Car Dealership Guy Podcast

Anthony Clavenna used to fly across the country with $30,000 in cash stuffed in a backpack just to buy trucks off strangers, and he says that scrappy, no-safety-net approach is exactly what let him outpace giants like Carvana and CarMax at buying cars off the street.

He walks through the moment the business finally graduated from cash runs to wires and a private app, how a single fraud incident gets baked into the process as a new checkpoint instead of a reason to slow down, and argues that speed, not technology or capital, is the real edge in wholesale.

Topics:

04:00 iPhone Was Their Fraud Prevention.

09:35 Wiring Strangers Money And Hoping.

13:45 Auctions Suck Because You Bid Against Others.

18:00 Speed Is The Only Edge That Matters.

24:00 Texting Dealers Until The App Scaled.

37:45 Going Hard Leaves No Room For Fear.

This episode is brought to you by:

1. Podium - If your AI isn’t driving real outcomes, it’s time to take a closer look @ here.

2. Digital Dealer - Join expert-led sessions, hands-on Learning Labs, and live demos to discover ideas that can help improve sales, service, and marketing. Register today @ here and use code CDG25OFF at checkout.

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Today's show features:

- Jason Hartman, Founder at JXCE

- Scott Pharr, CEO at Pharr Motor Group

- Charlie Spradlin, General Manager at Art Moehn Auto Group

This episode is brought to you by:

Carmax – 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 carmaxauctions.com/CDG.

First up, Jason Hartman, Founder of JXCE. Jason's built a reputation for turning conventional dealer wisdom on its head — and he's bringing a take today that'll have some of you nodding and others reaching for the mute button. You'll want to hear which side you land on.

Then we've got Scott Pharr, Dealer Principal at Pharr Nissan of Chesterton. Here's the kicker — Scott literally just acquired this store days ago. So what's the very first move you make when you walk into a brand-new dealership? Scott's going to tell us what happens in those crucial opening weeks.

And finally, Charlie Spradlin, General Manager at Art Moehn Auto Group — Digital Dealer speaker and a member of the 800% club. Yeah, you read that right. Eight hundred percent. Charlie's going to unpack how you get numbers like that, and whether it's something any store can pull off — or lightning in a bottle.

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In this episode of the Industry Spotlight, joining host Sam D'Arc are Travis Siebert, SVP at DealerPay, and Kris Towle, Chief Accounting Officer at Niello Company to discuss why one of the auto industry's oldest processes, collecting cash and checks from parts and service customers, still costs dealerships money, time, and trust.

They speak candidly about the safety risk of sending drivers out with cash, why most dealerships never question an outdated process until something goes wrong, and why live phone support, not just software, is what keeps a group this size from ever looking at another vendor. They explain:

◼ Why parts delivery drivers ended up doing accounting work they were never trained for

◼ How a single bounced check could cost a full week of chasing down payment

◼ Why missing cash on a delivery route became an uncomfortable question nobody wanted to ask

◼ Why the switch to mobile payments meant money was in the bank the very next morning

◼ Why Niello Company has never looked at another payments partner since making the switch

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

Topics:

02:50 Fixed Ops Causes More Accounting Headaches.

04:30 Drivers Make Terrible Accountants.

05:50 Cash In Trucks Is A Theft Problem.

06:45 Selling Nationwide Hurts Local Retention.

09:50 Dealerships Are Slow To Adopt Digital Payments.

12:15 Onsite Training Eliminates Employee Pushback.

13:10 One-Person Payment Eliminates Customer Confusion.

14:20 Digital Reporting Shows Exactly Who Took Money.

17:05 Answering The Phone Beats AI Every Time.

18:50 Showing Up Matters More Than Technology.

22:50 Accounting Touches Every Part Of The Business.

23:50 Dennis Pushes Harder Than Tully Does.

DealerPay - Dealer Pay is the payment platform built exclusively for car dealerships, connecting fixed ops, variable ops, and back office with sub-10-second, card-present transactions and automated reconciliation, whether it's at the counter, the service drive, or a mobile delivery. Visit @ here to see how it works for your dealership.

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Today's show features:

- Wes Lloyd, Service Director at Stuckey Auto

- Spencer Nicholson, Fixed Operations Director at Stuckey Automotive

- Ryan Maher, CEO at BizzyCar

- Galal Hamdy, Strategic Relationship Leader at Zurich U.S. – Direct Markets

This episode is brought to you by:

Zurich – 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. Check it out at https://carguymedia.com/46ibHtn

BizzyCar – BizzyCar uses AI to automate recall outreach for dealerships, transforming missed opportunities into booked appointments, higher revenue, and safer vehicles. Book a demo today at: https://info.bizzycar.com/cdg

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Laddie Stern is the Founder of Stern Auto Group, a 20-store empire he has built over 65 years in the car business.

He started as a wholesaler for his uncle before buying and scaling the Skyline and Hatfield auctions into the country's largest privately held auction company, then returned to grow a new car group alongside his son Jonathan.

He speaks candidly about the 2008 downturn that changed how he manages cash for good, the mistakes he made prioritizing the business over his family, and what he looks for before letting the next generation, including his own grandchildren, into the business.

Topics:

02:55 Air Conditioning Was Once Unsellable.
06:25 The Trick That Fixed A Broken Auction.
07:45 Auctions Beat Casinos Every Time.
08:15 Biggest Mistake: Selling The Auctions.
12:05 Stop Working And You Start Dying.
13:25 The '08 Crash Made Cash King.
14:20 Cash Flow Is Thicker Than Blood.
18:45 Two Departments Where Theft Hides.
19:15 The One Regret Money Can't Fix.
27:30 Never Buy A Deal Without Real Estate.
33:55 The Rule For Bringing Kids Into Business.
36:30 Don't Sell Cars And You Go Broke.

This episode is brought to you by:

1. Kenect - Kenect helps dealership GMs automate customer outreach by turning days of manual calling into seconds.

Go to @ here to see how top rooftops are scaling retention today.

2. CDG Circles - Connect with verified dealers all inside the CDG Platform. Learn more @ ⁠⁠⁠⁠here⁠⁠⁠⁠.

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