Enhancing Dealer Valuations and Succession Planning with Dave Cantin
Release Date: 08/11/2024
The Rise of Call-Driven Car Buyers: Why Phone Systems Are Dealerships’ New Priority with Reuben Fine, CallRevu
Dealer Talk With Jen Suzuki
In this episode, I sit down with Reuben Fine, who leads OEM partnerships at CallRevu, to dive into a critical yet often overlooked aspect of dealership success: phone calls. Did you know that 30-40% of dealership calls go unanswered? That’s a staggering number of missed opportunities that could dramatically impact sales and service outcomes. Reuben and I explore how dealerships can leverage technology, recorded calls, and insights to transform their phone handling processes. We discuss how OEMs are evolving their approach by collaborating with tech partners to improve phone efficiency, sales...
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From Data to Deals: Leveraging Technology for Sales Success with Mary Catherine Kenny, automotiveMastermind
Dealer Talk With Jen Suzuki
In this episode of Dealer Talk with Jen Suzuki, we welcome back Mary Catherine Kenny from automotiveMastermind. Fresh off being named to Auto Remarketing's prestigious 40 Under 40 list, Mary Catherine dives into how automotiveMastermind is transforming dealership sales processes with their innovative tools, including a redesigned customer deal sheet, enhanced Behavior Prediction Score, and new mobile capabilities. We explore the buzz around AI in automotive retail, the importance of nurturing loyalty through actionable data, and how technology empowers—not replaces—sales teams. Plus, hear...
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The Risk Factor: Closing More Deals in Sales and Service with Jen Suzuki
Dealer Talk With Jen Suzuki
In this episode, I dial into tackling one of the most overlooked yet powerful tools in your sales and service conversations: risk. Knowing how to talk about risk with your customers isn’t just a nice-to-have—it’s essential for showing value, solving problems, and closing deals. We’ll cover: Why identifying and explaining risk is crucial in every customer interaction. Real-life examples for sales and service teams that showcase exactly what to say and how to say it. How to use risk to connect the dots between problems and solutions, making your presentations stronger and your...
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Leading with Purpose: Rita Case on Automotive Excellence and Community Impact
Dealer Talk With Jen Suzuki
So grateful to share time with Rita Case, a prominent figure in the automotive industry, best known for her leadership in the Rick Case Automotive Group, which she co-founded with her late husband, Rick Case. Together, they built a successful dealership network recognized for its commitment to customer service and community involvement. Rita shares her history as a pioneer in bringing brands like Honda into the US car market. She's been a dealer for 48 years! Find out an interesting story about her views on being the only women in the room especially in a leadership role. She shares her...
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Unlocking Loyalty in Service & Sales | Easy Tactics for Lasting Impresions
Dealer Talk With Jen Suzuki
Welcome back listeners! This is a quick yet impactful class tailored for everyone working in dealerships—both in sales and service. As competition heats up, creating a standout customer experience is more critical than ever, and I'm here to share actionable tactics that you can implement immediately to enhance relationships and drive loyalty! Let’s get it! Listen in as I explore the power of client history and its role in nurturing loyalty while boosting your bottom line. I’ll reveal key strategies for Service Advisors to connect with customers effectively, ensuring they feel...
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Direct to You: How Autosled is Changing Car Transport for Everyone Including Alex Snyder!
Dealer Talk With Jen Suzuki
Join us for an cool episode featuring two industry game-changers: Dave Sperau, Founder and Chief Revenue Officer of Autosled and Alex Snyder, CEO of FRIKINtech and President of Dealer Refresh. In this episode, we dive into the revolutionary world of transportation in the automotive industry, led by Autosled's remarkable growth. Dave shares his inspiring journey from car dealer to innovator, driven by his frustrations with inefficiencies in the vehicle transport process. Discover how he developed an app that streamlines billing, vets drivers, and provides real-time tracking—akin to the Uber...
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Boost Your Car Sales: How Call Evaluation Drives Dealership Success with Jen Suzuki
Dealer Talk With Jen Suzuki
In this episode, I get into the power of evaluating recorded sales calls—an often overlooked yet incredibly effective tool for driving more deals in automotive sales. I’ll share my personal journey into car sales, where I learned that phone calls were the true goldmine for lead generation, not just waiting for walk-ins. As the founder of the first internet sales training company, I’ve seen firsthand how dialing in on your phone process can make all the difference. Sales calls is how I built my business selling cars! You'll learn how listening to and evaluating calls can directly impact...
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Unnoticed Problem Areas in Dealership Marketing: How Lindsey Shaker Finds the Sales
Dealer Talk With Jen Suzuki
Showroom traffic may be down, but the deals are still there—if you know where to look. In this episode, Lindsey Shaker, Marketing Director at Shaker Automotive Group, reveals her problem-solving mindset and the hacks she uses to uncover hidden opportunities that many dealers miss. If you’re wondering why your dealership isn’t seeing the foot traffic you expect, this conversation is for you. Lindsey dives into the often-overlooked areas in dealership marketing, from phone systems to call tracking, and explains how small gaps in these processes can have a big impact on your sales. She...
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Top Dealer, Rob Cochran's Vision for Automotive Excellence
Dealer Talk With Jen Suzuki
In this episode, I sit down with Rob Cochran, Chairman & CEO of Cochran Automotive Group, 39th largest dealer group in the nation, to dive into the future of the automotive industry and the critical changes dealers must embrace. Rob has also been on the NADA board since 2020 and is the upcoming 2025 Vice Chairman and 2026 Group Chairman. Rob sheds light on the government mandates, OEM conformity, and digitalization that are reshaping the landscape. From ADAS and autonomous driving to the impact of China on global OEMs, Rob explains how the industry is evolving and why the focus must...
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Selling Your Credibility: The Key to Successful 🚙 Sales!
Dealer Talk With Jen Suzuki
In this episode, I dive deep into a crucial yet often overlooked aspect of the sales process: the importance of teaching salespeople how to sell their own credibility. When engaging with potential buyers, establishing trust and demonstrating expertise is paramount. Many sales professionals struggle with this, but it’s essential for building meaningful connections and fostering a customer-centric approach. Join me as I explore strategies for establishing credibility, highlighting your expertise, and forging personal connections that resonate with buyers. We’ll discuss the power of a...
info_outlineThis guy is a blast to chat with! This episode is fast-paced and packed full of great info. I love this interview, Dave's energy & momentum! 🤩 He openly gives his expert advice based on what he is seeing with current dealers who are looking to sell.
Meet Dave Cantin, CEO of Dave Cantin Group, a leading Strategic Mergers and Acquisitions advisory firm that specializes in representing publicly traded companies and top 150 dealerships to protect their assets and legacy through succession planning, even if they are not considering a merger or acquisition. Dave shares valuable insights into the industry that can significantly improve dealer valuations.
Dave delves into the key strategies operators can implement right now to evaluate their infrastructure focus and unlock growth potential within their businesses. By reviewing specific expenses and tightening up areas like inventory control, managing new car supplies, optimizing fixed operations, and scrutinizing expenses, dealerships can enhance their enterprise value and prepare for a successful sale in the future.
During the interview, Dave highlights three critical areas that run parallel to improving dealer valuations. Firstly, he emphasizes the importance of inventory control, managing new car supplies, days in stock, and optimizing floor plan expenses. Secondly, he discusses the significance of fixed operations and how investing time in understanding clients can lead to tangible improvements in business performance. Lastly, Dave stresses the need for dealerships to closely examine their expenses, identify areas of overspending, and eliminate duplicate resources to boost profitability.
By implementing Dave's actionable steps and insights, operators can streamline their operations, enhance business efficiency, and ultimately increase their dealership's valuation potential. Tune in to discover how strategic planning and meticulous attention to detail can set your dealership up for long-term success and financial growth.
Succession planning, as Dave explains, is not just about exiting a business but also about acquiring and protecting assets. By having a well-thought-out plan in place, dealerships can ensure continuity and protect their legacy. Dave emphasizes the importance of revisiting and reassessing the succession plan annually, much like tax evaluations, to adapt to changing circumstances and maintain growth potential.
To navigate potential catastrophic events and ensure business continuity, Dave advocates for clear leadership structures and instant triggers for key decisions. By proactively planning for various scenarios, businesses can mitigate risks and enhance their overall valuation.
Don't miss this opportunity to learn from Dave Cantin and discover actionable strategies to improve your dealership's valuation and future prospects. Visit DaveCantinGroup.com to access the Market Research Report featured in Forbes and explore JumpIQ for additional insights and resources. Tune in to elevate your dealership's success and secure its long-term legacy.
Dealer Talk with Jen Suzuki Podcast |[email protected] | 800-625-1590 | edealersolutions.com
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LotLinx.com is a VIN Management Platform that enables precision automotive retailing via /AI/ technologies that improves dealership profitability
CallRevu.com is the leading automotive communications intelligence platform, offering call monitoring and call analysis, with technology optimized for sales, service (fixed ops) and marketing.