Car Dealership Guy Podcast

Today I'm joined by Eddie Stivers, President of Stivers Auto Group.

He breaks down why his own cost of people sits at 56% of gross against Carvana's 20%, and the plan to fix it within 36 months.

Eddie also unpacks how he is using Claude to catch missed fleet sales and rethink decades of gut-feel vehicle ordering.

Topics:

03:30Ford Hit Dead Last In Satisfaction.

08:05Stivers Buys Broken Toys.

10:30Repeatable Turnaround Playbook Works.

14:16Car Business Is Now Tech-Driven.

37:35AI Disrupts Dealerships In 18 Months.

37:55Carvana's Cost Crushes Dealers At 56%.

This episode is brought to you by:

1. Digital Dealer - Discover what's working in sales, service, marketing, AI, and operations Join us September 22–23 in Detroit. CDG readers: save 25% — just use code CDG25OFF at checkout. Register today @ ⁠here⁠.

2. CDG Circles – Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies —all inside the CDG Platform. Learn more @ ⁠here⁠.

3. Plug – If your dealership is taking EV trade-ins or looking for used EV inventory, you need to check out @ ⁠here⁠.

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Today's show features:

- Robert O'Koniewski, Executive Vice President and General Counsel at Massachusetts State Automobile Dealers Association (MADA)

- Dan Mowid, Senior Division Reinsurance Executive, Direct Markets at Zurich North America

- Josh Wear, Vice President of Underwriting, Direct Markets at Zurich North America

- Chris Hudson, General Manager at Mark Miller Subaru

This episode is brought to you by:

Podium – Most AI is a black box. Podium's is yours to control — and it increases conversion by upwards of 26%. Check it out at podium.com Check it out at https://www.podium.com/

Zurich North America – Your loss ratio may be telling you more than you realize. Zurich brings the reinsurance expertise, underwriting insight and dealer-focused guidance to help you better understand what may be driving performance and where action may be needed. Visit www.zurichna.com/checkup to request a no-obligation review.

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Today's show features:

- Jeff Pister, Executive Manager at Honda Marysville

- Chris Collins, Owner at Chris Collins Inc

- Nicolas Salvo Labelle, Fixed Ops Manager at Rolls-Royce Motor Cars Quebec

This episode is brought to you by:

Zurich – 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 here: https://carguymedia.com/4pEqEPz

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Today I'm joined by Jimmy Douglas, Founder & CEO at Plug.

He breaks down why the top used EV dealers turn inventory in 30 days instead of 59 while selling for 3% more, and shares the arbitrage move of stocking a competitor's EV so you capture a sale that was happening anyway.

Topics:

00:47 Tax Credits Killed EV Residuals.

08:20 Selling A Computer On Wheels.

18:29 Live With An EV For One Month.

21:35 Stack Teslas For Massive Arbitrage.

27:25 Detroit's Global EV Future Is Bleak.

39:52 Build More Bays Than You Need.

This episode is brought to you by:

1. Digital Dealer - Discover what's working in sales, service, marketing, AI, and operations Join us September 22–23 in Detroit. CDG readers: save 25% — just use code CDG25OFF at checkout. Register today @ here.

2. CDG Circles – Connect with verified dealers, join topic and OEM-specific groups, and get real-world strategies —all inside the CDG Platform. Learn more @ here.

3. Plug – If your dealership is taking EV trade-ins or looking for used EV inventory, you need to check out @ here.

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Today's show features:

- Rob Dell, Vice President at Bob Ruth Ford

- Jeremy Miller, Director of National Partnerships at In the Car

- Kelly Midgett, Owner at Kelly’s Automotive

This episode is brought to you by:

Zurich – 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 here: https://carguymedia.com/4pEqEPz

In the Car – In the Car provides bindable quotes in 37 seconds during the car buying journey. Revenue stream for the salespersons and dealers. Seamless DMS integrations. Visit https://www.inthecar.com/

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