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Terry and Paul watch The Twilight Zone series in order and discuss each episode.
A collaboration between the Dave Cantin Group and Cox Automotive, Dealer News Today creates content and information for dealers in the automotive industry. The information they need today and insights for tomorrow. Our content is exclusive and our podcasts feature automotive industry powerhouses from around the globe giving master-class advice to dealerships.
This week Terry and Paul wonder where the rest of the beer is as they attend a friendly Friday night poker game. The buy in is low but the stakes become very high when one player is found out to be the devil himself...By Paul Steadman
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Dealer News Today Podcasts
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“We’ve always played the long game” || Brian Kelly, President and CEO, Kelly Automotive Group
26:53
26:53
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Brian Kelly’s career in the automotive industry spans an incredible 56 years and counting. He got his start working at his father Roland’s used car lot as a young teenager - which would eventually become the first dealership of Kelly Automotive Group. There are now eight Kelly dealership locations with a total of ten franchises throughout them. On …
This week Terry and Paul go thrift store shopping and meet Ms. Maddie Duncan, a frazzled store employee that everyone walks all over. While putting away items, Maddie finds a pair of shoes that make her feel like a completely different woman...By Paul Steadman
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“I think it’s hugely important to be out there” || Dan Fields, President, Fields Auto Group
26:49
26:49
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Dan Fields is something of a Renaissance man - he studied in multiple countries during college, is bilingual, and has a professional interest in aquaculture in addition to the automotive business. He’s also lived, worked, and studied in several very different states, and fittingly, Fields Auto Group has 34 locations in some diverse areas - Florida,…
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“I always enjoyed the beauty of the car” || George Grubbs III, President and CEO, Grubbs Automotive Group
22:57
22:57
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Fourth-generation car dealer George Grubbs III grew up wanting to be a doctor - until he got his first taste of the sales side of the automotive industry. Now, he’s president and CEO of his family’s dealership group, boasting six stores and on their way to further expansion. George joins Derek D for an insightful conversation spanning his lifelong …
This week Terry and Paul are trying not to get dusty when they meet an aunt and nephew trying to beat the heat by driving to a nearby pond. Along the way they pickup a odd old stranger in a ragged suit who starts saying more and more disturbing things...By Paul Steadman
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“We’re all very mobile” || Brandon Tomes, President, Brandon Tomes Subaru/Brandon Tomes Volkswagen
24:50
24:50
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A lifelong gearhead, a graduate of the NADA Dealer Candidate Academy, and a longtime employee of his family’s dealership, Brandon Tomes was destined to get into automotive sales. With Brandon’s initiative and his father’s blessing, he expanded the Tomes family’s automotive dealership holdings to include Brandon Tomes Subaru and Brandon Tomes Volksw…
This week Terry and Paul go shoving past everybody on the street and meet Mr. Maury Winkler, a struggling playwright that needs a hit as the rent is past due. He stumbles upon the opportunity of a lifetime when his writing partner suddenly passes away...By Paul Steadman
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“It’s unbelievable what kind of ideas somebody else has” || Joe Cardinale, President, Cardinale Auto Group
19:31
19:31
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Starting when he was 18, Joe Cardinale was hooked on the business of selling cars. He opened a dealership of his own for the first time in 1980, and now Cardinale Auto Group has 22 locations throughout California, Nevada, and Arizona, and the family-owned and operated business is planning to open several more soon. On this episode, Joe Cardinale ch…
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“It’s education, it’s creating that relationship, and it’s constant communication.” || Dorian Jimenez, General Sales Manager, Classic Chevrolet
29:55
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Dorian Jimenez has been in the automotive business for 26 years in all sorts of roles - despite having a pre-med degree. He’s been general sales manager for the largest Acura dealership in the US, sales director for a large luxury car dealership, and joined Classic Chevrolet of Grapevine, TX a few years ago. Besides being the general sales manager,…
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Strange Highways
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S1, Ep. 7B - Paladin of the Lost Hour
1:02:19
1:02:19
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This week Terry and Paul go to a very small cemetery and meet Mr. Billy Kinetta, a man who is haunted by his past and is trying to find the reason for his existence. After a chance meeting with an old man with a peculiar watch, Billy might figure out what he is meant to do...By Paul Steadman
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“Personnel is the number one challenge” || Steve Barna, Owner, Hawthorne Chevrolet
26:34
26:34
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“There are a lot of bad habits being formed that are going to have to be addressed, once the situation becomes back to a normal cycle.” — Steve Barna Born and raised in Hawthorne, NJ, Steve Barna also owns Hawthorne Chevrolet, which has been a family-owned and operated dealership for over 90 years. Steve got his start in automotive sales when his s…
This week Terry and Paul form a theme gang and meet Ms. Peters, a teacher that is trying her best to educate the unruly kids that are in her class. One day while breaking up a fight, she locks eyes with an ominous stone gargoyle and starts finding herself more and more combative with her students...By Paul Steadman
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Strange Highways
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S1, Ep. 6B - A Message from Charity
1:10:38
1:10:38
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This week Terry and Paul are looking for sky demons when they meet Peter Wood, a young man who has recently gotten over a bacterial infection that somehow allows him to communicate with Charity Payne, a young lady in the year 1700 who also suffered the same infection. They soon kindle a friendship, but Peter's tales of the year 1985 soon get Charit…
This week Terry and Paul are looking for electric birthday cake when they meet Dickie Jordan, a young man who has just turned 12. He knows he has to take a mandated government exam and believes he will do really well on it...By Paul Steadman
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“We’ll just do what we’ve done - take care of our customers” || Rita Case, Owner, Rick Case Auto Group
37:32
37:32
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She’s back! One of the hardest-working women in the automotive industry, Rita Case, returns to Dealer News Today for another enlightening and entertaining chat with Derek D. Cars have always been a family affair for Rita, with her children also working at Rick Case Auto Group, and she continues to look ahead on behalf of future generations in the a…
This week Terry and Paul are going to get the good Caviar and meet Mr. Todd Ettinger, a business man focused cars, boats, and success. A disheveled down on his luck deity decides to change that when he shoots Todd with love's arrow...By Paul Steadman
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“I had two choices - sit on the sidelines, or jump in.” || Matt Gunderson, State Senate Candidate, CA-38
30:45
30:45
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Matt Gunderson came from a large family in western Wisconsin, never intending to sell cars. But after getting into business with his brother in an open Infiniti dealership point in California, he found himself two decades later, running that successful dealership, plus two others he had started from the ground up. On this episode, Matt Gunderson ta…
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Strange Highways
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Are You Afraid Of The Dark? - The Tale of The Dark Music
1:00:39
1:00:39
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This week Terry rubbed a magic lamp and disappeared but will be back for the next episode. In the meantime, Paul is joined by Mary as they sit around the campfire for an episode of Are You Afraid Of The Dark?, S1. Ep. 11 The Tale of the Dark Music. They meet Andy Carr, a down on his luck kid just trying to make enough paper route money to pay for h…
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“I am not a car person - I am a people person.” || Liza Borches, President and CEO, Carter Myers Automotive
28:29
28:29
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Liza Borches is a fourth-generation automotive dealer, but once upon a time, she never imagined she’d want to sell cars. Over the last 15 years, Carter Myers Automotive has experienced explosive growth, from three rooftops to 20 - and Liza, Cox Automotive’s 2020 Woman of the Year, says they’re ready to go even further. Listen in while Liza Borches,…
This week Terry and Paul were popping some cool wheelies when they meet Mr. Paul Marano, a recent widower and loving father who finds himself lost after a car accident that may cost his daughter's life. While exiting the hospital, Paul sees a young girl standing on the roof of an old orphanage, staring directly at him...…
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"I was driven to be an exception" || Rita Case, Owner, Rick Case Automotive Group
32:49
32:49
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Rita Case has literally spent a lifetime in the auto industry. She was born into one car-selling family, married into another, and now is the president, CEO, and owner of the country’s largest retail auto group that is owned and operated by a woman. Listen as Rita Case, the CEO and owner of the largest woman-owned retail auto group in America, tell…
This week Terry and Paul barely make it off the road and into Big Bob's Diner and meet the staff and guests inside. While waiting for the storm to pass, a local sheriff starts asking a lot questions of a mysterious stranger who just wants to be left alone....By Paul Steadman
This week Terry and Paul go yard selling and meet Ms. Janice Hammond, a recent divorcee who likes to see what deals there are available in the neighborhood. When she discovers a magic lamp, she thinks all of her problems will be solved...By Paul Steadman
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Unconventional Advice on Working with Family || Larry Crain Sr. Crain Automotive
19:10
19:10
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The Crain Companies began as “Paul Crain Wholesale” in Searcy, Arkansas in the early 1950s. “Mr. Paul”, Larry Crain Sr.’s father, started out “peddling” tire repair items and now Crain Automotive is 23 rooftops strong - all from the trunk of a car. Listen to industry veteran Larry Crain Sr. as he discusses the history of Crain Automotive and how he…
This week Terry and Paul are waiting in line for movie tickets and meet Ms. Carol Shelton, a professional photographer that has just been offered a dream assignment, however, it puts her relationship with her boyfriend at a crossroads. While Carol is making up her mind, a mysterious young man appears that might change everything...…
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We all Need to Be Ready to Pivot || Rob Cochran, CEO, #1 Cochran
27:56
27:56
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45-Year-old automotive brand has seen it all. With 26 dealerships and over 35 facilities, Rob Cochran, #1 Cochran President, and CEO, has a wealth of leadership and operational insights. “Building a brand means developing the organizations’ culture, and that culture needs to be one of growth and empowerment.” — Rob Cochran CEO, #1 Cochran Listen to…
This week Terry and Paul decide to stick around and have just one more drink and meet Mr. Bob Spindler, a man with a large check in his pocket and an even bigger thirst. After a near head on collision, Bob finds himself outside a small bar that has quite the party going on...By Paul Steadman
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For Some Dealerships Things May Get Tougher Soon || Scott Kunes, COO, Kunes Auto Group
28:34
28:34
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Time Magazine Dealer of the Year - 40 dealerships across four states, Scott Kunes, Kunes Auto Group COO, looks into his crystal ball. What’s in store for the auto industry? Listen and find out. From professional chef to one of the top Cheif Operating Officers in the auto industry, Scott Kunes has a unique point of view on the industry and has some …
This week Terry and Paul meet the Cunninghams, the worst parents the Twilight Zone has ever seen. Their daughter, Debbie, hands them a scroll that is an invitation to the Children's Zoo. For her to be allowed to enter, both parents must accompany her there...By Paul Steadman
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A deep dive on strategic expansion || Transactions with Dave Cantin
20:39
20:39
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Opportunity remains extremely strong in the automotive M&A sector, and for nearly two years, this high-reward dynamic has allowed auto groups to be especially “picky” and strategic about the dealerships they acquire. Today, Dave takes a deep dive into the art of strategic acquisitions and how dealer groups today are positioning themselves across th…
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“I had no idea the return we would get.” || Brett Hopkins, CEO, Ken Garff Auto Group
30:56
30:56
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Brett Hopkins has had a fascinating career story. He went from a try at medical school, to 3 years in Paris, to being CFO of the 2002 Salt Lake CIty Olympic Committee, where he forged a relationship with Bob Garff, then the 2nd-generation CEO of Ken Garff Automotive Group. Brett joined Ken Garff Auto Group following the 2002 games, and in 20 years,…
This week Terry and Paul break into a museum and meet Mr. Jackie Thompson, a thief who steals a crystal that unknowingly has the power to heal. Jackie then decides to use this ill begotten gift for profit but does not understand the power he wields...By Paul Steadman
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Sugar Ray Leonard Exclusive Interview - Winning When it Matters
32:30
32:30
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An Exclusive Interview with Sugar Ray Leonard Before His Appearance at the NADA Afterparty Hosted by DCG. “There’s a special something, a way to live that helps you win the fights that matter.” ~ Sugar Ray Leonard He’s an Olympic gold medal winner, Golden Gloves winner, world champion boxer in five weight classes (the first boxer to ever achieve th…
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The long game of value in the auto industry || Transactions with Dave Cantin
24:20
24:20
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Today we talk about the true nature of value. Dave reflects on DCG Acquisitions’s recent announcement that, in 2021, the firm closed over $1B in total M&A transactions. (Read more in Business Wire.) But they didn’t do so by gunning for the billion dollar mark. Instead, the team was focused on more essential elements of value. Later in the episode, …
This week Terry and Paul head to NASA to smash some science glasses and meet a group of scientists that are being faced with a mystery: one of their technicians vanished while handling a camera taken from the space shuttle and then suddenly reappears in an examination room after a flash of blue light. The technician may look the same, but there is …
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How to flip a dealership || Transactions with Dave Cantin
24:38
24:38
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Get ready to take notes. Today, Dave runs down the checklist of dealership profitability and talks about entrepreneurs who are skilled at purchasing dealerships, increasing profits, and then selling them at a higher price three to five years later. Plus, Dave and Derek share predictions on the performance of mainstay automakers over the next 12-18 …
This week Terry and Paul keep trying pull the turkey out of the picnic basket and meet Jenny, who is having a seemingly perfect day out in the country with her husband and daughters. That is until things start repeating and distorting around her...By Paul Steadman
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With the industry evolving, M&A remains strong || Transactions with Dave Cantin
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The auto industry is changing faster than it has since the days of Karl Benz and Henry Ford. Manufacturers are investing billions into EVs. Dealers are adopting “order your vehicle” sales models and transforming the way they do business with customers. In this environment, M&A remains full-steam-ahead. Smaller auto groups and family dealerships con…
This week Terry and Paul go to pet all of the encyclopedias and meet Mr. Bill Lowery, a medical device salesman who is trying to stay relevant in his job by learning all of the new product names that keep rolling out when he notices that other common words are changing all around him...By Paul Steadman
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“A lot will be said in the history books.” || Bridget Beyer, COO, Beyer Automotive Group
30:30
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Bridget Beyer’s family has been in automotive for over 100 years. She’s the COO of Beyer Family Automotive Group in New Jersey, which operates Ford, CDJR, and GMC franchises, multiple commercial truck dealerships, and even a Fleet dealer that sells over 2000 police vehicles annually to municipalities across NJ. Today on DNT, Bridget brings up some …
This week Terry and Paul go looking for Chocopoppers and meet Penny, a very stressed out housewife that is trying manage four young children, a constantly barking dog, and an apathetic husband. All she wants is a little time for herself and for the noise of life to go away. After discovering a necklace with a sundial on it, Penny may have found a w…
This week Terry and Paul start their journey into the 1980's edition of the Twilight Zone by going to a bar with easily breakable mirrors and meet Mr. Peter Novins, a business man who is not a good person. After an accidental misdialing of a telephone, Peter will soon find out what kind of a man he is...…
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Launching 2022: A Prosperous Outlook, One Precaution || Transactions with Dave Cantin
23:55
23:55
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There’s no crystal ball for the year ahead, but the automotive industry is not slowing down and 2022 may shape up to be a stronger year than 2021 or 2020. However, there’s one thing we’re keeping our eye on — how will manufacturers respond to dealers making record profits, while they aren’t seeing the same on their end? Dave and Derek discuss why t…
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How Speed and Confidence Win the Deal || Transactions with Dave Cantin
21:07
21:07
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21:07
The week between Christmas and New Year’s is usually quiet in the M&A world. Not this year. At a moment when DCG has 37 deals in the pipeline, Dave breaks down how two key attributes in a buyer—speed and confidence—are essential to winning dealership acquisitions. He goes on to discuss how New Year’s is his favorite holiday, because it’s a chance t…
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“‘What is your forecast for 2022?’ is a loaded question.” || Jessica Caldwell, Exec. Director of Insights, Edmunds
29:51
29:51
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This episode is full of rich insights and data from one of the industry’s leading analytics experts. Jessica Caldwell began her career with various OEMs and has spent the past 15 years at Edmunds, where she is now Executive Director of Insights. Jessica and Derek discuss the great flux the industry has felt since the start of the pandemic, and atte…
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Strange Highways
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Tales From the Crypt S1, Ep. 2 - And All Through the House
1:10:39
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This week Terry and Paul get into the holiday spirt and meet Elizabeth, a wife who's only holiday wish is to be rid of her husband and does so in quick fashion with a fireplace poker. Just when she thinks she is about to get away with her crime, a murderous Santa Claus appears to complicate things.... Have a good holiday and see you in 2022 for the…
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An Unconventional Year-End in Automotive M&A || Transactions with Dave Cantin
20:30
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Today’s episode of Transactions starts with some holiday cheer and jumps quickly to the frenzy of M&A activity happening at the close of the year. “It’s the unknown,” Dave says, that’s driving the rush to close. We all know factors are favorable in 2021 — from laws and taxes, to interest rates and dealership profits — but nobody knows exactly how t…
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“It’s not about talk, it’s about action.” || Don Forman, CEO & Founder, Forman Automotive
30:38
30:38
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Don Forman is one of the top names in the Vegas auto market. As CEO of Forman Automotive, he’s now getting ready to open his sixth dealership in the greater Las Vegas area. On this episode of Dealer News Today, Don tells how he found his career in Vegas by chasing opportunity, and he gives us a sense of the work ethic and passion that are behind th…
This week Terry and Paul travel to Hulu's Monsterland and visit Newark, NJ, the location of The Fall: an event where blue beings that people are calling angels have been dropping from the sky without explanation, and meet Brian and Amy Cooke, a couple falling apart in the wake of the kidnapping of their daughter. Amy is trying to find a way forward…
