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Kaylee Felio, better known in the industry as "The Parts Girl," brings her unique flavor of grit, smarts, and systems thinking to this Auto Collabs episode. Starting her career as a Subway manager and now pushing toward the CEO seat at PartsEdge, Kaylee's story is a testament to the unconventional paths that lead to real leadership in auto. She's not just making waves with her content and the PartsEdge Podcast—she’s redefining what it means to lead from the fixed ops side of the dealership.

In this conversation, Kaylee chats with Paul, Kyle, and Michael about how her sandwich-slinging days taught her the foundations of efficiency, how she built the educational resources the parts industry didn’t even know it needed, and what’s exciting her about tech and innovation in fixed ops. She also drops a bold vision for the future—and it starts with her becoming CEO. If you’ve ever underestimated the power of the parts department (or a meatball marinara on wheat), this episode will change your mind.

Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

1:33 Kaylee Felio joins the show and shares how she became “The Parts Girl”

4:27 How managing a Subway restaurant unexpectedly trained her for auto

10:13 Why parts departments need to adopt automation and evolve their processes

14:24 Calling out the status quo: Kaylee’s bold approach to sales and change

21:00 Kaylee’s next move: positioning herself to be CEO of PartsEdge

Learn more about

Connect with Kaylee Felio at https://www.linkedin.com/in/kayleefelio/

Learn more about PartsEdge at https://www.partsedge.com/

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Shane Wilson, the brain behind Connected Dealer Services (CDS), joins the crew to talk about how billions of data points, a deep background in consumer electronics, and a passion for keeping cyclists safe from autonomous vehicles are reshaping dealership service retention strategies.

The conversation kicks off with Shane’s winding path through the automotive tech world—from remote starts to launching a connected solution for dealerships that’s more than just GPS tracking. At the heart of CDS is a bold vision: empower dealers to own retention by equipping them with real-time vehicle health data, mileage tracking, and the ability to campaign directly to customers—all through a dealer-branded app. Shane also dives into the ethical terrain of data privacy, the opportunity for dealers to capitalize on wearables like tires and batteries, and why he thinks fixed ops is finally stepping into the spotlight.

Takeaways

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:28 Shane Wilson joins the show and shares his background in auto tech

6:35 Why Connected Dealer Services was born to solve dealership inventory and retention issues

8:17 The breakthrough idea: shifting ownership of retention from customers to dealerships

12:39 Shane addresses privacy concerns and how CDS handles sensitive data

14:14 Hidden service revenue: how tires and batteries open new lanes for profitability

21:56 The next five years: EVs, AI, and 2 billion monthly data points shaping what’s next

Connect with Shane Wilson at https://www.linkedin.com/in/shanebwilson/

Learn more about Connected Dealer Services at https://www.connecteddealerservices.com/

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Adam Marburger redefines F&I leadership with a servant’s heart and a black belt mindset.

In this episode of Auto Collabs, Paul J Daly, Kyle Mountsier, and Michael Cirillo sit down with Adam Marburger, President and CEO of Ascent Dealer Services, to delve into his unconventional journey through the automotive industry. Starting as a porter, Adam's ascent to a top-tier F&I leader is a testament to his dedication and innovative approach. His new book, The Servant Leading F&I Manager, encapsulates his philosophy of leadership that prioritizes service, collaboration, and purpose.

Adam shares insights on transforming F&I departments into hubs of trust and long-term customer relationships. He emphasizes the importance of early involvement in deals, continuous training, and the adoption of a servant leadership mindset to enhance both customer satisfaction and dealership profitability. Listeners will gain valuable perspectives on how empathy and accountability can revolutionize the traditional F&I role.

Timestamped Takeaways:

0:00 – Intro with Paul J Daly, Kyle Mountsier, and Michael Cirillo.

1:47 – Adam recounts his accidental entry into the automotive industry and his progression from porter to F&I expert.

4:06 – Discussion on building a massive referral base and the significance of genuine customer connections.

7:27 – Identifying common issues in F&I departments, including lack of process and accountability.

10:04 – The necessity of continuous development and training for managerial staff in dealerships.

15:05 – Exploring the principles of servant leadership and its impact on F&I operations.

Learn more about Adam Marburger:

LinkedIn: Adam Marburger

Company: Ascent Dealer Services

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Attention-grabbing creativity, franchise fatigue, and the art of brand-building in the modern age.

Glenn Lundy isn’t just a podcaster or speaker—he’s a professional attention architect who’s been helping auto dealers think differently for years. With thousands of episodes under his belt and a heart for growth (and a growing family, literally), Glenn joins Paul, Kyle, and Michael to riff on why the rules of attention have changed and how creative thinking can outperform a fat ad budget. From Burger King's moldy Whopper to AI-powered robot dogs, this conversation is a masterclass in making people look your way without selling your soul to Facebook ads.

But it’s not just about flash. Glenn gets real about the human side of leadership—especially in an industry filled with third- and fourth-generation owners who might not actually want to grow. They talk about the psychological ceilings we impose on ourselves, the trap of “just enough” success, and why authentic, creative messaging is the dealership's best bet for long-term retention. Oh, and there's a mosquito attack that turns into a branding metaphor. You can’t make this stuff up.

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:24 Glenn introduces his newest baby—number nine—and how family fuels his hustle

4:01 The ASOTU CON robot dog story: how a cyber-dog turned heads and taught lessons in grabbing attention

6:30 Burger King's moldy Whopper ad and the shift from traditional ads to organic, bold creative

11:18 Glenn and Paul dive deep into the tension between creativity and substance in a noisy digital world

19:02 Why many dealership owners say they want to grow—but secretly don’t

21:36 The dealership mindset trap: silos, financial statements, and being “number one” in tiny ponds

Learn more about Glenn Lundy:

• https://www.linkedin.com/in/glennlundy/
• https://join.800eliteautoclub.com/

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Alain Nana-Sinkam’s automotive career began with a childhood passion—organizing Matchbox cars into a meticulously curated dealership on his bedroom floor. That early fascination evolved into a dynamic career spanning retail, finance, and tech, culminating in his leadership role at TrueCar, where he’s redefining how consumers and dealers connect in the digital age.

In this episode, Alain joins Paul, Kyle, and Michael to discuss the evolving landscape of car buying. He emphasizes the industry's shift from focusing solely on price transparency to addressing the total cost of ownership, including financing and protection products. Alain advocates for empowering consumers with tools that provide clarity and confidence, highlighting the importance of dealers in facilitating a frictionless buying experience.

Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier, and Michael Cirillo

1:20 Alain reflects on his early days in the industry, starting as a lot attendant and how that experience shaped his understanding of dealership operations.

5:10 A nostalgic look at Alain's childhood photo, revealing his early passion for cars and dealership setups.

8:29 Discussion on the importance of recognizing the emotional and practical significance of car ownership for consumers.

13:34 Alain shares insights on the need for the industry to focus on total cost transparency, not just vehicle pricing.

18:27 The conversation turns to the challenges and opportunities in providing real-time, personalized financing options for car buyers.

Follow Alain Nana-Sinkam at https://www.linkedin.com/in/alainnanasinkam

Learn more about TrueCar at https://dealerportal.truecar.com/

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Chad Graves, Co-Founder and Chief Revenue Officer of Reunion Marketing, joins the Auto Collabs crew to talk shop about what really moves the needle in automotive marketing. With over a decade of experience guiding digital strategy for dealerships across the country, Chad breaks down how his team is pushing past surface-level metrics to deliver true business outcomes. Spoiler: it’s not about the flashiest dashboards—it’s about asking the right questions and making sure your SEO works just as hard as your sales team.

In this episode, the crew digs into Reunion's newly launched platform, Altitude, and how it's helping dealers connect marketing actions directly to sales and inventory performance. Chad offers a grounded take on the rise of AI tools like ChatGPT, arguing they enhance—but don’t replace—the fundamentals of solid SEO. The conversation gets real about shifting consumer behavior, the surprising persistence of Google search dominance, and why making your website frictionless is more important than ever.

Takeaways:

0:00 – Intro with Paul J Daly, Kyle Mountsier, and Michael Cirillo

6:19 – Chad explains how Reunion balances a scalable SEO blueprint with localized customization by asking deeper questions

10:17 – The team discusses the resurgence of new car leads and the importance of simplifying website experiences

14:44 – Chad shares insights on how AI tools like ChatGPT are influencing consumer research and the continued relevance of SEO

17:34 – Reunion’s new Altitude platform integrates sales and inventory data to provide dealers with actionable insights

23:07 – The conversation turns to the growing importance of online reviews in influencing AI-driven search results

Learn more about Chad Graves and Reunion Marketing:

• LinkedIn: Chad Graves
• Company: Reunion Marketing

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Carol Marshall unpacks how culture, trust, and hospitality can supercharge your dealership.

In this episode, Paul, Kyle, and Michael sit down once again with the ever-insightful Carol Marshall, COO of ActivEngage, to talk about the power of intentional hiring and world-class hospitality. Carol shares the secret sauce behind her company’s team-building approach—spoiler alert: it involves “hiring for attitude,” a heat-packed conference room, and a pair of brown shorts. Drawing inspiration from industry classics like Be Amazing or Go Home and The Speed of Trust, she dives deep into how great workplace culture and thoughtful recruiting aren’t just HR buzzwords—they’re how you build a business with staying power.

From making ASOTU CON attendees feel like VIPs to setting up dealers for lead-gen success, Carol and her team aren’t just talking the talk—they’re walking it (in comfy shoes, ready to help). The trio reflects on what it means to really show up for your industry, how customer experience starts well before the sale, and why “fit” can trump even the best qualifications. This one’s got real takeaways for leaders, operators, and anyone who’s ever tried to build a team worth trusting.

Books Referenced In The Interview

• Hiring for Attitude by Mark Murphy
• Be Amazing or Go Home by Shep Hyken
• The Speed of Trust by Stephen M.R. Covey

Timestamped Takeaways:

0:00 Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

2:41 Carol Marshall joins to talk growth at ActivEngage and what makes team expansion exciting—and tough

4:58 Why hiring for attitude beats hiring for skill, and how Carol’s team smells out drama before it starts

10:52 Behind-the-scenes of how ActivEngage owned hospitality at ASOTU CON with cross-functional team support

13:48 Productizing service: from sticky website chats to flip-to-text, ActivEngage is all about real customer connection

17:18 A fresh client wins big: 8 appointments, 8 sales—how quality conversations can drive real ROI for dealers

Learn more about Carol Marshall:

• Carol Marshall on LinkedIn
• ActivEngage

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

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F&I veteran Rudy Graff brings decades of grit, grind, and gut checks into a conversation that reveals the high-stakes game behind the deal jacket.

Rudy Graff—aka “Rudy Boss”—joins the crew to unload decades of wild, real-world experience from the F&I trenches. From his early days dodging lemon law landmines and printing contracts with a daisy wheel, to leading compliance initiatives at one of the country’s largest dealerships, Rudy’s journey through automotive finance is anything but boring. He shares how a recession pivot turned into a career, why he operated under an alias in the Wild West days of F&I, and how working the phones and fighting for a spot gave him a front-row seat to the evolving auto landscape.

Now with ComplyAuto, Rudy breaks down the modern compliance tightrope, the hidden costs of a single digit typo, and how AI is changing the game—one autofilled form at a time. He peels back the curtain on how even tiny address mismatches can snowball into repo-level disasters and explains why today’s F&I professionals need more than sales chops; they need tools, process, and precision. If you’ve ever wondered what F&I actually does or why compliance is everyone’s business, Rudy makes it clear: protect the store, protect the customer, and never underestimate the power of automation.

Timestamped Takeaways:

[0:00] Intro with Paul J Daly, Kyle Mountsier and Michael Cirillo

[3:02] Enter “Rudy Boss”: Rudy shares how his F&I alter ego was born out of early dealership antics and the need to fly a little under the radar.

[5:47] From Phones to Frontline: His improbable entry into auto, starting with cold calls and ending in battle-tested F&I leadership.

[10:47] First Rule of F&I—Protect the Store: Rudy emphasizes that compliance isn't optional—it's mission-critical.

[15:12] Real-Life AI Impact: How AI is catching human errors—like address mismatches—that can trigger costly customer blowback.

[19:22] Why Your Next Repo Might Be a Data Entry Problem: The ripple effects of a single mistake and why AI is essential to clean deals.

[23:37] Looking Ahead—AI, Blockchain, and Bulletproof Compliance: Rudy and the team envision the future of document validation and regulatory tech.

⭐️ Love the podcast? Please leave us a review here — even one sentence helps! Consider including your LinkedIn or Instagram handle so we can thank you personally!

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