The Walk Around

Latest Episodes:

S03E04 - Consumer- First: How A Toyota Dealer is Changing the Game Aug 07, 2024

Show notes

In just under an hour, gain the insights you need to better market your dealership on social media, improve the physical experience for customers coming to your store and more. Mary Rice, Dealer Principal at Toyota of Greensboro, a leading dealership in North Carolina, joins our podcast and offers tons of actionable tips for dealers to improve their business. Plus, she shares her recommendations for women joining this industry and guidance for everyone looking to advance within automotive.

In this episode you’ll hear:

What led Mary to leave marine studies and join the automotive industry

What her dealership did during the CDK Global outage and her advice to dealers

Her best tips for women wanting to join the industry and how to stand apart at work

How she is changing the game for her dealership through authentic social media videos – and how you can too!

How revamping her dealership led to a greater customer experience (some guests even stay past their appointments because of the atmosphere!)

Mary Rice is a third-generation car dealer. She has over 15 years of experience in the automotive industry and has graduated from the National Automotive Dealer Association (NADA) Academy, a program that prepares the next generation of dealers for success. Before joining Toyota of Greensboro, Mary had a successful career in real estate sales, where she earned the Century 21 Centurion Award for five consecutive years. She leveraged her digital marketing and sales skills, which she acquired during her real estate career, to help Toyota of Greensboro increase sales. Mary is proud to be the Toyota approved dealer of record for the Greensboro Toyota dealership since 2020, and 2023 marks the 25th year Toyota of Greensboro has received the Toyota President’s Award.

For more about Mary, visit her LinkedIn.

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S03E03 - What to Expect in the Automotive Retail Space Jul 24, 2024

Show notes

As automotive retail evolves, staying ahead of rising trends and the latest technology is important. On this episode of The Walk Around podcast, Cliff Banks of The Banks Report shares his thoughts on the future of this space in the modern dealership. As an “industry insider,” Cliff’s unique background in journalism has helped him grow and become a pioneer in automotive news.

In this episode you’ll hear:

How non-traditional sources are changing automotive journalism

Industry insights and trends that dealers are thinking about

Tips to identify the right DMS vendor for your business

Thoughts on an end-to-end approach in the future of retail

The importance of trustworthy relationships between vendors and dealers

Cliff Banks is the founder of AUTOVATE, an annual conference, podcast, and newsletter that covers the intersection of innovation, entrepreneurship, and investment in automotive retail. AUTOVATE has helped foster nearly $2 billion in acquisitions and investments in automotive retail technology companies. Cliff has 35 years of experience in the automotive sector and nearly 25 years as a journalist and analyst. In his career, he spent over a decade as an editor with WardsAuto, managed the Digital Dealer conferences and publications for two years and launched The Banks Report, an online newsletter focused on investment in the automotive retail space.

For more about Cliff, visit his LinkedIn.

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S03E02 - How an Auto Entrepreneur is Disrupting the Industry Jul 03, 2024

Show notes

In this episode we spoke with a well-known automotive entrepreneur creating disruptions in the technological and training sectors of the dealership – Marco Schnabl. Discover the need he saw in automotive when he worked to create automotiveMastermind and RockED, and what led him to join the industry in the United States after living and working in Germany’s motor world.

In this episode you’ll hear:

Differences in the German automotive industry vs. American
What drove Marco’s entrepreneurial spirit to launch various companies
Biggest lessons learned and the importance of people supporting your endeavors
What need he saw before starting automotiveMastermind and RockED

Marco Schnabl is a German-American entrepreneur with deep roots in the automotive industry. Following in his father’s footsteps, Schnabl joined Mercedes-Benz in 2003, working both in Germany and at its flagship location in New York City. His intricate understanding of the industry sparked the idea to transform the traditional automotive retail process. In 2013 Schnabl co-founded automotiveMastermind, the leading provider of predictive analytics and marketing automation technology for the automotive industry.

In 2017 automotiveMastermind was acquired by IHS Markit (now S&P Global). After successfully growing and integrating the businesses, Schnabl left Mastermind in September 2022, focusing on new ventures in the automotive tech space. Together with a team of technology and industry leaders he now serves as the Executive Chairman for The RockED Company, a disruptor of traditional learning and education in the automotive vertical.

For more about Marco, visit his LinkedIn.

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S03E01 - Dealership Sales and Quarterly Trends Update May 15, 2024

Show notes

Our third season of The Walk Around podcast starts now! This episode is full of the latest data on market trends and information on the environment of buying and selling dealerships. Our guest, George Karolis, talks F&I in earnings profiles, evaluating dealership costs and key focus areas for dealership valuations. This episode is great for dealers looking into the M&A market, as well as automotive professionals looking to one day own a dealership.

In this episode you’ll hear:

Industry insights from Presidio’s Quarterly Report
What dealers who are planning to sell should be thinking about
Whether dealerships are worth what they’re selling for
If deals are following patterns – or entering uncharted territory
F&I in the buy/sell space and much more!

George Karolis is the president of The Presidio Group, a firm that provides investment banking advisory services and principal investments in auto tech companies and dealerships across the country. He has over 20 years of experience in automotive retail, M&A and real estate development. Prior to joining Presidio, George spent over 18 years as an executive at Asbury Automotive Group, helping to build it into one of the largest automotive retailers in the U.S.

For more about George, visit his LinkedIn.

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S02E35 - Year 3 Recap and What's Next Jan 18, 2024

Show notes

As the third year of The Walk Around podcast comes to an end, listen in for a big (and bittersweet) announcement! We dive into a few of the funniest and most insightful moments with our guests and hosts Marc Spoto and Elliot Schor over the past year. From accomplished dealers to auto influencers, training experts and tech enthusiasts, it’s been a fantastic year full of learning and predictions to help dealers navigate this ever-changing industry that we love.

In this episode you’ll hear:

A look back at the top themes of 2023:
- Digital retail
- Consumer experience
- What dealers can do to better engage their customers
- Electric vehicles (of course!)

Lessons from last year that dealers can use in 2024
The top Schor Thing segments (any surprises here?) and more!

For more about Marc and Elliot, visit them on LinkedIn: Marc Spoto and Elliot Schor

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S02E33 - What Does 2024 Hold for Dealer Valuations? Jan 17, 2024

Show notes

Joining us on The Walk Around podcast is an expert at one of the top sell-side advising firms in the nation. With her years of experience in the automotive industry and the success of her company, Kerrigan Advisors, Erin Kerrigan has a unique viewpoint on the market concerning retail and dealer sentiment. She discusses one of the looming questions on the minds of dealers as this year ends - just what will 2024 be like for the automotive industry and the economy? Predicting these trends is no easy feat, so we look to the data to help us prepare. Prepare for an exciting and detailed conversation!

In this episode you’ll hear:

What does 2024 hold for dealer valuations?
What is the timeline for normalizing? What is the new normal?
Is the presence of EVs and government regulations deterring dealership buyers?
The Trust Index and how it relates to franchise values
OEM survey results – can you guess any of their responses?
What led Erin to entrepreneurism and her advice for building your brand

Erin Kerrigan is the Managing Director of Kerrigan Advisors, a firm she founded in 2014. Kerrigan Advisors is the leading sell-side advisor and thought partner to automotive dealers in the US. They have sold over 225 dealerships since their founding, including more of the Top 150 Dealership Groups than any other firm, representing over $7 billion in client sales proceeds. In addition to sell-side advisory services, Kerrigan Advisors provides consulting services to dealers looking to increase the value of their business and investors looking to deploy capital in the auto retail industry.

Erin is a recognized industry expert on dealership buy/sells, valuation, real estate and private equity, and is a frequent speaker at leading auto retail events and conferences. She is also the lead author of The Blue Sky Report, the industry’s leading buy/sell report.

For more about Erin, visit her ⁠LinkedIn⁠.

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S02E34 - Maximize Digital Ads with a Localized Approach Jan 17, 2024

Show notes

Technology enables dealers to reach their customers in a targeted and personalized way. Social media, websites and email are all important ways to market your business, but if you really want to attract and engage future customers, local listing solutions like Google and Apple Maps can significantly optimize your digital presence. Learn from an expert – and former Googler – how you can adapt your dealership to modern advertising techniques as privacy laws change, what map platforms people prefer and more ways to help you attract new customers.

In this episode you’ll hear:

The best ways for dealers to reach local consumers
How new privacy laws make branding more important than ever
How technology is helping the dealership of the future evolve
How auto dealers can make their presence known on consumer platforms like maps
Where dealers should place their bets among the increasing number of apps and platforms

Chris Lydle is CEO at dbaPlatform, a SaaS suite of tools for local advertising and listing solutions led by former Googlers. The company partners with Google, Apple and Microsoft to provide management of local placements that help business chains, agencies and brands strengthen and optimize their local presence.

Chris brings more than 25 years of digital experience at companies of all stages of growth. Before joining dbaPlatform as CEO, Chris was at Google for almost 10 years, leading go-to-market efforts across several products. He joined Google through the acquisition of RightsFlow, where he served as SVP of Sales & Marketing. At Google, he had a strong focus on retail and restaurants as Global Lead of Digital Signage and then Global Lead of Local Shopping. Before joining RightsFlow, Chris was an executive leader at four startups and a founder of one. For more about Chris, visit his LinkedIn.

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S02E32 - Designing Your Process Around Your Guests Sep 20, 2023

Show notes

We’re honored to be joined by a seasoned and well-respected automotive legend in this episode of The Walk Around podcast. Discover valuable advice for all areas of the dealership from Mike Maroone, who has dedicated over 40 years to the automotive industry. From leading large teams to investing in technology, this is surely a not-to-miss discussion for any person in the automotive world.

In this episode you’ll hear:

The state of modern retail today
Mike’s biggest worry in the business
The key to driving the auto retail process
Discussion on who owns the guest experience (OEMs? Dealers?)
Why it’s necessary to train teams to effectively use your CRM system
How Mike sees Artificial Intelligence (AI) playing a role in dealership operations and much more!

Mike Maroone, Chairman and CEO of Maroone USA, is an entrepreneur, investor and second-generation auto retailer. His automotive career began with the Maroone Automotive Group, which under his leadership as president has grown into nine franchises in six locations with 900 associates. In partnership with his father Al, the Maroone Automotive Group was consistently recognized as one of the top-performing auto retail groups in America. As owner of Maroone Enterprises since 1997, Mike works both independently and in partnership in multiple ventures spanning interests such as automotive, healthcare, water and aviation. From 1997 to 2015, Mike served as president, chief operating officer and director of AutoNation, Inc. where he was responsible for all retail operations of 280 franchises (with over 20,000 associates!). He has been honored with numerous awards - Automotive News named him an All-Star and one of the industry’s 50 Visionary Dealers of all time while Time Magazine awarded him Quality Dealer Award.

For more about Mike, visit his LinkedIn.

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S02E31 - What Dealers Should Know About Gen Z Sep 06, 2023

Show notes

The next generation of buyers has a lot to teach us, and we got the chance to speak with them, particularly about their thoughts on the automotive industry. In this episode we discuss how Gen Z views the car buying experience, opportunities for dealers to better reach this growing segment of their audience and more thoughts on the industry from three college students (and JM Family interns!).

In this episode you’ll hear:

Whether owning a car is important to younger generations
If the car buying experience is something they look forward to or dread
The importance of relationship building in the sales process & omnichannel platforms
Whether they prefer online buying or in-person and just how they are researching cars
What Gen Z thinks about the presence, practicality and performance of EVs

Adam Yehya is a junior working towards a Finance major and combined degree master's program in finance at the University of Florida. He recently was an intern for the JM&A Group Business Transformation and Strategy Execution team.

Jacob Schlessel is a junior at Florida State University studying Marketing. Jacob worked as a Marketing Intern at JM&A Group this summer.

Madelyn Kelley is a junior at Florida State University studying Public Relations. This summer she worked with our parent company, JM Family Enterprises, as a Public Relations Intern.

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S02E30 - An Auto Racing Enthusiast’s Advice on Inclusivity Aug 16, 2023

Show notes

Get ready for a thrilling ride in this episode of The Walk Around podcast. We explore the amateur racing circuit and discuss how the organization Out Motorsports is supporting an inclusive community for LGBTQ car and motorsport enthusiasts. Plus, don’t miss some helpful tips for dealers to better create authenticity in business from an experienced automotive editor and reviewer.

In this episode you’ll hear:

The creation of Out Motorsports and how the organization seeks to create community for LGBTQ car and motorsport enthusiasts
How dealers can be a part of the community
Whether you’ll find electric vehicles on racetracks any time soon
The importance of authenticity throughout the car sales process
If we’re experiencing a golden age for gasoline-powered vehicle enthusiasts
What techy car component is no good in Jake’s opinion and more!

Jake Thiewes is the owner of Out Motorsports, an organization for LGBTQ car and motorsport enthusiasts and the President of the Washington Automotive Press Association. An avid enthusiast himself, Jake competes wheel-to-wheel with the National Auto Sport Association in his Spec3 BMW 325is.

He is a knowledge force when it comes to vehicles, as a reviewer. When not behind the wheel – a rarity – he enjoys traveling to explore new places and eating his way through the DC metro area’s restaurant scene.

For more about Jake, visit his LinkedIn.

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