & Inventory Solutions at vAuto by Cox Automotive

This episode is brought to you by:

The Presidio Group – Today's episode is brought to you by The Presidio Group, one of the automotive industry's leading buy-sell advisors. In the last few weeks, Presidio released its Q3 2026 M&A report, which includes Presidio's blue sky multiples, and the latest Q3 benchmark data from NCM Associates. Find both, along with dealer sentiment and analysis of the trends shaping automotive retail, in Presidio's new Research & Reports portal at https://thepresidiogroup.com/

vAuto by Cox Automotive – At vAuto by Cox Automotive, we’re dedicated to enhancing our clients’ capabilities through a family legacy of innovation. Our focus is refining our offerings to expedite vehicle transactions and provide smooth transitions from online to in-person experiences. Our integrated technologies and services form robust omnichannel capabilities that propel the automotive industry forward. Visit https://www.vauto.com/

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Today's show features:

- Aldo de Cima, General Manager at Pedder Auto Group

- Jesse Colburn, Fixed Ops Director at BMW of Tuscaloosa

- Michael Darlin, Fixed Ops Director & CDG Circles Member

This episode is brought to you by:

Haig Partners – Toyota’s market share varies widely by state, but share alone doesn’t determine dealership value. Read Haig Partners’ analysis of the local market dynamics dealers should understand here: https://haigpartners.com/resources/toyota-dealership-values-local-markets/

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Everything else ➤ dealershipguy.com

In this episode of the Industry Spotlight, joining host Sam D'Arc are David Donaldson, Senior Vice President of DLR50 at DLRdmv, and Justin Buzzell, Vice President of Financial Services at Morgan Auto Group to discuss why out-of-state car deals so often fall apart weeks after the customer drives away, and how getting every tax, fee, and form right before they leave protects the lender's claim on the car and keeps the dealership out of trouble.

Justin admits his team used to close a deal and hear nothing until an email showed up months later, and explains how tracking every title "like a Domino's tracker" changed the way his stores work.

David breaks down why one missed fee leads to the dreaded call asking the customer for $700 more, why some states cap trade-in credit at $12,000 while Florida barely limits it, and why every out-of-state deal needs urgency from day one.

It is a playbook for catching problems while the customer is still in the building.

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

Topics:

01:20 Out-Of-State Deals Ran On A Giant NADA Book.

04:00 Having People In That State Is The Way To Go.

04:45 Bad Registrations Can Get You Shut Down.

05:15 Every Store Figured It Out On Their Own.

06:30 Customers Go Missing After The Sale.

08:15 Short Fees Mean Eating The Cost Later.

09:00 DMV Document Rules Change Monthly.

10:35 Other Provider Was Not As Robust.

12:55 Platform Provides Visibility To Hold Stores Accountable.

16:15 Dashboard Is Like A Pizza Tracker For Titles.

18:20 Communication Lives In Spreadsheets And Email.

22:35 Out-Of-State Deals Get Treated Like In-State.

24:10 Trade Credit Rules Differ Wildly By State.

27:15 Finance Managers Are Not As Busy As They Claim.

DLRdmv – Dealers, are you still stuck using outdated interstate titling methods? DLR50 from DLRdmv modernizes out‑of‑state titling by providing 24/7 sales tax, title, and registration fees, pre‑populated state-specific forms, through an online platform that directly integrates with your DMS. CDG listeners get 30 days of free full-service access to DLR50 on unlimited out-of-state deals. Head over to @ here, use code POD30 to claim your free month today.

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Today's show features:

- Benjamin Cartaya, General Manager at Kunes Hyundai of Sycamore

- Frank Knox, Chief Operating Officer at AutoAcquire AI

- Charlie Spradlin, General Manager at Art Moehn Auto Group

- Rob Ruth, President / Owner at Bob Ruth Ford

- Brooke English Guy, General Manager at Coastal Chevrolet Cadillac Nissan

This episode is brought to you by:

Haig Partners – Toyota’s market share varies widely by state, but share alone doesn’t determine dealership value. Read Haig Partners’ analysis of the local market dynamics dealers should understand here: https://haigpartners.com/resources/toyota-dealership-values-local-markets/

AutoAcquire AI – AutoAcquire AI is an all-in-one, AI-powered vehicle acquisition platform for dealers. It combines an AI voice agent, instant cash offers, remote inspections, and the VRM Dashboard so teams can source, value, and buy cars directly from consumers in one place. Learn more here: ⁠https://www.autoacquireai.com/⁠

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