Car Dealership Guy Podcast

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.

Ben explains why Upstart evaluates 280 data points beyond the credit score, including income stability, deal structure, and loan-to-value, and why a buyer carrying negative equity with great credit can be a bigger risk than a first-time buyer with a strong job.

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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Today's show features:

- Kenneth Criscione, Finance Manager at Harte Auto Group

- Rich Stazzone, Director of Business Development at Highstreet Automotive

- Mike Keese, Agency President at Highstreet Automotive

- Dana Wines, Director of Training at WE Auto

- Valerie Niedermeier, Director of Community Relations at WE Auto

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.

Highstreet Automotive – Highstreet Automotive specializes in insurance solutions for automotive dealerships, working with operators across the country to help manage risk, control costs and protect long-term profitability. Explore solutions at https://carguymedia.com/432QKkG

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Today I'm joined by Marcello Sciarrino, Co-Owner at Island Auto Group.

Marcello runs 20 stores across New York and New Jersey — the 37th largest business in New York State, ahead of the Yankees and the Giants — and he watched peers go from 3 stores to 12 overnight while he and his partners sat on their hands.

He breaks down the math trap killing over-leveraged dealers, why brokers in the New York market are secretly extracting thousands per deal at the consumer's expense, and why his next big bet isn't more acquisitions — it's 70 to 100 new service bays in the next 12 months.

Topics:

01:20 Why Overexpansion Crushes Bad Dealers.

02:20 The 60,000-Square-Foot Toyota Bet.

03:50 The 12x Multiple You Cannot Afford.

06:30 The Three-Person Boardroom.

07:20 Why You Buy the Person, Not the Store.

14:00 The $7,500 Broker Fee That Kills Consumers.

19:40 Why Toyota Might Finally Enforce the Rules.

26:30 The $3,000 Down Payment Lie.

27:50 The Carvana Lesson Dealers Ignore.

32:20 Why New York Is Losing the Rich.

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. Wikimotive - Wikimotive delivers organic and paid search solutions to hundreds of dealerships from rural rooftops to multiple top-5 national dealers. Visit @ here for more info.

3. CDG Circles – A digital peer group for top auto dealers. Join dealers representing 3,000+ rooftops @ here.

Check out Car Dealership Guy’s stuff:

For dealers:

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Today's show features:

- Manny Sedano, Dealer Principal at Sedano Chevy and Sedano Ford

- Andrew Sweet, CEO of SelectFI

- Chris Taylor, Owner of Certified Auto Brokers

- Katie Lamphere, Founder of Veterans in Automotive

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.

SelectFI – SelectFI helps you quote accurately, submit once, reduce compliance risk, and move deals through F&I dramatically faster — without increasing friction for your customers. Book a demo or meet us at NIADA 2026 at https://go.selectfi.com/niada-2026

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/

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Today's show features:

- Spencer Nicholson, Fixed Operations Director at Stuckey Automotive

- Xavier Rivera, Service Director at Greenacres Nissan & I-95 Nissan

This episode is brought to you by:

Zurich – Zurich helps dealers operate with clarity, confidence and certainty — driving stronger performance today while protecting long‑term value. From proven F&I processes and insights‑driven training to income‑generating programs, profit participation, and risk management solutions, Zurich is built to help dealers win now — and build for what’s next. Discover more at: https://carguymedia.com/4wxv8dz

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