Car Dealership Guy Podcast

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DLRdmv – Dealers, are you still stuck using outdated interstate titling methods?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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Show less

Stuart Hayim spent 20 years selling $3 handmade rugs before he ever owned a dealership, and a Walmart buyer who asked for a 50-cent discount in exchange for a bigger order taught him the lesson that built his dealer group.

He walks through how that deal grew from 1 million rugs to 2.5 million, and argues that the best deals in the car business are the ones where the dealer, the customer, and the employees all walk away ahead, instead of a tug of war where one side wins and the other loses.

Stuart Hayim is the Owner of Experience Auto Group, where he runs Ferrari stores in Fort Lauderdale and the newly opened Boca Raton.

He came into the car business late, landing his first Mercedes store in Massapequa, New York in 2004 after a two-year campaign for a new factory point, and went on to represent Ferrari, Maserati, Porsche, Volvo and Rolls-Royce.

A cancer survivor and multi-time powerboat world champion, he speaks candidly at 79 about the deals he won, the deal he gave away, and the store he wishes he never sold.

Topics:

00:00 He Was Shipping 30,000 Rugs A Day.

09:05 Pull Your Belt In, I'll Pull Mine.

10:50 Eight Slices, Just A Bigger Pizza.

21:00 Bowed Out Of A Deal, Got It Back.

24:50 Selling Mercedes Was His Biggest Mistake.

31:45 Bought Department Store Lists For Test Drives.

51:20 More Demand Than Supply Ends The Grind.

This episode is brought to you by:

1. Podium — Podium is the AI platform trusted by 1 in 4 dealerships. Visit @ here to learn more.

2. CLERQ - Clerq's instant bank payment solution modernizes down payments, deposits, and other large transactions and reduces risk. Visit @ here to learn more.

3. OPENLANE - The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. Learn more @ here.

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Today's show features:

- Drew Cullen, General Manager at Terry Cullen Chevrolet

- Omar Mohammad, CEO at Nomad Content Studio

- Benjamin Cartaya, General Manager at Kunes Hyundai of Sycamore

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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Today's show features:

- Eddie Palomba, Parts and Service Director at McGovern Automotive

- Chris Wood, VP Client Strategy (Automotive) at LocalIQ/USA Today

- Andrew Batenhorst, Body Shop Manager at Pacific BMW

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.

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