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Every growth plan has a price tag. In Part 4 of our Fridays in October series, Jim takes a current, real-world example and breaks it down: where the growth is coming from, what it will cost, and how to plan the capital behind it for 2027. Then we get practical with suggestions for funding partners, because the goal isn’t just more money. It’s the right money. For BHPH and LHPH dealers, and any business owner mapping out a plan for the coming year. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Most dealers set next year’s targets in January, after the year has already started. In Part 3 of our Fridays in October series, Jim makes the case for setting your 2027 KPIs now, in Q4. But first, a step most business owners skip: getting clear on your intentions. What do you want 2027 to look like for your family, your time, and yourself? Look at the year through that lens, and the numbers you choose change. So do your odds of hitting them. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Tax refund season can be won or lost in Q4. In Part 2 of our Fridays in October series, Jim lays out the steps BHPH and LHPH dealers can take now to drive refund volume in Q1. This one was recorded lakeside while fishing in New Mexico this week. You'll want to hear how “de-horsing” and #trust help you beat the competition. Grab your coffee and cast a line with us. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

How much inventory should you stockpile heading into tax refund season? In this episode of the BHPH Morning Show, Jim breaks down how the decision is best made — sizing it to your expected January and February volume, your cash and floor plan capacity, your current days supply, and how long recon really takes. Understock and you miss deals you'll never get back. Overstock and your capital sits on the lot aging. In this episode (1 of 5) we'll take on this time-sensitive topic!   Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Month 24: The Final Verdict | LTV, Customer Retention & the Series Wrap-Up (Part 4 of 4) Only a small slice of the typical Buy Here, Pay Here portfolio is still paying past 24 months, so why do we structure deals as if every contract goes the distance? In this series finale, Jim Rhoads is joined by Central Florida dealer Matt McGill, SDA National Rep Karen Barnett, and V8 Dealer Groups' Kami Powell to recap the first three reasons and add the fourth: Loan-to-Value. In this episode: ✔ Matt's real numbers: ~25% of accounts but only ~10.5% of principal past 24 months ✔ Why he's known as "Low Gross Matt," and why his portfolio yield ranks near the top ✔ Tax refund season and the cost of losing a proven customer ✔ Why trading at 24–30 months resets your interest earnings ✔ LTV explained, and why it matters even with no lender in the picture ✔ Karen's warning on over-leveraging Chapters: 0:00 Intro 2:00 Meet Matt McGill and his 24-month numbers 3:45 Karen Barnett and SDA's acquisition of CAR Financial 6:10 Meet Kami Powell (V8 Dealer Groups) 6:30 Recap #1: Taxation and phantom profit 8:50 Recap #2: Waning customer commitment 10:40 Recap #3: Diminishing returns (interactive tool) 16:00 Trading customers to reset the note 17:15 Tax refund season and customer retention 20:00 Selling to three generations of customers 21:25 Reason #4: Loan-to-Value explained 24:35 LTV and line-of-credit renewals 29:55 V8 report cards and portfolio yield 30:10 "Low Gross Matt" 33:20 Don't over-leverage 35:00 Series wrap Catch Parts 1–3 in the playlist. Interested in a V8 peer group? Reach out to Kami Powell or visit whitehatway.com/v8. #BHPH #BuyHerePayHere #DealerFinance #AutoFinance #SubprimeAuto #PortfolioYield #whitehatway  Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Why Your BHPH Note Stops Paying For Itself Before It Matures | "Month 24 Series" Pt. 3 Show Description: Every simple-interest retail installment contract earns less interest per payment as it ages — but the cost to service that account stays flat. In this episode, we break down exactly where those two lines cross, using a live amortization model you can adjust by rate, term, and servicing cost. This is Part 3 of our 4-part series on why the 24-month mark matters for every BHPH dealer tracking portfolio yield. 👉 Subscribe for the full series 👉 Drop your average servicing cost per account in the comments — let's compare notes #BHPH #BuyHerePayHere #DealerFinance #AutoFinance #SubprimeAuto #PortfolioYield #whitehatway  Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

V8 Study: 24-mo Mark | Episode 2 of 4 | BHPH Morning Show Episode 2 of our 4-part Friday series continues the V8 Study into the 24-month mark — the point in a BHPH/LHPH contract's life where what was structured on paper and what actually plays out start to diverge. We're not ready to hand down a verdict yet. This episode adds another piece to the puzzle, building on the ground we covered in Episode 1. Catch the full series every Friday this September with hosts Jim & Michelle Rhoads. Live Friday, 11:15 AM EDT. More from White Hat Way: whitehatway.com Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

We've examined it from Day 1. Based on a 6-month history, how do our BHPH and LHPH portfolios project to convert over the next 24 months? We were purposeful in selecting that future point in time. Now, with recent vintage studies, the dealers' actual portfolio that remains active past 2 years is sobering for many. The study continues. Join todays LIVE broadcast at 11:15 EST to see some eye-opening, maybe even model-shifting numbers. Jim will explain why this information matters for Buy Here Pay Here and Lease Here Pay Here dealers more than ever. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Following up on this week's reminder that data integrity isn't going anywhere, today we get specific. White Hat Way is opening up Phase 1 of our Data Mapping Tree — the canonical framework that shows exactly how every DMS provider's export labels line up (or don't) with the numbers dealers actually need to trust. This isn't a call-out. It's a call-in. Jim & Michelle lay out the case for why DMS providers — the ones already closest to the data — are in the best position to help close the gap between what dealers report and what's actually true. When providers map their exports to a shared standard, dealers stop fighting fragmented numbers and start operating on solid ground. One bridge. Built by the people who can build it. Used by every dealer who needs it. Today's challenge: if you're a DMS provider, take a look at where your exports stand — and consider what it would take to build toward the same standard as everyone else in the industry. If you're a dealer, ask your provider where they stand on this. 🎙️ Tune in for a hard-hitting, hopeful conversation about what it actually takes to build something dealers and their providers can stand on — together. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

We found ourselves in the crosshairs of someone's controversy in the BHPH/LHPH vendor world about "suitcasing" — the practice of pitching business at industry events without paying for a booth (not our situation). It's easy to write this off as vendor drama that doesn't touch you as a dealer. It's actually part of a much bigger conversation. Every accusation like this is really a question about whose interests are being served. Jim and Michelle Rhoads break down what's actually at stake for dealers when vendors jockey for exclusivity instead of collaborate — and why White Hat Way has built its entire model around working with other partners in the space, not against them, because that's what actually serves dealers. If you've ever wondered why some vendors seem territorial about "their" events, "their" data, or "their" dealers — and what that territorial instinct costs you as the dealer trying to run a better business — this episode is for you. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Announcement: White Hat Way Partners with LendRisk Analytics White Hat Way just extended its trust-first mission into a new layer of the industry: deep data analytics. In this episode, Jim Rhoads breaks down WHW's mission-driven collaboration with LendRisk Analytics — a partnership to co-develop a published data-translation map that helps BHPH/LHPH dealers, vendors, and lenders finally speak the same language around risk and analytics. We cover why "translatable, transparent, and trustworthy" data matters now, what V8 Dealer Group members and DMS providers stand to gain, and why every vendor in the space is being invited to build alongside it. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Every dealer's got a spreadsheet full of straight lines — KPIs, ratios, reports that tell you exactly where you stand. But there's a whole other side of the business that refuses to sit in a column: trust, culture, the way your customers actually feel about walking through your door. We call those the squiggly lines. This Sunday, Jim and Michelle grab the metaphorical pulpit (relax, no collection plate) to preach a little gospel on the stuff that doesn't show up on a report card but shapes whether your dealership thrives or just survives. Expect a genuine case for why the intangibles deserve as much attention as the numbers. No sermon notes required. Just bring an open mind and maybe a cup of coffee. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

Software changes. Dealers' practices may change. But here's what doesn't change unless we work together to fix it: data will remain unclean with gaps and limited reliability. On today's show, Jim & Michelle Rhoads make the case that data integrity isn't a nice-to-have — it's the foundation everything else in this business stands on. DMS providers, lenders, capital partners, coaches, reinsurance companies — every single one of them is only as good as the numbers feeding them. Get the data wrong, and you're optimizing on sand. Jim shares a real, anonymized story from the V8 Dealer Group community: a portfolio that is challenging to reconcile and a dealer who may lose V8 access as a result - frustrating for all involved. It won't be the last dealer to face this scenario. This episode is White Hat Way's call to leadership — for dealers to own their data, for the industry to stop treating "clean numbers" as optional, and for everyone building the future of BHPH to plant that flag now. Because the dealers who get this right today are the ones who'll still be standing — and accessing more affordable capital — tomorrow. DMS cooperation is crucial. Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

AI flagged a deal structure problem. A room full of experienced BHPH dealers confirmed it. And one member changed a pricing approach they'd held onto for years — maybe their whole career. In this episode of the BHPH Morning Show, Jim & Michelle Rhoads take you inside a real V8 Dealer Group conversation where AI-powered report card analysis sparked one of the most impactful peer discussions we've seen. You'll hear how the data started it, how the group deepened it, and why the story doesn't end here — we're tracking the outcome together. If you want to see what AI actually looks like inside a dealer coaching group, this is the episode. 🔔 Subscribe so you don't miss the follow-up. 📅 Live Friday at 11:45 EDT Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.

The Federal Reserve doesn't study industries without a reason — and in May 2026, they published a deep-dive report on the Buy Here Pay Here sector that every independent dealer needs to read. Five Fed economists spent months analyzing real loan data, bank records, and portfolio performance metrics to answer one question: what exactly is the BHPH business model, and what risks does it carry for the broader financial system? What they found will surprise you ... in both directions. Yes, the scrutiny is real. The Tricolor collapse put Washington on notice, and the banking community is now looking at every BHPH operator differently because of one bad actor. Capital is being repriced. Risk ratings are shifting. The regulatory environment is changing in ways that aren't always visible from the lot. But the Fed's data also tells a story the industry rarely gets credit for. BHPH loan balances have grown 214% since 2018. Dealers have been quietly moving toward less risky borrower segments for years. And the integrated dealer-financier model — done right — is one of the most effective tools in the market for serving customers traditional lenders won't touch. Today, Jim and Michelle Rhoads breaks down the full Fed report through the White Hat Way lens: what it means for your capital access, your collections strategy, your customer relationships, and your long-term viability as an operator. If you want to understand the environment you're actually operating in right now, this is the episode. 🔗 Full Fed Report: https://www.federalreserve.gov/econres/notes/feds-notes/subprime-auto-lending-trends-in-buy-here-pay-here-auto-lending-20260508.html BHPH Morning Show | White Hat Way | whitehatway.com Find the BHPH Morning Show on Video (Live or Archived) Find the BHPH Morning Show LIVE on YouTube, LinkedIn and Facebook every Mon, Wed, & Fri at 11am eastern where we (Jim and Michelle Rhoads along with featured guests) talk #buyherepayhere #bhph #subprime #automotive #finance #ethics #whitehatway #customerretention #customerengagement #marketing and much more!  We are pleased to use our sometimes-scratchy morning voices to speak up on behalf of BHPH Dealers. Don't forget to LIKE the videos and SUBSCRIBE to The Octane Group channel. Also, please add your comments or questions right here in the BHPH Institute.