Car Dealership Guy Podcast

Today Guest Host Matt Haiken is joined by Bill Solko, Dealer Principal at Automotive Avenues.

In 2009, Bill's accountant told him he had lost $1.2 million, and a few weeks later he drove past an empty dealership and decided to go retail.

Last month Automotive Avenues sold 1,025 used cars across two New Jersey stores, and it outsells Carvana in the New York market while making around $800 a car, compared with the $3,800 Bill says the big box players target.

Bill breaks down his "wholesale to the public" model, why he retails aging cars instead of dumping them at auction, and why he throws predatory lenders out of his office.

He also reveals, publicly for the first time, the private equity acquisition that timed out after a year in contract.

Topics:

02:45 Dropped Out Of High School In 10th Grade.

09:45 Wholesaling Was Commodities Trading.

13:25 Accountant Said He Lost $1.2 Million.

17:25 Auction Owner Said Buy, We'll Figure It Out.

26:40 Selling 1,000 Cars With $800 Margins.

34:30 Manufacturers Create Artificial Demand.

50:35 Rejects Predatory Lender Programs.

This episode is brought to you by:

1. Turn Automotive – Retail more vehicles. Buy cars right from customers’ driveways. Their in-store appraisal tools help sales staff overcome trade objections and free managers to focus on desking deals. Their guaranteed offers help dealers know their exit before they own the trade, especially vehicles that don’t fit their retail stocking plan. Off-Site Appraisal lets dealers appraise and buy vehicles directly from customers at home. Plus, every transaction includes their industry-leading warranty. Schedule your demo today @ here.

2. LotAgent – Stop stacking software. Agents are the way out. One problem, One Agent, only $99. Try it free now @ here.

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Today's show features:

- Cooper Wilburn, Sales Manager at Al Serra Autoplaza

- Dan Gaughan, General Manager at AutoHub

- Aaron Smith, Platform Director at Fred Beans Automotive Group

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

AutoHub – AutoHub is the smarter, all-in-one vehicle acquisition platform that empowers dealers to acquire more cars directly from their own customers on the showroom floor, online, and in the service drive. By automating appraisals, standardizing vehicle checklists, enabling customized pricing, and engaging customers directly via SMS/text message, AutoHub enables dealers to increase look-to-book, reduce reliance on costly auctions, and lower acquisition costs. Backed by data-driven market intelligence, the AutoHub Acquisition Engine (AAE) delivers a full acquisition ecosystem that drives consistency, predictability, and profitability at scale.

Learn More: https://www.autohub.io/vehicle-acquisition-engine/

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In this episode of the Industry Spotlight, joining host Sam D'Arc are Rick Vrablik, General Manager at Nielsen Automotive Group, and Babak Mofrad, President at AutoVision to discuss how an 11-store group that shares every used car across every rooftop sourced, appraised, and priced its way to a 400-unit record month just five months after switching appraisal tools.

Rick admits he fought the shared-inventory model at first, then explains why it forces managers to put the right money on every trade.

He walks through the phone plug-in check that exposed nine hidden problems on a trade-in he walked away from, and Babak explains why market day supply, the number dealers have trusted for 15 years, can push you into a bad decision on good data.

This episode of the Car Dealership Guy Podcast is brought to you by AutoVision.

Topics:
00:45 Sitting Cars Are The Most Expensive.

02:50 Dealer Principle Forced Shared Inventory.

03:45 Sharing Inventory Forces Better Appraisals.

05:15 Best Cars Come From Trades.

07:10 Holding Cars Too Long Is The Sin.

07:35 Don't Trust The Computer Alone.

09:15 AI Buys Better, Not Sells More.

11:45 Old Tool Let Managers Hide Cars.

12:55 OBD Reader Changed Appraisals.

15:30 Gut Versus Avery, Who Wins.

19:00 Built Out Of Dealer Paranoia.

20:00 High Day Supply Isn't Bad.

29:15 Market Day Supply Is Overrated.

AutoVision - AutoVision is the end-to-end inventory management suite that helps dealers turn cars faster and increase profit by optimizing every step of the used vehicle lifecycle. With AutoVision, you can build customized comp sets, tailor your data to your market, streamline reconditioning, and leverage AI for seamless merchandising. Visit @ here to request a demo, and an inventory specialist will be in touch.

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Today's show features:

- Jeremy Mayoral, General Manager at Arlington Acura (Rohrman Auto Group)

- David Thomas, Director of Content Marketing at CDK Global

- Kareem Raposo, General Manager at Kia of Port Charlotte (Morgan Auto Group)

This episode is brought to you by:

Zurich North America – Zurich Advisor IQ is Zurich’s AI-driven training and coaching platform built to help F&I teams perform more consistently and sell more effectively — using real transaction data, not theory.

By analyzing actual F&I transactions, Zurich Advisor IQ helps identify behaviors and trends influencing results, delivers actionable insights and roleplay scenarios, and gives dealership leaders visibility into performance across managers, stores and rooftops. Connect with your Zurich representative to request a demo and see how Zurich Advisor IQ can help turn F&I insight into stronger dealership performance. Learn more here: https://carguymedia.com/3TycCDc

CDK Global – Dealership challenges are constantly evolving—your technology should too. The CDK Dealership Xperience Platform unifies your operations with AI driven tools built to grow with you. Learn more here: https://carguymedia.com/4z06keG

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Today's show features:

- Ed Roberts, COO at Bozard Ford Lincoln

- Greg Heinz, Managing Partner at Corwin Toyota Boulder

This episode is brought to you by:

Haig Partners – When it comes to selling your life’s work, trust the only advisors who have built a reputation for maximizing value for family-owned dealerships. The team at Haig Partners has achieved record-setting values across multiple franchises and has represented more owners in the sale of their Toyota dealerships than any other firm. If you are considering a sale, divestiture or looking to grow, begin a confidential conversation at http://haigpartners.com/

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