EP 10:23 Process Over Panic: Tips from a Former Internet Director Turned CFO

In this must-listen episode of the Millionaire Car Salesman Podcast, hosts Sean V. Bradley and LA Williams sit down with Justin Rody, CFO of Kalispell Auto Group, to discuss the critical leadership lessons and strategies that have shaped his journey from Internet Director to C-suite executive. This episode is especially important for anyone in the automotive industry looking to navigate the evolving landscape of dealership operations.

"The Internet and phones are the new showroom.”

Justin dives into the often-underappreciated roles of Internet and BDC departments, shedding light on their vital contribution to modern sales success. With years of experience under his belt, he offers valuable insights on process adherence, the influence of one-price sales strategies on customer satisfaction, and the innovative community engagement tactics that can drive customer loyalty, like car raffles in partnership with local schools.

"If somebody's throwing an Internet manager into a position that hasn't sold a car or been involved in sales, it's not the right thing to do."

This episode is packed with actionable advice for dealership leaders and sales teams alike, offering a roadmap to creating a customer-focused, value-driven dealership that thrives in today’s competitive market. Don’t miss out—this conversation is a game-changer!

Key Takeaways:

✅ Having experience in sales and management roles can significantly enhance the effectiveness of Internet and BDC managers.

✅ Cultivating a culture of process adherence is crucial for dealership success and customer satisfaction.

✅ Implementing a one-price sales model can streamline operations and build trust with customers, although it requires a strong value proposition.

✅ Community involvement and charitable initiatives are vital in establishing a dealership's reputation and fostering long-term customer relationships.

✅ Leveraging technology, such as AI for CRM and lead management, can optimize dealership efficiency and profits.

 

About Justin Rody
Justin Rody is the Chief Financial Officer at Kalispell Auto Group in Montana. With a deep-rooted background in automotive sales, he began his career by immersing himself in various roles within dealerships, from internet director to executive positions. His connection with the auto industry dates back to a family legacy, with experiences ranging from washing cars in his grandfather's small car dealership to managing an auto racing track. Justin brings a wealth of knowledge and a strong emphasis on process and customer satisfaction to his current role overseeing Ford, VW, and Toyota dealerships within the group.

 

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The Importance of Internet Sales Savvy: Transforming Automotive Dealership Leadership

Key Takeaways

• Foundation of Experience: For an Internet Director to truly excel, they should have tangible experience in BDC roles, sales, and management.

• One-Price Dealer Model: Establishing a one-price, no-negotiation dealership fosters a streamlined process and builds trust with consumers.

• Community Engagement: Successful dealerships integrate community involvement into their business model, benefiting both local organizations and the dealership’s reputation.

 

Rethinking Internet and BDC Management in Dealerships

In today’s fast-evolving automotive landscape, the role of the Internet Director holds significant weight. Yet, despite its importance, this position often lacks due recognition and appropriate resourcing in many dealerships. According to Justin Rody, a former Internet Director turned CFO, one core issue is placing individuals in these roles who haven’t experienced the hustle and nuance of direct car sales. "It's almost like setting the person up for failure," Rody articulates, highlighting that the Internet manager should ideally have sales experience to truly grasp the complexities of the car buying process.

Sean V. Bradley, in the podcast, shares a strong sentiment: "How can you tell me as a salesperson or a manager what to do, when to do it, how to do it? And you've never even taken up before." This speaks to the critical need for online and BDC managers to have firsthand sales and customer service exposure. Forcing a