Dealer News Today Podcasts

Dealer News Today

A collaboration between the Dave Cantin Group and Cox Automotive, Dealer News Today creates content and information for dealers in the automotive industry. The information they need today and insights for tomorrow. Our content is exclusive and our podcasts feature automotive industry powerhouses from around the globe giving master-class advice to dealerships.

Start Here
“The process has to improve” || Kevin Tynan, Global Director of Automotive Research, Bloomberg Intelligence
1w ago
“The process has to improve” || Kevin Tynan, Global Director of Automotive Research, Bloomberg Intelligence
A trusted voice in automotive analysis and one of the original team members at Bloomberg Intelligence, Kevin Tynan has over 20 years of experience in his field. He is a lifelong gearhead who installed a lift in his garage to work on cars, a multi-time award winner for predictive accuracy from organizations such as Forbes and the Financial Times, and incidentally a member of the St. Anselm College Athletic Hall of Fame.In this episode, Kevin talks to Derek D about the unusual way he got his first position in automotive industry research, the ways in which auto manufacturers are still in full control despite supply chain issues, and why he sees the pandemic-related effects on the auto industry as simply an equalization of supply and demand. Plus, he discusses why wanting to go back to pre-pandemic inventory levels is a dangerous wish, who is the sharpest negotiator in his family, and more.Kevin TynanEpisode Highlights:How Kevin saw the signs of GM’s mid-2000s bankruptcy early, and the famous author who invited him to lunch to talk about itA balanced look at charging over MSRP for new vehiclesWhat factors are affecting both supply and demand at the dealership level, including a deep dive into post-pandemic conditionsWhy higher inventory levels may be possible for used vehicles, but not new ones“The parties that are pulling the strings - basically in the form of supply - don’t want it to go back.”— Kevin Tynan|| Dealer News Today is a DCG Media production
“The process has to improve” || Kevin Tynan, Global Director of Automotive Research, Bloomberg Intelligence
1w ago
“The process has to improve” || Kevin Tynan, Global Director of Automotive Research, Bloomberg Intelligence
A trusted voice in automotive analysis and one of the original team members at Bloomberg Intelligence, Kevin Tynan has over 20 years of experience in his field. He is a lifelong gearhead who installed a lift in his garage to work on cars, a multi-time award winner for predictive accuracy from organizations such as Forbes and the Financial Times, and incidentally a member of the St. Anselm College Athletic Hall of Fame.In this episode, Kevin talks to Derek D about the unusual way he got his first position in automotive industry research, the ways in which auto manufacturers are still in full control despite supply chain issues, and why he sees the pandemic-related effects on the auto industry as simply an equalization of supply and demand. Plus, he discusses why wanting to go back to pre-pandemic inventory levels is a dangerous wish, who is the sharpest negotiator in his family, and more.Kevin TynanEpisode Highlights:How Kevin saw the signs of GM’s mid-2000s bankruptcy early, and the famous author who invited him to lunch to talk about itA balanced look at charging over MSRP for new vehiclesWhat factors are affecting both supply and demand at the dealership level, including a deep dive into post-pandemic conditionsWhy higher inventory levels may be possible for used vehicles, but not new ones“The parties that are pulling the strings - basically in the form of supply - don’t want it to go back.”— Kevin Tynan|| Dealer News Today is a DCG Media production
“There’s a lot of money out there even today” || Charlie Chesbrough, Senior Economist, Cox Automotive
Sep 20 2022
“There’s a lot of money out there even today” || Charlie Chesbrough, Senior Economist, Cox Automotive
It’s no exaggeration to say Charlie Chesbrough is one of the top minds in automotive economic analysis. Michigan born and bred, Charlie intimately knows the US auto industry as well as the international outlook from companies abroad, with 20 years of experience in his field. He has been recognized many times for his predictive accuracy and is active in industry organizations such as the Detroit Association for Business Economics.On this episode, Charlie talks with our host Derek D about the ways in which Cox Automotive is uniquely positioned to analyze a wealth of data, why he’s no fan of strategies that involve pricing over MSRP, and why the microchip shortage is just one facet of a much larger supply chain issue. Plus, he discusses pricing discipline (and why it’ll be key in the near future), how long the auto industry can maintain a seller’s market, and more.Charlie Chesbrough | Cox AutomotiveEpisode Highlights:Why the brands that are coping the best with the chip shortage have shifted in the past year-plusThe ways in which franchised, multi-point dealers are able to leverage the current market better than independent dealersThe shared plans of the Biden administration and major domestic car makers to shift the supply chain long-termHow economic growth could combine with scrapping percentages to form a huge demand spike in the used car market“When we really saw the inventory situation get substantially worse, the inventory saw itself with empty dealer lots… as a result of that, we’ve seen that the margins have strengthened dramatically, both for dealers and the manufacturers themselves. Although COVID was a huge crisis, it has presented an opportunity for the industry to become lean and mean.”— Charlie Chesbrough|| Dealer News Today is a DCG Media production
“There are headwinds to affordability” || Itay Michaeli, Head of Global Auto, Citi Research
Sep 13 2022
“There are headwinds to affordability” || Itay Michaeli, Head of Global Auto, Citi Research
Itay Michaeli is a real citizen of the world, having been born in Israel and moving with his family to the US when he was 6, and now focusing his expertise on automotive companies around the globe. Itay, an NYU alum, has been in the field of investment analysis right since he graduated from college, and has earned many accolades over the past two decades of his career, including previous #1 rankings in the Starmine awards and the Thomson Reuters stock picking accuracy awards.On this episode, Itay joins Derek D to discuss the broad appeal of current automotive technologies, taking into account macroeconomic and cyclical perspectives, the reasons automotive company valuations have historically been lower than other major industrial sectors, and the elements of creativity in analysis. He also talks about seeing the automotive industry from multiple vantage points, the role of de-urbanization in creating demand for cars, and more.Itay MichaeliEpisode Highlights:The single best metric to follow to determine automotive industry demandThe technology that could be more disruptive to the auto business than EVs and other alternative fuelsItay’s prediction for the rate of EV adoption by 2030Why the United State has lagged behind the rest of the world in terms of electric cars - and the reason that could easily change“The battle the next ten-plus years is not just about market share, but who’s able to capture a far-greater share of the lifetime revenue of a vehicle that, today, is not really available to the automaker.” — Itay Michaeli|| Dealer News Today is a DCG Media production
“I learn a lot more about this industry every day” || Cynthia Caine, Head of Commercial Auto, Wells Fargo
Sep 6 2022
“I learn a lot more about this industry every day” || Cynthia Caine, Head of Commercial Auto, Wells Fargo
To say that Cynthia Caine has a keen mind for finance is an understatement. She has spent her whole career in this field, serving both the automotive industry and a diverse range of other clients. She joined Wells Fargo in 2016, where she led efforts to retain and grow manufacturer programs in the Distribution Finance division, eventually taking over as the head of a 200-person Commercial Auto team. Her division now manages over 750 franchised auto dealership clients.On this episode, Cynthia discusses the reason that lending to photocopier dealers is not very different from taking on automotive clients, the ways in which Wells Fargo has shifted gears over the past two years, and why - and when - she believes the current inventory shortage will turn around in a big way. Plus, she discusses why interest rates may seem much higher than they actually are, the ways in which statistics bear out a major drop in leasing, the unusual feature of her first car, and more.Cynthia Caine | Wells Fargo Commercial AutoEpisode Highlights:The one trend in the auto business that has been on the lips of Cynthia and her colleaguesWhat consumer behavior modeling has to say about the post-COVID, post-shortage future of automotiveWhat the tipping point will be for EVs to become more widespread and, eventually, a majority of vehiclesThe ways in which OEMs are currently hedging their bets“I think some people that were waiting by the sidelines last year, and were maybe inquisitive about acquiring, are now looking at all their cash… you’ve kind of got the next set of buyers and the next set of sellers.” — Cynthia Caine|| Dealer News Today is a DCG Media production
“We measure everything” || Brad Cobb, President, Bowers Automotive Group
Aug 16 2022
“We measure everything” || Brad Cobb, President, Bowers Automotive Group
Diversification is the name of Brad Cobb’s game - in addition to being president of the entirety of Bowers Automotive Group, he is also a dealer principal or partner in Bowers dealerships selling 7+ different brands of cars across multiple states. Brad initially wanted to go to law school when he graduated college, but when the legal profession didn’t appeal to him, he went full-speed into the job he had taken to pay for law school: automotive sales. He now has over 30 years of automotive experience and has also served on the boards of organizations including the Chattanooga Chamber of Commerce and the United Way of Cleveland.On this episode, Brad sits down with our host Derek D to discuss why it can be tough to be the son-in-law of the owner of the dealership group you work for, what metrics are important for dealerships to keep regular track of, and getting back to basics in preparation for a more normal inventory and revenue-per-vehicle situation in the near future. Plus, he talks about “fighting the fights that matter” in business and family relationships, why he’s taken the same ski trip for the past 30 years, why it takes all types of personalities to generate business, and more.Bowers Automotive GroupEpisode Highlights:The scenario that could lead to bloated inventories for all types of dealerships within several yearsWhat happened when a commercial was accidentally so annoying, it brought in more leads than a charming ad might haveWhy developing boundaries is especially important in a family businessWhat it is about body shops that makes such a business tough to run“The folks that are trying to maintain those best practices - those blocking and tackling things that we know we’re supposed to - I think are the ones who are really going to capitalize on market share and growth.”— Brad Cobb|| Dealer News Today is a DCG Media production
“It’s a cliche, but I’ve got gasoline in my veins” || Randy Dye, Owner, Daytona Dodge Chrysler Jeep RAM & FIAT
Aug 9 2022
“It’s a cliche, but I’ve got gasoline in my veins” || Randy Dye, Owner, Daytona Dodge Chrysler Jeep RAM & FIAT
It’s no surprise that Randy Dye was selected as the chairman of Stellantis’s National Dealer Council for 2022. He’s a proven automotive industry veteran - he operates Daytona Dodge Chrysler Jeep RAM & FIAT, as well as Maserati and Alfa Romeo dealerships in the massive Daytona Auto Mall. Randy has worked at dealerships of all sizes en route to owning Daytona DCJR, and maintains community involvement with events that he has started such as the Excellence in Education Challenge and Golf for Kids’ Sake.On this episode, Randy sits down with our host Derek D to discuss his lifelong enthusiasm for cars, automotive engineering, and auto racing, the one major problem in the otherwise effective system of selling cars on order, and how Stellantis is fighting the microchip shortage and preparing for the large-scale transition to electric vehicles. Plus, he talks about who is responsible for “bad behavior” in automotive sales that has contributed to inventory shortages, his predictions for future forms of car propulsion, and more.Daytona Dodge Chrysler Jeep RamEpisode Highlights:How Randy’s first-ever auto industry job at a tiny dealership taught him a crucial lesson for dealing with shortagesWhy inventories on lots may be even lower around SeptemberHow to make effective future plans - even, and especially, in times of uncertaintyHow racing has been a driving force in automotive innovation, from the Model T days until today“This is not revolutionary to me - it’s really a step back, but it’s not a bad step, it’s a great step.”— Randy Dye|| Dealer News Today is a DCG Media production
“Customers are just as educated as the salespeople” || Benny Robles Jr., President and GM, Bartow Ford
Aug 2 2022
“Customers are just as educated as the salespeople” || Benny Robles Jr., President and GM, Bartow Ford
Benny Robles Jr. is an automotive industry “lifer” - he grew up around the business and took to it like a natural. Benny’s father, Benjamin Robles Sr., audited Bartow Ford when working at Ford Credit, befriended the then-owners, went to work for Bartow as a finance manager, and eventually purchased the dealership. Benny, a NADA Academy graduate, has worked many positions on the retail and service sides en route to becoming the majority owner himself and being featured in the Automotive News “40 Under 40” list in 2014.On this episode, Benny sits down with our host Derek D to discuss finding the balance between acquiring a new location in a slow but risky market and a fast but high-priced one, how service absorption and avoiding overreliance on the manufacturer has helped Bartow Ford weather the microchip shortage, and why he prefers volume to heavy front-end gross. He also talks about why he loves the “shake-and-bake” feeling of automotive sales, holding a country music concert in the dealership lot, why growing up in the business made him paradoxically less of an auto enthusiast, and more.Bartow FordEpisode Highlights:Why Benny once had 76 tons of snow trucked in to Bartow, FLWhat the true most effective form of dealership advertising is - especially within a small communityHow a low turnover rate has benefited all of Bartow Ford’s departmentsWhy Benny briefly butted heads with his father after acquiring the majority stake in Bartow Ford“I’ve already tried to light a fire underneath the sales force to compensate for when that shift happens.”— Benny Robles Jr.|| Dealer News Today is a DCG Media production
“It’s like this giant amazing circle” || April Ancira, Vice President, Ancira Auto Group
Jul 21 2022
“It’s like this giant amazing circle” || April Ancira, Vice President, Ancira Auto Group
Although she’s the vice president of Ancira Auto Group, which has 12 dealership franchises across Texas, the automotive business is just the foremost among April Ancira’s many interests. Aside from her leadership role at Ancira Auto, April also serves on the boards of over a dozen charitable and civic organizations, competes in the Ironman triathlon, and performs as a stand-up comedian.On this episode, April Ancira sits down with Derek D to discuss how her father’s inconsistent pronunciation of their last name has featured in commercials, meeting her husband at the NADA show, when the expense of acquiring a new dealership can be justified, and how she shook off nervousness in her first standup sets. Plus, she talks about dividing the macro concerns from the micro ones at Ancira Auto, the horror of early-90s printed Excel spreadsheets, and more.Ancira Auto GroupEpisode Highlights:The surprising reason Ancira Auto Group has kept more Volkswagens in stock during the ongoing microchip shortageHow auto dealerships at their best can cause a virtuous circle of mutual upliftingWhat April learned when she quit the family business to wait tables at Chili’sThe business situations in which April has to meet her husband in the middle, despite the fact that they are responsible for completely different things“There is a lesson in leadership, perseverance, and getting through from every single race.”— April Ancira|| Dealer News Today is a DCG Media production
“We’ve always played the long game”  || Brian Kelly, President and CEO, Kelly Automotive Group
Jul 5 2022
“We’ve always played the long game” || Brian Kelly, President and CEO, Kelly Automotive Group
Brian Kelly’s career in the automotive industry spans an incredible 56 years and counting. He got his start working at his father Roland’s used car lot as a young teenager - which would eventually become the first dealership of Kelly Automotive Group. There are now eight Kelly dealership locations with a total of ten franchises throughout them.On this episode, Brian Kelly sits down with Derek D to discuss how his career selling cars got started with buying two suits for $59, why the Federal Reserve raising interest rates is a necessary evil for the automotive business and how long the aftereffects may last, and how Kelly Automotive came to open one of the first INFINITI dealerships in the entire world. Plus, he talks about how a little real estate knowledge can be valuable for dealer principals, why his connection to his hometown is so important to him, and how he quickly spotted auto brokers trying to take unfair advantage of market conditions recently.Kelly Automotive GroupEpisode Highlights:How Brian’s childhood tricked-out bicycles led to a lifelong love of both cars and motorcyclesWhy it matters what brands a dealership sells during the ongoing chip shortages - and which automakers are managing their currently supply of microchips well and poorlyWhy the most prized vehicle Brian owns is one of fewer than 200 in the worldWhat needs to happen before most or all cars no longer run on internal combustion engines - and why Brian is unsure what will be propelling those future vehiclesHow inflation’s impact on the industry is like a broken arm“We have new customers coming in every day, and you add that to the repeat business we do, and that’s one of the reasons we’ve been so successful.”— Brian Kelly|| Dealer News Today is a DCG Media production
“I think it’s hugely important to be out there” || Dan Fields, President, Fields Auto Group
Jun 28 2022
“I think it’s hugely important to be out there” || Dan Fields, President, Fields Auto Group
Dan Fields is something of a Renaissance man - he studied in multiple countries during college, is bilingual, and has a professional interest in aquaculture in addition to the automotive business. He’s also lived, worked, and studied in several very different states, and fittingly, Fields Auto Group has 34 locations in some diverse areas -  Florida, Illinois, Wisconsin, and North Carolina. At Fields Auto Group, Dan is business partners with his father John and brother Ryan.On this episode, Dan Fields sits down with Derek D to discuss how Dan’s grandfather started Fields Auto Group with one of the very first individual Cadillac franchises in the country, why repeat business in the form of service starts with customer satisfaction over the car’s initial price, and how a built-to-order system can only work properly with communication on every side. Plus, Dan talks his coincidental acquaintance with NFL coaching great Tom Coughlin, why he bought his everyday-drive car spontaneously, and losing eleven already-sold vehicles aboard the cargo ship Felicity Ace, which caught fire in the middle of the Atlantic in February.Fields Auto GroupEpisode Highlights:The surprising segment of the market that has recently done the best business for Fields Auto Group, and the unlikely places some of this business has come fromWhat it’s like being the “operations guy” (and only gearhead) in the family business - and the simple key to making sure a family business doesn’t fall apartThe recently released vehicle Dan anticipates being a big hit in one of his most important marketsThe (minor) “woes” of trying to come up with a unique configuration for a high-end built-to-order car“Our theory always has been we always want them to come back to service, and for them to trust us to charge a reasonable rate.”— Dan Fields|| Dealer News Today is a DCG Media production
“I always enjoyed the beauty of the car” || George Grubbs III, President and CEO, Grubbs Automotive Group
Jun 21 2022
“I always enjoyed the beauty of the car” || George Grubbs III, President and CEO, Grubbs Automotive Group
Fourth-generation car dealer George Grubbs III grew up wanting to be a doctor - until he got his first taste of the sales side of the automotive industry. Now, he’s president and CEO of his family’s dealership group, boasting six stores and on their way to further expansion.George joins Derek D for an insightful conversation spanning his lifelong love of automobiles from multiple standpoints, what it’s like having a family history in car sales that stretches so far back, switching to a pickup truck for his daily drive, and developing a new brand as the market becomes ready for it. He also talks about how to mitigate risks during dealership group expansion,  the importance of proper documentation and updating documents, what happens when someone says they’d like to buy a car just like the one he’s driving, and more.Grubbs Automotive GroupEpisode Highlights:What George’s father insisted on driving in order to promote the businessHow Grubbs Automotive Group avoids overextension when trying to expandWhy customers prefer to be told bluntly about dealership policies and changesHow Grubbs Automotive staff members are in training constantly - and how such a thing is possibleThe specific types of vehicles that Grubbs dealerships can strategically price above MSRP without losing customer satisfaction“To us it’s always been people and process - build strong processes, find talented people, and get out of their way.”— George Grubbs III|| Dealer News Today is a DCG Media production
“We’re all very mobile” || Brandon Tomes, President, Brandon Tomes Subaru/Brandon Tomes Volkswagen
Jun 14 2022
“We’re all very mobile” || Brandon Tomes, President, Brandon Tomes Subaru/Brandon Tomes Volkswagen
A lifelong gearhead, a graduate of the NADA Dealer Candidate Academy, and a longtime employee of his family’s dealership, Brandon Tomes was destined to get into automotive sales. With Brandon’s initiative and his father’s blessing, he expanded the Tomes family’s automotive dealership holdings to include Brandon Tomes Subaru and Brandon Tomes Volkswagen.Brandon sits down with Derek D to talk about learning the car business from the ground up, why Subaru dealerships in particular were best equipped to handle inventory shortages, and having as name everyone mispronounces. Plus, he opens up about being his father’s business partner, why he’s switched to driving pre-owned vehicles, and why practice runs for demolitions look so much better than they do on camera when filming a commercial.Brandon Tomes Subaru - Tomes Auto GroupEpisode Highlights:How Brandon almost became a chef instead of going into automotiveThe one tactic that has best helped the Tomes Auto Group dealerships increase allocations during a time of low inventoryWhy Brandon thinks a large-scale built-to-order revolution isn’t possible yetWhat it took for Brandon’s father to purchase a high-end car of his own for the first timeHow responsiveness to customers can get them to change their minds on negative online reviews“Working with family is great, but you want to make sure to leave your own mark also.” — Brandon Tomes|| Dealer News Today is a DCG Media production
“It’s education, it’s creating that relationship, and it’s constant communication.” || Dorian Jimenez, General Sales Manager, Classic Chevrolet
Jun 2 2022
“It’s education, it’s creating that relationship, and it’s constant communication.” || Dorian Jimenez, General Sales Manager, Classic Chevrolet
Dorian Jimenez has been in the automotive business for 26 years in all sorts of roles - despite having a pre-med degree. He’s been general sales manager for the largest Acura dealership in the US, sales director for a large luxury car dealership, and joined Classic Chevrolet of Grapevine, TX a few years ago. Besides being the general sales manager, Dorian is the face of Classic Chevrolet’s advertising and is in charge of the company’s charitable efforts.On this episode, Dorian sits down with Derek D to talk what it’s like working in such a wide variety of positions within (and outside) the automotive industry, the challenges of working in a climate where minorities are severely underrepresented, and the transformative effects he’s seen personal relationships in the auto business have on people. Dorian also shares why the pandemic-related shift to a built-to-order car buying system was a blessing in disguise, what it feels like to be surrounded by cardboard cutouts of yourself, and more.Classic ChevroletEpisode Highlights:How Classic Chevrolet is managing a precipitous drop in inventory - despite being a few miles away from a Chevy plantWhy Dorian thinks rebates have never been necessary, and what really works best to create customer loyalty insteadHow Dorian took a Corvette for a spin on a NASCAR track and was humbled by a young pro driverWhat “bringing the country to the city” means at Classic Chevrolet“It’s been a recipe for 30 years at this dealership, and we’re never going to change.” — Dorian Jimenez|| Dealer News Today is a DCG Media production
“Personnel is the number one challenge” || Steve Barna, Owner, Hawthorne Chevrolet
May 24 2022
“Personnel is the number one challenge” || Steve Barna, Owner, Hawthorne Chevrolet
“There are a lot of bad habits being formed that are going to have to be addressed, once the situation becomes back to a normal cycle.”— Steve BarnaBorn and raised in Hawthorne, NJ, Steve Barna also owns Hawthorne Chevrolet, which has been a family-owned and operated dealership for over 90 years. Steve got his start in automotive sales when his stepfather asked him to fill in for sales staff who were unable to make it - the rest is history.In this episode, Steve Barna sits with Derek D to talk about the pitfalls and advantages of a family business, his uncertainty in the last five years of the automotive industry and how he’s managed it and found avenues to succeed, and what the two most major immediate issues facing all dealerships are. He also weighs in on why it’s been especially difficult to sell commercial trucks since the beginning of the COVID-19 pandemic, what has always annoyed his mom when it comes to Thanksgiving with a family of car dealers, and more.Episode Highlights:The benefits of consolidation and shifting location focus in a world still dealing with a pandemicHow rail transportation of cars from the manufacturer to dealers poses a logistical concernThe new system being used as a stopgap when premium options are unavailable due to the microchip shortage, and Steve’s concerns with this approach How the Northeast’s strong lease market makes it especially vulnerable to supply chain problems|| Dealer News Today is a DCG Media production
“I am not a car person - I am a people person.” || Liza Borches, President and CEO, Carter Myers Automotive
Apr 19 2022
“I am not a car person - I am a people person.” || Liza Borches, President and CEO, Carter Myers Automotive
Liza Borches is a fourth-generation automotive dealer, but once upon a time, she never imagined she’d want to sell cars. Over the last 15 years, Carter Myers Automotive has experienced explosive growth, from three rooftops to 20 - and Liza, Cox Automotive’s 2020 Woman of the Year, says they’re ready to go even further.Listen in while Liza Borches, President and CEO of Carter Myers Automotive, shares her passion for helping people through automotive sales, CMA’s philosophy of “Moving Lives Forward,” how she makes the most of business and family responsibilities, and more.On this episode, Liza Borches talks with Derek D about employee ownership, the importance of transportation in shaping lives, and why she can’t do business on the golf course.Carter Myers AutomotiveEpisode Highlights:How Liza manages a packed schedule with 20 dealerships and raising teenage childrenThe “pivotal moment” that convinced Liza to go back to the retail side of the auto industry, and how she taught herself from scratch to run a dealershipThe rare employee incentive that has helped Carter Myers Automotive’s longtime successHow an awkward moment at a Mets game gave Liza perspective on being a woman in a male-dominated field“When I was growing up, I saw this business as ‘How many cars can we sell’ and ‘How many cars do we service’, and I didn’t experience the business from the perspective of the lives that we change and the people that we help.” — Liza BorchesDealer News Today is a DCG Media production