HeyJaredThe Dealer Playbook
The Dealer Playbook is the podcast for serious automotive professionals. The ones who think beyond the transaction.Hosted by Michael Cirillo, now in its 12th year, The Dealer Playbook delivers straight-talk conversations with the dealers, operators, and leaders who are…
- Indexed episodes, last 90 days
- 13
- Latest publication
- Sep 29, 2026
- Audience
- Checking…
- Earliest in this view
- Jul 7, 2026
Latest episodes
“I Didn’t Have to Chase Ups” — Car Sales Systems Behind 64 Cars in 15 Days | Kevin Rudolph, Sales Team Leader at Royal Buick GMC (opens the original)
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Kevin Rudolph sold 64 cars in a month and worked 14 or 15 days to do it. He didn't chase ups, and he didn't wait on the BDC. Kevin is a top-producing salesperson at a single-point Buick GMC store in rural northwest New Jersey. Before sales, he spent 13 years as a master tech and shop owner, and he only stepped onto the sales floor because his wife pushed him. He had one condition. His kids were going to know him. That condition forced him to build something most reps never do. In this conversati
“Stop Doing The Memes” — What Actually Works for Dealers on Social Media | Charlie Czerniawski, Car Sales Manager at Sansone Toyota (opens the original)
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Charlie Czerniawski, better known as Emcee Charlie, has spent more than two decades in automotive retail and built a significant following across Instagram and TikTok. But this conversation is much bigger than follower counts. Charlie explains how salespeople can use social media to become known in their market before a customer ever walks into the dealership. That familiarity changes the interaction. Customers start asking for specific people. Trust begins earlier. And the salesperson starts bu
"Forget the Gimmicks" - How to Win Customers for Life | Hank Ebeling, Owner and Lead Coach at H4 Training (opens the original)
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Hank Ebeling is the Owner and Lead Coach at H4 Training. With a background in the fitness industry and a deep understanding of hospitality, Hank has honed his skills in delivering exceptional customer experiences. His expertise has helped numerous small businesses differentiate themselves through superior service, making him a sought-after consultant and author of "Crushing the Competition with Service." What We Discuss in This Episode: In this episode I sit down with Hank Ebeling to uncover the
"Sold 300+ Used Cars" - This Ford Store Cracked The Used Car Game | Rob Ruth, President - Bob Ruth Ford (opens the original)
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How do you sell 300+ used cars a month in a town of 2,900 people, and buy 240 vehicles off the street without relying on auctions? In this episode, Rob Ruth the President / Owner of Bob Ruth Ford, Dillsburg PA breaks down the real playbook behind scaling a pre-owned-first dealership inside a franchise system, and why a startup mindset, disciplined acquisition, and a culture built on partnership can outperform “bigger market” excuses. Rob shares exactly how they pivoted during COVID when inventor
"We Want To Actively Give Back" — An Independent Dealer On Trust Over Ad Spend | Travis Baldwin, Vice President at Best Deal Auto Sales (opens the original)
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Travis Baldwin started detailing cars at his family's independent dealership in 1999. He worked his way up through buyer, sales associate, sales manager, area manager, and eventually Vice President at Best Deal Auto Sales, all while serving on the board of the Indiana Independent Auto Dealer Association and spending time as a reserve police officer. Travis joins Michael to talk about something most dealers don't say out loud: that the sign at the ball field and the logo on the billboard might ma
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