Kain & Friends

What can automotive retailers learn from a dealership selling roughly 1,000 used vehicles every month? Quite a lot.On this episode of Kain & Friends, I sit down with Luke Manion, Chief Digital Officer at Westside Auto Wholesale in Perth, Western Australia — and my first international guest on the podcast.Luke shares how Westside manages the extraordinary velocity of buying, preparing, merchandising, selling and delivering approximately 1,000 vehicles a month while maintaining a strong focus on the customer experience.We get into owning and controlling dealership data, using AI without losing the human connection, 24/7 lead response, fixed pricing, website strategy, missed calls, response-time expectations and why dealership leaders need to personally understand and use today's technology.One of Luke's strongest messages is also one of the simplest:Technology isn't the advantage. Your data and your people are.If you're a dealer, dealership leader or automotive technology provider trying to determine where AI really belongs in the retail process, I think you'll find plenty of practical ideas in this conversation.

What’s the difference between the dealership you think you run and the dealership that’s actually running?In this episode of Kain & Friends, I sit down with my friend David Long for a conversation that moves easily between leadership, culture, recognition and the operating disciplines that drive dealership performance.David shares some terrific lessons from his career, including a story about a $1 trophy that taught him just how much recognition can mean to an employee. We also dig into his concept of “Step Zero” — what happens in your mind and heart before you ever say the first word or take the first action.And we get very practical. David explains why he believes aged used-car inventory starts on Day 10, not Day 30, and why leaders need to recognize what their numbers are telling them early enough to actually do something about it.A few things we cover:• Why guest experience really starts behind the curtain• The surprising impact of a $1 trophy and a handwritten note• What David means by “Step Zero”• Why attitude and energy matter to sustainable performance• Why aged inventory should get your attention by Day 10• The difference between the dealership you think you run and the one you’re actually runningDavid has a great way of combining the human side of leadership with the accountability required to run a successful business. I really enjoyed this conversation and think there are several ideas here that dealership leaders can put to work immediately.Thanks for joining us for another episode of Kain & Friends — Friends Helping Friends Build Better Businesses.

What happens when an automotive retailer embraces AI without losing sight of the people who make the business work?In this episode of Kain & Friends, David Kain sits down with Alex Perdikis, CEO and Owner of Koons Motors and Chairman & Founder of inride, for a wide-ranging conversation about automotive retail, leadership, customer experience, used-vehicle acquisition and the rapidly changing role of artificial intelligence.Alex shares his journey from washing cars while attending the University of Richmond to becoming one of the top salespeople in the Koons organization, eventually leading dealerships and becoming an owner himself.The conversation explores why Alex believes employee satisfaction drives customer satisfaction, why his dealerships maintain a culture that expects to compete for #1, and why used-vehicle acquisition represents one of automotive retail's biggest opportunities.Alex also tells the story behind inride—from its beginnings as a vehicle subscription business, through its pivot into consumer-to-dealer vehicle acquisition, and ultimately into agentic AI designed to help dealerships engage customers and acquire vehicles from their existing databases.But perhaps Alex's most important message is about people:Use technology to make people more effective—not to underestimate the value of the human relationship.In this episode:• Alex's journey from washing cars to dealership ownership• Why employee experience drives customer experience• Building a culture that expects to win• The importance of market share, profitability and accountability• Why used cars remain such an important dealership opportunity• How inride evolved into an agentic AI platform• Using AI to handle work at scale while people build relationships• Advice for young automotive leaders• Why loving what you do matters during difficult timesAbout Kain & FriendsHosted by David Kain, Kain & Friends features conversations with automotive leaders, operators and innovators sharing practical ideas to help viewers improve their businesses.Subscribe and join us for more conversations with the people helping shape the future of automotive retail.#AutomotiveRetail #AutomotiveAI #DealershipLeadership #UsedCars #KainAndFriends #inride #KoonsMotors

What happens when a dealership puts its people and culture at the center of the business?In this episode of Kain & Friends, I sit down with my longtime friend Michael Spiegel, Dealer Principal of WeAuto.I've had the pleasure of knowing Michael for many years and watching his career grow from an automotive retailer and dealership leader to an owner, entrepreneur and adjunct professor at the University of Michigan.We talk about:• Why WeAuto's mission starts with inspiring people to grow• Building a strong culture while maintaining accountability• Developing future leaders in automotive retail• Using transparency and performance metrics to improve the business• Why employee experience ultimately impacts customer experience• How WerkandMe.com helps WeAuto support onboarding, development, communication and employee recognition• Michael's advice for the next generation of automotive leaders• Why he believes automotive retail remains an incredible career opportunityOne of my favorite conversations yet because it combines two things I care deeply about — friendship and helping people grow.Thanks to Michael for joining me and for everything he continues to do for our industry.Subscribe to Kain & Friends for more conversations with automotive leaders, operators and friends who are working to build better businesses.

There are some podcast conversations that are informative — and some that are simply special.This episode of Kain & Friends was both.I had the opportunity to sit down with my brother, Bob Kain, President and General Manager of Jack Kain Ford, and my nephew, Graham Kain, New Car Manager, for a conversation about the automotive business, family, leadership and the lessons that get passed from one generation to the next.Jack Kain Ford has been serving customers since 1959, and today Bob and Graham are carrying that legacy forward while continuing to evolve the dealership.We talk about:• Creating a truly differentiated customer experience• Why their one-price approach works• Turning used-vehicle inventory quickly• The importance of video, lead response time and engagement• Developing the next generation of dealership leaders• What Bob wishes he'd understood earlier in his career• Why Graham believes we should make the most of the time we have with our mentorsAnd, as you might expect when you put three Kains together, there are plenty of family stories and laughs along the way.This one meant a lot to me.I hope you enjoy the conversation as much as we enjoyed having it.

What does it take to transform an underperforming dealership into one of the best in the country?In this episode of Kain & Friends, I sit down with Brendan Harrington and Daniel Syvrud of Autobahn Fort Worth to unpack a remarkable dealership turnaround — including taking their Land Rover operation from near the bottom of the national rankings to #1 overall.And here's what makes the story so interesting: they didn't get new cars or a new facility.They changed the culture.We talk about why Brendan has shifted from driving KPIs to focusing first on how employees feel, Daniel's philosophy of "Have fun. Be fun," and why great customer experiences begin with engaged team members.We also explore:Why culture can tell you things KPIs can'tHow to hire "future all-stars"Turning around a dealership's reputation one customer at a timeWhy community involvement mattersUsing AI and technology like PromptPath to make salespeople more confident and effectiveHow to introduce new technology without losing your teamCareer advice for the next generation of automotive leadersOne of my favorite ideas from the conversation is remarkably simple:Don't just look at the spreadsheet. Look through the window. How does your team feel?There are a lot of leadership lessons packed into this conversation — whether you're running a dealership, leading a department, or preparing yourself for your next opportunity.Kain & Friends — Friends Helping Friends Build Better Businesses.

What does it take to build a successful dealership in one of the most competitive automotive markets in America?In this episode of Kain & Friends, David Kain sits down with Scott Falcone, dealer partner of World Hyundai, World Kia, and the Matteson Auto Mall, to discuss the principles that have guided his career for nearly two decades.Scott's story didn't begin in a dealership. It began with a carpet-cleaning business, an entrepreneurial mindset, and a determination to learn through experience. Along the way, he discovered a lesson that continues to shape his leadership philosophy:"Systems run the business. People run the systems."Together, David and Scott explore why process and accountability matter more than personality, how great organizations develop talent from within, and why dealers should approach artificial intelligence with both curiosity and caution.The conversation also covers:• Building a culture of continuous improvement• Why great dealerships focus on activities before results• The importance of mentorship and lifelong learning• How Scott's team uses data, surveys, and AI to better understand customers• The role dealer-led innovation will play in the future of automotive retailIf you're a dealer, manager, or industry professional looking for practical ideas that can be implemented immediately, you'll find plenty of them here.Please subscribe, leave a comment, and let us know what stood out most to you.

In this episode of Kain & Friends, I sit down with Nicole Denoyer, fourth-generation General Manager of Denoyer Chevrolet in Holland, Michigan, to explore the leadership principles, culture, and operational disciplines that have helped her family dealership thrive for generations. Rather than chasing the latest trends, Nicole shares practical strategies that create lasting success—from developing employees and strengthening communication to improving processes and delivering an exceptional customer experience.In this conversation, you'll discover:Why great dealerships put employees first How strong communication builds trust and accountability The leadership habits that create long-term employee retention How Denoyer Chevrolet increased its Internet lead closing rate from approximately 8% to nearly 20% The role technology plays in supporting people—not replacing them Why dealership culture is still the ultimate competitive advantageNicole also shares candid insights about growing up in a family dealership, earning the respect of employees, leading through change, and encouraging more women to pursue leadership careers in automotive retail.Whether you're a dealer principal, general manager, department leader, or simply passionate about building a better business, you'll come away with ideas you can put into practice immediately.If you enjoy conversations with industry leaders who share real-world strategies and lessons learned, be sure to subscribe to Kain & Friends for more episodes.#Automotive #DealershipLeadership #Leadership #CustomerExperience #EmployeeEngagement #DriveCentric #Chevrolet #BusinessGrowth #GeneralManager #KainAndFriends

In this episode of Kain & Friends, I sit down with my longtime friend Jim Fitzpatrick, Co-Founder of JBF Business Media, CBT News, and the America's Small Business Network, to discuss the remarkable journey that transformed an idea into one of the most trusted media platforms in automotive retail.Jim shares the story behind launching CBT News, the challenges of building a business from the ground up, and why helping dealers become more successful has always been the company's North Star.Along the way, we discuss leadership, innovation, the future of dealership operations, the FTC's growing focus on transparency, and why Jim believes the automotive industry still offers one of the greatest career opportunities in America.If you're a dealer, manager, industry partner, or simply passionate about leadership and business, I think you'll find this conversation both inspiring and practical.In this episode:• The origin story behind CBT News• Building a media company focused on dealers• Lessons learned from more than 7,000 interviews• How COVID changed automotive retail forever• The FTC's impact on dealership operations• Why dealership culture matters more than ever• The importance of developing and retaining great people• Jim's advice for the next generation of automotive leadersOne of my favorite takeaways:"There are few industries where someone can start with nothing more than hard work and ultimately own multiple businesses. Automotive is still one of them."Thank you for watching.If you enjoy conversations like this, please Like, Subscribe, and Share with someone who is passionate about improving our industry.#Automotive #Leadership #Dealerships #CBTNews #JimFitzpatrick #DavidKain #KainAndFriends #AutomotiveLeadership #DealerSuccess #RetailAutomotive

What separates great dealerships from everyone else?According to Kevin Frye, the answer isn't technology.It's thinking differently.In this episode of Kain & Friends, David Kain sits down with one of automotive retail's most respected marketing leaders to explore how dealerships can build lasting competitive advantage by becoming more consumer-focused, data-driven, and operationally aligned.Kevin shares the remarkable journey from selling vehicles on eBay in the early days of online retailing to leading marketing strategy for the Jeff Wyler Automotive Family, where innovation, customer experience, and continuous improvement are woven into the company's culture.Along the way you'll hear practical insights on:• Why "Head Coaches" create stronger organizations than managers• The evolution of dealership marketing over the past 25 years• How AI is reshaping the customer journey• Which KPIs actually matter today—and which no longer do• The importance of strategic vendor partnerships• Lessons learned as a U.S. Naval Aviator that still influence leadership today• Why every business decision should answer one simple question:"Does this make us more consumer-facing?"Whether you're a dealer principal, general manager, marketing leader, or technology partner, Kevin offers thoughtful, practical advice built on decades of experience helping dealerships adapt and thrive.If you're looking for ideas that will improve both your customer experience and your business performance, this is an episode you won't want to miss.Three Takeaways1 - Keep the customer—not the technology—at the center of every decision.2 - Measure what truly drives business results, not just what's easy to track.3 - Great organizations don't simply manage people—they coach them.Kevin Frye serves as Head Coach of Marketing for the Jeff Wyler Automotive Family and is recognized as one of the automotive industry's leading voices on digital retailing, customer experience, marketing strategy, and AI. His career spans more than two decades helping dealerships navigate changing consumer expectations through innovation, data, and operational excellence.