Car Dealership Guy Podcast

Frank Peña grew up sleeping on a relative's floor in Washington Heights after his family immigrated to the United States when he was two years old, and by the time he left the company that gave him his start, he had spent twenty years working his way from used car salesman to company president.

He walks through how he took over three dealerships without losing a single employee, and argues that most owners lose their people not because of pay, but because they disappear the moment things get hard.

Topics:

06:35 The Organization That Built A Dealer

08:35 The Knowledge Gap For New Dealers

16:35 Why F&I Is A Puzzle

19:15 Why Frank Kept Every Employee

20:55 Surviving A Dealership War Zone

29:30 Successful Operators Have To Be Crazy

38:20 Why Frank's Son Won't Get A Free Ride

This episode is brought to you by:

1. TARGIT - TARGIT is an end-to-end business intelligence platform that gives dealers complete visibility and control over their data.

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Headed to the 2026 Digital Dealer Conference? Come meet TARGIT at Booth #737. Visit @ here for more info.

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Today's show features:

- Beth Hill, General Counsel/COO at The Shop FordDirect

- Ryan McCormick, Compliance Officer at Preston Automotive Group

- Glenn Lundy, President at 800% Elite Automotive Club

- Kevin Strosnider, Dealer Operator / General Manager at Strosnider Chevrolet

- Brooke English Guy, General Manager at Coastal Chevrolet Cadillac Nissan

This episode is brought to you by:

Experian Automotive – https://carguymedia.com/4iWIBaA

800% Elite Automotive Club – https://www.800percent.life/cdg

Digital Dealer 2026 – Register here: https://luma.com/75lj88rv

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Today's show features:

- Dave Rogers, Fixed Operations Director at Piazza Management Company

- Tully Williams, Fixed Operations Director at The Niello Company

- Ed Roberts, COO at Bozard Ford Lincoln

- Richard Lupo, Fixed Operations Director at Apple Tree Honda and Acura

This episode is brought to you by:

Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with NCM Associates, dealer sentiment, and analysis of the trends shaping automotive retail at thepresidiogroup.com.

Check out Car Dealership Guy’s stuff:

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Cuyler Owens is the CEO of Widewail, a customer reputation and review intelligence company that works with thousands of dealership rooftops across the country.

He built software companies before coming into automotive, and now works alongside a market advisory board of dealer principals to turn millions of customer reviews into staff coaching, training, and revenue decisions.

Topics:

00:20 Incentives Ruin Survey Data.

02:30 Reviews Are A Free Focus Group.

06:50 AEO Values Recency And Volume.

08:40 ChatGPT Found A Low-Pressure Dealer.

16:05 38% Of Bad Reviews Hit F&I.

18:15 Incentivized Surveys Are Biased.

38:10 Communication Boosts Average RO.

This episode is brought to you by:

1. Digital Dealer - Join us September 22–23 in Detroit and register today at DigitalDealer.com. Use code CDG25OFF at checkout and bring your team for a generous discount. Visit @ ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠ for more info.

2. Widewail - Leading dealerships aren’t choosing between profit and customer experience. They’re learning to balance both. Read the full report here @ here.

Check out Car Dealership Guy’s stuff:

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Fix your dealership’s social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

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Today's show features:

- Josh Barron, COO at Habberstad Auto Group

- Bruce Johnson, Vice President, Product Marketing & Enablement at CDK Global

- Devin Kaulback, General Manager at Subaru of Niagara

This episode is brought to you by:

Presidio – Today’s episode is brought to you by The Presidio Group, one of the automotive industry’s leading buy-sell advisors. Visit Presidio’s new Research & Reports portal for M&A insights, blue sky multiples, exclusive benchmark data with NCM Associates, dealer sentiment, and analysis of the trends shaping automotive retail at thepresidiogroup.com.

CDK Global – CDK Global – CDK Global empowers dealers with the tools and technology they need to build deeper relationships with customers and sell and service more cars. Visit https://www.cdkglobal.com/

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