Car Dealership Guy Podcast

Today, Sam D'Arc is joined by Jon Alcorn, Operating Partner at Dogwood Automotive Group.

Winchester, Virginia's three-brand Dogwood Auto Group hasn't printed a paper pencil in over a year, yet grosses are up, and finance penetration sits at 89%.

Jon breaks down the two systems behind that shift: a salesperson efficiency scorecard that grades reps from 113% down to 58% on metrics they can actually control, and a digital retailing stack that will deliver a 30-second actual cash value and a 60-second real quote to every online shopper starting June 1.

Topics:

09:30 Why "Your Presence Is Your Leverage" Is A Lie.

10:00 The Day The Paper Pencil Died.

11:30 Why Customers Submit Their Own Credit.

18:00 Why Transparency Doesn't Kill Gross.

21:00 The Salesperson Scorecard Nobody Built.

30:00 Why Variable Ops Has No Efficiency Metric.

41:00 The Sales Manager As Restaurant Manager.

This episode is brought to you by:

1.⁨ Mia - Your 24/7 AI receptionist who speaks like a human, not a robot. Never miss another lead. Visit @ here.

2. Reynolds & Reynold - ReconVision doesn’t just help you track recon; it helps you fix it. Visit here for more information.

3. CDG Circles – A digital peer group for top auto dealers. Private dealer chats. Vendor reviews. Real insights — confidential, compliant, no travel required. Join dealers representing 3,000+ rooftops @ here.

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Today's show features:

- Tim Pohanka, Vice President & Executive Manager at Pohanka Automotive Group

- Jacob Glassman, Dealer Principal at Brookville Chevrolet

- Frankie Florey, General Sales Manager at Acura Of Denville

This episode is brought to you by:

Stream Companies – How much revenue is slipping through the cracks at your dealership? Stream Companies’ Missed Opportunities Report analyzes your strategy and highlights where you can drive more sales, faster. Request your free report today at https://www.streamcompanies.com/MissedOpportunitiesReport/

Check out Car Dealership Guy’s stuff:

CDG Circles ➤ https://cdgcircles.com/

CDG News ➤ https://news.dealershipguy.com/

CDG Jobs ➤ https://jobs.dealershipguy.com/

CDG Recruiting ➤ https://www.cdgrecruiting.com/

My Socials:

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Everything else ➤ dealershipguy.com

In this episode of the Industry Spotlight, joining host Sam D’Arc are Damian Arras, General Sales Manager at Credit Union Auto Sales, and Barton Harris, Chief Revenue Officer of Titan Secure, to discuss a South African-inspired prevention model that stops vehicle theft before a car ever crosses the curb.

Damien shares how his New Mexico dealership eliminated losses by shifting from reactive GPS tracking to proactive ignition and fuel-cut technology.

Barton explains how this "prevention-first" approach secures inventory in high-crime areas while creating a significant F&I revenue stream with a 90% plus customer penetration rate.

The conversation also highlights how "bait car" technology is helping local law enforcement catch repeat offenders without the danger of high-speed chases.

Have questions about Titan Secure? Reach out to Barton Harris directly:

Cell: 480.392.6620

Email: [email protected]

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

Titan Secure - Titan Secure is a multi-layered vehicle theft prevention system built specifically for automotive retailers. Dealers protect their inventory, gain real-time inventory intelligence, and implement a reinsurance-friendly profit center that goes far beyond traditional GPS recovery solutions. Learn more @ https://carguymedia.com/3PsN5Ju.

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For dealers:

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Fix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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For industry vendors:

Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Topics:

03:25 Why A 2:00 AM GPS Alert Is Completely Useless.

05:00 The Judge Who Praised A Thief For Logging Into Zoom.

07:35 When Your Inventory Becomes Uninsurable.

09:45 Why One Dealer Refuses To Play Vigilante.

13:45 The $0 Fix That Ends Dead Inventory Loss.

16:20 The Insurance Lie Every Dealer Believes.

18:55 Why Car Companies Might Want Theft To Happen.

35:00 The Two-Minute Blackout That Terrified A Dealer.

39:25 The Ride-Along That Exposed Auto Theft's Dark Secret.

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Today's show features:

- Nick Ruffolo, Fixed Operations Director at Rohrman

- Matt Norris, Fixed Operations Director at Bozard Ford Lincoln

- Jeremy Stephens, Remote Operations Director at Bozard Ford Lincoln

This episode is brought to you by:

OPENLANE – OPENLANE brings easy, intelligent digital wholesale to dealers across the country, and was once again voted the most preferred digital wholesale marketplace by dealers.

If you’ve never used OPENLANE before, or it’s been a while since you have, you’re eligible to earn up to $2,500 in buy or sale fee credits. Learn more at https://openlane.com/cdg.

Check out Car Dealership Guy’s stuff:

CDG Circles ➤ https://cdgcircles.com/

CDG News ➤ https://news.dealershipguy.com/

CDG Jobs ➤ https://jobs.dealershipguy.com/

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My Socials:

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Threads ➤ ⁠https://www.threads.net/@cardealershipguy⁠

Facebook ➤⁠ https://www.facebook.com/profile.php?id=100077402857683⁠

Everything else ➤ dealershipguy.com

In this episode of the Industry Spotlight, joining host Sam D'Arc are Ben Atkinson, VP of Auto Lending at Upstart, and Evan Driscoll, General Sales Manager at Audi Jacksonville to discuss why the credit score has become the most overrated number in auto lending and how a full-spectrum dealership running everything from $2,000 used cars to $400,000 Rolls-Royces gets first-time buyers approved at competitive rates with no money down.

Evan breaks down how a slow approval costs his store at least $1,000 per car per day in aging inventory, and how a 10-second automated decision changed the math.

They also get into why 24/7 automated approvals matter most during the weeks traditional lenders go dark.

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

Topics:

04:30 Why Slow Approvals Kill Deals.

05:50 The $1,000 Cost Of One Extra Day.

08:00 How Soft Pulls Close More Deals.

09:50 Why Customers Love Soft Pulls.

11:20 The 10-Second Approval.

15:00 Why First-Time Buyers Get 7% Rates.

16:30 The 280 Data Points Beyond Credit Scores.

20:00 24/7 Automation Beats Banking Hours.

21:00 The Beach Chair Email That Enraged A Store.

24:30 Why Manual Credit Apps Are Dead.

26:00 One Portal Beats Five Logins.

29:00 People First, Tech Second.

Upstart - Unlike traditional auto financing, Upstart uses thousands of data points – not just credit scores – to approve more buyers, structure more profitable deals, and speed up funding. Learn more at here.

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