Driving Performance

INFINITI’s Comeback: New Products, Clear Vision, Real Opportunity with Tiago Castro of INFINITI Americas

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Tue, 04 Nov 2025 09:50:48 -0500

This special Shifting Gears episode marks the season finale of “Driving Performance.” Tiago Castro, Vice President of INFINITI Americas, joins Jamie Farley and Paul Kechnie to discuss the brand's bold new direction, its renewed dealer momentum, and what's ahead for luxury retail. Tiago shares the behind-the-scenes story of his decision to lead INFINITI's transformation, revealing how he secured global commitment before accepting his role.

Key Takeaways:

00:00 Introduction.

02:14 Executive decisions require clear corporate commitment assurance.

05:11 Premium brands are essential for parent company strength.

09:29 Product launches can successfully ignite brand renaissance momentum.

11:57 Strategic model previews generate anticipation for launches.

17:27 Dealer programs should pass three critical effectiveness tests.

19:30 C-suite attendance demonstrates unprecedented organizational commitment levels.

22:42 High-performance manual transmissions still drive enthusiast appeal.

24:09 A hospitality mindset transforms traditional automotive customer experience.

28:09 Dealer confidence translates directly into franchise expansion interest.

32:24 Long-term investment commitments reassure retail network partners.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Tiago Castro | LinkedIn

https://www.linkedin.com/in/tiago-castro-983a104

INFINITI Americas | LinkedIn

https://www.linkedin.com/company/infinitimotor/

INFINITI Motor Company| Website

https://www.infiniti.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

How the Parts Department Impacts Buy-Sell Deals with Mark Payne of Total Dealer Solutions

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 06 Oct 2025 03:36:07 -0400

We’re joined by Mark J. Payne, President of Total Dealer Solutions. Mark is one of the foremost experts in dealership parts operations, with decades of experience helping dealers prepare for transactions, protect their value, and maximize performance. This is a must-listen for anyone planning to buy or sell a dealership.

Mark’s journey from growing up in dealerships to leading Total Dealer Solutions highlights why parts management is critical to dealership success. He shares practical strategies dealers can implement immediately to ensure smoother transactions, stronger valuations, and long-term profitability.

Key Takeaways:

00:00 Introduction.

02:28 Early lessons from working in his father’s dealership.

06:41 Parts and service form the backbone of the business.

13:44 How dealership sales can be derailed by inventory problems.

19:54 Cycle counting is essential to keep inventory on track.

23:42 Daily downloads keep dealerships running during DMS outages.

28:36 Why “12 months no sale” isn’t always accurate.

32:18 Day supply clauses protect buyers from excess inventory.

37:36 Smarter ways to identify value in obsolete parts.

42:09 Training parts managers requires ongoing, store-specific support.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Mark Payne | LinkedIn

https://www.linkedin.com/in/markjpaynetds/

Total Dealer Solutions | LinkedIn

https://www.linkedin.com/company/total-dealer-solutions/

Total Dealer Solutions | Website

http://totaldealersolutionsinc.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

A Personal Story About Selling Her Store From One of Canada’s Top Hyundai Dealers: Sue Finneron

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 22 Sep 2025 00:00:00 -0400

We’re joined by Sue Finneron, Faculty of the Canadian Dealer Academy and former owner of one of Canada’s most successful Hyundai dealerships. Widely known in the industry as “Super Sue,” she built a powerhouse dealership in British Columbia with a brand and culture that made her a force in automotive retail.

Sue shares candid insights on what it’s like to sell a dealership, protect your team, and step into life after ownership. She opens up about leadership lessons, financial realities, and how to approach one of the biggest transitions of a dealer’s career. For anyone considering a sale, Sue’s journey is filled with wisdom and real-world takeaways that will resonate deeply.

Key Takeaways:

00:00 Introduction.

02:33 Early beginnings in the dealership business and developing a vision for leadership.

04:58 “Super Sue” branding turned the dealership into a household community name.

07:43 The pivotal moment it became clear it was time to sell.

09:20 Facing the fear of life after running a dealership.

10:23 How handling environmental issues early smoothed the sales process.

12:51 The emotional impact of closing day and walking away for the last time.

13:43 Post-sale realities: years of legal, accounting, and company wind-downs.

20:01 Lessons on working on the business instead of just in it.

23:48 Financial and emotional preparation for life without a steady dealership paycheck.

27:13 The four big things you need when you’re ready to sell.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Sue Finneron | LinkedIn

https://www.linkedin.com/in/sue-finneron-16704b23/?originalSubdomain=ca

Automotive Business School of Canada | LinkedIn

https://www.linkedin.com/school/automotive-business-school-of-canada/

Automotive Business School of Canada | Website

https://www.georgiancollege.ca/academics/academic-areas/automotive-business/automotive-business-school-of-canada/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Why AICPA Matters: Supporting Dealers and CPAs, Plus a Look at the October Conference with Jimmy Robinson

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 08 Sep 2025 07:57:06 -0400

We’re joined by Jimmy Robinson, Chairman of the AICPA Committee, and Partner at Performance Brokerage Services in the Southeast Office. In this episode we sit down with Jimmy to explore his unique perspective as both an industry CFO and leader of one of the most influential organizations shaping dealership accounting, financial practices, and professional development.

Listeners will hear why AICPA matters not only to CPAs but also to dealers, how the organization helps the industry stay ahead of changes in tax law, accounting standards, and valuations, and why its annual dealership conference has become a must-attend event for financial leaders and dealers alike. Jimmy also reflects on the value of peer networks, the changing landscape of goodwill in valuations, and how dealers can better collaborate with their CPAs to strengthen their businesses.

AICPA Dealership Conference is scheduled for October 20-October 21, 2025 at the JW Marriott in Indianapolis, IN.

Link to register:

https://www.aicpa-cima.com/cpe-learning/conference/aicpa-dealership-conference

Key Takeaways:

00:00 Introduction.

02:55 The AICPA dealership conference was established in 1994 for automotive financial professionals.

06:30 How the first industry CFO chairman entered the automotive industry.

09:21 Peer groups are essential when dealership CFOs have nobody else.

12:45 Private equity retail automotive panel addresses new industry trends.

15:15 Post-COVID goodwill valuation focuses on return on investment.

18:12 Buy/sell market session emphasizes average dealer actionable tools.

21:00 Easy involvement through CFO panels sharing day-to-day experiences.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Jimmy Robinson | LinkedIn

https://www.linkedin.com/in/jimmy-robinson-304512103/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

The Third Path in Dealership M&A with Tim Batchelor of Open Road Capital

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 25 Aug 2025 06:25:02 -0400

When it comes to dealership growth, succession, and legacy preservation, few voices bring the depth of insight and experience found here. Tim Batchelor, Co-Founder and Managing Director of Open Road Capital, reveals innovative strategies that give dealers more options than ever before. From unlocking capital without losing control to turning real estate challenges into multimillion-dollar opportunities, this episode delivers strategies, stories, and solutions that every dealer should hear.

Key Takeaways:

00:00 Introduction.

02:41 Partnerships can be customized to meet unique dealer and family needs.

06:17 Early resistance from manufacturers and private equity shaped a better model.

09:52 Partial liquidity with rollover equity can increase returns and diversification.

13:19 Strategic partnerships can expand operations without additional personal investment.

17:04 Honesty, ethics, and operational excellence are essential in strong partnerships.

21:35 Many dealers remain unaware of flexible capital partnership opportunities.

23:23 Succession planning should go beyond the binary choice to sell or keep.

28:23 Creative real estate strategies can turn costly projects into major value gains.

31:35 Outdated three-year average formulas can cause dealers to overpay for acquisitions.

37:44 Backing top operators can strengthen dealership networks and manufacturer relationships.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Tim Batchelor | LinkedIn

https://www.linkedin.com/in/tim-batchelor-9610853/

Open Road Capital | LinkedIn

https://www.linkedin.com/company/open-road-capital/

Open Road Capital | Website

https://openroadcapital.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Beyond the Balance Sheet: Planning Smarter for the Next Big Decision with Travis Horton of HHM CPAs

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 11 Aug 2025 22:21:00 -0400

We’re joined by Travis Horton, Partner at HHM CPAs, a top 100 CPA and advisory firm. Travis leads the firm’s dealership services group, helping dealers prepare for transitions with financial clarity and proactive planning. In this conversation, he shares his perspective on estate planning, lending challenges, and how dealerships can prepare their financials to maximize value during a transaction.

Key Takeaways:

(00:00) Introduction.

(03:13) Dealers benefit from the estate planning extension allowing $15 million per taxpayer.

(05:50) Manufacturers are increasingly flexible in approving future ownership plans.

(08:57) Dealers should have plans in place now to protect families from sudden changes.

(13:07) Lower valuations present a timely opportunity for gifting and succession planning.

(18:38) Clean financial statements are critical to secure bank financing for buyers.

(24:05) Lending challenges are reshaping how buyers approach financing today.

(26:00) Strong lender relationships and proactive communication are key to success.

(30:20) Buyers should focus on recent performance and build realistic pro formas.

(34:37) Real estate costs are now significantly influencing dealership valuations.

(41:46) A proactive legal and accounting team helps dealers stay ahead.

Resources Mentioned:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Travis Horton | LinkedIn

https://www.linkedin.com/in/travis-horton-cpa-mba-73726b31/

HHM CPAs | LinkedIn

https://www.linkedin.com/company/hhmcpas/

HHM CPAs | Website

https://www.hhmcpas.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

The Franchise Defender: How FADA’s Ted Smith Fights for Dealers and Why It Matters to You

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 28 Jul 2025 08:06:48 -0400

Ted Smith, President of the Florida Automobile Dealers Association, joins us for a candid conversation about what it really takes to protect the franchise system in today’s landscape. From OEM overreach to policy threats, Ted breaks down how FADA is proactively fighting for dealers through legislation, litigation, and constant advocacy.

We discuss why dealer engagement at the state level is more critical than ever, how direct-to-consumer models and tariffs could impact dealership value, and why the franchise system remains essential to a competitive, consumer-friendly market. Whether you’re looking to grow, sell, or simply protect what you’ve built — this episode is packed with insights you won’t want to miss.

Key Takeaways:

(03:38) Associations play a critical role in dealer advocacy and communication.

(06:45) The direct-to-consumer model poses real risks to the franchise system.

(08:33) Factory-owned trade-ins show the pitfalls of bypassing local dealers.

(09:43) Legislators recognize the long-term investments dealers make in their markets.

(12:27) A pro-business regulatory environment supports franchise growth and stability.

(15:02) Tariffs create unpredictable pricing pressures across OEMs and dealerships.

(17:40) Franchise dealers show resilience through economic and operational disruptions.

(21:02) Diverse leadership brings stronger community engagement and new perspectives.

(25:57) Franchise law enforcement remains a critical gap at the state level.

(30:56) Strategic involvement often surprises new board members during their first year.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Ted Smith | LinkedIn

https://www.linkedin.com/in/ted-smith-9ab26632/

Florida Automobile Dealers Association | LinkedIn

https://www.linkedin.com/company/florida-automobile-dealers-association/

Florida Automobile Dealers Association | Website

https://www.flada.org/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Don’t Overlook the Dirt: What Dealers Need To Know About Real Estate Value with Stephen Kay of Cushman & Wakefield

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 07 Jul 2025 04:00:00 -0400

As an expert who’s been valuing dealership properties for more than 30 years, Stephen Kay of Cushman & Wakefield understands the often-overlooked impact of real estate on deal structure and business value. In this conversation, he outlines the most common missteps dealers make when preparing for a sale and shares strategies for mitigating risk, protecting cash flow, and maximizing value.

Key Takeaways:

(05:25) The biggest mistake dealers make is negotiating business and real estate separately.

(06:58) Real estate should be evaluated first to model rent and business cash flow accurately.

(09:39) Image compliance can require major investment — even if the building is new.

(11:52) Holding real estate post-sale? Plan for a minimum 10-year lease term.

(14:34) As leases mature, tenants gain leverage and may push landlords into unfavorable terms.

(17:16) A phase 1 environmental assessment can prevent delays and failed closings.

(21:20) Overvalued expectations for non-compliant facilities can derail a deal late in the process.

(23:47) Dealers often don’t realize how much of their wealth is tied to a single real estate asset.

(32:34) Explore land use changes that could increase property value beyond dealership operations.

Resources Mentioned:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Stephen Kay | LinkedIn

https://www.linkedin.com/in/stephen-kay-mai-4a389b7/

Cushman & Wakefield | LinkedIn

https://www.linkedin.com/company/cushman-&-wakefield/

Cushman & Wakefield | Website

https://www.cushmanwakefield.com

Thanks for listening to Driving Performance. If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Understanding Reinsurance on a Whole New Level with Jeff Alpert of Composition Wealth

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 23 Jun 2025 07:35:44 -0400

Reinsurance is one of the most powerful — and misunderstood — tools in a dealer’s toolbox. Jeff Alpert, Partner at Composition Wealth, breaks down what reinsurance really is, how it works, and how smart dealers are using it to build wealth, improve cash flow, and even fund acquisitions. Whether you're new to reinsurance or already in a program, this episode will help you understand it on a whole new level and spot opportunities you might be missing.

Key Takeaways:

(04:03) Many dealers miss out on reinsurance profits due to a lack of education and industry complexity.

(06:06) Dealers invest premiums and earn returns before claims are paid.

(07:45) Understanding reinsurance math is crucial, yet many dealers lack the knowledge.

(11:03) Reviewing reports and claims data helps spot risks and improve programs.

(13:02) Mistrust and negative experiences keep some dealers from reinsurance benefits.

(19:14) Top dealers leverage expert advisors and incentivize staff for better results.

(22:05) Reinsurance can be used for estate planning and generational wealth transfer.

(25:44) Dealers deserve partners who prioritize guidance, not just asset management.

(28:59) Loss ratios often spike post-sale as buyers maximize existing warranties.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Jeff Alpert | LinkedIn

https://www.linkedin.com/in/jeffalpert/

Composition Wealth | LinkedIn

https://www.linkedin.com/company/composition-wealth-1/

Composition Wealth | Website

https://composition.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Inside NAMAD’s Vision and Preview of the Upcoming 2025 Conference in Las Vegas with Perry Watson IV

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 02 Jun 2025 04:12:30 -0400

Perry Watson IV, President of the National Association of Minority Automobile Dealers (NAMAD), joins us to discuss the state of minority dealership ownership, the power of partnerships, and the future of inclusion in automotive. Perry shares the legacy of NAMAD’s founders and how the organization is empowering the next generation of dealers through training, advocacy, and innovation.

Key Takeaways:

(04:03) Industry training aims to produce top-performing dealership operators.

(07:05) High blue-sky costs require creative financing solutions.

(10:28) Showcasing real-world benefits of inclusive economics.

(12:23) Inclusive events turn dealerships into trusted spaces.

(15:31) Training moves participants from siloed to strategic thinkers.

(19:42) Long-term partnerships often start at industry events.

(21:12) The right candidates deserve access, not capital roadblocks.

(25:11) AI continues to drive strong industry interest.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Perry Watson | LinkedIn

https://www.linkedin.com/in/perry-watson-iv-0b045112/

NAMAD | LinkedIn

https://www.linkedin.com/company/national-association-of-minority-automobile-dealers-namad-/

NAMAD | Website

https://namad.org/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

How the Right M&A Attorney Gets You to the Finish Line with Monica Hoenshell of Calvert Law Firm

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 19 May 2025 08:35:55 -0400

We are joined by Monica Hoenshell of Calvert Law Firm, a seasoned buy-sell attorney, for an expert look at the legal side of automotive dealership transactions. Monica shares what makes every deal unique, why a tailored approach is critical, and how to avoid the common pitfalls that can derail closings. From the importance of specialized legal counsel to best practices for negotiation and closing, Monica’s insights are essential for anyone buying or selling a dealership.

Key Takeaways:

(02:44) Monica’s background and 20+ years of automotive buy-sell experience.

(04:01) There is no one-size-fits-all contract — every deal is unique.

(05:41) The importance of attorney involvement before signing a Letter of Intent.

(08:38) Post-closing access and rights to customer information are often overlooked clauses.

(13:30) Right of first refusal, what’s changed and how to mitigate the risk.

(17:09) How to choose the right buy-sell attorney and red flags to avoid.

(23:17) Why direct calls help resolve small negotiation issues quickly.

(25:54) How changing regulations and tariffs are impacting dealership valuations.

(26:30) The role and right size of earnest money in protecting deals.

(29:20) Closing day challenges: inventory reconciliation and timing.

(34:00) Monica’s top advice: commit fully, move quickly, and keep everyone available because time kills deals.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Monica Hoenshell | LinkedIn

https://www.linkedin.com/in/monica-hoenshell-17138120/

Calvert Law Firm | Website

https://calvertlaw.com

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Represent the Brand. Grow the People. Serve the Guest. Inside Baxter Auto with Mickey Anderson

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 05 May 2025 06:00:00 -0400

We’re joined by Mickey Anderson, President and CEO of Baxter Auto Group, a family-owned business with 20 dealerships across multiple states. Mickey shares candid insights on building a legacy, the power of people-first leadership, navigating acquisitions and divestitures, and the future of automotive retail. From honoring his father’s vision to championing digital transformation and government advocacy, Mickey offers practical lessons for dealers looking to grow with purpose and integrity.

Key Takeaways:

(02:44) Carrying forward a family legacy and the story behind Baxter Auto Group’s origins.

(08:12) Hiring for mindset and values over skills, and building teams that care about the community.

(11:09) Onboarding and quarterly “GPS” check-ins to support employee growth and alignment.

(15:18) Divesting stores that no longer match the group’s values or market conditions.

(17:03) Advocating for dealers and consumers on Capitol Hill, including legal action on EV mandates.

(20:09) Embracing digital retailing and AI to improve the customer experience and streamline operations.

(24:00) Promoting from within — the journey of a bike mechanic to general manager in under six years.

(26:21) Focusing on leadership development and building a legacy of operational excellence.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Mickey Anderson | LinkedIn

https://www.linkedin.com/in/mickey-anderson-a9279380/

Baxter Auto Group | LinkedIn

https://www.linkedin.com/company/baxterauto/

Baxter Auto Group | Website

https://www.baxterauto.com

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

From Subway Restaurant Worker to Dealership Owner with Vikas Mehandroo of Aaron Automotive Group

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 21 Apr 2025 03:36:11 -0400

We’re joined by Vikas Mehandroo, Dealer Principal of Aaron Automotive Group. Vikas shares his inspiring journey from working at a Subway restaurant to owning multiple car dealerships. He discusses the importance of taking risks, building a legacy and the value of people in his business approach.

Key Takeaways:

(02:45) Leaving a stable job for entrepreneurship.

(06:33) Balancing risk with long-term vision.

(10:15) The role of family in business decisions.

(12:30) Building a strong team through training.

(16:20) Human capital is key to success.

(18:55) Every deal presents new challenges.

(21:10) Importance of aligning with the right mentors.

(25:40) Creating a legacy with integrity.

Resources Mentioned:

Vikas Mehandroo

https://www.linkedin.com/in/mehandroo-vikas-15991810/

Aaron Automotive Group

https://www.aaronautomotivegroup.com/

Automotive News

https://www.autonews.com/

National Automobile Dealers Association (NADA)

https://www.nada.org/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Inside the Metrics that Matter to OEMs with Greg Gilmore of The Apex Group, Inc.

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 07 Apr 2025 07:53:00 -0400

We’re joined by Greg Gilmore, President and CEO of The Apex Group, Inc., to discuss the complexities of navigating OEM application processes for dealership acquisitions. Greg shares insights on what manufacturers look for in buyers, common roadblocks and strategies to streamline the approval process.

Key Takeaways:

(02:18) Apex simplifies complex manufacturer paperwork for dealership buyers.

(03:19) Seasoned buyers face fewer roadblocks than first-time buyers.

(07:47) The importance of retention in the automotive industry.

(09:05) OEMs calculate working capital based on planning volume.

(12:43) Buyers should prepare for thorough source-of-funds reviews.

(16:54) Consistency across all documents is crucial for application success.

(20:51) Dealers should submit documents in pieces to avoid delays.

(23:05) Work on the floor plan alongside the manufacturer process.

(26:33) Partnering with an experienced general manager is a strong start.

(28:46) Automotive attorneys are invaluable for structuring agreements.

(30:18) Proprietary systems enhance document security and accessibility.

Resources Mentioned:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Greg Gilmore | LinkedIn

https://www.linkedin.com/in/greg-gilmore-033a922/

The Apex Group, Inc. | Website

https://apexgroup.net/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

The Path to Becoming TIME Dealer of the Year with Rita Case of Rick Case Automotive Group

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 17 Mar 2025 00:10:00 -0400

Rita Case grew up in the automotive business, working in her family’s Honda dealership before taking on a leadership role in the industry. As President and CEO of Rick Case Automotive Group, she has built a $2 billion, multi-state dealership network, earning recognition as the 2024 TIME Dealer of the Year. In this episode, Rita shares insights on business strategy, leadership, and breaking barriers in a male-dominated industry.

Key Takeaways:

(02:31) Growing up in a family-owned dealership and learning the business.

(06:09) Challenging industry norms as one of the first female auto dealers.

(10:06) The strategy behind expanding through emerging auto brands.

(12:04) Using “Dare To Compare” to win customers and build trust.

(15:59) The importance of leadership, people, and company culture.

(22:05) Why the auto industry remains challenging for women.

(25:48) Women supporting women is helping break barriers in the automotive world.

(32:21) The impact of philanthropy and community engagement.

(37:09) Being named TIME Dealer of the Year and what it means.

(41:14) Why knowing and supporting employees is key to long-term success.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Rita Case | LinkedIn

https://www.linkedin.com/in/rickcasegroup/

Rick Case Automotive Group | LinkedIn

https://www.linkedin.com/company/rick-case-automotive-group/

Rick Case Automotive Group | Website

https://rickcase.com

Our Customers, Our Friends by Rick Case and Brooke Bates | Book

https://www.amazon.com/Our-Customers-Friends-Community-Hardcover/dp/B010CLZDDK

Boys & Girls Clubs of Broward County | Website

https://bgcbc.org

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Riding the Industry’s Biggest Shifts: EVs, AI, and Dealership Growth with Rob Cochran, Chairman & CEO of #1 Cochran Automotive and NADA Vice Chairman

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 03 Mar 2025 05:59:40 -0500

On this episode, we sit down with Rob Cochran, Chairman and CEO of #1 Cochran Automotive, to discuss his leadership journey and the strategic growth of his dealership group. Rob also shares insights on the future of the industry as the newly appointed Vice Chairman of NADA for 2025, including the challenges posed by electric vehicles, technology, and global uncertainties. Tune in for a candid conversation on dealership growth, leadership, and navigating industry shifts with purpose.

Key Takeaways:

(02:14) Rob’s journey to becoming Vice Chairman of NADA for 2025.

(03:47) Why #1 Cochran never pursued size for the sake of size.

(06:32) The challenges involved in taking over the family business.

(11:22) How EVs, AI, and digital transformation are reshaping auto retail.

(16:30) How focusing on the human aspect drives team member retention.

(18:32) Being authentic to yourself is vital in leadership.

(22:50) Choose the best expansion strategy for your organization.

(27:01) Generational leadership keeps the automotive industry grounded and strong.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Rob Cochran | LinkedIn

https://www.linkedin.com/in/rob-cochran-33672841/

#1 Cochran Automotive | LinkedIn

https://www.linkedin.com/company/numberonecochran/

#1 Cochran Automotive | Website

https://www.cochran.com

Thanks for listening to Driving Performance. If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

The Road to Dealership Ownership: Insider Tips From Jason Lumpkin and Connor Duncan of Live Oak Bank

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 17 Feb 2025 02:37:00 -0500

On this episode, we’re joined by Jason Lumpkin, Senior Vice President of Auto Dealerships, and Connor Duncan, Vice President of Auto Dealerships at Live Oak Bank — leaders in dealership financing. Jason and Connor share their expertise in SBA loans, floor plan lending, and how their tailored financing solutions help both aspiring and established dealers achieve their business goals.

Key Takeaways:

(03:47) Live Oak Bank is the largest SBA lender, with $350M funded in dealership loans.

(06:27) Education is critical to making SBA loans accessible in the franchise

automotive space.

(11:58) Live Oak focuses on income statements, not just balance sheets, for financing decisions.

(14:25) OEM flexibility on debt-to-equity requirements varies; some brands allow exceptions for the right operator and store.

(21:22) SBA loans provide 10- to 25-year terms and up to 90% leverage, easing cash flow concerns.

(25:42) Floor plan lenders often require significant equity injections, adding challenges to smaller deals and new buyers.

(30:32) Floor plan lending has become a significant challenge, requiring early focus in deal planning.

(34:17) Projection-based deals can unlock underperforming stores with significant growth potential.

(44:12) First-time buyers benefit from building a strong support team, including brokers and attorneys.

(49:15) Discipline and defining a clear buy box are crucial for dealership acquisition success.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Jason Lumpkin | LinkedIn

https://www.linkedin.com/in/jason-lumpkin-571bb218/

Connor Duncan | LinkedIn

https://www.linkedin.com/in/connorduncan/

Live Oak Bank | LinkedIn

https://www.linkedin.com/company/live-oak-bank/

Live Oak Bank | Website

https://www.liveoakbank.com

SBA Loan Program

https://www.sba.gov/funding-programs/loans

National Automobile Dealers Association (NADA)

https://www.sba.gov/funding-programs/loans

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Vision and Strategy Meet Gut Instinct: Building a Multi-State Dealer Network with Gregg Young and Alex Morton of Gregg Young Automotive Group

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 03 Feb 2025 04:57:00 -0500

We’re joined by Gregg Young, Owner and President of Gregg Young Automotive Group, and Alex Morton, their Chief Financial Officer. They share their experiences on growing a multi-state dealership network, the challenges of leadership and the importance of building a strong culture across all locations.

Key Takeaways:

(02:26) Gregg’s journey from selling used cars to owning dealerships.

(06:57) Moving operations to better locations and growing the business.

(13:06) Culture starts at the top and drives success in each store.

(17:03) Smaller models help drive service business growth.

(24:33) Finding the right people to lead stores is crucial for growth.

(27:45) Expansion success relies on strong local leadership.

(32:15) EOS system boosts efficiency and drives growth across locations.

(36:02) Over-communication and confidentiality are key during deal closures.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Gregg Young | LinkedIn

https://www.linkedin.com/in/gregg-young-7416b311/

Alex Morton | LinkedIn

https://www.linkedin.com/in/alex-morton-cpa-1908901b/

Gregg Young Automotive Group | LinkedIn

https://www.linkedin.com/company/gregg-young-auto-group/

Thanks for listening to Driving Performance. If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

The Power of Decentralized Leadership with Joe and Matt Serra of Serra Automotive

perform.officialpodcast@gmail.com (Performance Brokerage Services) — Mon, 20 Jan 2025 02:12:00 -0500

In this episode, we’re joined by Serra Automotive’s Chairman, Joe Serra, and President, Matt Serra, who share their insights into leadership based on a blend of family values and professional focus. They discuss the importance of empowering partners, fostering autonomy and creating growth opportunities across their dealership network.

Key Takeaways:

(02:10) A start in Chevy sales grew into a successful automotive business.

(04:02) Valuing people and leading by example lead to strong foundations.

(06:22) Choosing a career you love and focusing on people leads to success.

(08:43) Making tough succession decisions early for stability and clarity.

(12:04) Vision is driven by empowering others, not by sales targets or rank.

(13:50) Autonomy attracts top talent, drives growth and fuels sustainability.

(16:25) True decentralization empowers partners to lead while supporting collaboration.

(19:56) A flexible growth model allows expansion into any market with the right partner.

(25:26) Focus on talent, top technicians and exceptional problem-solving.

(27:27) High dealership values drive smart franchise choices and financing.

(29:53) Ideal stores are high-volume, well-performing and in key markets.

Additional Resources:

Driving Performance | Website

https://performancebrokerageservices.com/driving-performance-podcast/

Performance Brokerage Services | Website

https://performancebrokerageservices.com/

Performance Brokerage Services | LinkedIn

https://www.linkedin.com/company/performance-brokerage-services

Joe Serra | Linkedin

https://www.linkedin.com/in/joe-serra-3a48409/

Matt Serra | Linkedin

https://www.linkedin.com/in/matt-serra/

Serra Automotive | LinkedIn

https://www.linkedin.com/company/serrausa/

Serra Automotive | Website

https://www.serrausa.com/

Thanks for listening to “Driving Performance.” If you enjoyed this episode, please leave a 5-star review, and be sure to subscribe so you never miss any insightful conversations.

#AutomotiveDealershipBrokers #CarDealership #AutomotiveIndustry

Welcome to the Driving Performance Podcast

perform.officialpodcast@gmail.com (PERFORM) — Fri, 04 Oct 2024 11:50:50 -0400

Welcome to the Driving Performance Podcast, your go-to podcast for unmatched expertise in the world of buying and selling an automotive dealership.

Join our hosts Jamie Farley and Paul Kechnie as they sit down with industry experts and thought leaders who provide invaluable information from their personal experiences.

Our 3 unique series include:

Shifting Gears: Preparing for a life transition
Behind the Deal: A behind the scenes look at closed transactions
The Dealer’s Journey: Inspirational and motivating stories from your dealer peers

If you’re looking to gain real-time and relevant insight from the trenches of the buy-sell market, this is the show for you.