Car Dealership Guy Podcast

Online car buying was sold to dealers as a way to sell cars on the internet, but for years it delivered little more than a souped-up lead, and the idea became a dirty word across the industry.

Noah Lee explains why the technology has finally caught up, with deals that start online now closing about 46% more often and bringing in about 26% more gross profit, and argues that the biggest thing still standing between most stores and a one-hour car deal isn't the technology, it's fear of change.

Noah Lee is the Director of Product Consulting for Multi-Solution Sales at Cox Automotive, where he maps how the company's tools, from Autotrader and Dealer.com to VinSolutions, vAuto, Xtime and Dealertrack, work together as one system inside a dealership.

He has spent years helping dealers clean up their processes and connect their tools, and he speaks candidly about how AI shopping agents are already filtering out dealerships that won't share numbers upfront, how outdated customer data quietly erodes trust, and what the Fullpath acquisition means for dealers sitting on years of messy records.

Topics:

00:00 AI Agents Skip Stores Without Upfront Prices.

04:35 Dirty Data Would Take Years To Clean Manually.

13:45 85% Of Customers Redo Steps At The Store.

14:30 Digital Deals Close 46% Higher.

16:30 Digital Retailing Was A Fake Promise.

20:45 Digital Shoppers Negotiate Less.

25:10 People Are The Biggest Block To Change.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ ⁠⁠⁠⁠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.

3. Cox Automotive - Discover what’s driving improved customer experiences—and dealership results. Download the Drivers of Shopper Satisfaction ebook from Cox Automotive today @ here.

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Today's show features:

- Jason Wilkins, Dealer Principal at Joshua Tree CDJR & Victorville Mitsubishi

- Charles Dortch III, Senior Vice President of Sales at CrossCheck, Inc.

- Walker Strong, GM at Strong Automotive

This episode is brought to you by:

CarMax Auctions – 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.

CrossCheck, Inc. – Dealerships spend significant resources selling and delivering vehicles, but what is the true cost of getting paid? CrossCheck helps auto dealers reduce payment processing costs, minimize payment risk, and offer customers more flexibility with guaranteed ACH and check payment solutions. Learn more at https://www.cross-check.com/car-dealership-guy.

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Everything else ➤ dealershipguy.com

Jay Healey is the Chief Marketing Officer at Healey Brothers Automotive Group, the largest dealer group in New York's Hudson Valley, with 10 stores, more than 750 employees, and a newly added Cadillac franchise.

A third-generation leader of the business his grandfather started nearly 50 years ago, he works alongside his father and uncle, while his 94-year-old grandfather still reads the store numbers every single morning.

He speaks candidly about earning trust with manufacturers, why AI made his people more valuable instead of replacing them, and how the group promotes from within in an industry known for turnover.

Topics:

01:25 Grandfather Still Checks Numbers At 94.

03:10 Buy The Right Store, Not The Next One.

06:40 AI Is Not Just A Lead Source.

13:00 Customers Shop At 10 PM After Kids Sleep.

19:00 BDC Got Pay Raises, Not Layoffs.

32:35 Transparency Rules For Social Media Ads.

This episode is brought to you by:

1. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ ⁠⁠⁠here⁠⁠⁠.

2. CDG Circles - Your peer network without the travel. Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies. Learn more @ here.

3. Impel - Meet the AI Operating System built for a new era of automotive retailing. Visit @ here for more info.

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Today's show features:

- Kip Miles, Director of Automotive Operations at Tom Wood Group

- Korey Pulluaim, Vice President at Pocket20

- Ben Stapleton, GM at McGraw Ford

This episode is brought to you by:

CarMax Auctions – 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.

Pocket20 - Pocket20 reads a dealership's factory financial statement, benchmarks every line, and turns the gaps into ranked, dollar-figured opportunities with a fix path for each department. Operators see exactly where gross is leaking, from technician productivity to unapplied labor, and whether it moved the next month. Learn more: https://pocket20.com/cdg

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Today's show features:

- David Thomas, Director of Content Marketing at CDK Global

- Greg Johnson, General Manager at Mohawk Honda

- Mark Payne, President at Total Dealer Solutions

- Scott Painter, Founder and CEO at TrueCar

- Joeseph Ruppel, Parts and Service Director at Meier Chevrolet Buick

This episode is brought to you by:

Zurich North America – Turn everyday service visits into opportunities to build customer loyalty and long-term dealership value with Zurich Lifetime Repair. Give customers greater confidence in choosing your dealership, knowing covered parts and labor are warrantied for as long as they own their vehicle. Stand out, drive return visits and increase retention—without disrupting existing processes. Learn more: https://carguymedia.com/4i47vD8

Total Dealer Solutions — Since 2003, TDS has been the leading third-party parts inventory provider, trusted by 800+ dealerships nationwide. From onsite physical inventories completed in about 6 hours and buy/sell audits, to daily parts-to-GL reconciliation with PartsRec and PartsFisher, the dealer-only marketplace for obsolete OEM parts, TDS turns parts departments into profit centers. Learn more: https://totaldealersolutionsinc.com/

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