The Dealer Playbook
The Dealer Playbook is the top-rated podcast for automotive professionals who want to dominate the retail industry.
Hosted by Michael Cirillo, this show delivers expert interviews, proven strategies, and actionable insights to help you sell more cars, lead stronger teams, and grow thriving dealerships.
Whether you work in sales, service, F&I, marketing, or management, you’ll gain the tools and confidence to excel in a rapidly evolving market.
Join thousands of listeners every week who trust The Dealer Playbook as their go-to resource for career growth and dealership success. Subscribe now and unlock the secrets to staying ahead in the fast-paced world of retail automotive.
Episodes
654 episodes
Ep. 657 - Human First, AI Fast: The New Sales Formula, with Kyle Mountsier
In this episode I’m hanging out in person with my good friend Kyle Mountsier—COO at ASOTU (Automotive State of the Union), we talk about everything from AI implementation in dealerships to the real reason human connection ...
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21:23
Ep. 656 - Avoid This Mistake, Unlock Customer Loyalty, with Christine Mitchell
In this episode, my guest is Christine Mitchell—aka The Car Lady— founder of The Car Lady Canada, and we talk about what it really takes to build dealership loyalty, elevate women in automotive, and create a culture that actually stick...
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22:00
Ep. 655 - How to create a Culture that delivers the Brand Promise, with Edwin Frizzell
In this episode, my guest is Edwin Frizzell, Regional Vice President and General Manager at the legendary Fairmont Royal York, and we’re talking about what it really takes to create unforgettable guest experiences, build ...
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20:06
Ep. 654 - What the Top 1% of Dealers Are Doing Differently on Social Media, With Miranda Pyette
In this episode, my guest is Miranda Pyette, founder of Purpose Automotive and one of the sharpest minds in the game when it comes to dealership social strategy.She’s been in the trenches. From hustling newspaper ads to helping dealers m...
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27:50
Ep. 653 - The Hidden Influence of Retail Spaces on Customer Behavior, with Omar Gandhi
In this episode, my guest is Omar Gandhi, founder of Omar Gandhi Architects (OG) and the architectural genius behind Audi Haus.Omar’s firm, Omar Gandhi Architects, has built a reputation for creating spaces that do more tha...
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20:09
Ep. 652 - The #1 Mindset Shift That Will Transform Your Dealership’s Success, with Nick Askew
In this episode, my guest is Nick Askew, CEO of Space Auto— a guy who went from composing music to selling cars to building game-changing tech for dealerships. Yeah, you read that right. His journey proves that creativity, sale...
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29:33
Ep. 651 - From Bank Robber to Car Sales Master, with Luke Lunkenheimer
In this episode, my guest is Luke Lunkenheimer, the President of Paid to Persuade, and let’s just say… his road to success wasn’t exactly a straight line. Before becoming a persuasion expert and sitting at the table with guys like...
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33:35
Ep. 650 - Remembering Jim “Alpha Dawg” Ziegler
In this special episode, I pay tribute to my friend and industry icon, Jim "The Alpha Dawg" Ziegler. If you’ve been in the car business for more than five minutes, you probably know his name—or at the very least, you’ve heard his unmistak...
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39:34
Ep. 649 - The Ultimate Customer Magnet for Dealerships, with John Dwyer
In this episode, my guest is John Dwyer—a marketing enigma known for crafting “way-outside-the-box” customer attraction strategies.John is the brains behind campaigns that have turned entire industries on their heads. He’s the guy...
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24:58
Ep. 648 - How New York’s Largest Auto Group Dominates Social Media, with Brad Gelber
In this episode, my guest is Bradley Gelber—the digital media and content marketing mastermind at West Herr Auto Group, the largest privately-owned dealer group in New York.Now, let me ask you something… Does your dealership’s online pre...
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27:24
Ep. 647 - How to Tap Into the Multi-Billion Dollar Spanish Car Market, with Chance Mayfield
In this episode, my guest is Chance Mayfield, founder of Carfluent - we sit down to talk about how dealerships can better connect with Spanish-speaking buyers, create a seamless customer experience, and ultimately drive more sales.Here’s...
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26:07
Ep. 646 - How to Keep Your Inventory Clean, with Brian Kramer
In this episode, my guest is Brian Kramer, EVP of Dealer Growth & Success at Cars Commerce. Brian has a unique perspective—he’s got eyes on thousands of dealerships, millions of VDPs, and the real numbers behind what’s working (and what’s n...
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27:32
Wait, Where'd The Tariffs Go?!?
Tariffs. Chaos. Panic. The sky is falling! Or… is it?If you’ve been anywhere near the news lately, you’ve seen the headlines. “Tariffs are coming! Businesses are doomed!” And yeah, for a hot minute, it looked like we were in for a wild ...
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16:17
Ep. 645 - Authenticity Sells: Turn Real Stories into Profitable Ads, with Justin Friend
In this episode, my guest is Justin Friend, Senior VP at Dealers United; today, we’re going to talk about why social media is one of the most powerful yet underutilized tools for dealerships looking to sell more cars. Think a...
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27:47
Day 2: NADA Recap (Efficiency)
Today’s recap is comin’ at you straight from the iconic Sazerac House in New Orleans—a legendary spot where the ASOTU More Than Cars party went down last night. (If you missed it, let’s just say the energy was off the charts)But l...
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3:48
Day 1: NADA Recap
Day 1 of NADA unfolded in “interesting” circumstances. Delayed shipments, stranded attendees, and a city adjusting to unexpected weather could have derailed everything. But this industry proved once again that resilience is in its DNA.
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6:11
Ep. 644 - Are EVs For Everyone? With Elena Ciccotelli
In this episode, my guest is Elena Ciccotelli, founder of the EVs for Everyone Podcast, and we’re diving into one of the hottest topics in automotive right now "EVs"We dive into the heart of the EV debate, covering ...
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38:35
Ep. 643 - The $100 Mistake Your Dealership Keeps Making, With Kyle Disher
In this episode, I sit down with Kyle Disher, CEO of RevDojo, to peel back the layers on one of the most overlooked, yet game-changing aspects of the automotive industry: hiring, training, and accountability.Kyle's seen it all—over a dec...
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43:45
Ep. 642 - How to Actually Sell Cars On Social Media, With Robin Wilson
In this episode my guest is Robin Wilson, founder of Social Grenade, we’re diving deep into the messy, weird, and wonderful world of social media for car dealerships—what works, what flops, and how to stop posting inventory photos like y...
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40:42
Ep. 641 - Smart Dealerships Are Winning More with AI Says Maarten Bekkers
If you hear the word “AI” and immediately picture a clunky chatbot throwing out robotic answers like “I’m sorry, Dave, I can’t do that”—you’re in for a wake-up call.In this episode of The Dealer Playbook, I sit down with Maarten Bekkers...
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44:34
Ep. 640 - How AI and Google Are Shaping Dealership Success With Dave Spannhake
Welcome back to The Dealer Playbook Podcast! Today, we’re diving into a conversation that’s been setting the internet on fire: Is AI spelling the end of Google as we know it?I’ve brought in my friend and digital marketi...
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21:21
Ep. 639 - Stop Selling Cars, Start Creating Experiences, With Bob Welby, INFINITI USA
In this episode, I’m sitting down with Bob Welby, Senior Director of Operations at INFINITI USA, to break down how small, thoughtful touches can make a massive impact. (Spoiler: It’s not about throwing money at the problem—it’s ...
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30:19
Ep. 638 - Leads Aren’t the Problem—Your Process Is, with Paul de Vries
In this episode my guest is Paul de Vries—who’s basically the Netherlands’ MVP of automotive processes—joins me to talk about how he’s using AI, automation, and a whole lot of common sense to transform the customer journey. Now let...
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39:00
Ep. 637 - The ROI of Creativity in Dealership Marketing With Nathaniel Greklek
Let me ask you this: have you ever seen The Office and thought, “Man, I wish someone made this...but for car dealerships”? Well, buckle up because that’s exactly what my buddy Nathanael Greklek and his team at Mohawk Auto Group did. Th...
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35:40
What Gratitude Taught Me About Life, Business, and Big Wins
Hey hey, what’s up, DPB Gang? It’s Thanksgiving Day, and I’ve got a little something special for you. First of all, happy Thanksgiving! Can you believe we’ve been on this Dealer Playbook ride together for almost 11 years now? Eleven years! That...
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17:58