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PODCAST

Driving Performance

Performance Brokerage Services

You’re listening to Driving Performance, your go-to podcast for unmatched expertise in the world of buying and selling an automotive dealership. Join our hosts Jamie Farley and Paul Kechnie as they sit down with industry experts and thought leaders who provide invaluable information from their personal experiences. Our 3 unique series include: - Shifting Gears: Preparing for a life transition - Behind the Deal: A behind the scenes look at closed transactions - The Dealer’s Journey: Inspirational

leisure automotive

All Episodes

31:42

INFINITI’s Comeback: New Products, Clear Vision, Real...

Driving Performance ·

2025/11/04

This special Shifting Gears episode marks the season finale of “Driving Performance.” Tiago Castro, Vice President of INFINITI Americas, joins Jamie Farley and Paul Kechnie to discuss the brand's bold new direction, its renewed dealer momentum, and what's ahead for luxury retail. Tiago shares the behind-the-scenes story of his decision to lead INFINITI's transformation, revealing how he secured global commitment before accepting his role.Key Takeaways:00:00 Introduction.02:14 Executive decisions

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44:42

How the Parts Department Impacts Buy-Sell Deals with...

Driving Performance ·

2025/10/06

We’re joined by Mark J. Payne, President of Total Dealer Solutions. Mark is one of the foremost experts in dealership parts operations, with decades of experience helping dealers prepare for transactions, protect their value, and maximize performance. This is a must-listen for anyone planning to buy or sell a dealership.Mark’s journey from growing up in dealerships to leading Total Dealer Solutions highlights why parts management is critical to dealership success. He shares practical strategies

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28:34

A Personal Story About Selling Her Store From One of...

Driving Performance ·

2025/09/22

We’re joined by Sue Finneron, Faculty of the Canadian Dealer Academy and former owner of one of Canada’s most successful Hyundai dealerships. Widely known in the industry as “Super Sue,” she built a powerhouse dealership in British Columbia with a brand and culture that made her a force in automotive retail.Sue shares candid insights on what it’s like to sell a dealership, protect your team, and step into life after ownership. She opens up about leadership lessons, financial realities, and how to

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22:55

Why AICPA Matters: Supporting Dealers and CPAs, Plus...

Driving Performance ·

2025/09/08

We’re joined by Jimmy Robinson, Chairman of the AICPA Committee, and Partner at Performance Brokerage Services in the Southeast Office. In this episode we sit down with Jimmy to explore his unique perspective as both an industry CFO and leader of one of the most influential organizations shaping dealership accounting, financial practices, and professional development.Listeners will hear why AICPA matters not only to CPAs but also to dealers, how the organization helps the industry stay ahead of

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41:25

The Third Path in Dealership M&A with Tim Batchelor...

Driving Performance ·

2025/08/25

When it comes to dealership growth, succession, and legacy preservation, few voices bring the depth of insight and experience found here. Tim Batchelor, Co-Founder and Managing Director of Open Road Capital, reveals innovative strategies that give dealers more options than ever before. From unlocking capital without losing control to turning real estate challenges into multimillion-dollar opportunities, this episode delivers strategies, stories, and solutions that every dealer should hear.Key

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42:57

Beyond the Balance Sheet: Planning Smarter for the...

Driving Performance ·

2025/08/12

We’re joined by Travis Horton, Partner at HHM CPAs, a top 100 CPA and advisory firm. Travis leads the firm’s dealership services group, helping dealers prepare for transitions with financial clarity and proactive planning. In this conversation, he shares his perspective on estate planning, lending challenges, and how dealerships can prepare their financials to maximize value during a transaction.Key Takeaways:(00:00) Introduction.(03:13) Dealers benefit from the estate planning extension allowing

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34:42

The Franchise Defender: How FADA’s Ted Smith Fights...

Driving Performance ·

2025/07/28

Ted Smith, President of the Florida Automobile Dealers Association, joins us for a candid conversation about what it really takes to protect the franchise system in today’s landscape. From OEM overreach to policy threats, Ted breaks down how FADA is proactively fighting for dealers through legislation, litigation, and constant advocacy.We discuss why dealer engagement at the state level is more critical than ever, how direct-to-consumer models and tariffs could impact dealership value, and why the

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34:49

Don’t Overlook the Dirt: What Dealers Need To Know...

Driving Performance ·

2025/07/07

As an expert who’s been valuing dealership properties for more than 30 years, Stephen Kay of Cushman & Wakefield understands the often-overlooked impact of real estate on deal structure and business value. In this conversation, he outlines the most common missteps dealers make when preparing for a sale and shares strategies for mitigating risk, protecting cash flow, and maximizing value.Key Takeaways:(05:25) The biggest mistake dealers make is negotiating business and real estate

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32:41

Understanding Reinsurance on a Whole New Level with...

Driving Performance ·

2025/06/23

Reinsurance is one of the most powerful — and misunderstood — tools in a dealer’s toolbox. Jeff Alpert, Partner at Composition Wealth, breaks down what reinsurance really is, how it works, and how smart dealers are using it to build wealth, improve cash flow, and even fund acquisitions. Whether you're new to reinsurance or already in a program, this episode will help you understand it on a whole new level and spot opportunities you might be missing.Key Takeaways:(04:03) Many dealers miss out on

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26:19

Inside NAMAD’s Vision and Preview of the Upcoming...

Driving Performance ·

2025/06/02

Perry Watson IV, President of the National Association of Minority Automobile Dealers (NAMAD), joins us to discuss the state of minority dealership ownership, the power of partnerships, and the future of inclusion in automotive. Perry shares the legacy of NAMAD’s founders and how the organization is empowering the next generation of dealers through training, advocacy, and innovation.Key Takeaways:(04:03) Industry training aims to produce top-performing dealership operators.(07:05) High blue-sky

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35:50

How the Right M&A Attorney Gets You to the Finish...

Driving Performance ·

2025/05/19

We are joined by Monica Hoenshell of Calvert Law Firm, a seasoned buy-sell attorney, for an expert look at the legal side of automotive dealership transactions. Monica shares what makes every deal unique, why a tailored approach is critical, and how to avoid the common pitfalls that can derail closings. From the importance of specialized legal counsel to best practices for negotiation and closing, Monica’s insights are essential for anyone buying or selling a dealership.Key Takeaways:(02:44)

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29:14

Represent the Brand. Grow the People. Serve the...

Driving Performance ·

2025/05/05

We’re joined by Mickey Anderson, President and CEO of Baxter Auto Group, a family-owned business with 20 dealerships across multiple states. Mickey shares candid insights on building a legacy, the power of people-first leadership, navigating acquisitions and divestitures, and the future of automotive retail. From honoring his father’s vision to championing digital transformation and government advocacy, Mickey offers practical lessons for dealers looking to grow with purpose and integrity.Key

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44:42

From Subway Restaurant Worker to Dealership Owner...

Driving Performance ·

2025/04/21

We’re joined by Vikas Mehandroo, Dealer Principal of Aaron Automotive Group. Vikas shares his inspiring journey from working at a Subway restaurant to owning multiple car dealerships. He discusses the importance of taking risks, building a legacy and the value of people in his business approach.Key Takeaways:(02:45) Leaving a stable job for entrepreneurship.(06:33) Balancing risk with long-term vision.(10:15) The role of family in business decisions.(12:30) Building a strong team through

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34:50

Inside the Metrics that Matter to OEMs with Greg...

Driving Performance ·

2025/04/07

We’re joined by Greg Gilmore, President and CEO of The Apex Group, Inc., to discuss the complexities of navigating OEM application processes for dealership acquisitions. Greg shares insights on what manufacturers look for in buyers, common roadblocks and strategies to streamline the approval process.Key Takeaways:(02:18) Apex simplifies complex manufacturer paperwork for dealership buyers.(03:19) Seasoned buyers face fewer roadblocks than first-time buyers.(07:47) The importance of retention in the

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44:57

The Path to Becoming TIME Dealer of the Year with...

Driving Performance ·

2025/03/17

Rita Case grew up in the automotive business, working in her family’s Honda dealership before taking on a leadership role in the industry. As President and CEO of Rick Case Automotive Group, she has built a $2 billion, multi-state dealership network, earning recognition as the 2024 TIME Dealer of the Year. In this episode, Rita shares insights on business strategy, leadership, and breaking barriers in a male-dominated industry.Key Takeaways:(02:31) Growing up in a family-owned dealership and

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30:20

Riding the Industry’s Biggest Shifts: EVs, AI, and...

Driving Performance ·

2025/03/03

On this episode, we sit down with Rob Cochran, Chairman and CEO of #1 Cochran Automotive, to discuss his leadership journey and the strategic growth of his dealership group. Rob also shares insights on the future of the industry as the newly appointed Vice Chairman of NADA for 2025, including the challenges posed by electric vehicles, technology, and global uncertainties. Tune in for a candid conversation on dealership growth, leadership, and navigating industry shifts with purpose.Key

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54:01

The Road to Dealership Ownership: Insider Tips From...

Driving Performance ·

2025/02/17

On this episode, we’re joined by Jason Lumpkin, Senior Vice President of Auto Dealerships, and Connor Duncan, Vice President of Auto Dealerships at Live Oak Bank — leaders in dealership financing. Jason and Connor share their expertise in SBA loans, floor plan lending, and how their tailored financing solutions help both aspiring and established dealers achieve their business goals.Key Takeaways:(03:47) Live Oak Bank is the largest SBA lender, with $350M funded in dealership loans.(06:27) Education

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38:33

Vision and Strategy Meet Gut Instinct: Building a...

Driving Performance ·

2025/02/03

We’re joined by Gregg Young, Owner and President of Gregg Young Automotive Group, and Alex Morton, their Chief Financial Officer. They share their experiences on growing a multi-state dealership network, the challenges of leadership and the importance of building a strong culture across all locations.Key Takeaways:(02:26) Gregg’s journey from selling used cars to owning dealerships.(06:57) Moving operations to better locations and growing the business.(13:06) Culture starts at the top and drives

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32:21

The Power of Decentralized Leadership with Joe and...

Driving Performance ·

2025/01/20

In this episode, we’re joined by Serra Automotive’s Chairman, Joe Serra, and President, Matt Serra, who share their insights into leadership based on a blend of family values and professional focus. They discuss the importance of empowering partners, fostering autonomy and creating growth opportunities across their dealership network.Key Takeaways:(02:10) A start in Chevy sales grew into a successful automotive business.(04:02) Valuing people and leading by example lead to strong foundations.(06:22)

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1:05

Welcome to the Driving Performance Podcast

Driving Performance ·

2024/10/04

Welcome to the Driving Performance Podcast, your go-to podcast for unmatched expertise in the world of buying and selling an automotive dealership.Join our hosts Jamie Farley and Paul Kechnie as they sit down with industry experts and thought leaders who provide invaluable information from their personal experiences.Our 3 unique series include:Shifting Gears: Preparing for a life transitionBehind the Deal: A behind the scenes look at closed transactionsThe Dealer’s Journey: Inspirational and

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20 results

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