Advertise on podcast: What the Fixed Ops?! (WTF?!)

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning welcome Leo Portaluppi, CEO and owner of P4 Automotive, for a conversation about dealership leadership, fixed operations, customer retention, and what it takes to build a successful automotive dealership group. Leo shares his journey from working as a technician and service advisor to becoming a dealership executive and owner. He explains how mentors like Roger Penske shaped his career, why understanding both fixed operations and variable operations is critical to dealership success, and how building the right team can create opportunities for long-term growth. The conversation explores how P4 Automotive approaches dealership management, employee development, and customer experience. Leo discusses creating ownership opportunities for store leaders, improving communication between service and sales, using transparency to sell used vehicles, and building customer retention strategies that keep drivers coming back to the dealership for service and future purchases. We talk about: How P4 Automotive approaches dealership growth and leadershipWhy fixed operations and variable operations need to work togetherWhy dealership leadership starts with developing peopleThe four pillars of dealership success: people, process, passion, and productCreating dealership ownership opportunities to attract and motivate leadersHow transparent used car sales can build customer trustImproving dealership customer retention through better service experiencesUsing loyalty programs, service contracts, and dealership apps to keep customers coming backWhy dealerships need to rethink traditional technician pay structuresHow to identify people, process, and passion problems in dealership operations Leo also explains why dealership profitability is a byproduct of strong people, effective processes, passion, and confidence in the products being sold. From creating career paths for technicians to offering managing partners an opportunity to invest in their stores, he shares practical lessons on building a dealership culture where employees feel valued, leaders take ownership, and customers have a reason to return. Whether you're a dealer principal, dealership owner, general manager, fixed ops director, service manager, or automotive industry professional, this episode offers insights into dealership leadership, fixed operations management, employee development, and strategies for growing a more customer-focused and profitable automotive business. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE https://www.linkedin.com/company/fixed-ops-marketing/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf https://www.youtube.com/@fixedopsmarketing?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Get watch and listen links, as well as full episodes and shorts: https://www.fixedopsmarketing.com/wtf/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Join Managing Partner and Host, Russell B. Hill and Charity Dunning, Co-Host and Chief Marketing Officer of FixedOPS Marketing, as we discuss life, automotive, and the human journey in WTF?! Don't forget to send us a message here! https://www.fixedopsmarketing.com/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf #podcast #automotive #fixedoperations

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning welcome Gary Sillman, agent owner of Global F&I Solutions, for a wide-ranging conversation about breaking down dealership silos, connecting sales and service, and uncovering new revenue opportunities inside the service drive. Gary explains why dealerships can no longer afford to operate sales, service, parts, and F&I as separate departments. With customers keeping vehicles longer and increasingly interacting with dealerships digitally, the service lane has become one of the biggest opportunities to strengthen customer relationships, acquire used vehicles, offer protection products, and create a natural path back to sales. The conversation explores how dealerships can turn every service visit into a more complete customer experience. Gary discusses using vehicle inspections, appraisals, service contract options, connected CRM systems, and better communication to give customers more choices while helping departments work together instead of allowing valuable opportunities to fall through the cracks. We talk about: Why dealership silos need to disappearTurning the service lane into a vehicle acquisition opportunityConnecting sales, service, parts, and F&IOffering F&I products beyond the initial vehicle purchaseCreating sales funnels from existing service customersUsing inspections and appraisals to give customers more optionsWhy connected CRM systems matterHow outdated dealership processes create missed opportunitiesWhy technology and AI can't replace strong leadershipUsing social media to humanize your dealership Gary also shares why dealerships need to rethink processes that may have worked five or ten years ago but no longer fit today's customer journey. Rather than adding another piece of technology to an already fragmented operation, he encourages dealers to map out their processes, identify where customers and information are falling through the cracks, and build a more connected operating system. Whether you're a dealer principal, general manager, fixed ops director, service manager, F&I professional, advisor, or automotive leader, this episode offers practical insights into creating a more connected dealership, generating additional opportunities from the service drive, and building stronger relationships with customers. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE https://www.linkedin.com/company/fixed-ops-marketing/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf https://www.youtube.com/@fixedopsmarketing?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Get watch and listen links, as well as full episodes and shorts: https://www.fixedopsmarketing.com/wtf/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Join Managing Partner and Host, Russell B. Hill and Charity Dunning, Co-Host and Chief Marketing Officer of FixedOPS Marketing, as we discuss life, automotive, and the human journey in WTF?! Don't forget to send us a message here! https://www.fixedopsmarketing.com/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf #podcast #automotive #fixedoperations

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning welcome Josh Arnold, Master Technician and Co-Founder of Within Spec, for an insightful conversation about the automotive technician shortage, technician retention, mentorship, and what dealerships need to do differently to develop the next generation of skilled automotive professionals.  Josh explains why the industry's technician problem may be less about a shortage of young people interested in the trades and more about a shortage of dealerships equipped to develop them. From clearly defined career paths and strong shop leadership to consistent mentorship and follow-up, Josh argues that dealerships must give technicians a reason to see automotive service as a long-term career rather than simply a job. The conversation also explores the power of video MPI and technician-to-customer communication. After seeing firsthand how customers responded to technician videos, Josh developed his own customer-focused approach and eventually trained approximately 150 technicians on video inspections. Rather than treating video MPI as another tool for selling repairs, Josh believes technicians should use it to educate customers, create transparency, build relationships, and improve long-term service retention. We talk about: Why the technician shortage isn't simply a recruiting problemThe importance of mentorship for young automotive techniciansHow dealerships can create clearer technician career pathsWhy Master Technicians need opportunities to continue growingRecruiting technicians with honesty and real-world expectationsHow dealerships can improve technician training and retentionWhy video MPI should focus on trust instead of sellingBuilding stronger technician-to-customer relationshipsChallenging the "that's how we've always done it" mentalityHow Within Spec is building a community for the next generation of technicians Josh also shares what becoming a teacher and mentor taught him about his own career, why being questioned can make technicians better at their craft, and how the Toyota philosophy of Kaizen—or continuous improvement—continues to shape his approach to automotive service. His message to dealerships is clear: recruiting young talent is only the beginning. Developing, supporting, challenging, and communicating with technicians throughout their careers is what ultimately keeps great people in the industry. Whether you're a dealer principal, fixed ops director, service manager, shop foreman, technician, advisor, or automotive professional, this episode delivers practical insights into technician recruitment and retention, automotive mentorship, video MPI, customer communication, and building a stronger future for dealership fixed operations. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE https://www.linkedin.com/company/fixed-ops-marketing/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf https://www.youtube.com/@fixedopsmarketing?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Get watch and listen links, as well as full episodes and shorts: https://www.fixedopsmarketing.com/wtf/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Join Managing Partner and Host, Russell B. Hill and Charity Dunning, Co-Host and Chief Marketing Officer of FixedOPS Marketing, as we discuss life, automotive, and the human journey in WTF?! Don't forget to send us a message here! https://www.fixedopsmarketing.com/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf #podcast #automotive #fixedoperations

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning welcome Matt Crumpton, Director of Business Development for NAPA Auto Parts and the NAPA Auto Care program, for a wide-ranging conversation about the rapidly changing automotive repair industry and what franchise dealerships can learn from successful independent repair shops. With 28 years of automotive experience, Matt shares lessons he's learned from working across the industry, from the importance of lifelong learning and mentorship to the growing role of technology, training, partnerships, and customer relationships. The conversation explores why independent repair shops often have an advantage when it comes to customer loyalty, how dealerships can move from a transactional mindset to a relationship-driven approach, and why the customer who comes in for service today could be the person buying their next vehicle tomorrow. We talk about: What dealerships can learn from successful independent repair shopsWhy customer loyalty starts with relationships and trustThe difference between transactional and relational customer serviceWhy dealerships need to think beyond the warranty periodHow communication can transform the customer experienceWhy convenience has become critical in automotive serviceHow dealerships can compete without simply competing on priceThe importance of price transparency and accurate estimatesWhy recommendations are better than "upselling"How to turn a service customer into a customer for life Matt also discusses NAPA Auto Care's approach to building consistency across a network of independently owned businesses without taking away their individual identities. He explains how partnerships, technology, training, and shared resources can help independent shops deliver a consistent customer experience while maintaining the personal relationships that make them successful. Whether you're a dealer principal, fixed ops director, service manager, service advisor, independent shop owner, technician, or automotive leader, this episode offers valuable insight into the future of automotive repair—and why technology alone won't create loyal customers. Relationships, trust, communication, and taking care of people still matter most. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE https://www.linkedin.com/company/fixed-ops-marketing/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf https://www.youtube.com/@fixedopsmarketing?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Get watch and listen links, as well as full episodes and shorts: https://www.fixedopsmarketing.com/wtf/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Join Managing Partner and Host, Russell B. Hill and Charity Dunning, Co-Host and Chief Marketing Officer of FixedOPS Marketing, as we discuss life, automotive, and the human journey in WTF?! Don't forget to send us a message here! https://www.fixedopsmarketing.com/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf #podcast #automotive #fixedoperations

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning welcome Michael Keene, Chief Revenue Officer at Chameleon Limited, for an eye-opening conversation about the future of artificial intelligence in automotive fixed operations and why the biggest opportunity isn't replacing people—it's developing better leaders. Michael explains why AI should be viewed as a leadership tool rather than a staffing solution. While many dealerships focus on automation and efficiency, Michael argues that AI's greatest value lies in helping service managers spend less time buried in reports and more time coaching advisors, developing teams, and improving the customer experience. The conversation explores how AI can eliminate "data fog," provide actionable insights, and help new managers make decisions with the confidence of seasoned industry veterans. Michael also discusses why leadership—not labor rate—is the true driver of profitability, how dealerships can improve customer retention through better communication, and why consistent coaching is still the foundation of every successful service department. We talk about: Why AI won't replace great service managersUsing AI to coach instead of simply manageHow dealerships can eliminate "data fog"Developing stronger leaders through actionable insightsWhy customer communication is still the biggest competitive advantageThe difference between managers and true leadersHow AI improves accountability without creating confrontationWhy employee development drives profitabilityBuilding stronger advisor coaching processesThe future of AI in fixed operations and dealership leadership Michael also shares practical strategies for improving service advisor performance, increasing effective labor rate, reducing employee turnover, and creating dealership cultures where both employees and customers thrive. Whether you're a dealer principal, fixed ops director, service manager, advisor, or automotive leader, this episode delivers practical insights on leveraging AI to strengthen leadership, improve operational performance, and create a better customer experience. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE https://www.linkedin.com/company/fixed-ops-marketing/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf https://www.youtube.com/@fixedopsmarketing?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Get watch and listen links, as well as full episodes and shorts: https://www.fixedopsmarketing.com/wtf/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf Join Managing Partner and Host, Russell B. Hill and Charity Dunning, Co-Host and Chief Marketing Officer of FixedOPS Marketing, as we discuss life, automotive, and the human journey in WTF?! Don't forget to send us a message here! https://www.fixedopsmarketing.com/?utm_source=wtf&utm_medium=wtf&utm_campaign=wtfsocial&utm_id=wtf #podcast #automotive #fixedoperations

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning welcome David Long, founder of David J. Long Coaching & Performance, creator of Pandemic of Positivity, and author of Step Zero, for an inspiring conversation about leadership, personal growth, accountability, and the mindset that separates great leaders from everyone else. David shares his incredible journey from addiction, homelessness, and recovery to becoming one of the automotive industry's most respected leadership coaches. He explains why lasting success doesn't begin with better processes or new technology—it starts with what happens before every decision: your mindset, your energy, your attitude, and your approach. Drawing from nearly four decades of personal growth and leadership experience, David reveals why "Step Zero" is the foundation for every successful leader. The conversation explores the importance of personal responsibility, self-awareness, positive influence, and building a culture where people thrive. David also shares the powerful life experiences that inspired Step Zero, the lessons he's learned coaching dealerships across the country, and why leadership is ultimately about helping others become the best version of themselves. We talk about: Why leadership starts before any process or strategyThe meaning behind "Step Zero"Why your mindset determines your resultsHow to own your energy, attitude, and approachThe power of accountability and self-awarenessWhy leaders must work on themselves firstHow recovery shaped David's leadership philosophyBuilding positive dealership cultures that lastWhy serving others creates lasting successDaily habits that help great leaders reset and grow David also shares practical insights on developing stronger leaders, creating high-performing teams, building meaningful relationships, and why true leadership begins when you take responsibility for the person in the mirror. This is an inspiring conversation about leadership, personal transformation, dealership culture, accountability, mindset, and becoming the kind of leader people genuinely want to follow. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! #podcast #automotive #fixedops #leadership #dealershipleadership #personaldevelopment #dealershipculture #accountability #growthmindset #automotiveindustry

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning sit down with Nolan Armpriester, General Manager of Twin Pines Ford of Hamburg, for an insightful conversation about dealership leadership, fixed operations, mobile service, customer retention, and why the future of automotive service is happening outside the four walls of the dealership. Drawing on decades of experience working his way from service advisor to general manager, Nolan shares how process, accountability, and people-first leadership have shaped his career. He explains why the best leaders create systems that empower their teams, why dealership culture starts with leadership, and how treating employees like family ultimately creates a better customer experience. The conversation also dives deep into one of the fastest-growing opportunities in fixed operations—mobile service. Nolan explains why many dealerships mistakenly believe mobile service doesn't "pencil," how it creates new revenue streams through retail and commercial fleet customers, and why convenience is quickly becoming the biggest competitive advantage in automotive service. We talk about: • Why leadership is different from management • Building a process-driven culture that creates accountability • Why employees come before customers • The biggest financial opportunities dealers overlook • How mobile service is transforming fixed operations • Why pickup and delivery increases customer retention • Growing commercial fleet business through mobile service • Why convenience is becoming the future of dealership service • The importance of vendor partnerships over vendor relationships • Lessons learned from ASOTU CON and the Year of the Human Nolan also shares practical advice for dealerships looking to launch mobile service, improve technician productivity, strengthen dealership culture, and build long-term customer loyalty through better leadership and operational discipline. His message is clear: the dealerships that win tomorrow won't simply have better technology—they'll have stronger leaders, better processes, and a relentless commitment to creating convenient, relationship-driven experiences for both employees and customers. This is a must-listen conversation about dealership leadership, mobile service, fixed operations, customer retention, fleet service, accountability, dealership culture, and the future of automotive retail. BE THE FIRST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! #podcast #automotive #fixedops #mobileservice #dealershipservice #leadership #dealershipmanagement #customerexperience #fleetservice #automotive

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning sit down with David Anderson, CEO and co-founder of EvenFlow AI, for a fascinating conversation about service department optimization, predictive analytics, artificial intelligence, dealership operations, and the human side of leadership. David shares his unconventional journey from academia and applied mathematics to airlines, healthcare, and ultimately automotive retail. Drawing on years of experience helping organizations optimize complex scheduling and capacity challenges, he explains why dealership service departments continue to struggle with bottlenecks, long wait times, unpredictable workloads, and missed revenue opportunities. The conversation also takes a deeper turn as David shares his personal battle with cancer and how facing mortality transformed his perspective on leadership, purpose, family, and business. His story offers a powerful reminder that success is ultimately measured by impact, relationships, and the people we serve. We talk about: Why dealership service departments struggle with schedulingThe hidden revenue lost through operational bottlenecksWhat automotive can learn from healthcare and airlinesHow predictive analytics improves service department efficiencyWhy customer wait times remain a major challengeThe difference between AI hype and real-world applicationsWhat cancer taught David about purpose and perspectiveWhy the human element remains critical in an AI-driven future David also shares valuable insights on technician productivity, customer retention, operational efficiency, dealership culture, and why technology should empower people—not replace them. His message is clear: the future of fixed operations isn't about replacing human expertise with AI. It's about using data, analytics, and intelligent tools to help service teams work smarter, deliver better customer experiences, and create more productive and profitable operations. This is an insightful conversation about dealership service operations, artificial intelligence, predictive analytics, leadership, customer experience, and the personal journeys that shape great leaders. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! #podcast #automotive #fixedops #dealershipservice #artificialintelligence #predictiveanalytics #serviceoperations #fixedoperations #dealershipmanagement #leadership

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning sit down with Dennis McGinn, founder of Rapid Recon and co-founder of Workflow Live, for an insightful conversation about dealership accountability, operational excellence, leadership, and the transformative role of AI in automotive retail. Dennis shares the story behind building Rapid Recon into one of the most widely adopted dealership technologies in the industry, helping thousands of dealerships dramatically improve reconditioning times, inventory turns, and profitability. He explains how a lack of accountability, visibility, and trust in data continues to create bottlenecks across dealership operations—and why solving those challenges became the foundation of his success. The conversation then shifts to Workflow Live, Dennis’s latest venture, which leverages artificial intelligence to help dealerships move from reactive firefighting to proactive leadership. Dennis explains how AI can help general managers identify operational bottlenecks, align teams around measurable goals, improve execution, and create accountability across every department. This discussion goes far beyond technology. It explores leadership, culture, process improvement, organizational alignment, and what it takes to build systems that drive sustainable growth in modern dealerships. We talk about: How Rapid Recon transformed dealership reconditioningWhy accountability remains one of the industry's biggest challengesThe hidden cost of operational bottlenecksWhy dealership teams struggle to trust dataThe role of leadership in driving performanceHow great general managers create alignmentWhy reactive management limits dealership growthThe importance of measuring what matters Dennis also shares powerful insights on dealership culture, employee buy-in, process improvement, data integrity, and why the future of automotive retail belongs to organizations that can effectively align people, processes, and technology. His message is clear: dealerships don't have a technology problem—they have an execution problem. Success comes from creating accountability, building trust in the data, empowering employees, and giving leaders the tools they need to focus on what matters most. This is a high-level, future-focused conversation about dealership operations, leadership, artificial intelligence, accountability, and the systems that will define the next generation of automotive retail. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! #podcast #automotive #fixedoperations #dealershipmanagement #artificialintelligence #dealershipleadership #workflowlive #rapidrecon

In this episode of What the Fixed Ops?!, hosts Russell Hill and Charity Dunning sit down with Bill Springer for a deep dive into the evolving world of dealership customer retention, fixed operations, and long-term service loyalty. Drawing from insights in his latest Dealer Retention Report, Bill breaks down the biggest challenges and opportunities facing dealerships today—from tire sales and first service appointments to mobile service, video MPIs, communication strategies, and the growing importance of convenience-driven loyalty. Bill explains why customer retention is no longer just about price or promotions, but about building trust, creating seamless experiences, and proactively guiding customers through every stage of ownership. He shares why dealerships lose customers after the warranty period, how poor communication creates major defection points, and why service departments must rethink the customer journey from day one. This conversation goes far beyond oil changes and repair orders. It’s about understanding customer behavior, building long-term relationships, creating value beyond price, and developing systems that keep customers coming back year after year. We talk about: • Why the first service appointment is critical to retention • How tire sales directly impact long-term customer loyalty • Why dealerships still struggle to communicate their tire business • The growing role of mobile service and convenience • How video MPIs build trust and transparency with customers • Why appointment availability can make or break retention • The connection between communication and customer continuity • Why dealerships must focus on value instead of competing on price • How prepaid maintenance bundles improve retention • The importance of setting the next appointment before customers leave • Why customer experience now competes with Amazon-level convenience • How dealerships can reduce friction in the service process • The biggest customer defection points dealerships overlook • Why service advisors should focus on education and relationship-building • How leadership and long-term thinking shape dealership success • The role of process consistency in improving retention • Why dealerships need proactive systems instead of reactive marketing • How EV adoption is reshaping tire and maintenance opportunities • Why trust, transparency, and convenience matter more than ever Bill also shares powerful insights on leadership, customer psychology, employee communication, and why dealerships must stop thinking transactionally and start thinking about customer continuity over the long term. His message is clear: retention doesn’t happen by accident—it happens through trust, communication, convenience, and consistently delivering value at every step of the customer journey. This is a high-level, insight-packed conversation about dealership retention, fixed ops strategy, customer loyalty, and what it truly takes to build a service experience customers choose to come back to. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! #podcast #automotive #fixedoperations #dealershipmarketing

Culture isn’t built through slogans or perks—it’s built through leadership, accountability, training, and creating an experience people actually want to be part of. In this episode of What the Fixed Ops?!, we welcome back Nick Ruffolo for an in-depth conversation on what truly drives long-term success inside a dealership. From customer retention and employee engagement to leadership development and process accountability, Nick breaks down the systems and mindset shifts that separate average dealerships from elite-performing organizations. Drawing from his experience leading fixed operations across the , Nick shares why culture is more than a buzzword—it’s the foundation behind customer loyalty, employee retention, and sustainable growth. He explains how dealerships can create stronger relationships with customers, empower advisors and technicians, and develop leaders who inspire performance instead of simply managing it. This conversation goes far beyond service lanes and KPIs. It’s about understanding people, creating buy-in, building trust, and developing systems that keep both employees and customers coming back. We talk about: Why dealership culture impacts every departmentThe connection between customer experience and employee retentionWhy fixed ops success starts with leadership and accountabilityHow training and coaching create high-performing teamsThe importance of understanding your employees’ “why”How dealerships lose customers after the warranty periodWhy service advisors should focus on relationships over transactionsThe role of communication in dealership performanceWhy process consistency matters more than flashy amenitiesHow great leaders create buy-in and trustThe difference between managing people and inspiring themWhy dealerships must break down silos between sales and serviceHow setting the next appointment improves retentionWhy top-performing dealerships invest heavily in culture and developmentThe importance of hiring for attitude and emotional intelligence Nick also shares powerful insights on leadership, employee motivation, customer trust, and how embracing discomfort and continuous growth can transform both individuals and organizations. His message is clear: dealerships don’t grow because of luck—they grow because of people, culture, accountability, and leaders willing to invest in the long game. This is a high-energy, insight-packed conversation about customer retention, leadership, fixed ops culture, and what it really takes to build a dealership people want to work for—and customers want to return to. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! podcast #automotive #fixedoperations #dealershipmarketing

Growth doesn’t come from adding more tools—it comes from seeing clearly, fixing what’s broken, and building systems that actually work. In this episode of What the Fixed Ops?!, we welcome John Acosta, CEO of VTech Dealer IT and a leader at the intersection of automotive, technology, and cybersecurity. John brings a rare combination of military discipline, entrepreneurial grit, and deep dealership experience—and in this conversation, he breaks down why most dealerships aren’t struggling from a lack of opportunity… but from a lack of visibility. From plugging revenue leaks to aligning people and processes, John shares how understanding systems—not just symptoms—can transform dealership performance from the inside out. This conversation goes far beyond IT. It’s about leadership, culture, accountability, and how the connection between people and systems ultimately determines success. This episode will challenge the way you think about operations, technology, team alignment, and what it really takes to build a high-performing dealership. We talk about: Why “visibility” is the biggest missing piece in dealershipsHow missed calls are silently killing revenueThe connection between people, systems, and performanceWhy most SOPs fail—and how to actually build themHow to identify and fix process breakdowns quicklyThe “process process” for solving problems at scaleWhy dealerships stay stuck in repeating patternsHow AI should support—not replace—your teamThe importance of eliminating “mental clutter” with automationHow to create alignment between leadership and frontline teamsWhy culture and systems must evolve together John also shares powerful insights on leadership, self-awareness, and how shifting from judgment to curiosity can unlock better results—both in business and in life. His message is clear: you don’t need more tools—you need better visibility, stronger processes, and a deeper understanding of how your organization actually operates. This is a direct, insightful, and systems-driven conversation about fixing what’s broken, unlocking hidden profit, and building a dealership that runs with clarity and purpose. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! #podcast #automotive #fixedoperations #dealershipmarketing

(00:00:00) Intro (00:00:39) Tim shares the origin of Tour Detour (00:01:44) How the idea turned into a viral series (00:05:58) What Tim wanted to achieve from making the show (00:10:52) Fixed ops as the backbone of dealership profitability (00:13:15) The danger of over-quoting and losing customer trust (00:19:14) What Tim's Strategy Looks Like on a Daily Basis (00:25:35) Rethinking service appointments vs. walk-ins (00:31:10) Setting Expectations with Clients (00:33:08) How AI is shaping the future of service communication (00:37:07) Biggest Missed Opportunities in the Service Department (00:44:14) What’s next for Tour Detour (00:46:31) Outro Success doesn’t always come from following the traditional playbook—sometimes it’s built by rethinking the rules, taking risks, and executing with intention. In this episode of What the Fixed Ops?!, we welcome Tim Pohanka, VP and COO of Pohanka Nissan Hyundai and the creative force behind Tour Detour, the show. Tim brings a unique blend of dealership leadership, innovation, and storytelling—and in this conversation, he breaks down why fixed operations remains one of the most powerful (yet misunderstood) drivers of long-term dealership success. From launching a viral automotive series to redefining how service departments operate, Tim shares how thinking differently—and executing with discipline—can unlock massive growth in both business and brand. This conversation goes far beyond cars and content. It’s about leadership, customer experience, process, and why dealerships that embrace transparency, education, and adaptability will win in today’s evolving market. This episode will challenge the way you think about fixed ops, service retention, dealership culture, and what it really takes to stand out in a crowded industry. We talk about: The origin and rapid growth of Tour DetourWhy storytelling is transforming dealership marketingHow fixed ops drives consistent, scalable profitabilityThe biggest mistakes service departments make todayWhy over-quoting repairs kills customer trust and revenueHow proper pricing strategy increases repair order acceptanceThe importance of educating—not selling—your customersWhy video MPI and transparency are game changersHow AI can improve communication and service conversionsThe truth about appointments vs. walk-in service modelsWhat it takes to build a multi-generational dealership legacy Tim also shares insights on leadership, innovation, and how stepping outside your comfort zone—whether in business or content creation—can create unexpected opportunities. His message is clear: stop treating fixed ops as an afterthought, focus on delivering real value to customers, and build processes that drive both trust and profitability. This is a direct, insightful, and forward-thinking conversation about growth, innovation, and the future of fixed operations in automotive. BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?! #podcast #automotive #fixedoperations #dealershipmarketing

Some careers follow a straight line. Others are built by recognizing opportunity, solving problems, and scaling what works. In this episode of What the Fixed Ops?!, we welcome Matthew Wilmsen, Chief Revenue Officer, and Eric Wilson, SVP of OEM Partnerships at Fixed Ops Marketing, to the show. Both Matt and Eric bring deep experience from high-level automotive, data, and growth organizations—and in this conversation, they break down why fixed operations is one of the most overlooked and underutilized profit centers in the dealership world today. From their first impressions of Fixed Ops Marketing to their vision for scaling the company, they share what made them join, what they see missing across the industry, and how dealerships can unlock massive growth by leveraging better data, smarter communication, and stronger partnerships. This conversation goes far beyond sales and marketing tactics. It’s about discipline, leadership, relationships, and why dealerships that embrace change and data-driven strategies will win in the next era of automotive. This episode will challenge the way you think about fixed ops, customer retention, data strategy, and what it really takes to scale a dealership in today’s market. We talk about: What drew Matt and Eric to Fixed Ops Marketing and why timing mattersThe biggest mistakes companies make when trying to scaleWhy communication and relationships are the foundation of real growthHow great sales teams focus on problem-solving—not just sellingThe importance of discipline, planning, and process in building revenueHow Matt’s military background shaped his leadership and accountability styleWhy most dealerships are missing the mark on fixed ops marketingThe power of clean, actionable data—and why it’s the new currencyHow dealerships are losing customers without even realizing itWhy service retention is one of the biggest untapped opportunitiesHow to align sales, marketing, and partnerships to drive real resultsThe difference between selling a product and building a true partnershipWhy educating customers (not selling them) builds trust and long-term loyaltyHow dealerships can better adapt to changing consumer behaviorWhat high-performing teams do differently when it comes to growthThe vision for scaling Fixed Ops Marketing and doubling dealer countMatt and Eric also share insights on leadership, adaptability, and what it takes to build a company that’s truly ready to scale—from the foundation up. Their message is clear: stop relying on outdated strategies, start leveraging data, and focus on fixed ops as a core driver of long-term profitability. This is a direct, insightful, and forward-thinking conversation about growth, leadership, and the future of fixed operations in automotive. Global Dealer Solutions offers a network of high-performance providers while remaining product agnostic. Knowing which tools to deploy makes a big difference. Having a trusted adviser; priceless. Schedule your complimentary consultation today: https://calendly.com/don-278 BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?!  #podcast #automotive #fixedoperations #dealershipmarketing

Some careers are planned. Others are built through grit, pressure, and pure resilience. In this episode of What the Fixed Ops?!, we welcome Sheila Pogue, Dealer Marketing Consultant at Dealer OMG, to the show. Sheila’s journey into the automotive and dealership world didn’t begin in a showroom or service drive — it started in hospitality, managing bars and restaurants before making an unexpected leap into the RV, marine, and dealership industries. From the parts counter to service leadership to operations management, she worked her way up through the trenches and built her career from the ground up. Today, Sheila helps dealerships across the country improve performance through smarter marketing, stronger customer targeting, and a deeper understanding of how fixed ops, retention, and culture all work together to drive long-term profitability. This conversation goes far beyond ads and lead generation. It’s about resilience, mentorship, retention, leadership, and why some dealerships continue to grow while others get left behind. This episode will challenge the way you think about dealership culture, fixed ops, customer loyalty, and what really creates lasting success in the automotive industry. We talk about: • Sheila’s unconventional path from hospitality into dealership leadership • The lessons she learned working in parts, service, warranty, and operations • Why mentorship can completely change the trajectory of a career • The reality of being a woman in fixed operations and dealership leadership • How insecurity and competition can show up between women in the industry • Why culture, retention, and leadership matter more than most dealers realize • The importance of investing in people instead of constantly replacing them • Why vendors should be treated like strategic partners, not just salespeople • The biggest marketing mistakes dealerships are making right now • How Meta, Facebook, Instagram, and customer data can be used more effectively • Why lower lead volume doesn’t have to mean lower performance • The massive opportunity dealers are still missing in fixed operations • Why service retention may be the most overlooked growth strategy in automotive • How the customer journey should feed directly from sales into the service drive • Why dealers need to prepare technicians and teams now for EV and hybrid service Sheila also shares powerful personal stories about earning respect, leading under pressure, navigating tough workplace dynamics, and the moments that reminded her why great customer service still matters. Her message is simple: adapt, invest in people, focus on retention, and stop overlooking fixed ops as the engine of dealership growth. This is a candid, practical, and inspiring conversation about leadership, reinvention, marketing, and what it really takes to win in today’s dealership environment. Connect with Sheila Linkedin: https://www.linkedin.com/in/sheilapogue713/ Email: [email protected] Dealer Profitability Summit: https://dealerprofitabilitysummit.com/ Global Dealer Solutions offers a network of high-performance providers while remaining product agnostic. Knowing which tools to deploy makes a big difference. Having a trusted adviser; priceless. Schedule your complimentary consultation today: https://calendly.com/don-278 BE THE 1ST TO KNOW. LIKE and FOLLOW HERE www.linkedin.com/company/fixed-ops-marketing https://www.youtube.com/channel/@fixedopsmarketing  Get watch and listen links, as well as full episodes and shorts: www.fixedopsmarketing.com/wtf Join Managing Partner and Host Russell B. Hill and Co-Host Charity Dunning as they discuss life, automotive, and the human journey in What the Fixed Ops?!  #podcast #automotive #fixedoperations #dealershipmarketing #womeninautomotive